Session 1: Strategy & Focus: Setting the Stage for Success and Long-Term Growth

It all starts with Strategy.  Nobody can give you a strategy -- that can only come from the answers to critical questions that get to the heart of your plans to grow your company. This webinar presents the hard-hitting questions you’ll need to ask your team as you begin your quest for more government contracts – and gives you the tools to find the answers.

Focus: Forecasting & Targeting. You've heard, "If you see it in FedBizOpps, it's already too late."  But how do you find business before the RFP comes out?  Here's the thing: Success comes from pinpointing the right people, in the right agency and program and office, who have the need and the funding and the authority to say, "Yes. Let's do business."  How do you do that?  Learn how to set up your own organized defined plan to focus on your best sources of business.

Process  Government buyers always have two problems: They need stuff -- products, services solutions.  And they need an easy way to buy it. Winning vendors can get them the right stuff, right now.  How many ways could a government buyer do business with you?  And which ones are the shortest path to the sale?  Success takes nailing the process -- first, knowing the options your prospects can use to do business with you, and, second, being set up to make it easy for them to buy from you.

Session 3: Competition & Teaming: Differentiation Matters: Teaming for the Bottom Line

Competition  The good news: government almost certainly buys the kind of products, services or solutions you offer.  The bad news: they're probably buying from someone else right now.   The better news: You can change that!  It's hard to be honest about what you do well -- and what you don't.  The power of unique value is the key to sidelining your competitors. This online workshop presents the tough questions you’ll need to ask your team as you begin your quest for more government contracts – and gives you the tools to find the answers.

Teaming  Did you know? 74% of small businesses that won government contracts also participated in teaming proposals with large primes.  56% actually earned revenue from those teaming agreements.  And many more also teamed with other small companies on the path to profit.  Many kinds of partnerships can get you on the fast track to new business -- if you know what partners want.  Teaming  can create winning alliances with the partners who can open doors to new business.

What are the top teaming tactics?   This online workshop presents the surprising fact about the #1 thing large primes are looking for, their A-list criteria for qualified partners, and how you can bring it all to them.

Session 4: Relationships & Marketing: Why These Two Steps Are More Important than the Low Bid

Relationships  It's true: if the first time you see a Request for Proposal (RFP) in FedBizOpps is less than five days before the due date, you're not looking at an opportunity anymore. You're basically looking at market research.  In more than 80% of government contracts, winners find out about the business long before the RFP...and they find that out from their friends.  Find out how you can find the people you'll want to make friends with -- the ones who really do open the doors to new business.  This online workshop presents the unique network of new contacts your team will need to build -- in government and in industry -- as you begin your quest for more government contracts. 

Marketing  The choices you've made in the first six steps set you up for the decisions you make in marketing. The strategy you have, and the focus on the highest potential opportunities, make your marketing plan much easier. Why? Because you narrow your choices down to the ones most strongly related to the business you want to win.  Find out how you can assess which options should be on your A-list -- and which up-and-coming tools offer surprising advantages over your competition.  This online workshop presents a full range of the power tools that successful government contractors are using today as you lay out your plans to win more government business in the year ahead.