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foreign [Music] I'm going to show you how to manage your Government Contracting pipeline like a pro this is an overview of the gov Genie platform so to manage your government contracting business you're going to need a tool to help you manage your pipeline to do that you go to go Genie so go to gogetv.com and when you go to gogetv.com it's going to take you in and if you don't have an account click on sign up sign up is free and there's no cost you don't need a credit card to sign up for gov Genie now if you want more bells and whistles and more capabilities then you can choose upgrade at some point of future but in the meantime you can absolutely use it for free there's no cost to use gov Genie but if you already have account go ahead and log in once you are in go Genie then you're gonna see the this main board dashboard here this is the overview of gum TV here this is you see your opportunities your Awards you got the social Community here and then you have your home CRM bit board opportunities and you get your menu where you get your network directory bit board all the other different resources here so how do you manage your business in the gummy market like a pro using a pipeline management tool like LGB here so to get started you want to come in here for many people you manage your business through your opportunity so you come to opportunity you come in here you want to see okay you can search opportunities by keywords or you can search it by next code I'm going to search by next goal so I'm going to put in here the word Construction and see what type of project shows up I can do construction in general or I can do construction a little bit more specific to certain industry right I can do um so there's a two three a I can do I can do signing I can do Roofing let's see Roofing let's see what's in here for roofing so I put in Roofing there's 645 project that has somewhere in the project that we're Roofing now not everything is going to be Roofing but maybe a project has the word description Roofing is somewhere in there so here's one here to replace building number eight slate roof it's a solicitation so let's assume I like this project here and I'm going to come in here I'm going to take a quick look at the response date make sure I have plenty of time and at this point here I just want to see um if I can if I'm interested in this project here so assuming I am interested in this project I can click add to the Bitcoin so if come in here I'm going to add to the bit more here so now I've added it says add it to the bit board let's find another one to see if we can find another one here Roofing replace roof replacement in building number eight in Morris Minnesota this is the principal station so you click on this one assuming I like this project here with this with the Department of Agriculture to replace roof it's a roof replacement project and I add this here to my big board and all of the contact information email Contracting officer name if it's in the if it's in the pipeline or if it's in there if they add their information in their posting it will be captured here by Gucci so click on ADD okay so now I've added two projects into my bit board so what I'm going to do is you know I've went to the operating modules I added two projects to my bit board and I need to go to my bit board and I click here go to my bit board and I'm gonna come in here and I'm going to look for my two projects here right replace building slate roof phase two is here roof replacement ability number eight Morris is here so these are my two projects and it's it comes in here and it's in my evaluating swim Lane my value swim Lane is where all my project opportunity starts with my pipe blanket and I'm going to manage it through here and this is called the kanban view now the compound view is kind of like uh Trello or asada where you can drag you know to the different phases of your project um pipeline here so it starts with evaluating then it goes to watch list watch list is where an opportunities in here but you're watching it it might be due three months from now or it might be RFI or uh sources saw that you submitted it but it's you know it's not a solicitation or not RFQ so you want to keep in the watch list until it becomes a full opportunity and you're actually submitting to be awarded so you keep in the watch this sculpting means you are looking for a win strategy considering how we're going to win this project you might be looking for a teeny partner you might be looking for some subcontractors you might have two past performance and you may need another pass performance and so the scoping is where you're developing your win strategy and you're not quite ready to write the proposal yet because you may not want to write proposal because you're still trying to find out how will we win this project here you might be looking for a key key person or you know a contingent to hire key person to be part of the project so that's coping drafting means you have decided that you're going to write a proposal so you're in the drafting phase here and then once you draft your proposal and you finish it you finalize it and you submit it whether it's online submittal or whether it's paper submittal you you drag it to submit it like this and then you wait until it's awarded and when it's awarded you want this project or you lost it you did not win well sometimes you find a project from evaluating and you do not want to bid on this so you drag it all the way to did not bid so that's kind of how you use your go Genie um kanban board here now you can view your opportunities your pipeline here in a tablet View in your tablet view it will tell you how many project is in the evaluating you can hit the arrow to drop down you can see how many project is in here that you're evaluating or your watch list and so forth you can also view it in the list view the list view just the most current pops up here and then you can you know Resort it and so forth based upon the status and then an agency you can sort it by agency name and so forth but you can sort it by the response date now most of the time you're going to be in the kanban view here because it's easier this is drag and drop and so this is the better view for most people so now that I have my two projects down here I'm going to move on to the next phase of what I need to do I'm going to take this one as an example here so I'm going to take my Roofing and I'm going to drag it over to my scoping swim link here now when I drag it to my