• You’re an aggressive small business bidding on at least two prime proposals, and four subcontractor opportunities on a monthly basis.

• You’re treating RFI’s (Requests for Information) and Sources Sought notices seriously; brainstorming responses to questions on how to impress agency buyers; triggering one-on-one meetings with them on a consistent basis.

• You’re organized and focused on making all your appointment goals you’ve set for the quarter.

• You’ve set your annual government business goals to having various-sized opportunities in your pipeline, evenly spaced per month.

•   You have trough of RFI’s, RFP/RFQ’s (Request for Proposal/Request for Quote) responses across various states of the procurement cycle, with high win probability, so that you’re constantly adding programs to your portfolio.

• You have agency buyers calling you back and sending you requests for proposal responses.

Your entire business development process revolves around your pipeline and your pipeline is the foundation for both bid readiness and bidding success.  Implementing proven processes taught in the Lead2Bid Program will not only have a significant impact on determining if your firms is ready to bid but also the probability of winning.

So, what are the winning steps?

STEP 1: BUYER CLARITY & RESEARCH

Let's get clear on who really buys your services, drill down on those customers based on their purchasing decisions and determine if they are right for your business.  Let’s look at competitors, past procurements and buying habits.

Goal:  Validate and Focus On Your Customer.

STEP 2: INTEL PLANNING AND ANALYSIS

Let's create a framework for positioning.  Based on our findings, what do we know and where can we play in the space?  Discover opportunity gaps and what we can offer.  What weaknesses/vulnerabilities do we have and need to shore up? 

Goal:  Validate Opportunities and Create Plan of Action

STEP 3:  CONTACT AND OUTREACH

Let's put it all together identifying which customers we will be pursuing and an outreach plan to get maximum exposure.  This includes agency visits, OSBU’s, vendor outreach, opportunity aggregators and content marketing.

Goal:  Create A Detailed Customer Contact Sheet for lead identification

STEP 4:  PIPELINE DEVELOPMENT

Developing a dynamic pipeline for opportunities is the foundation for bidding success. Selecting the right tool to track your pipeline. Create your sales pipeline by qualifying leads based on intelligence.  Intel can come from sources like GovWin, FBO, USASpending, procurement data portals, teaming partners.

Goal:  Create a viable pipeline of potential bid opportunities

STEP 5:  BID EVALUATION

Establish the 4 gates to validate viable bid opportunities. Discover tools to determine whether an opportunity is qualified enough to remain in your pipeline and warrants resources put forth.

Goal:  Evaluate bid opportunity based on scoring metrics

After successfully completing the program, you will:

• Be clear on who your ideal customer is and how they buy what you sell

• Gain clarity around your customer's requirements.

• Know who the competitors and incumbent contractors are and where the opportunities lie for positioning your company

• Know who and how to contact your customer(s)

• Learn how to develop an effective contact plan to track where your customers “hang out”

• Develop

  a viable interactive sales pipeline to monitor and prioritize potential opportunities.

• Know how to determine which leads and bid opportunities are worth chasing

• Increase your GovCon business infrastructure so that you can successfully respond to bids perfect for your business

• Have all the tools, support and resources necessary successfully win a bid

Do You Know? 

The “WIN” model for any successful government contractor is that 68% of their activities and efforts are spent doing lead and capture development activities PRIOR to a solicitation being released.

Meet Your Mentor

Lead2Bid Mentoring Program™ is led by Tami Mullen, Principal of Intuitive Group, a government consulting company working with small businesses in the DC area to develop winning solutions for government bids.  With over 18 years of government contracting experience, she has been named a thought leader in proposal and pricing development, and her mission is to give you all the tools and resources of winning contractors to help you grow your government business.

Why This Program?

You want to gain clarity on your ideal government customer

You need to implement consistent and proven bid winning systems that get immediate results

You want to scale up your government business and cut through all the noise

You want to be a part of a successful community looking to do the same thing

You need someone to hold you accountable so you can get the results you desire

This PROGRAM is FOR:

• This program is for small businesses who have taken the first steps to selling their goods and services.  Your business must be registered in SAM (System for Award Management) and really ready to do business with government.

• Businesses interested in selling their service or product to State and Local governments can still apply to this program; however, we would suggest that you book a 15 min call to determine your readiness.

• If you have been chasing government bids for a while and have had no bid success (yet), this program is definitely for you.

• This program is for small businesses looking to build their government infrastructure and don’t mind a little sweat equity to get it done.

• If you have a government contracting business, but you don’t have all the necessary tools and techniques to scale your business, this program is for you.

This PROGRAM is NOT FOR:

• Those small businesses just starting out in business and do not have at least 2 years of customer performance

• Those looking for a “get rich quick” scheme

• Small businesses not serious about rolling up your sleeves and ‘doing” the work of building a pipeline and positioning your business for success

• Business owners unwilling to consistently commit to the process