Event Date: 9/19/2019 - 9/19/2019
as Gloria Larkin, President and CEO, TargetGov presents
Advanced Tactics: Making the Leap from Subcontracting to Prime
on Thursday September 19, 2019; 10:30 – 11:30 a.m. EDT.
Making the leap from being a subcontractor to a prime contractor is challenging. This session focuses on the business development and marketing strategies required to position a company as a prime well before the RFP is released. Session attendees will learn how to keep the relationship with the current prime strong while pursuing and winning business as a new prime contractor. Advanced tactics discussed include: targeting appropriate opportunities where one has a higher probability of winning, tips on calculating the Probability of Win (PWin), differentiators that matter, and actionable steps to mitigate risk in the eyes of decision-makers.