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STEP-BY-STEP FLOW:IDENTIFY END USERS: look for people with ?titles typical of those who use systems like yours every day, including HR DIRECTOR, IT DIRECTOR, CIO, HEALTH INFORMATION RECORD MANAGER, CODING, TRANSCRIPTIONS AND BILLING – AT THE HQ AND THE LOCAL LEVEL.FIND OUT – WHO THEY’RE USING, ARE THEY HAPPY, ARE THEY CONSIDERING OTHERSTRACK YOUR NOTES IN YOUR CALLS IN THE PLANFOLLOW UP THE PHONE CALLS, EMAILS, NEWSLETTERS, WHITEPAPERS, LINKED IN, EMAIL BLITZES, ARTICLES, VISITSGOALS: LEAVE VOICE MAIL MESSAGES GETTING THEM TO CALL YOU OR EMAIL YOU BACK WITH THE RIGHT PERSONWHEN YOU FIND OUT WHO “THE PERSON” IS – CALL, EMAIL, CONNECT ON LINKED IN – WHATEVER IT TAKES TO GET THEM TO TALK TO YOU.SEND CAPABILITIES STATEMENTSOBTAIN SOME SORT OF APPOINTMENT, CONFERENCE CALL, VISIT, CAPABILITIES BRIEFINGDISCOVER WHO THEY’RE USING/WHAT THEY’RE USING/ARE THEY HAPPY/WHEN IS THE NEXT OP – ASK FOR A SHOT TO PERFORM A TRANSCRIPTIONS TO SHOW YOUR CAPABILITIES.DISCOVER WHICH CONTRACTS THEY PREFER (IN THE COMPETITIVE ANALYSIS) DISCOVER WHICH VENDORS THEY PREFER (IN THE COMPETITIVE ANALYSIS)IDENTIFY CONTRACTING OFFICIALS VIA RAW DATA INTELLIGENCE (“Created/Approved/Modified by”) SMALL BUSINESS OFFICERS, POCS PULLED FROM WEBSITE AND FBO – NOTE: SOME ARE NOT AS OPEN TO CHATTING, SOME ARE HAPPY TO HELP, KEEP CALLING.FIND OUT – WHO THEY’RE USING, ARE THEY HAPPY, ARE THEY CONSIDERING OTHERSTRACK YOUR NOTES IN YOUR CALLS IN THE PLANFOLLOW UP PHONE CALLS, EMAILS, CHECK IN REGULARILY AND WATCH THEIR PROCUREMENT FORECASTS, AND THEIR FBO POSTING SITES FOR OPPORTUNITIES.SMALL BUSINESS OFFICERS (SADBU/OSDBU/SMALL BUSINESS SPECIALISTS) ACTUALLY LOVE WORKING WITH LARGE BUSINESSES, BECAUSE IT IS THEIR JOB TO MAKE SURE THE LARGE BUSINESSES CONNECT WITH THEIR SMALL BUSINESS VENDORS, SO SUPPORT THEM BY GOING TO VENDOR SHOWS, GET A BOOTH, GET A LIST OF THEIR SMALL BUSINESSES WHO ARE PERFORMING CODING, TRANSCRIPTIONS, ETC. BECAUSE YOU WANT TO USE THEM AS PRIMES AND AS SUBS. AS A LARGE BUSINESS YOU ALWAYS HAVE TO HAVE A SMALL BUSINESS PLAN, SO THE MORE SMALL BUSINESS YOU HAVE A CONNECTION WITH – THE BETTER! SO, SMALL BUSINESS SPECIALISTS WILL HELP CONNECT YOU WITH THEIR BEST AND BRIGHTEST.GOALS: LEAVE VOICE MAIL MESSAGES GETTING THEM TO CALL YOU OR EMAIL YOU BACK WITH THE RIGHT PERSONWHEN YOU FIND OUT WHO “THE PERSON” IN CONTRACTING IS – WHO HANDLES HR RELATED BIDS, FIND OUT THEIR PROTOCOLS AND ASK IF THEY USE GSA AND IF THEY COULD AT LEAST INVITE YOU TO THE NEXT OP.SEND CAPABILITIES STATEMENTSWE WANT TO FOLLOW PROPER PROTOCOL AND IF SOMETHING COMES UP FOR “TRANSCRIPTIONS” “CODING” “SPEECH RECOGNITION” FOR HEALTH INFORMATION RECORDS….. WE’D LIKE TO BE INVITED. DO YOU USE GSA SCHEDULES? IDIQS? PRIMES? SET ASIDES? WHO ELSEWOULD YOU CALL ON IF YOU WERE