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 Small Business Workshop Agenda

Welcome and Opening Remarks

FOUNDATIONS

The RFP Cycle

  • Set Aside groups - Meeting the Qualifications
  • Dealing with Bureaucrats
  • Finding buyers
  • Identifying a buyer's level
  • Locating Opportunities
  • Matching the two

    • COMPETITIVE EDGE

    Market Research

  • Know your market
  • Locating "Expiring Contracts" that you can do.
  • Public Sources you will need, FOIA requests
  • Business Intelligence - paying for it.
  • Who is buying what and how much from whom, how often, at what price?
  • When did you say that contract was expiring?

    • SOLE SOURCE (Special Section)

    Qualifications for sole source contracting

  • Case studies – how it is done
  • Means and methods
  • Pricing the sole source contract
  • How it is justified, when is it done, can you do it?

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    The SNOOKER (The essence of contract capture)

    Identifying the Competition

  • Making the Decision
  • Positioning and pricing your offer
  • Situational intelligence - Julius Caesar/ Octavian/ Cleopatra/ Gallic Wars/ Aristotle and Thales of Miletus
  • Moving decisively and intelligently to preclude and exclude or overcome the competition, in pivotal and decisive ways.
  • Reality permits manipulation of competitive situations via cause and effect

    • Examples for Each Attendee

    • Finding Opportunities

    • Analyzing the Market

    • Understanding the Requirements and the Buyer

    • Making the Decision

    • Knowing the Competition

    • Identifying the Program Manager (end user)

    • Knowing the Rules and Applying Them to your Advantage

    • Preparing and Submitting the Bid or Required Response

    Questions Every Seller Has

    • How to do business with the DLA and DOD

    • Is a GSA schedule/contract worth your investment?

    • Does moving within broad circles help?

    • Shaping Your Identity - The Line Card/ Capabilities Statement

    • Setting a capabilities briefings when, why and with whom?

    • What do I say when I call to be successful?

    Filing and Dealing with Protest

    How to respond

  • How to file
  • Popular Basis for Protest

    • SBIR/STTR Grant Programs

    • Program Basics

    • What are your chances?

    • Proposal Submissions and Deadlines

    • Program Funding Sources

    • Solicitation Updates

    • Phase I, ($150K) Phase II ($750K) and Phase III

    • Agency Mission Driven

    Things you will receive at the workshop:

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    A list of 15 major Primes looking to partner with WOSB's and EDWOSB's

  • A list of 25 to 100 Federal buyers who buy what you sell
  • A list of 5 to 25 open contracts and opportunities for you
  • An ability to create such a list for yourself the very next day
  • Knowledge of how to approach buyers to your greatest advantage
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