Federal Competitive Analysis Tools & FPDS Deep Dive

Transcription

1 Thank You for Joining Us, The Webinar Will Begin Shortly Federal Competitive Analysis Tools & FPDS Deep Dive While you are waiting please check out the Upcoming Webinars on

2 Before we begin just a few notes: During the presentation lines will be muted so only presenters can be heard. While you are listening please also put your phone on mute Do NOT put your phone on hold please hang up and call back If having trouble viewing the presentation please close out and log in using a different browser If your slides are not moving please refresh or log out & then log back in If you have any questions during the presentation, please feel free to enter them into the discussion box on the bottom left of your screen

3 Federal Competitive Analysis Tools & FPDS Deep Dive Federal Sales Success Series Summit Insight 2016

4 Women Impacting Public Policy (WIPP) is a nonprofit, membership organization working to increase the economic power and public policy clout of women entrepreneurs by providing essential business skills education, leadership opportunities for business and personal growth, and a seat at the table among policymakers in Washington, D.C. WIPP was founded in 2001 and is recognized as a national, nonpartisan voice for women business owners, advocating on behalf of its coalition of 4.7 million businesswomen including 78 business organizations. WIPP identifies important trends and opportunities and provides a collaborative model for the public and private sectors to advance the economic empowerment of women.

5 Give Me 5 National program from WIPP & American Express OPEN designed to educate women business owners on how to apply for and secure federal procurement opportunities. Give Me 5 works to increase the representation of Women Business Owners that win government contracts. We provide accessible business education tools to assist both new and experienced federal contractors. Women Business Owners could gain more than $4 billion in annual revenues if the 5% contracting goal set by Congress was reached.

6 Your Voice - Be heard!

7 Federal Competitive Analysis Tools & FPDS Deep Dive Federal Sales Success Series Summit Insight 2016

8 Presenter Judy Bradt, CEO 28 years U.S. federal contracts expert Author, Advisor, Educator Instructor for PTACs, SBDCs & SBA 2011 SBA Women in Business Champion Corporate Professional Services Federal competitive analysis Custom data-driven federal sales contact plans Team-building & leadership development Federal sales acceleration programs Strategy implementation support National Partner Summit Insight 2016

9 What We ll Cover & How 1. What You Most Need to Know 2. Easy Competitive Intelligence Sources 3. Federal Procurement Data System Deep Dive & Data Fields 4. Next Steps For More Federal Sales Summit Insight 2015

10 FedBizOpps It s all on FedBizOpps.

11 Top Questions To Research Buying patterns Target agencies ALL contract vehicles ALL primes, large and small Potential partners or competitors Locate near you &/or In your target agencies Which contracting officers are buying products like yours Public data on your own contracts!

12 Two New Competitive Intelligence Sources The Competitive Intelligence Cycle Federal Procurement Data System: Detailed Data Extraction & Analysis Example NEW TOOLS & FPDS DEEP DIVE

13 New Tools & FPDS Deep Dive Two New Competitive Intelligence Tools The Federal Competitive Intelligence Cycle Federal Procurement Data System Detailed Database Query & Export Process

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15 GWAC Dashboard

16 GSA Multiple Award Schedule Performance Dashboard

17 What Rates Are Your GSA Schedule Competitors Offering? CALC.gsa.gov

18 What Rates Are Your GSA Schedule Competitors Offering? CALC.gsa.gov

19 Federal Prospecting? Think Backcasting! 19

20 The Federal Competitive Intelligence Cycle If you don t understand how they buy, you have no chance of success. ~ Jessica Harding Government Sales Manager, BRODA Seating Backcast Forecast Pre-RFP

21 Database Features Search Features Drill Down Sort Graph Export That s where I spend big portions of every day. We have new competitors popping up left and right. Data Includes Winner Contract Description Start / Expiry Purchase Method Set Aside Type # Offerors Value ~ Jessica Harding Government Sales Manager, BRODA Seating Summit Insight 2016

22 Federal Procurement Data System (FPDS.Gov) Set up your free account to access full suite of reports & tools Comprehensive federal contract data mining & analysis tool Open Access: ezsearch Free account: access: Advanced structured query Standard reports Adhoc custom queries

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31 The Power of Custom Ad Hoc Reports YOU GET ALL THE DATA.