ME?IDENTIFY AND TRACK THE PRIMES – WHO NEEDS SPEECH RECOGNITION ARTIFICIAL INTEL AS A TOOL, TRANSCRIPTIONS, CODERS ETC…..TO SUPPORT THEIR EFFORTS ON THEIR CONTRACTS. THEY NEED BENCH STRENGTH AND YOU HAVE IT….. MAYBE CONTRACTING WILL POINT YOU TO VENDORS WHO NEED YOUR HELP AND IS HAVING A HARD TIME GETTING PEOPLE ONSITE FIND OUT – WHO THEY’RE USING, ARE THEY HAPPY, ARE THEY CONSIDERING OTHERSTRACK YOUR NOTES IN YOUR CALLS IN THE PLAN – UNDER THE ORANGEFOLLOW UP – TEAM – EMAILS – PHONES – CAPABILITIES BRIEFINGS – TEAMING AGREEMENTSGOALS:LEAVE VOICE MAIL MESSAGES GETTING THEM TO CALL YOU OR EMAIL YOU BACK WITH THE RIGHT PERSON AT THE PRIME WHO HANDLES HR/PROJECT MANAGEMENT AT X AGENCY AND SEE IF THEY NEED HELP WITH STAFFING/BACKGROUND CHECKSSEND CAPABILITIES STATEMENTSWHEN YOU FIND OUT WHO “THE PERSON” IS AT THE PRIME – WHO HANDLES TRANSCRIPTIONS, CODING, SPEECH RECOGNITION BIDS, FIND OUT THEIR PROTOCOLS AND ASK IF THEY NEED A LARGE BUSINESS WITH BENCH STRENGTH AND IF THEY COULD AT LEAST INVITE YOU TO THE NEXT OP.WE WANT TO FOLLOW PROPER PROTOCOL AND IF SOMETHING COMES UP FOR “TRANSCRIPTIONS” “CODING” “SPEECH RECOGNITION” IN HEALTH INFORMATION RECORDS MANAGEMENT …. WE’D LIKE TO HELP YOU WITH YOUR TEAM. IDENTIFY AND TRACK OPPORTUNITIES AT THE AGENCIES – FOLLOW PROCUREMENT FORECASTS AND IF THERE’S A NAME OF A PM CALL THEM IF THERE IS A PRIME CONTRACTOR LISTED, PUT THEIR INFO IN THE ORANGE AND CONSIDER TEAMINGFOLLOW FBO (AND EBUY FOR YOUR SCHEDULE) FOR OPPORTUNITIES AT THE SPECIFIC AGENCIES THAT HAVE TO DO WITH BACKGROUND, STAFFING, AND NEW CONTRACTORS WHO MIGHT NEED YOUR HELP WITH HIRING/BACKGROUND CHECKS.BID/NO BID:ONLY BID ON OPPORTUNITIES THAT YOU WERE EXPECTING TO COME OUT BASED ON YOUR KNOWLEDGE OF THE CUSTOMER. ONLY BID ON OPS AT YOUR FOCUSED AGENCIES.USING THE PLAN:WHO ARE WE SEEKING TO ENGAGE WITH AT THE AGENCY LEVEL?IDENTIFY HR DIRECTOR (STAKEHOLDER)NAMETITLEPHONEEMAILADDRESSIDENTIFY ANYONE WITHIN HR WHO MIGHT BE INVOLVED IN HEALTH INFORMATION RECORDS – MANAGERS, CODERS, TRANSCRIPTIONS, BILLING (END USERS) <<<<<<THIS IS OUR MOST IMPORTANT CONTACT AND HARDEST TO FIND, SO WE’RE GOING TO HAVE TO ASK AROUND THEY NAMETITLEPHONEEMAILADDRESSIDENTIFY CONTRACTING TEAM MEMBERS (CONTRACTING OFFICERS, SMALL BUSINESS SPECIALISTS AND CONTRACTING SPECIALISTS)NAMETITLEPHONEEMAILADDRESSWHERE DO WE FIND THIS INFORMATION IN THE FEDERAL SALES ACTION PLAN? #1. OPEN A WORKSHEET FOR A SPECIFIC AGENCY.Notice Yellow Lines – which indicate contacts inside the agency with .mil and .gov email addressesNotice the Orange Lines – which would indicate which vendors they’re currently using – the PrimesNotice the Green Lines – which are the Opportunities/Projects coming up at the agencies.Each Worksheet has a HQ Yellow, Orange and Green section usually out of Washington DC and if the agency has more than one location, scroll down and see that there is a Yellow, Orange, Green, saved for field offices or regional offices. Note on the VA worksheet – every VISN (Veteran Integrated Service Network) and every Medical Facility under that Network is listed in the plan.