Preparing for FY12
Your best business opportunities to expand Federal business in FY12 reside with people in agencies that you are familiar with and who are familiar with you. Without question, you must build and maintain relationships. Eventually, however, you will be reaching beyond your comfort zone and looking for new contacts in new markets.
Whether your firm is deeply rooted in one agency and wants to expand within that market--or want to leverage your capabilities and products into other agencies--market research is vital. You need to ask and answer the "niche" question: "Which agencies currently use or will need our products and services?"
Before beginning your research, you need to know what North American Industry Classification System (NAICS) codes your product or services represents. Yes, the Feds classify everything by NAICS codes. If you are already doing Federal business, just look at what codes you have been assigned in your existing work. If you are new in this market, go to www.census.gov/naics to learn more about the classifications and which codes represent your products and services.
Next, go to the free source of information, www.fedbizopps.gov to find out who has been putting out requests for that NAICS code in the last year. Use the histories to see where your services are in demand. This will give you some idea where you might find a ready client base. You can then do the same thing by going to the Contracts Data Base, available from www.fpds.gov/fpdsng_cms/ and a variety of market research firms. Here again, you can see where that NAICS code is in demand and act accordingly. Take advantage of past procurement histories to identify potential new markets.
These and other Federal Market Research tools, tactics and techniques are taught and discussed in Advantage Consulting's Market Research classes. For more information, contact J.P. Richard at firstname.lastname@example.org.
Next Generation Command and Control Processor (NGC2P)
If you want the free full summary of this target go to: http://login.epipeline.com/limitedDisplay?ID=FITDUSA12745&FLAG=SUMMARY. This target is only available for a short period of time.
If you need help designing and executing your capture program or proposals to win this procurement contact Sid Jaffe, at 703-642-5153.
Brown Bag Session 7: Delivering a Quality Solution
By Sid Jaffe, President, Advantage Consulting, Inc.
There are several Business Development topics and exercises that make excellent 'Brown Bag' topics during a working lunch with your team. Focusing on 'Quality' is an excellent topic. I once heard business guru Tom Peters say of quality, "I can't define it, but I know it when I see it." Others have said that the hallmark of a quality company is not that they do one thing 100% better than the competition, but that they do 100 things 1% better than their competition.
The professional services market, be it Government or commercial, is one where it is extremely difficult to differentiate one company's quality solution from another. So, what makes the difference? How can you meet and exceed a client's threshold for quality? You must first understand your client's priorities and set reasonable expectations at the outset of a project. This can only happen after a trusted relationship is established. If your goal is to deliver a quality product, start with a quality relationship.
Discuss with your team what they believe are the components of a quality relationship and how they as individuals will contribute to building the relationship.
For more information on business development training for your managers and technical staff, contact Sid Jaffe at email@example.com or call him at 703-642-5153.
The Seven Steps: Step Three, Market Research
By Bill Hamilton, Vice President, Advantage Consulting, Inc.
The first article in this series about performance-based acquisitions from the government's point of view discussed establishing the agency's team. Step Two, involved clearly articulating the organization's problem. With these steps completed, the agency is ready to analyze the commercial and competitive marketplace to identify a possible -- Step Three.
During its market research, the agency acquisition team explores all aspects, resources, and viable products and services available. In the process, the team further analyzes the problem and clarifies potential objectives and solutions. The Government has codified the requirement for sound market research in FAR Part 10 which begins as follows: 6 U.S.C. 796.
Integrated product teams are encouraged to interview contractors and work with them to learn as much as they can about potential solutions or factors impacting the requirement. In addition to meetings, contractors can submit white papers or respond to "sources sought" requests or other invitations. Appeals for assistance at events sponsored by professional associations (such as AFCEA) can also be used to create interest and government-industry dialogue.
These are excellent opportunities for contractors to offer potential solutions and to communicate with the government before the final acquisition is prepared. Take advantage of it!
Questions or thoughts? Contact Bill Hamilton at firstname.lastname@example.org or call 703-642-5153 and let's talk.
Budgets, Budgets - Get Your Budgets In!
By John Bender, Vice President, Advantage Consulting, Inc.
This is the time when you should consider what you will need for next year. Have you invested in your business development process and tools so that you can remain (or become) competitive? Is your "infrastructure" as efficient as your competitors? Are you getting everything you expect out of your business development process? Take a critical look at your results.
Now is the time to budget for the training and tools that will make the difference to your bottom line. Contact John Bender at email@example.com or call 703-642-5153 for details.
Why are they called apartments when they are all stuck together?