Presented by Cheryl W. Chandler Presented by Cheryl W. Chandler March 10, 2010 March 10, 2010 U. S. Army Corps of Engineers U. S. Army Corps of Engineers Philadelphia District Philadelphia District Marketing Mishaps Marketing Mishaps
Dec 31, 2015
Presented by Cheryl W. ChandlerPresented by Cheryl W. ChandlerMarch 10, 2010March 10, 2010
U. S. Army Corps of EngineersU. S. Army Corps of EngineersPhiladelphia DistrictPhiladelphia District
Marketing MishapsMarketing Mishaps
Marketing MishapsMarketing Mishaps
Agenda Agenda
Mistakes to avoidMistakes to avoid Some pointers to help you get Some pointers to help you get
workwork Bloopers and Blunders Bloopers and Blunders Q&AQ&A
It doesn’t matter how good you know you are— It’s how good the PM thinks you are
You get only 1 chance to make a first impression KOs stick their necks out for you
Door-Opening TipsDoor-Opening Tips
It’s really about relationships!
Unless you are really good, let someone else do your marketing
Be willing to sub or team
More Door-Opening TipsMore Door-Opening Tips
Door-Opening StrategiesDoor-Opening Strategies
The four P’s of Success:The four P’s of Success:Be PatientBe PatientBe PersistentBe PersistentBe PreparedBe PreparedBe able to PerformBe able to Perform
Big KO OffendersBig KO Offenders
#5 #5 Not Not payingpaying subcontractors subcontractors
#4 Going over the KO’s head#4 Going over the KO’s head
#3 Unannounced visits#3 Unannounced visits
#2 Misleading comments or lying#2 Misleading comments or lying
#1 Poor performance!#1 Poor performance!
#5 #5 Lack of communication (missed Lack of communication (missed
meetings, no calls or infrequent visits)meetings, no calls or infrequent visits)
#4 Missed schedules (late submittals)#4 Missed schedules (late submittals)
#3 Unwilling to partner or being inflexible#3 Unwilling to partner or being inflexible
#2 Low opinion of government employees #2 Low opinion of government employees (arrogance)(arrogance)
#1 Dishonesty (cutting corners)#1 Dishonesty (cutting corners)
The PM’s Pet Peeves:The PM’s Pet Peeves:
My Personal FavoritesMy Personal Favorites
#5 #5 Telling me what you are before who you are Telling me what you are before who you are and and what you dowhat you do
#4 Incomplete or sloppy capability packages#4 Incomplete or sloppy capability packages
#3 Believing that you are #3 Believing that you are “entitled” “entitled” to workto work
#2 Not leaving your phone number with your #2 Not leaving your phone number with your message message
#1 Poor performance!#1 Poor performance!
How it really works—How it really works— RELATIONSHIPS!RELATIONSHIPS!
►CommunicationCommunication►TrustTrust► PerformancePerformance
Tip #1 Tip #1 Read the RFPRead the RFP thoroughly! thoroughly!
Ask questions Ask questions earlyearly to ensure there is to ensure there is sufficient time to respondsufficient time to respond
Pay attention to the criteria order and Pay attention to the criteria order and weights – it indicates what is important weights – it indicates what is important to usto us
Working for the Working for the CorpsCorps
Working for the CorpsWorking for the Corps
Tip #2 - Understand the Type of RFPTip #2 - Understand the Type of RFP
How will source selection be How will source selection be accomplished?accomplished?
Lowest Price Technically AcceptableLowest Price Technically Acceptable
Best Value Trade OffBest Value Trade Off
Working for the CorpsWorking for the Corps
Tip #3 - Address all aspects of the CriteriaTip #3 - Address all aspects of the Criteria
Create a Create a matrixmatrix of the Scope of Work, by of the Scope of Work, by paragraph, with each requirement to use as a paragraph, with each requirement to use as a checklistchecklist to ensure your proposal is complete. to ensure your proposal is complete.
