Effective Strategies for Marketing and Teaming with Large Businesses
undefined
How to Market and Team with
Large Business
Date:
May 24, 2022
Presenter:
Wayne Pizer
Executive Director
Small Business Advocacy Office
CACI’s Small Business Office Objectives
Identify Go-To-Market Small Business Partners
Promote Small Business
Ensure Small Business Compliancy
Identify/Target a Select Few Agencies
Understand the Mission
Research the agency and budget
Develop a marketing and call plan
Network and build relationships
Build relationships with “trusted” teaming partners
Need D&B number, CAGE Code and NAICs
Ensure SAM database is up-to-date and accurate…SB
certifications.
Market to the Primes at that Agency
Research the Prime…understand how they go-to-market
Contact the Small Business Office…they can “connect” you to the
Business Development Person or Capture Team
Opportunity-driven approach
Know your audience…tailor your “elevator speech” to the situation
Always bring value to a meeting or conversation…new information
regarding an opportunity can set you apart
Be responsive and demonstrate follow-through…you are being judged!
Attend “Small Business Outreach” Events
Things to AVOID when approaching a Large Prime
AVOID
asking the prime “So what do you do”? Research the
Prime prior to meeting.
AVOID
start out stating your socio-economic status. We want
to hear about your capabilities and what you bring to the
table as a “Strategic Partner”. Classification’s are great but
not a deciding factor in teaming for most primes.
AVOID
saying that your company can do everything! Focus
on your niche and what you do well, it will convey.
AVOID
asking primes so what can do for me. It is fair to say
“How do we develop a mutually beneficial relationship”.
*DO
come prepared! Bring a capability statement, business
cards and articulate your value- add upfront*
What Primes Look for in a Good Small Business Partner
Customer Intimacy
Ability to Market Aggressively…know what you bring and market to
both prime and federal agency
Ability to shape or influence
Demonstrated past performance
Provide resources for capture and proposal effort
Complementary skills and “Value Added” Capabilities
Niche capabilities
Competitive Pricing
Financial Stability
Proven Track Record and References
Quality Processes
Honesty
How Primes Evaluate Opportunities
Is it Real?
P
o
l
i
t
i
c
a
l
S
u
p
p
o
r
t
?
L
i
k
e
l
i
h
o
o
d
o
f
A
w
a
r
d
?
S
c
o
p
e
?
G
o
o
d
C
o
m
m
u
n
i
c
a
t
i
o
n
s
?
R
e
d
F
l
a
g
s
?
M
i
s
s
i
o
n
C
r
i
t
i
c
a
l
?
B
u
y
e
r
S
u
p
p
o
r
t
?
R
e
a
l
i
s
t
i
c
S
c
h
e
d
u
l
e
?
F
u
n
d
i
n
g
?
How Primes Evaluate Opportunities
Can We
Do It?
T
i
m
e
?
R
e
s
o
u
r
c
e
s
A
v
a
i
l
a
b
l
e
?
U
n
d
e
r
s
t
a
n
d
T
e
c
h
n
o
l
o
g
y
?
O
p
e
r
a
t
i
o
n
a
l
C
a
p
a
b
i
l
i
t
y
?
T
e
c
h
n
i
c
a
l
S
o
l
u
t
i
o
n
?
How Primes Evaluate Opportunities
Can We
Win It?
T
e
a
m
i
n
g
P
a
r
t
n
e
r
s
?
U
n
d
e
r
s
t
a
n
d
C
u
s
t
o
m
e
r
?
S
u
r
p
r
i
s
e
s
?
C
o
m
p
e
t
i
t
i
o
n
?
E
v
a
l
u
a
t
i
o
n
C
r
i
t
e
r
i
a
?
U
n
d
e
r
s
t
a
n
d
R
e
q
u
i
r
e
m
e
n
t
s
?
D
i
s
c
r
i
m
i
n
a
t
o
r
s
?
C
o
m
p
e
t
i
t
i
v
e
P
r
i
c
e
?
C
o
m
p
e
t
i
t
i
v
e
S
o
l
u
t
i
o
n
s
?
How Primes Evaluate Opportunities
Is it Good
Business
?
A
c
c
e
p
t
a
b
l
e
T
e
r
m
s
&
C
o
n
d
i
t
i
o
n
s
?
U
s
e
o
f
R
e
s
o
u
r
c
e
s
?
A
c
c
e
p
t
a
b
l
e
R
i
s
k
s
?
F
i
t
B
u
s
i
n
e
s
s
S
t
r
a
t
e
g
i
e
s
?
M
e
e
t
R
e
v
e
n
u
e
a
n
d
P
r
o
f
i
t
T
a
r
g
e
t
s
?
How Primes Evaluate Opportunities
Keys to Teaming
Understand the opportunity and clearly articulate your
value
Team early as possible… once the RFP hits the street it is
probably too late to the game!
Developing a trusting relationship… transparency
Make sure a non-disclosure agreement (NDA) is in place
before negotiations
A Teaming Agreement (TA) is required to join the team
Building Strategic Partnerships
Partnerships must be mutually beneficial if they are to be
successful!
The Small Business Advantage
•
Strong customer relationships
•
Agencies need to hit Small Business Prime Targets
•
LB primes have small business subcontracting plans
•
Opportunities to Prime via small business set-a-sides
Small Businesses can reduce their perceived riskiness by subbing
to a Large Business
Subbing to a LB is the quickest way to get the attention of a large
business!
In a true partnership both parties benefit
Top Criteria Large Businesses Look for in a Teaming Partner
Customer Intimacy and Relationships
Technical Expertise and Knowledge
Previous working relationship
Niche technologies
Meeting Small Business requirements…least important
Small Business Keys to Success
Understand the Federal Market
•
Customer
•
Primes
•
Mission
Network and Build “trusting” Relationships
Stress your core strengthens and keep them limited!
