Seven Steps to Success: Jump Start Government Contract Series

Posted on December 8, 2009



The PI Window on Business Show, Radio Has Never Sounded Better!

Series Description:

It would be difficult for me to actually provide a number relative to how many times I have referenced the problems associated with what I refer to as an eroding supply based.

Over the past few years, and more recently within the pages of this blog or on the virtual airwaves of the PI Window on Business Show, I have talked about the challenges organizations in both the public and private sectors are facing in terms of the increasing level of supplier cynicism as it relates to the RFP process.

From misaligned vendor rationalization strategies (Kraft Foods and Procter & Gamble take a bow), to overly aggressive low-cost country sourcing initiatives (how is GM doing these days?),  to the reports I received from a former director with the Government of Canada’s SME office who talked about the need for the government to view suppliers as being as much a client to the public sector as the public sector is to them, the City of Ottawa’s recent acknowledgment regarding the paucity of supplier responses to RFPs should surprise no one.  In fact, what should be considered surprising is why the true breadth of the problem is not discussed with greater frequency and in wider circles!  Especially with the economy going south last year.

As we discovered during my extensive coverage of the Commonwealth of Virginia’s legislative (JLARC) review of their eVA procurement program, many suppliers are starting to turn to the public sector once again as a possible venue through which to generate much needed revenue.  So increased awareness of the problems that led to the migration of suppliers from participating in the government tendering process would seem both prudent and timely.

In this regard, and taking into account all the articles that I have written on this subject, a post that I wrote on December 13th, 2007 continues to be one of the most widely read.  Titled “The Bands of Public Sector Supplier Engagement,” it provides an interesting look at the supplier hierarchy within the realms of public sector procurement practice, and the fact that like erosion itself the problems that are now coming to light have been a long time in the making.

Judy Bradt

Judy Bradt

This is why this special seven part series in which I am joined by Judy Bradt who is an expert author, speaker and consultant on how companies can capitalize on the emerging opportunities in the US public sector is so timely.

As the Principal of Summit Insight in Washington DC, Judy’s been covered by national media including SBTV, ABC Radio, the Financial Post, Fortune Small Business, and Entrepreneur Magazine. From 1988 to 2003, Judy was the top specialist in US government contracting at the Canadian Embassy in Washington DC.

Leveraging her more than 20 years of experience advising more than 6000 clients on success in government contracts that collectively have accounted for revenues in excess of $300 million US, Judy will take us through her critically acclaimed “Seven Steps to Success” presentation.  As a supplier you will gain the necessary insights to shorten the timeline between the response to government tenders, and the realization of tangible revenue.  As a government procurement professional, you will find the answers to why bid responses have been declining and with it the value in both pricing and quality of service.

Starting on Monday, January 18th between 3:00 and 4:30 PM EST, the first of seven parts will be a special 90 minute segment in which we will provide a 30 minute general overview of the current state of Government Contracting.  In the remaining 60 minutes of this initial broadcast we will then delve into the specifics of each of the seven steps starting with Strategy.

On every second Monday from that point on we will review the remaining steps which include; Focus, Process, Competition, Teaming, Relationships and Marketing.

What makes the PI Window on Business format ideal for this type of information series is that all segments are recorded and made available on an on-demand basis.  This means that the intervening two weeks between each segment broadcast will give you an opportunity to tune in the previously aired show at your convenient.  In essence you will be able to stay current according to your schedule versus the live broadcast schedule.

Like the first segment, the seventh segment will also be a 90 minute special in which we will open up the phone lines in the last 30 minutes for you to call in with any questions you may have regarding the series.

Scheduled Broadcasts:

Segment One (Government Contracting Why? and Step One: Strategy) – Monday, January 18th, 2010 – 3:00 to 4:30 PM EST
Segment Two (Step Two: Focus) – Monday, February 1st, 2010 – 3:00 to 4:00 PM EST
Segment Three (Step Three: Process) – Monday, February 15th, 2010 – 3:00 to 4:00 PM EST
Segment Four (Step Four: Competition) – Monday, March 1st, 2010 – 3:00 to 4:00 PM EST
Segment Five (Step Five: Teaming) – Monday, March 15th, 2010 – 3:00 to 4:00 PM EST
Segment Six (Step Six: Relationships) – Monday, March 29th, 2010 – 3:00 to 4:00 PM EST
Segment Seven (Step Seven: Marketing) – Monday, April 12th, 2010 – 3:00 to 4:30 PM EST

Series Sponsor:

"Building Bridges"