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39 Exported Data File Sample Up to 30,000 records at once 64 data fields, including: - Vendor - Contract amount - Place of performance - Contract vehicle - Amount of competition - Set Aside

40 Common Situation SDVOSB HVAC repair company in IL GSA PBS Region 5 manager: I use GSA Schedules. Vendor spends 2 years Lots of money No sales. Data showed that buyer actually doesn t use GSA Schedules at all. 40

41 Create pivot tables to break out: Do You Need A GSA Schedule?

42 Create pivot tables to break out: Top Agencies, vehicles & vendors 42

43 Create pivot tables to break out: Specific leading contracts & buyers 43

44 Some Options For Cracking FPDS.gov Procurement Technical Assistance Centers Download the manual: Custom professional analysis Private training & Customized Ad-Hoc query template 44

45 What s YOUR top strategy to get federal competitive intelligence? POLL: o Read FBO, e-buy & FedBid every day o Get a data subscription (fee or free) o Go to small business & matchmaker events o Figure it out on our own, or with a PTAC o Hire a pro, get it done, and start selling ** Choose one ** in your control panel!

46 What Thousands Of Contractors Miss Unless they know you, like you, and trust you they aren t going to hire you. Research helps you show up well-informed. That builds trust. One small thing at a time. Your buyers have an invisible TRUST jar. How are you filling it? Summit Insight 2016

47 Jessica Harding Government Sales Manager Founded 1981 Positioning and mobility chairs to help improve quality of life. Department of Veterans Affairs, State Medical Facilities and Government Agencies Comfortable, functional seating to accommodate each patient s individual needs. Case Study Summit Insight 2016

48 BRODA Enterprises USA Federal Sales Action Plan Implementation Highlights: First 60 Days Nation-wide two-pass annual marketing plan Materials developed and reviewed internally Phone Script: 2 increasing to 6 scenarios 15 calls from first contact to purchase (regardless of contract size) 200 calls/week 40 hours/week Individual thank you card Packing slip Sponsor & Volunteer 2016 Nation Veterans Wheelchair Games campaigns: 1 piece/month Alternating sales / technical content

49 RESULTS! 2016 goal: 20% federal sales growth Q1 results: in three months, on target! Competitive analysis Federal sales game Comprehensive, dedicated implementation Continuous learning! E.g. PTAC, other courses

50 What s Next? Action Steps You Can Take Today Do your Competitive Analysis Know if you need a GSA Schedule Learn the Federal Sales Game Complete your certifications Know your Best Values Refresh your Capability Statement Create a targeted Federal Sales Action Plan

51 What We Covered 1. What You Most Need to Know 2. Easy Competitive Intelligence Sources 3. Federal Procurement Data System Deep Dive & Data Fields 4. Next Steps For More Federal Sales Summit Insight 2015

52 And one more thing Details:

53 How Summit Insight Can Help. Engage! Sign up for e-news & Webinars Visit our blog & download free resources Schedule a conversation Custom query? Private tutorial? Let s talk. Judy.Bradt@SummitInsight.com (703)

54 Thank You For Participating Following this call you will receive links to the podcast of this session. For questions, please contact Lin Stuart at

55 Your Voice - Be heard!

56 Get Involved! Join a policy issue committee and learn how policy can impact your business growth Make your voice heard - become a member of our national Instant Impact Advocacy Team Participate in our educational series unlimited opportunities for you and your staff Receive weekly policy updates and briefings WIPP Questions? Contact WIPP Staff Program & Education Coordinator: Lin Stuart LStuart@wipp.org (415) Membership Coordinator: Lynn Bunim LBunim@wipp.org (415)