Perform at the highest level
Don’t make promises you can’t keep!
Once the Work Is Won
Reputation, image and trust is everything…
make sure you perform!
Bad News Travels Fast
Learn essential techniques to market and team with large businesses successfully. Discover key steps such as identifying go-to-market partners, targeting agencies, networking effectively, and approaching primes strategically. Understand what primes look for in small business partners and avoid common pitfalls when engaging with large primes. Elevate your approach and maximize opportunities for successful collaboration in the corporate world.
Download Presentation
Please find below an Image/Link to download the presentation.
The content on the website is provided AS IS for your information and personal use only. It may not be sold, licensed, or shared on other websites without obtaining consent from the author. Download presentation by click this link. If you encounter any issues during the download, it is possible that the publisher has removed the file from their server.
E N D
Presentation Transcript
How to Market and Team with Large Business Date: Presenter: May 24, 2022 Wayne Pizer Executive Director Small Business Advocacy Office INFORMATION DEPLOYED. SOLUTIONS ADVANCED. MISSIONS ACCOMPLISHED.
CACIs Small Business Office Objectives Identify Go-To-Market Small Business Partners Promote Small Business Ensure Small Business Compliancy 2 | CACI Information Solutions and Services | CACI Proprietary Information
Identify/Target a Select Few Agencies Understand the Mission Research the agency and budget Develop a marketing and call plan Network and build relationships Build relationships with trusted teaming partners Need D&B number, CAGE Code and NAICs Ensure SAM database is up-to-date and accurate SB certifications. 3 | CACI Information Solutions and Services | CACI Proprietary Information
Market to the Primes at that Agency Research the Prime understand how they go-to-market Contact the Small Business Office they can connect you to the Business Development Person or Capture Team Opportunity-driven approach Know your audience tailor your elevator speech to the situation Always bring value to a meeting or conversation new information regarding an opportunity can set you apart Be responsive and demonstrate follow-through you are being judged! Attend Small Business Outreach Events 4 | CACI Information Solutions and Services | CACI Proprietary Information
Things to AVOID when approaching a Large Prime AVOID asking the prime So what do you do ? Research the Prime prior to meeting. AVOID start out stating your socio-economic status. We want to hear about your capabilities and what you bring to the table as a Strategic Partner . Classification s are great but not a deciding factor in teaming for most primes. AVOID saying that your company can do everything! Focus on your niche and what you do well, it will convey. AVOID asking primes so what can do for me. It is fair to say How do we develop a mutually beneficial relationship . *DO come prepared! Bring a capability statement, business cards and articulate your value- add upfront* 5 | CACI Information Solutions and Services | CACI Proprietary Information
What Primes Look for in a Good Small Business Partner Customer Intimacy Ability to Market Aggressively know what you bring and market to both prime and federal agency Ability to shape or influence Demonstrated past performance Provide resources for capture and proposal effort Complementary skills and Value Added Capabilities Niche capabilities Competitive Pricing Financial Stability Proven Track Record and References Quality Processes | CACI Information Solutions and Services | CACI Proprietary Information Honesty 6
How Primes Evaluate Opportunities 7 | CACI Information Solutions and Services | CACI Proprietary Information
How Primes Evaluate Opportunities Political Support? Realistic Schedule? Funding? Likelihood of Award? Buyer Support? Is it Real? Mission Critical? Scope? Red Flags? Good Communications? 8 | CACI Information Solutions and Services | CACI Proprietary Information
How Primes Evaluate Opportunities Resources Available? Understand Technology? Can We Do It? Technical Solution? Operational Capability? Time? 9 | CACI Information Solutions and Services | CACI Proprietary Information
How Primes Evaluate Opportunities Teaming Partners? Competition? Understand Customer? Competitive Solutions? Can We Understand Requirements? Competitive Price? Win It? Discriminators? Surprises? Evaluation Criteria? 10 | CACI Information Solutions and Services | CACI Proprietary Information
How Primes Evaluate Opportunities Acceptable Terms & Conditions? Acceptable Risks? Is it Good Business ? Fit Use of Resources? Business Strategies? Meet Revenue and Profit Targets? 11 | CACI Information Solutions and Services | CACI Proprietary Information
Keys to Teaming Understand the opportunity and clearly articulate your value Team early as possible once the RFP hits the street it is probably too late to the game! Developing a trusting relationship transparency Make sure a non-disclosure agreement (NDA) is in place before negotiations A Teaming Agreement (TA) is required to join the team 12 | CACI Information Solutions and Services | CACI Proprietary Information
Building Strategic Partnerships Partnerships must be mutually beneficial if they are to be successful! The Small Business Advantage Strong customer relationships Agencies need to hit Small Business Prime Targets LB primes have small business subcontracting plans Opportunities to Prime via small business set-a-sides Small Businesses can reduce their perceived riskiness by subbing to a Large Business Subbing to a LB is the quickest way to get the attention of a large business! In a true partnership both parties benefit 13 | CACI Information Solutions and Services | CACI Proprietary Information
Top Criteria Large Businesses Look for in a Teaming Partner Customer Intimacy and Relationships Technical Expertise and Knowledge Previous working relationship Niche technologies Meeting Small Business requirements least important 14 | CACI Information Solutions and Services | CACI Proprietary Information
Small Business Keys to Success Understand the Federal Market Customer Primes Mission Network and Build trusting Relationships Stress your core strengthens and keep them limited! Perform at the highest level Don t make promises you can t keep! 15 | CACI Information Solutions and Services | CACI Proprietary Information
Once the Work Is Won Reputation, image and trust is everything make sure you perform! Bad News Travels Fast 16 | CACI Information Solutions and Services | CACI Proprietary Information
