FEDERAL MATCHMAKING 101 Brought to you by Rafael Marrero 1
About Us ¡ Perspective- A Hispanic Business Enterprise (HBE) Leader ▪ Former Fortune 500 Procurement Executive (NYSE:MTZ) ▪ Two-time Inc. 500 Honoree - Entrepreneur ▪ Successful Small Business Growth Coach ▪ Successful Government Contractor – By Light Professional IT Services (SDVOSB) 2
FEDERAL MATCHMAKING 101 AGENDA 3
Federal Matchmaking 101- 7 Key Ingredients of the “Secret Sauce” for Success (La Salsa Secreta) ¡ #1 SAM Registration – Vendor Prequalification ¡ #2 KYC- Know your customer: Situational awareness is everything ¡ #3 What to bring to your USHCC Matchmaking Appt. ¡ #4 How to look ¡ #5 How to Act ¡ #6 After the Event: The Government Relationship Management (GRM) Process ¡ #7 After the Event: Face-to-Face capabilities briefing with Procurement Decision Makers (PDMs) ¡ Bonus | HBE Matchmaking Case Study § How a Hispanic Business Enterprise (HBE) won his first Multi-Year Federal Contract < 12 Months after attending the USHCC Legislative Summit 4
#1 SAM Registration – Vendor Prequalification 5
SAM.GOV: Mandatory Entity Registration ¡ SAM.GOV- Official free, government- operated website – there is NO charge to register or maintain your entity registration record in SAM. ¡ What do I need to get started? § DUNS Number § Taxpayer Identification Number § Mail an original, signed notarized letter to the Federal Service Desk within 60 days of activation. 6
SAM.GOV: Con’t 10 Major Steps Involved in ¡ Registration Email us for copy of the Quick ¡ Start Guide after today’s Federal Matchmaking 101 Webinar Allow up to 15 days after you ¡ submit your notarized letter before your registration is active in SAM 7
SAM.GOV: Con’t 8
#2 KYC- Know Your Customer: Situational Awareness 9
UNCLE SAM: WORLD’S RICHEST CLIENT ¡ $3.9 TRILLION - Annual Budget ¡ 2.1 Million Employees ¡ $500 Billion in Contracts Awarded Annually § 2.5 Million Contracts ¡ $500 Billion à Grants Issued ¡ FEDGOV Expenditures: 25% of US GDP ¡ US: 28 Million Businesses, only 600K registered to do business with Uncle Sam! ¡ $47 Billion awarded under this category: “ Everyone could compete, but only ONE bid or offer was received.” ¡ $20 Billion spent à Credit cards 10
Know Your Customer: KYC ¡ Visit Federal Agency Websites ¡ Familiarize yourself with Procurement Forecasts § Visit Small Business Programs section of websites ¡ Visit FBO.GOV to monitor opportunities § Begin compiling list of key agency personnel ▪ Name + Telephone Number + email address ▪ Use LinkedIn to research federal agency personnel ▪ Connect with agency personnel on LinkedIn 11
#3 What to bring to your USHCC Matchmaking Appt. 12
Contractor Business Cards Contractor Business Cards § Double Sided § Include Pertinent Codes § Matte Card Stock! 13
Contractor Business Cards / Con’t. Contractor Business Cards Example #2 14
CAPABILITY STATEMENT – 6 C’S! Capability Statement: Your Contractor Resume § Letter Size § Double Sided § Capture 6 C’s § Capabilities Narrative § Codes § Customers § Contracts § Core Competencies § Contact info 15
CAPABILITY STATEMENT – 6 C’S! Header: Capability Statement Your Capabilities Narrative Company Your Codes Profile Point(s) of Contacts Small Business Certifications Your Customers and Past Performance Contracting Vehicles Core Competencies 16
CONTRACTOR WEBSITE- AT THE READY! § 7 Tabs § Include: § Capabilities Narrative (“About Us”) § Codes § Customers § Contracts § Core Competencies § Contact info § MUST have SSL Certificate! 17
CAPABILITIES VIDEO- AT THE READY! Contractor Capabilities Video § 150 Word Script § 1.5 - 2 Minutes § Cover 6 C’s and ‘CTA’ 18
