August 2011
The Business-to-Government Advisor
Helping executives accelerate and manage growth since 1999
Specializing in the government market
"Honest criticism is hard to take -- especially from a co-worker, relative, friend, acquaintance or a stranger."
- Franklin P. Jones
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In this issue:
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 1. The truth about teaming (what industry and government should know)
Teaming with other companies is a key component of almost every company's growth strategy -- especially in a time of budget reductions where every competitive advantage is essential. But, government market veterans can attest to the inherent difficulty -- especially if you are going to be a subcontractor. And, it is even more mysterious to government managers and acquisition experts. Here are a few tips to make the journey less painful:
- Put together a matrix of statement of work tasks, labor categories or product areas and indicate which ones should go, in part or entirely, to your company.
- When negotiating a teaming agreement, insist on "a no less than percentage of hours or revenue," or "a minimum number of staff," or "all the work/percentage of the work in your core areas." Otherwise, you will most likely not get the work. Seriously consider not providing information for the proposal until the lead contractor defines your role.
- Assume that whatever they agree to will be the best case scenario. In other words, it won't get any better from there. In almost all cases, with the exception of strategic, multi-bid relationships, the end results of poorly defined teaming arrangements don't justify your investment. Too few companies walk away from bad deals.
- Make sure one of your executives develops a relationship with a prime contractor executive so your company has someone to call if you are not being treated fairly. The more another company needs you to win the job, write the proposal and perform the work, the more success you will have negotiating an acceptable teaming agreement.
Sometimes you just have to be willing to play hardball to get your fair share.
Sincerely,
Mike ======================================================================== |
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2. Celerity Works partners with Centurion Research Solutions
I'm very pleased to announce that I am now the government business development subject matter expert for Centurion Research Solutions. As part of the Centurion team, I will help the company further develop their impressive array of government opportunity identification, decision and qualification tools as well as their robust training and client support programs.
For almost a decade, government contractors have relied on Centurion to provide exceptional business intelligence, unique analytics and thought-leadership to keep them ahead of the competition and win more business.
To learn more, visit:
Centurion Research Solutions For the entire month of August 2011, Centurion Research Solutions is offering 30% OFF a one-year subscription to our dynamic and innovative BUSINESS INTELLIGENCE (biNOW™) service with your signed, one-year Agreement, payable in full within (10) days of signing. Summer savings offer details ======================================================================== |
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3. WTIA Business to Government Community Group
Just Getting on a GSA schedule is NOT a Marketing Strategy
An evening with marketing experts.
Moderated & Presentation by:
Annie Eissler, Mixtur
Panelists:
Safouen Rabah, VP of Marketing, Socrata
Jim Palmeri, General Manager, Sales & Marketing, Paladin Data Systems
Jeanette Mifsud, Senior Product Marketing Director, Mixtur
When: 9/15/2011
Time: 5:30-730pm
Where: Cooley, LLP, 719 Second Ave, Suite 900, Seattle, WA
More information or register
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4. GoGlobal -- Doing international business -- download the free report
I recently moderated GoGlobal, the WTIA's first event to foster business development abroad. It provided a unique opportunity to network with seasoned experts specifically invited to help firms expand internationally. I compiled many of the lessons shared by country and industry executives in a final report.
Download report
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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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5. About Celerity Works
In 1999, after leading business development at four government contractors, I formed Celerity Works to help executives accelerate their revenue growth. Since then, I've facilitated planning retreats and implemented the government business development (BD, capture & proposal) practices and processes and associated training 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' win probability and sales return-on-investment. I also help commercial businesses determine whether the government market makes sense and, if so, the best strategy to establish a foothold.
I am also the government business development subject matter expert for Centurion Research Solutions.
If your company provides IT services, telecom, software development, consulting, A&E, security, marketing or staffing and wants to improve sales results and maximize return on BD investments, then select one of the following:
Company new to the government market
Trusted partners
Clients
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