scoping swim Lane it's going to open up this big decision Matrix in and this is going to ask me 10 very easy questions to answer and I'm going to respond to it and it's going to give me a score at the end can I meet the proposal due date I'm going to say yeah we've got about you know three weeks or so do I have the required past performance we've got two and we need one more are we known by the client Unknown Known well-developed relationship in this situation we just found opportunities so the client doesn't know who we are what is the overall technical capability we're very good excellent at this type of work can we provide proof of qualified staff yes we got a construction manager really good at what they do in-house staff to do it a subcontractors needed yes we need one subcontractor to help us what is our financial potential we can make good money with this here long term as well because it opens up the door to the agency for us can we respond with the complete compelling proposal we gotta rock you know rock solid proposal team are we who are our competitors we don't know who our competitors are so we're going to score low here and what is a pricing capabness I mean we got a lean machine and so we can be very competitive in terms of price so now it's going to give me a score at the end right here 63.7 what this would do is every time I review a project and I'm scoring like this here it's going to create a pattern over time and I will start to see you know for you it may be different but assuming for me I start to see that if I score 50 or less I never won those projects if I scored more than 50 I have a better chance of winning so maybe in the future I don't bid on any projects that's under 50 or it could be 40 it could be 30 depending on the type of projects and how new you are and how much passive forms you have so this will help you so I'm gonna hit submit so now this project that I just added in here this roofing project is in here so I take my roofing project let me move it to the top so that I can easily see it so I've got my roofing project it's in my scoping number I'm gonna open it up to see the details of it and I've got my contact officer email the phone number the link back to Sam because it came from Sam so if I want to go to Sam I can click on that it takes me back to Sam where the project is I can review more details to see if there's any changes to it and then I can read through the details here so now I want to say okay um let's assume I start to think this through here and I said you know I think I believe this project here is a three uh hundred thousand dollar project and when I type in potential value here now it starts to track 300 000 project here if I go back to my bit board for my roofing project now it if I put in the potential value it starts to track the value of my total pipeline that's in scoping my scoping swim linear so all these projects here when I put in a dollar amount it starts to give me an idea of what my pipeline is looking and so maybe for you you at any given time you might be you might want to be scoping out five million dollars worth of project or maybe a hundred young ducks with a project at any given time so this is how you manage your pipeline like a boss right like a pro so my project is here roof replacement opportunity here now I identify this project here and I realize that I need one subcontractor maybe a taming partner on this project here so to do that I can't do this here by myself because I only have two past forms I need one more so I'm going to go to my menu here and I'm gonna go to the directory and I'm going to show you how to use a CRM in the directory so I'm going to come to the directory and in my directory I'm going to go to next code I put in here Roofing yeah I'm gonna look for some roofing contractors so I find Red Mountain Roofing let's assume I'll the project I like this company here and Lakeside commercial okay let me check out Lakeside commercial I click on this company it takes me into their profile here I can go to their website let me copy and paste here right click is not taking me there so so like say Commercial Roofing I want to learn a little about their business and see who they are and assuming I evaluate their business I check them out and I say you know I like I want to tea with this company here so like where it says add to CRM I click on this company and I'm going to add actually phone number because of the dashes I need to take out the dashes right now the system won't allow you to add without bashes but you know that would be fix very quickly here I'm gonna add this uh company as a potential subcontractor teeny partner into my CRM now I come into my CRM and Jonas brennaman Lakeside Commercial Roofing I've added as a lead now this is we went from our bit board now to our CRM and so now for Jonas I'm going to start managing this um relationship go through my my CRM here and engage this person and so it start off with as a lead and then it it can goes to a watch list I can be prospecting them meaning I'm meeting with them engaging them calling them trying to set up a meeting once I have a meeting I move them to the swim Lane here and again this is drag and drop right I just kind of drag and drop like this here and so I need to start fostering relationships so as I manage the relationship right I can follow through meeting nurturing relationship one relationship and lost relationship now every time I come in here I can actually click on the prospect I'm engaging I can come in here I can click on notes I can create notes in here about the prospect uh I'm putting her potential teaming partner I can do that there I can create tasks and create reminders come in here and make a phone call and I can choose a date and a Time and I can assign it to whoever and so forth and I can save it actually put a reminder so I'm going to call them I'm going to set a reminder a few days before the you know my actual time to call them so that I can it will send me an email reminder so this is kind of how you do it if you want to track the history you can click on history you can kind of see what has you know what has happened with this here okay so now I've got my person I've added to my CR and I'm tracking this relationship and assuming I get to where I want this relationship now I've got I've got this company I want that relationship if I come back to my bid board here for this project here roof replacement I need to add them as a teaming partner down here right right now I have none so I'm going to add them as a teeny partner