For Federal contractors who want to win more business, get tips and a success story from #tagence that shows how to turn $10K pilot program into $1 million contract. Hosted by #JudyBradt Worksheet available: pm me at judy.bradt@summitinsight.com

1. RESEARCH. RELATIONSHIPS. REQUIREMENTS.
Welcome! We start at top of the hour
Stay ‘til the end for 3 Attendee-Only Bonuses!

2. Closing It! Ten Q3 Essentials
for Federal Q4 Wins
GROW YOUR FEDERAL BUSINESS
WITH JUDY BRADT, CEO, SUMMIT INSIGHT

3. Logo
30 years’ Federal contracting expertise
Guiding over 5,000 clients to millions in wins
Proven Strategies That Drive Revenue
Author, “Government Contracts Made Easier”
Host, “Grow Your Federal Business” webinar series
Welcome!
Judy Bradt, CEO
© Summit Insight 2018

4. What We’ll Cover
 Federal Q4: Myths and Realities
 Q3-4 Success Story:
How Tagence Turned $10K into $1 Million Win
 Ten Q3 Essentials for Q4 Success
How to get ready for the right calls
Ways to get organized, not overwhelmed
Ideas for what to ask and share to deepen connection
The super-power you MUST remember to talk about every time!
 Next Steps
© Summit Insight 2018

5. Federal Q4 Myths
Full power buying
up to 9/30
“Any vendor will do; just
spend the money.”
Save marketing
resources for Q4

6. The Four Big Questions
Do I know you?
Do I like you?
Do I trust you?
How can I get to you?
© Summit Insight 2018

7. Federal Q4 Realities
Agency ordering
& contracting
deadlines can
begin before Q4
New vendors represent risk.
Marketing can take 2Q’s
of lead time to work.

8. A Q3-Q4 Win Story:
Turning $10K into $1M
Jennifer M. Rhodes
Executive Vice President
Office: 703.579.0689
Mobile: 703.599.4198
jennifer.rhodes@tagence.com

9. Ten Q3 Essentials For
Federal Q4 Wins

10. Spring
Cleaning:
Review &
Refresh
Contacts

11. Update
Your Past Performance Log

12. Refresh Your
Best Values

13. Social &
Thought
Leadership
Campaigns

14. Prep Call
Notes

15. Pick Up
The Phone

16. Get Out Of The Office

17. Write It Down,
Follow Up!

18. Your Solution
Their Language

19. Make It Easy
Vehicles
Micro-purchase
Simplified Acquisition
Pricing
Options
Phases

20. Two Keys To Success:
Top Advice From Federal Winners
Start Small. Be Persistent.

21. The Monkey’s Fist
Heaving line
To pull across a heavier line
such as one for towing or
docking.
Landing the thrown end
takes a little weight!
Knot = “Monkey’s Fist”

22. Choose And Track YOUR
Key Performance Indicators
Research?
Calls?
Referrals?
Presentations?
Campaigns?
Conferences?
Proposals?

23. 5/22/2018 23
Small Projects: Opportunity To Build Trust
 Boundaries
 Reliability
 Accountability
 Vault
 Integrity
 Non-Judgmental
 Generosity
© Summit Insight 2018
Reference: Dr Brene Brown, Rising Strong

24. Questions
and
Answers!
RAISE A HAND
OR USE CHAT BOX
© Summit Insight 2018

25. 5/22/2018 25
What’s Next? Steps You Can Take Today
HOMEWORK:
 Review details of Micro-Purchase & Simplified Acquisition
 Adapt your own Q3 checklist
 Explore risks & benefits for vendors
 Develop & assess potential small offerings
 Get feedback from current clients!
 FOCUS on a few target agencies & prospects
© Summit Insight 2018

26. A Q3-Q4 Win Story:
Turning $10K into $1M
Jennifer M. Rhodes
Executive Vice President
Office: 703.579.0689
Mobile: 703.599.4198
jennifer.rhodes@tagence.com
Thank You To Our
Special Guest!

27. We Covered A Lot!
© Summit Insight 2018
 Federal Q4: Myths and Realities
 Q3-4 Success Story:
How Tagence Turned $10K into $1 Million Win
 Ten Q3 Essentials for Q4 Success
How to get ready for the right calls
Ways to get organized, not overwhelmed
Ideas for what to ask and share to deepen connection
The super-power you MUST remember to talk about every time!
 Next Steps

28. Logo
“How can we thank you?”
(703) 627 1074
Judy.Bradt@SummitInsight.com
© Summit Insight 2017
Thank you!
Judy Bradt, CEO
Evaluations, Please!

29. RESEARCH. RELATIONSHIPS. REQUIREMENTS.

30. Attendee-Only Bonus #1
Grab it now!
Handout box of
control panel

31. Attendee-Only Bonus #2
Request A Private
Complimentary
Federal Q3
Tactics Review!

32. Attendee-Only Bonus #3
Mighty Micro-Purchase:
Sole-Source Super-
Power
Video Lesson &
Worksheet