Presented by Cheryl W. ChandlerPresented by Cheryl W. ChandlerMarch 10, 2010March 10, 2010

U. S. Army Corps of EngineersU. S. Army Corps of EngineersPhiladelphia DistrictPhiladelphia District

Marketing MishapsMarketing Mishaps

Marketing MishapsMarketing Mishaps

Agenda Agenda

Mistakes to avoidMistakes to avoid Some pointers to help you get Some pointers to help you get

workwork Bloopers and Blunders Bloopers and Blunders Q&AQ&A

How it Really Works

It doesn’t matter how good you know you are— It’s how good the PM thinks you are

You get only 1 chance to make a first impression KOs stick their necks out for you

Door-Opening TipsDoor-Opening Tips

It’s really about relationships!

Unless you are really good, let someone else do your marketing

Be willing to sub or team

More Door-Opening TipsMore Door-Opening Tips

Door-Opening StrategiesDoor-Opening Strategies

The four P’s of Success:The four P’s of Success:Be PatientBe PatientBe PersistentBe PersistentBe PreparedBe PreparedBe able to PerformBe able to Perform

Door-Closing Bloopers & Door-Closing Bloopers & BlundersBlunders

Big KO OffendersBig KO Offenders

#5 #5 Not Not payingpaying subcontractors subcontractors

#4 Going over the KO’s head#4 Going over the KO’s head

#3 Unannounced visits#3 Unannounced visits

#2 Misleading comments or lying#2 Misleading comments or lying

#1 Poor performance!#1 Poor performance!

#5 #5 Lack of communication (missed Lack of communication (missed

meetings, no calls or infrequent visits)meetings, no calls or infrequent visits)

#4 Missed schedules (late submittals)#4 Missed schedules (late submittals)

#3 Unwilling to partner or being inflexible#3 Unwilling to partner or being inflexible

#2 Low opinion of government employees #2 Low opinion of government employees (arrogance)(arrogance)

#1 Dishonesty (cutting corners)#1 Dishonesty (cutting corners)

The PM’s Pet Peeves:The PM’s Pet Peeves:

My Personal FavoritesMy Personal Favorites

#5 #5 Telling me what you are before who you are Telling me what you are before who you are and and what you dowhat you do

#4 Incomplete or sloppy capability packages#4 Incomplete or sloppy capability packages

#3 Believing that you are #3 Believing that you are “entitled” “entitled” to workto work

#2 Not leaving your phone number with your #2 Not leaving your phone number with your message message

#1 Poor performance!#1 Poor performance!

How it really works—How it really works— RELATIONSHIPS!RELATIONSHIPS!

►CommunicationCommunication►TrustTrust► PerformancePerformance

10 Tips 10 Tips to Improve to Improve

Your ProposalYour Proposal

Marketing MishapsMarketing Mishaps

Tip #1 Tip #1 Read the RFPRead the RFP thoroughly! thoroughly!

Ask questions Ask questions earlyearly to ensure there is to ensure there is sufficient time to respondsufficient time to respond

Pay attention to the criteria order and Pay attention to the criteria order and weights – it indicates what is important weights – it indicates what is important to usto us

Working for the Working for the CorpsCorps

Working for the CorpsWorking for the Corps

Tip #2 - Understand the Type of RFPTip #2 - Understand the Type of RFP

How will source selection be How will source selection be accomplished?accomplished?

Lowest Price Technically AcceptableLowest Price Technically Acceptable

Best Value Trade OffBest Value Trade Off

Working for the CorpsWorking for the Corps

Tip #3 - Address all aspects of the CriteriaTip #3 - Address all aspects of the Criteria

Create a Create a matrixmatrix of the Scope of Work, by of the Scope of Work, by paragraph, with each requirement to use as a paragraph, with each requirement to use as a checklistchecklist to ensure your proposal is complete. to ensure your proposal is complete.

Include your checklist with your proposal.Include your checklist with your proposal.