but before I can add them as a teeny partner I have to go to the menu go to the Timmy portal and I have to create a team so I come in here I can put in here foreign and Roofing team right and then you put in the description and you choose the company name that you're going to be teaming with now I've already got a test account in here so I'm gonna just use that and so I've got I've got the test account so I'm going to use that instead so when I come back to my bid board go to my roofing project here because I want to share this bit with my teammate partner I don't want them to see all my other projects right I've got lots of other projects I don't want them to see all my other projects I only want them to see this one project here so to do that I'm going to click on this here and I come down here with this team I click on here I'm going to add a team now for me I'm going to add my my testing here because I'm just testing right now I'm just demonstrating right now so I'm here update so when I do that now it allows it's added a teamy partner now if you're adding another business that is that's not currently on gov Genie they will have to set up an account on go Genie first remember go Genie is free so they will set up a free account on go Genie and then once they set that up then you can come and add them as a teaming partner down here and then you can share this project with them so when you look at your bit board here you're going to be able to see your project and they will see this project here now if you want to share another project with them then you have to click on this here and you have to click on team down here and then you have to add them to that project again you don't want them to see everything you're working on you just want them to see this one project here so now that I've added a teaming partner got a TV partner now and I'm looking at my project over here assuming I need to start writing my proposal so come back to my bid board I'm going to move my scoping I'm gonna move it over to drafting I've got I found a project I found a subcontractor I've added them as a teaming partner now I'm going to start drafting The Proposal I want them to see the project and I want to see the project so to do this here we're going to pull up some templates and and then I'm going to show you how you're going to match your proposal writing process using your pipeline management tool here all right so I'm going to go ahead and start writing my proposal in here so we designed what gov Genie will allow you to manage your proposal writing process so I scroll down to the bottom left here and I'm going to click on the plus sign I'm going to say I'm going to create my compliance Matrix a requirement Matrix here now we recommend using Google doc Google sheet or you can use word online Excel online uh because that allows you to support each other support the proposal process in real time uh real-time writing real-time editing where it doesn't create conflict now if you want to use a Dropbox link if you want to use a SharePoint link any any of those will be fine as well but we we recommend using Google doc or Google sheet or word online and Excel online because that way you can actually manage your project real time so let me give you an example what I mean by that so I'm going to pull up my compliance Matrix so I'm going to come in here and this is my compliance Matrix so I'm going to come in here I'm going to take the link I'm gonna come and paste it in here so I've added my compliance Matrix in here then I'm going to come in here and I'm going to add my technical proposal I'm going to come to my technical proposal template I'm going to copy that link and I'm going to paste in my technical proposal template in here then I'm going to add my pricing proposal and I'm going to come in here and take my pricing document and I'm coming here and put my pricing document in here and again you can put in here you can put in you know your past performance your resume quality assurance or or any other type of doctor right if you put other type you can type in what that is and put the link right here but for example I've put three documents here that I'm going to be sharing with my teaming partner right my Timmy partner and I will be writing proposals together so to do that what I need to do is now that I've added these templates in here I'm going to come in here I'm going to put at and I'm going to put in I'm going to mention whoever it is here and let's start writing the proposal this roofing project some hit submit so when I when I put the I mentioned the person and I put in my little note here this person is going to get an email saying hey let's start writing the proposal on this roofing project so now we're ready to start working collaborating on the compliance Matrix so now we just need to click on this here it's going to pull up my compliance Matrix I can start working on it and so forth here and then we can go in and we we're ready to start running our technical proposal we can in real time come in here and start typing and writing our technical proposal here and if we want to work on our pricing we just click here and then work on our pricing so assuming we finish our technical proposal and everybody's happy with it then all we need to do is click on this here and hit download as a PDF and as a PDF now we can send it to the contract officer as a PDF document but this is this is how you use gochini to manage your proposal writing process so this is how you do it so if I come back to my bid board assuming I finished writing my proposal I finished drafting it now right now we're at 37.6 million in terms of proposals that we're drafting were 19.7 million that we've submitted projects I'm going to move this here over to submitted now we're looking at 20 million dollars a project that we submitted so far and assuming two months later we win this project now it comes over here so now we won this project or if we we lost on it I would move it to loss and we've lost 8.3 million dollars worth of work so this is how you use gout Genie to search for opportunities to find teeny Partners to manage a pipeline to track your Revenue amount value to manage your teaming Partners to write proposals all on one tool so that's how you manage your government contracting business like a pro using the gov Genie platform here if you are interested in learning more you can sign up for God Genie for free there's no cost to to get started with gov Genie and tell another time we will look for you in another training session [Music]