How to do and not do business with the government

November 22, 2004

Presented to the WSA Business to Government Special Interest Group

Michael Lisagorlisagor@celerityworks.com

© 2006 Celerity Works

See the Business Development Guide to Selling to the Governmentfor much more detailed guidance and templates.

Helping executives accelerate government business growth 2

When in doubt, tell the truth. You will gratify some of the people and astound the rest.

- Mark Twain

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Agenda

• Be willing to change • Learn to listen• Plan • Focus• Build a sales process • Don’t over expand

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Agenda

• No bid! • Delegate, motivate & measure• Team to win• Subcontract carefully• Work Smart – Play Nice

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Be willing to change

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Leader Orientation

• Out– Personality driven– Detail obsessed– Emotional decisions– Pet projects – Taboo subjects

• In– Delegation– Vision oriented – ROI based decisions– Investments – Open dialogue

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Learn to listen

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Plan

Simply pushing harder within the old boundaries will not do.

- Karl Weick

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Focus

I always wanted to be somebody, but I should have been more specific.

- Lily Tomlin

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Build a sales process

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Capture Planning

Procu rem entB ackgrou nd

B D

Procu rem entO verview

B D

Sco pe ofW o rk

C M

T echn icalO verview

C M

M arke tin g -C lient

B D

M arke tin g -C o m p etition

B D

Procu rem entR isks

B D /C M

W in S tra teg y -T h em esB D /C M

W in S tra teg y -T ech Ap proach

C M

W in S tra teg y -T eam ingC M w /B D

W in S tra teg y -M gm t A pp roach

C M

W in S tra teg y -C o n tac t P lan

B D w /C M

W in S tra teg y -P ric ing

A ll

R isk M g m tP lanC M

Pro po salT eam

C M /PM

A ctionP lan

C M /PM

C aptu reP lan

BD = Sales CM = Capture Manager PD = Proposal Manager

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Don’t Over expand

International?Commercial?

Hardware

Software

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I don’t know the key to success. But, the key to failure is trying to please everybody.

- Bill Cosby

No bid!

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Delegate, motivate & measure

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Manage to your budget

Lost

My

Profit

Work to your objectives but...

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Team to win!

“Hey…let’s get on that team!

They look like nice people.”

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Subcontract Carefully

How dare you question my subcontract clauses! Why I oughta’…

I’m sorry.

No role - no deal!

But, I already have 32 IDIQ contracts.

Helping executives accelerate government business growth

Work Smart - Play Nice

Snowflakes are one of nature's most fragile things, but just look at what they can do when they stick together.

- Vesta Kelly

www.celerityworks.com© 2006 Celerity Works