A
Step-by-Step Approach to the DoD Marketplace
1.
Be clear about the Product or
Service your providing to DoD
2. Properly
Register Your Business with the various registration requirements
3.
Identify Your who in DoD is your
Target Market
4.
Identify Current DoD Procurement
Opportunities
5.
Familiarize Yourself with DoD
Contracting Procedures
6.
Investigate Federal Supply
Schedule (FSS) Contracts
7.
Seek Additional Assistance as
Needed
8.
Explore Sub-contracting
Opportunities
9.
Investigate DoD Small-Business
Programs
10.
Market Your Firm Well
In Person Marketing:
The Pitch
1.
Have
three marketing "presentations" ready at all times
2.
"Elevator
speech"
3.
One
page capability sheet
4.
Full
Capability presentation
5.
Know
your audience
6.
Be
focused & be brief
7.
Stand
out from the crowd!
8.
How
can the customer benefit from doing business with you"?
9.
What
problems/challenges do you solve for your customer?
10.
One
page capability sheet
11.
Few
graphics
12.
Company
name, website, contact info, locations, small business categories, CAGE code
13.
Certifications
14.
NAICS
& capabilities
15.
DoD/Federal/State
& local contracts with POC info
16.
Significant
subcontracts with POC information
17.
GSA
contracts (if any)
Email Marketing
1.
Send
to the right customer! Frequency?
2.
Marketing
pitch, virus or SPAM? Include subject line & content in body of email, not
just an attachment
3.
Be
brief - use your one page capability sheet
4.
Limit
graphics - oversized attachments may be stripped
5.
Stand
out from the crowd!
6.
How
can the customer benefit from doing business with you?
7.
What
problems do you solve for your customer?
8. The following attachments may not be
received by DoD recipients due to firewalls: .avi, .bat, .cmd, .com, .dll,
.eml, .exe, .pif, .scr, .vbs, and .zip
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