#4 How to Look – Matchmaking 101 19
Business Attire- Mandatory! § Business Attire- Mandatory § Suit and four-pass tie (gentlemen) § Matching socks § Conceal tattoos and piercings § Appropriate manicure. Ladies: avoid chipped nail polish 20
#5 How to Act during the Matchmaking 21
How to Act- the Rules of Engagement § Arrive 15 min prior, check in and wait in designated area. § Maintain professional demeanor at all times. § Be Present § Cell Phones OFF and stored during meeting- SHOW RESPECT! § No food or beverages during interview. § No gum chewing. § Be prepared with ball point pen and pad. § Have BLANK Business Cards! Agency reps run out of business cards all the time… 22
#6 After the Event: The Government Relationship Management Process 23
GRM – GOVERNMENT RELATIONSHIP MARKETING § Track your Progress § “You cannot manage what you do not measure” § Relationships with key CONTACTS will yield CONTRACTS 24
#7 After the Event: Face-to-Face Capabilities Briefing with PDMs 25
The Capabilities Briefing (Post Matchmaking) What is a Capability Briefing? A meeting with a § government agency's buyers. Usually set up by the agency's small business § specialist with the buyers and program managers of the agency which you're interested in selling your product/service to. It will comprise of multiple key agency's personnel. 20 to 30 minutes long. § Use a Power Point presentation . § Send ADVON courtesy copy of Capabilities § Briefing to the agency personnel coordinating your meeting for review and security check prior to the meeting. Also, let them know that you will need a projector, etc.... 26
The Capabilities Briefing (Post Matchmaking) Your Introduction Pitch: Be prepared to share the following: 1) What are your core capabilities ? 2) What is your industry reputation ? 3) Can you demonstrate past performance ? 4) What is your geographic reach ? 5) What are your certifications ? 6) What access to resources/contacts do you have? What to take with you: 1) Business Card 2) Capability Statement 3) Capability Brief (power point) printed out, enough to each participant 4) other marketing collateral as deemed fit 27
The Capabilities Briefing (Post Matchmaking) During the Meeting Pointers: Be Prepared: - Know the agency - Mentioned specific opportunities which you are interested in. After the meeting Pointers: 1) Follow up...follow up....follow up 2) Send a “Thank You” email 3) If given advice, do it if you can 4) Keep in touch via email / phone calls as needed 5) It’s all about building relationship 6) Be persistent 7) CONTACTS bring CONTRACTS 28
HBE Matchmaking Case Study: Abel Herrera, CEO, IT DATA SOLUTIONS ¡ Established: 2005, Miami FL ¡ Hispanic-Owned Small Business ¡ Core Offerings: IT Data § Data analytics § Business Intelligence ¡ Great Customer Relationships ¡ Talented, Hard Working Principal ¡ 8(a) and MBE Certified Firm ¡ Contacted Marrero firm Feb 2018 ¡ Joined USHCC HBE Program Mar 2018 ¡ Attended 2018 USHCC Events: § Legislative 2018 Matchmaking in DC § USHCC Annual Convention in Philly 29
HBE Matchmaking Case Study: Abel Herrera, CEO, IT DATA SOLUTIONS ¡ Rebranded firm à Federal Market § Website § Business Cards § Capability Statement § Roll Up Banners § Executive Photographs ¡ Developed correct approach for Federal Market ¡ Developed and cultivated relationships with Matchmaking agencies: Federal Reserve Board , NASA , US Navy , others ¡ Won 1 st major Multi-Year Federal Contract in < 1 year (Jan 2019) 30
rafael@rafaelmarrero.com Toll Free: 888-595-6221 www.rafaelmarrero.com 31
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