7/8/2009
Seven Steps Win A Half Million In New Business
By Judy Bradt
Summit Insight
Service-disabled veteran Neeld Wilson is an aquifer engineer. In one day, his first two federal contracts hit nearly $500,000. Here's how Judy Bradt helped him do that.
"Homerun! Two (2), that’s right two (2) Federal contracts in one day. One as a subcontractor for geotechnical services ($37K) and one for tank removal/replacement ($445K). Thank you, thank you and thank you. Still, the journey is just beginning and there are many pieces of silver to find."
Neeld engaged Judy Bradt and Summit Insight to get the Seven Steps to Success in October 2008. He needed to FOCUS his efforts instead of sprawling his business development time and money all over the Southeast. He picked just FOUR niches and started to work them intensely.
"Our challenge was breaking into the Federal marketplace and although I did not want to hear the things I needed to do to get into the marketplace, I can now look back and easily say that if not for Judy's coaching and endless resources I wouldn't be at the point of now submitting multiple bids, getting phone calls from large businesses wanting to work with small businesses, and being personally invited by Federal folks to come visit them.
"When I met her, she impressed me with her knowledge of THE SYSTEM."
The key thing Neeld learned was the value of the debrief. When he asked for a debriefing on an unsuccessful proposal to Veterans Affairs, he learned that his offer lost on a few minor technical deficiencies, but they really liked his company. Then the contracting officer said, "Listen, there's this BIG job coming up that's a great fit for you...." Now Neeld knew just what to do.
I immediately latched on. Judy always brings something new to the table as she learns more about your needs."
Just as he hit the proposal stage, Neeld had a problem. He couldn't get a project bond. He called Judy, who thought for a moment. "Say, I remember there's some money in the Stimulus to help small companies get the financing they need for things like this. Let's find out who your local SBA contact is, and get you in touch with him."
It worked. That was the key connection to that got Neeld the financing, in days, that he needed to win.
"You get one-on-one time with Judy to talk about what you need; there is nobody else that will provide you with that level of attention.
"Before meeting her, my associates all told me that it would take 2-3 years to get the first contract with the Federal government, she cut that time in half and I'm bidding on 2-3 projects per month now. If you're serious and willing to put in the hours then Judy will give you her all...and her price is very reasonable compared to the many others that "claim" to know."
Neeld Wilson, President
Orlando, FL
Environmental Remediation Engineering: GEAR Engineering