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Using FOIA Requests

To Propel Your Government Sales Strategy

FOIA as Government Sales Tool


Agenda
Introductions Presentation Q&A

FOIA as Government Sales Tool


Introductions:
Fed Bid Speed Fierce Government Anna Urman Tactical Insight, LLC Jennifer Schaus JS & Associates

FOIA as Government Sales Tool


Fed Bid Speed
* Software program to manage B2G Opps * Single click integration with FBO.gov * Share notes & project manage RFPs

FOIA as Government Sales Tool


Fierce Government
* * * * Free Govt IT Newsletter IT in Govt Agencies / Defense / Cloud / Cyber White Papers / Events / Analysis In-depth & Quality = Differentiator

FOIA as Government Sales Tool


Tactical Insight, LLC
* Federal & State/Local Market Research * Opportunity Identification * Competitive Analysis

FOIA as Government Sales Tool


Jennifer Schaus & Associates
B2G Services and Events
GSA Schedules Federal Sales / Marketing

Full Webinar Series: http://JenniferSchaus5.eventbrite.com

FOIA as Government Sales Tool

FOIA as Government Sales Tool


1. 2. 3. 4. What is a FOIA? What Can I get? How Do I Get It? What do I Do with It?

FOIA as Government Sales Tool


1. What is a FOIA

Freedom of Information Act allows access to government documents, including contracts


Some restrictions apply including sensitive / trade secret data Note: States have FOIA / FOIL laws as well!

FOIA as Government Sales Tool


2. What Can I Get? RFPs Contracts Task Orders What Cant I Get? The List - Classified - Trade Secret including proposals & labor rates - Bidder lists

FOIA as Govt Sales Tool


3. How Do I Get It? - ASK: the right office the one that issued the contract/RFP
- Last resort: Departmental FOIA office

- Specify what you want contract with all mods; all releasable data, electronic or hard copy - Agree to a nominal sum ($20?) as a commercial requestor

FOIA as Government Sales Tool


3.5 What to Expect - A letter in 20 days, were working on it - Your documents, in about 60 days - Rarely, a transfer / non-existent documents

FOIA as Government Sales Tool


4. What do I Do with It? - If Proposal is incorporated, some insight into past awardee / competitor - Set expectation based on existing work - RFP Sections L&M evaluation & award criteria help make bid/no bid decision - Contact info

Thank You !!

Dear Participants,

Please submit your questions here..


The webinar is recorded and available at: http://JenniferSchaus5.eventbrite.com

FOIA as Government Sales Tool


Anna Urman
Tactical Insight +15713399548 anna@tacticalinsight.com

Jennifer Schaus & Associates JSchaus@JenniferSchaus.com www.JenniferSchaus.com +12023650598