#2. LOOK FOR LINKS TO HR, PHONE, LEADERSHIP, CONTRACTING, PROCUREMENT FORECASTS IN THE PLAN SPECIFIC TO EACH AGENCY:HR DIRECTORS FOUND ABOVE THE YELLOW CHCOC ORGANIZATION LINK:IF EILEEN FOUND THEM, SHE PUT THEIR INFORMATION IN THE PLAN UNDER THE YELLOW LINE AT THE HQ – YOU AT LEAST NEED TO KNOW WHO THEY ARE….PEOPLE WILL TALK ABOUT THE HEIRARCHY AT AN AGENCY AND YOU NEED TO KNOW ALL THE KEY DECISION MAKERS – WHETHER THEY’LL TALK TO YOU OR NOT.IF THERE ARE NO PHONE NUMBER OR EMAIL ADDRESS FOR SOMEONE, GOOGLE THEIR NAME @ AND SEE IF THEIR NAME AND NUMBER POP UP OR THEIR PROFILE FROM LINKED IN POPS UP.CONNECT WITH THE HR DIRECTOR OR HEALTH INFORMATION DIRECTOR/MANAGER ON LINKED IN - MOST ACCEPT INVITES. WRITE A NOTE TO THEM THROUGH LINKED IN OR IN EMAIL TELLING THEM WHAT YOU DO AND SHARING YOUR CAPABILITIES STATEMENT. ASK “WHO AT YOUR AGENCY IS HEADING UP CODING, TRANSCRIPTIONS AND HEALTH INFORMATION RECORDS MANAGEMENT….” THEY JUST MIGHT WRITE YOU BACK WITH AN ANSWER.PUT NOTES ABOUT YOUR CONTACT WITH THIS PERSON IN COLUMN L “NOTES”HR TEAM MEMBERS – IN THE PLAN LOOK FOR LINKS ABOVE THE YELLOW THAT MAY SAY “PHONE NUMBERS” “STAFF DIRECTORY” “ORG CHART” “HR INFO” “LEADERSHIP” AND READ THE DIRECTIONS IN THE RED BESIDE THE LINK TO SEE IF YOU NEED TO SCROLL DOWN THE PAGE OR JUST PULL INFOAND IF EILEEN FOUND THEM, SHE PUT THE INFORMATION IN THE PLAN UNDER THE YELLOW FOR YOU. IF SHE DIDN’T PUT EVERYONE IN THERE, ADD THEM UNDER THE YELLOW LINE IN THE PLAN.IF THERE ARE NO PHONE NUMBER OR EMAIL ADDRESS FOR SOMEONE, GOOGLE THEIR NAME @ AND SEE IF THEIR NAME AND NUMBER POP UP OR THEIR PROFILE FROM LINKED IN POPS UP.CONNECT WITH THEM ON LINKED IN - MOST ACCEPT INVITES. WRITE A NOTE TO THEM THROUGH LINKED IN OR IN EMAIL OR CALL THEM - TELLING THEM WHAT YOU DO AND SHARING YOUR CAPABILITIES STATEMENT. ASK “WHO AT YOUR AGENCY IS HEADING UP BACKGROUND INVESTIGATIONS….” THEY JUST MIGHT WRITE YOU BACK WITH AN ANSWER.ONE WAY TO FIND CONTRACTING – IN THE PLAN – LOOK FOR ANY LINK ABOVE THE YELLOW THAT IS SIMILAR TO “ACQUISITIONS” “DOING BUSINESS WITH” “SMALL BUSINES SPECIALISTS” “VENDOR OUTREACH” -OR-PULL THE NAMES OUT OF THOSE LINKS AND PUT INTO THE PLAN UNDER THE YELLOW.IF THERE ARE NO PHONE NUMBER OR EMAIL ADDRESS FOR SOMEONE, GOOGLE THEIR NAME @ AND SEE IF THEIR NAME AND NUMBER POP UP OR THEIR PROFILE FROM LINKED IN POPS UP.CALL OR WRITE TO THEM – ASKING TO REVIEW YOUR CAPABILITIES AND “WHO AT YOUR AGENCY IS RESPONSIBLE FOR HANDLING CODING, TRANSCRIPTIONS AND HEALTH INFORMATION RECORDS MANAGEMENT” WE’RE ON GSA SCHEDULE AND WOULD LIKE