| April 2011
The Business-to-Government Advisor
Helping government contractor executives accelerate and manage growth since 1999
"If you don't like something, change it. If you can't change it, change your attitude."
- Maya Angelou
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In this issue:
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 1. Are your business development investments paying off?
In my experience, an average of 50% or more of indirect dollars are spent on non-productive planning, sales, capture and proposal activities. Whether established or new to the government market, you really can't afford to waste resources and budget in that all-important effort to win contracts. Read more
New BD advisor download
Here's hoping for a 2011 federal budget!
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2. Capitalize on the SOO shift
The Government has shifted more of the responsibility and risk to the contractor by specifying its requirements in a Statement of Objectives (SOO) instead of a Statement of Work (SOW). Well-written SOOs don't specify how the services should be delivered - they specify the top-level outcomes desired by the Government. When preparing proposals in response to procurements that are SOO-based, the successful contractor must first develop a feasible and economical service delivery strategy and then prepare the offer around that strategy.
One test of a winning delivery strategy is the ability to impart enduring business value to the Government. Showing efficiency, reduced risk, and low cost (because of an effective delivery strategy) will almost always help get a contractor into the competitive range and a seat at the negotiating table.
Strategy can be developed for a single procurement or it can frame an entire service offering that may apply to many procurements. Win more Government business by exercising the discipline to first think about how to effectively deliver services and provide enduring business value to your customer.
Carl Sara
CMSTeamworkAssociates [a trusted Celerity Works partner]
Government Contract Capture Services
Contact Carl
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3. Winning public sector proposals: a view from both sides
Tuesday, May 3 - Quarterly B2G community meeting: Downtown Seattle
Join the Washington Technology Industry Association's Business to Government Community Group at K&L Gates for a discussion on winning public sector proposals that will include perspectives (and tips) from both sides of the table. The event will kick-off with a short presentation on public sector proposal best practices from a leading government business development professional. We will then hear from a panel of state/local industry executives on what makes a winning proposal. Our public sector experts will share what they look for during the procurement and proposal evaluation process. Our industry experts will share their winning proposal strategies and experiences.
Learn more or register 
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4. Inaugural global business development event
I'm excited to be one of the sponsors (and moderator) of GoGlobal: the Washington Technology Industry Association's (WTIA) first event fostering business development abroad.
A hub for structured networking, GoGlobal provides field-tested insights from business executives, international advice from support specialists and trade assistance from country experts.
Interact in small peer groups with business leaders who have successfully deployed foreign market strategies. Hear their experiences and ask them questions as you learn what works and what doesn't. Trade experts from Asia, Europe, the Middle East and the Americas bring you timely information to help your company enter vibrant new markets. Keynote speakers build upon lessons learned during the roundtable conversations.
Learn more or register (also ask about sponsorship opportunities)
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5. Winning and Managing Government Business - Now available on Kindle
One of the best selling books about selling to the government is now available as a Kindle download for only $8.99!
Learn more or download
(or buy the paperback)
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Winning and Managing Government Business (click to read more or order)
"Winning and Managing Government Business is a concise, easy-to-understand and to the point overview of securing and doing business with the federal government. It provides step-by-step instructions on approaches for penetrating government markets, how to do your prep work prior to proposal time, and then how to respond and win opportunities. It's a definite must read if you're new to the government space. It's also very handy if you're a savvy veteran as it's full of checklists, timelines and templates you can use in real world situations. I've been involved with government contracting for over 15 years and found this book to be very useful and practical."
- M. Cosgrave, VP, ManTech International
The Enlightened Manager (click to read more or order)
"Whether you are new to a management role or a 25 year management veteran, these 20 concise morsels of enlightenment are the heart of being a successful leader. Worth reading every year !!"
- Business Confluence
| Both available in paperback at www.amazon.com
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About Celerity Works
In 1999, after leading domestic and international business development at four services and consulting contractors, I formed Celerity Works to help executives accelerate their revenue growth. Since then, I've facilitated planning retreats and implemented BDworks practices and processes for over sixty companies.
My clients have benefited from the lessons I've learned from over 450 organizational situational assessment interviews and more than 250 coaching assignments.
I specialize in improving established contractors' sales return-on-investment and helping commercial businesses determine whether the government market makes sense and, if so, the best strategy to establish a foothold.
If your company provides IT services, telecom, software development, consulting, A&E, security or staffing and wants to improve sales results and maximize return on BD investments, then select one of the following:
Click here if you are a:
Company new to the government market
Trusted partners
Clients
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