$225.00
Win Last Minute Contracts: Year-End RFPs - Sep 2023
This recorded session includes the session video, handouts, presentation and links to the Monday Roundtables. This Package is valid for 30 days.
This session was recorded on August 31st, 2023
Buy On DemandOverview
This briefing will discuss strategies and tactics used by experienced proposal writers to obtain significant federal sales in September to last-minute RFPs. The federal government is expected to spend $400 Billion in September on 1.8 million contracts and your company can be positioned to FIND, RESPOND and WIN last-minute deals.
Many of these contracts will be released with minimal response time which will significantly reduce the number of competitors and enhance your ability to win. Learn how you can monitor the spike in solicitations, dissect the requirements and develop a high-scoring response so you can beat incumbents who are complacent or non-responsive.
Remember, there are only a few days left and every dime of the FY2023 federal budget must be spent by 9/30/2023.
Session materials will be provided
Recommended attending personnel:
- Federal Sales
- Capture Managers
- Proposal Developers
- Senior Management
- Small Business Owners
This is a wonderful opportunity whether you want to do business with or increase your business with the federal government.
Agenda
11:00 AM Topical Overview
- Why Incumbents Lose
- Identifying high-probability opportunities
- When to Bid
- When not to Bid
- Writing a high-scoring response
11:05 AM Introductions & Briefing Controls
11:10 AM Monitoring
- SAM.gov
- GSA eBuy
- IDIQ/BPA notification
11:15 AM Are you qualified to submit?
- Minimum Requirements
- Certs & Reps
- Past Performance
- Other disqualifiers
11:25 AM What's your response strategy?
- How do newbies break in?
- Have you done your homework?
- Commodities vs Complex Services/Unique Solutions
- Price vs Trust vs Other things
11:35 AM Positioning
- What makes the incumbent/competitor weak
- Key differentiators/strengths/weaknesses
- Incumbent quick & dirty research
- Stereotyping and Profiling the competition
11:45 AM Your response
- How you can beat the incumbent
- Motivating COs to change
- Complete & professional
- What does the proposal tell you about how to win?
11:55 AM Questions & Answers
12:00 PM Additional Resources