Include your checklist with your proposal.Include your checklist with your proposal.
Working for the Working for the CorpsCorps
Tip #4 - Be succinctTip #4 - Be succinct
Avoid being too wordyAvoid being too wordy
Use bullets, underlines, bolding Use bullets, underlines, bolding
When a limited page count is provided – When a limited page count is provided – stick to it!stick to it!
Working for the CorpsWorking for the Corps
Tip #5 - Your experience should relate to Tip #5 - Your experience should relate to the project in terms of scope, size, $ the project in terms of scope, size, $ value, complexityvalue, complexity
Should be recent – within the past 5-10 years Should be recent – within the past 5-10 years or as required by RFPor as required by RFP
Be clear – is it experience of firm or people? Be clear – is it experience of firm or people?
or, is it experience of subcontractor or mentor?or, is it experience of subcontractor or mentor?
Working for the CorpsWorking for the Corps
Tip #6 - Make sure qualifications Tip #6 - Make sure qualifications of staff match RFPof staff match RFP
Ensure each team member’s qualifications Ensure each team member’s qualifications address EACH ASPECT of the criteriaaddress EACH ASPECT of the criteria
List relevant experience of team membersList relevant experience of team members Ensure team members are availableEnsure team members are available
Working for the CorpsWorking for the Corps
Tip #7- Organization Chart – Who’s in Tip #7- Organization Chart – Who’s in Charge?Charge?
Identify one person to be in charge of entire Identify one person to be in charge of entire teamteam
Person should be from YOUR company, not a Person should be from YOUR company, not a subcontractor or your mentorsubcontractor or your mentor
Indicate clear lines of communicationIndicate clear lines of communication
Identify person and company Identify person and company (with location) for each role(with location) for each role
Working for the CorpsWorking for the Corps
Tip # 8 - Address QualityTip # 8 - Address Quality
Include the quality team on the Organization Include the quality team on the Organization Chart – even if not requiredChart – even if not required
Quality is important to us – indicate it’s Quality is important to us – indicate it’s important to youimportant to you
Show/describe how the quality control Show/describe how the quality control
team interacts with the execution teamteam interacts with the execution team
Working for the CorpsWorking for the Corps
Tip #9 - Address Performance Tip #9 - Address Performance Problems Problems
Head-OnHead-On Get copies of your Construction Contractor Get copies of your Construction Contractor
Appraisal Support System (CCASS) Appraisal Support System (CCASS) evaluations evaluations
Explain any “Marginal” or “Unsatisfactory” Explain any “Marginal” or “Unsatisfactory” items within the evaluation as well as overall items within the evaluation as well as overall ratingsratings
Check out the past performance of your Check out the past performance of your proposed subcontractorsproposed subcontractors
Working for the CorpsWorking for the Corps
Tip #10 - QC your ProposalTip #10 - QC your Proposal Have an independent reviewer ensure all Have an independent reviewer ensure all
items are addressed (someone not involved in items are addressed (someone not involved in putting the proposal together)putting the proposal together)
If you copy another proposal, make sure you If you copy another proposal, make sure you only refer to the current projectonly refer to the current project
Uze spel cheque!Uze spel cheque!
Remember!Remember!
Marketing Marketing mishaps,mishaps, mistakes,mistakes, misstepsmissteps
Will lead to Will lead to misunderstanding,misunderstanding, misjudgmentmisjudgment Mistrust, missed opportunitiesMistrust, missed opportunities andand
MISERYMISERY
Working for the CorpsWorking for the Corps
U.S. Army Corps of Engineers Website:U.S. Army Corps of Engineers Website: www.usace.army.milwww.usace.army.mil Philadelphia District Website:Philadelphia District Website:
www.nap.usace.army.milwww.nap.usace.army.mil
Contact Information:Contact Information:MY Phone 215-656-6867MY Phone 215-656-6867My e-mail address:My e-mail address:[email protected]@usace.army.mil