The Seven BI Marketing Strategy ™

Simply combine Eagle Eye’s seven types of primary-source business intelligence with your firm's staff expertise, and you will exponentially increase your ability to win federal business.

Organizational Intelligence tells you fundamentally how an agency is structured, its lines of authority and decision chains. To market effectively you must know how agencies allocate responsibility across their bureaus and divisions for implementing goals and missions. Who does the planning, the budgeting, the procurement? Who reports to these decisionmakers? Where are an agency's key facilities and work force located? Does the organizational structure conform to Clinger-Cohen? What does this tell you? At which levels in an agency should you be participating?

Agency contract spending is driven by the goals, missions and objectives the agency is tasked to fulfill. You must understand an agency's mission thoroughly in order to understand if your firm can help them fulfill it. Performance assessments, scorecards, budgets, justifications, hearings, audits, studies, etc. all tell you where agencies need help executing their plans.

Knowing what an agency is committed to spend, how well they manage their program funds and what financial constraints they operate under is critical to prioritizing opportunities, reducing risk and validating milestone decisions in the business development cycle. How do continuing resolutions, inflation, pay increases and other conditions factor into an agency's spending plans?

In which markets does your strongest competitive advantage lie? Which agencies buy in this market, in what amounts, in what ways, on which vehicles? How do NAICS and PSC market classifications drive the identification of opportunities? In how many projects are your firm's NAICS codes embedded? Does the agency bundle requirements on large contracts? Which small business size standards apply? Where is technology trending?

In which markets does your strongest competitive advantage lie? Which agencies buy in this market, in what amounts, in what ways, on which vehicles? How do NAICS and PSC market classifications drive the identification of opportunities? In how many projects are your firm's NAICS codes embedded? Does the agency bundle requirements on large contracts? Which small business size standards apply? Where is technology trending?

Can your firm deliver goods and services to an agency's diverse locations? What are an agency's facility-specific requirements? Which legislative mandates apply (Davis Bacon, SCA, etc.) What are the demographic characteristics of the location?

What agency opportunities exist that would be appropriate for my company to pursue? What stage of the bidding cycle are these opportunities in? What are the anticipated deadlines? How do I qualify the opportunities using Eagle Eye's data? To which opportunities will I commit B&P resources?