HUNTING PHASE

THINGS TO DO AND PLAN FOR WHEN YOU ARE GOING AFTER YOUR FIRST CONTRACT


MARKETING AND BRANDING

BRAINSTORMING RULES

SETTING A VISION

SETTING A MISSION

YOUR NAME

YOUR LOGO

YOUR TRADEMARK

BUSINESS CARDS

PAST PERFORMANCE

CAPABILITY STATEMENTS

WEB ADDRESS/ WEB SITE

SOCIAL MEDIA


INCORPORATION AND REGISTRATION

CORPORATE FORM; STATE SELECTION; DOCS

MAILING ADDRESS

FEDERAL INCORPORATION (EIN/TIN)

STATE REGISTRATION

YOUR NAICS CODE

DUNS AND BRADSTREET (D&B)

SAM AND CAGE CODE

APPLYING FOR SET-ASIDES


BUILDING A BACK OFFICE AND FINANCING

OVERVIEW

FINANCING YOUR FIRST WIN

CORPORATE BANK ACCOUNT

CORPORATE CREDIT CARDS

LINES OF CREDIT; TERM LOANS; FACTORS

INSURANCE PROVIDERS

STAFFING SERVICES

PAYROLL PROVIDERS

SALARY AND BENEFITS

BOOK KEEPERS

TAXES


ASSESSING OPPORTUNITIES

OVERVIEW

P-WIN (FIRST 5 RFPs)

P-WIN (BID 6+)

SECTIONS OF AN RFP

SHOW STOPPERS

THE TIME TO WRITE YOUR SECTIONS

WHAT DO YOU GET FROM THE PROCESS

"LEARNED HANDS CALCULUS" INTERPRETING P-WIN


PROPOSAL WRITING AND MANAGEMENT

OVERVIEW

IT INFRASTRUCTURE

BUILDING A COMPLIANCE MATRIX

PROPOSAL PLANNING

POST PROPOSAL

PROPOSAL WRITING

PRICING OVERVIEW

BOTTOM UP PRICING

TOP DOWN PRICING