The WOSB Workshop Agenda
Welcome and Opening Remarks
The RFP and RFQ Cycles
Sources Sought, Pre-solicitation, Solicitation
Set Aside groups - Meeting the Qualifications
Identifying a buyer's level
Locating Immediate Opportunities
Developing Selection Criteria
Means and Methods
Six Techniques - TIPPPA Rules
Qualifications and Positioning
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?
Strategies: Preparing your business for success
Teaming, Joint Ventures, Prime and Sub-contracting, Sourcing
(The essence of contract capture)
Making the Decision
Identifying the Competition
Understanding the requirement and the buyer
Positioning and pricing your offer
Situational intelligence - Thales/ Julius Caesar/ Octavian/ Cleopatra
Moving intelligently to defeat the competition, in pivotal and decisive ways
Relationship: the difference between success and failure
To Register Click.
Examples for Each Attendee
Analyzing the Market
Understanding the Requirements and the Buyer
Making the Go-No Go 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
What are your chances?
Proposal Submissions and Deadlines
Program Funding Sources
Phase I, ($150K) Phase II ($750K) and Phase III
Agency Mission Driven
Some of theThings you will receive at the workshop:
A list of 15 major Primes looking to partner with Small Businesses.
A list of 25 to 100 Federal buyers who buy what you sell.
A list of 5 to 25 open contracts or opportunities for you.
An ability to create such a list for yourself the very next day.
A Plethora of free resources to help you achieve success.
Knowledge of how to approach buyers and grant program managers to your greatest advantage.
To Register Click.