Working for the Working for the CorpsCorps

Tip #4 - Be succinctTip #4 - Be succinct

Avoid being too wordyAvoid being too wordy

Use bullets, underlines, bolding Use bullets, underlines, bolding

When a limited page count is provided – When a limited page count is provided – stick to it!stick to it!

Working for the CorpsWorking for the Corps

Tip #5 - Your experience should relate to Tip #5 - Your experience should relate to the project in terms of scope, size, $ the project in terms of scope, size, $ value, complexityvalue, complexity

Should be recent – within the past 5-10 years Should be recent – within the past 5-10 years or as required by RFPor as required by RFP

Be clear – is it experience of firm or people? Be clear – is it experience of firm or people?

or, is it experience of subcontractor or mentor?or, is it experience of subcontractor or mentor?

Working for the CorpsWorking for the Corps

Tip #6 - Make sure qualifications Tip #6 - Make sure qualifications of staff match RFPof staff match RFP

Ensure each team member’s qualifications Ensure each team member’s qualifications address EACH ASPECT of the criteriaaddress EACH ASPECT of the criteria

List relevant experience of team membersList relevant experience of team members Ensure team members are availableEnsure team members are available

Working for the CorpsWorking for the Corps

Tip #7- Organization Chart – Who’s in Tip #7- Organization Chart – Who’s in Charge?Charge?

Identify one person to be in charge of entire Identify one person to be in charge of entire teamteam

Person should be from YOUR company, not a Person should be from YOUR company, not a subcontractor or your mentorsubcontractor or your mentor

Indicate clear lines of communicationIndicate clear lines of communication

Identify person and company Identify person and company (with location) for each role(with location) for each role

Working for the CorpsWorking for the Corps

Tip # 8 - Address QualityTip # 8 - Address Quality

Include the quality team on the Organization Include the quality team on the Organization Chart – even if not requiredChart – even if not required

Quality is important to us – indicate it’s Quality is important to us – indicate it’s important to youimportant to you

Show/describe how the quality control Show/describe how the quality control

team interacts with the execution teamteam interacts with the execution team

Working for the CorpsWorking for the Corps

Tip #9 - Address Performance Tip #9 - Address Performance Problems Problems

Head-OnHead-On Get copies of your Construction Contractor Get copies of your Construction Contractor

Appraisal Support System (CCASS) Appraisal Support System (CCASS) evaluations evaluations

Explain any “Marginal” or “Unsatisfactory” Explain any “Marginal” or “Unsatisfactory” items within the evaluation as well as overall items within the evaluation as well as overall ratingsratings

Check out the past performance of your Check out the past performance of your proposed subcontractorsproposed subcontractors

Working for the CorpsWorking for the Corps

Tip #10 - QC your ProposalTip #10 - QC your Proposal Have an independent reviewer ensure all Have an independent reviewer ensure all

items are addressed (someone not involved in items are addressed (someone not involved in putting the proposal together)putting the proposal together)

If you copy another proposal, make sure you If you copy another proposal, make sure you only refer to the current projectonly refer to the current project

Uze spel cheque!Uze spel cheque!

Remember!Remember!

Marketing Marketing mishaps,mishaps, mistakes,mistakes, misstepsmissteps

Will lead to Will lead to misunderstanding,misunderstanding, misjudgmentmisjudgment Mistrust, missed opportunitiesMistrust, missed opportunities andand

MISERYMISERY

Working for the CorpsWorking for the Corps

U.S. Army Corps of Engineers Website:U.S. Army Corps of Engineers Website: www.usace.army.milwww.usace.army.mil Philadelphia District Website:Philadelphia District Website:

www.nap.usace.army.milwww.nap.usace.army.mil

Contact Information:Contact Information:MY Phone 215-656-6867MY Phone 215-656-6867My e-mail address:My e-mail address:cheryl.w.chandler@usace.army.milcheryl.w.chandler@usace.army.mil

Questions?Questions?