TO BE CONSIDERED THE NEXT TIME YOU HAVE AN OPPORTUNITY CROSS YOUR DESK. WHAT ARE YOUR PROTOCOLS?”A SECOND WAY TO FIND CONTRACTING – IN THE PLAN – ABOVE THE GREEN LINE IS A LINK TO THAT AGENCY’S POSTINGS ON USUALLY NAMED “(AGENCY NAME) ON FBO” LINK WHICH WILL TAKE YOU DIRECTLY TO THE LIVE BID POSTINGS AT THAT AGENCY. CLICK ON TH POSTINGS AT AND PEEL THE NAMES AND NUMBERS OF THE POC AT THE BOTTOM OF THE POSTING AND IF YOU CLICK ON ENOUGH OF THEM, YOU’LL GET THE 10-12 PEOPLE THAT WORK AT THAT CONTRACTING OFFICE. PUT THEM IN THE PLAN.NOTE KEEPING ON TOP OF OPPORTUNITIES THAT ARE “ON THE RADAR” AND YOU KNOW THEY’RE COMING. ASK IF THEY’LL BE AT FBO OR AT GSA EBUY. IF AT GSA EBUY, THEY’LL POST IT THROUGH YOUR SIN AND YOU’LL GET A NOTICE, BUT THEY WON’T TELL YOU IF IT’S AT FBO, SO YOU HAVE TO KEEP AN EYE OUT FOR THE OPPORTUNITY AND WHERE THEY’RE GOING TO POST IT AT FBO FOR YOUR SPECIFIC AGENCIES: EILEEN ALSO PROVIDED A WORKSHEET NEXT TO EACH AGENCY SHEET – “AGENCY AT FBO” WHICH GIVES YOU ALL THE BUYING LOCATIONS OF THAT AGENCY – THEIR LIVE POSTING SITES AT FBO. IF A CONTRACTING OFFICER TELLS YOU A BID IS COMING UP, YOU NEED TO FIND OUT WHICH LOCATION WILL BE POSTING THE BID – AND THEN, FROM THIS “BONUS! AGENCY AT FBO” WORKSHEET NEXT TO THE AGENCY SHEET, YOU CAN CLICK ON THE “NUMBER OF POSTINGS” LINK TO GO TO THE LIVE FBO POSTINGS FOR THAT LOCATION – DAILY – TO KEEP AN EYE OUT FOR THAT BID TO BE POSTED. ALSO PULL ALL THE POINTS OF CONTACT ON THE BIDS AND PUT THEM UNDER THE YELLOW IN THE AGECY PLAN FOR THAT AGENCY.PROCUREMENT FORECASTS – WHY ARE WE INTERESTED? WE WANT TO FIND OUT: WHAT’S COMING AND HOW CAN WE PULL NAMES OUT OF THE PROCUREMENT FORECASTS?ABOVE THE ORANGE AND THE GREEN LINES, THERE SHOULD BE A LINK TO THE AGENCY FORECAST. SOMETIMES THESE ARE NON-EXISTANT OR REQUIRES TO BE DOWNLOADED. IF DOWNLOADED, EILEEN PUT THE PROCUREMENT FORECAST IN A WORKSHEET TO THE RIGHT OF THE AGENCY WORKSHEET IN THE PLAN.CLICK ON THE PROCUREMENT FORECAST LINK– PERFORM A SEARCH FOLLOWING THE PAGE INSTRUCTIONS – AND SEE IF YOU CAN FIND A WAY TO DOWNLOAD THE RESULTS AND PUT ANY OPPORTUNITIES YOU’RE INTERESTED IN APPROACHING – UNDER THE GREEN. PUT THE CONTACT INFORMATION FOR THE PROCUREMENT OPPORTUNITY UNDER THE YELLOW.EXAMPLE PROCUREMENT FORECAST PAGE – VA:THIS IS THE VA PROCUREMENT FORECASTTYPE IN YOUR SEARCH WORD AND THE SYSTEM WILL FILTER YOUR SEARCH AFTER THEY FILTER IT, SEE THAT LITTLE TINY DISKETTE IN THE GREY BAR ABOVE THE RESULTS? YOU CAN DOWNLOAD A CSV FILE AND ALL THE INTEL FOR EACH OPPORTUNITY FROM YOUR SEARCH WILL SHOW UP IN A SPREADSHEET.2524125675640PULL THE POC DATA INTO THE AGENCY INFORMATION UNDER THE YELLOW IN THE PLAN AND ANY OPPORTUNITIES YOU WANT TO WATCH OR GO AFTER – PUT UNDER THE GREEN IN THE PLAN. ................
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