QUESTIONS 10.10.2024.docx

QUESTIONS:

1. Digital Marketing Strategy: Could you please elaborate on the scope of our responsibilities in providing and managing a digital marketing strategy to promote FPI’s various products and business models? Perform typical industry functions in promoting UNICOR products by utilizing Digital Advertising. Additionally, is there a preliminary budget estimate for this initiative? No

2. Lead Generation through Marketing: To what extent would you expect us to generate high-quality leads through platforms such as LinkedIn or similar channels targeting final decision-makers? LinkedIn is just one of the potential platforms that can be used. Is there a budget allocated specifically for advertising on these platforms? No

3. Engagement with Networks: Could you clarify the level of engagement expected with industry networks, trade associations, business groups, and economic development officials? These are potential areas and sources where leads may be generated. Would this involve international travel to trade events, and if so, how frequently? No

4. Branded Email Addresses: Will the DOJ/UNICOR be able to provide branded email addresses (e.g., @usdoj.gov, @unicor.gov) for communications? Yes

5. Landing Pages: Are you looking for us to recommend or create new landing pages or make edits to existing ones? No Will you provide these pages, or will this fall under our scope of work? No

6. Meeting Metrics: We are confident that scheduling and conducting 100-125 meetings annually with qualified leads is feasible under a full-time schedule. However, given the proposed 22-hour work week, are these metrics flexible, or are they firm expectations? These are firm expectations

7. Product Growth Areas: Could you provide more details on the extent to which you would like us to define and quantify high-growth areas for product manufacturing, particularly in comparison to FPI’s current offerings? These are areas defined as having high growth potential and overlap UNICOR’s current production capabilities.

8. Reporting Frequency: Would it be possible to submit monthly or bi-weekly project status reports instead of weekly updates? No

9. Collaboration with Internal Teams: Could you clarify how and when we would be expected to collaborate with the internal business development team? Regular Teams meetings. At what stage in the process would we hand off a prospect? Once the projected has been vetted and deemed viable.

10. Would it be acceptable to highlight our collective experience in the private sector as part of our qualifications? Yes

11. Is this a new solicitation or is there a previous incumbent? If so, who was the previous incumbent and how much were they awarded for the total contract value? Also was the contract for the same amount of years?-This is a new solicitation, there is not an incumbent.

12. Is there an upfront cost associated with this solicitation? No

13. Could you provide more details on the industries you’re prioritizing for the Target Company Prospect List? Fleet and Electronics and Services Business Groups are our first priorities.

14. How will success be measured for lead quality beyond the number of meetings? Number of leads that convert into final contracts.

15. Will there be opportunities for collaboration with the existing UNICOR business development team? Yes

16. Will the meetings required in the SOW be in person or virtually (i.e., the meeting with the Chief of the Business Development Group and the 100-125 annual meetings with qualified investment leads)? All virtual

17. Should the contractor propose the goals for the number of qualified leads, qualified deals, and deals converted to contracts? That would be helpful information

18. What are the duty days and hours? There are no set time for contractors performance, however the Business Developoment groups works a standard 8 hour day in EST.

19. Is there a certain number of hours the sales representative must work each duty day? No

20. Please clarify the requirement of “defining business priorities through a broad and far-reaching vision of market and technology needs…”

1. What is considered a broad and far-reaching vision? Generate leads on any and all markets as compared to typical customer base now within UNICOR.

2. Will the contractor develop this vision, or will the contractor implement FPI’s vision? FPI Vision

21. Please clarify whether the intelligence software mentioned in the SOW is Gazelle.ai by Lightcast. Gazelle is only an example of such software and is a Lightcast product.

22. The solicitation requests two distinct skillsets and deliverables, Sales and Digital Marketing to support sales. The solicitation also mentions estimated hours at 1100 per year to deliver the requested meetings booked. Is this 1100 only for sales development? Only for digital marketing? 1100 hours for each distinct role? Or for both combined? Both combined. It is up to the vendor to determine where the time spent is most beneficial.

23. The solicitation requests "optimize marketing campaigns." Does this entail strategizing, planning, implementing, and managing marketing campaigns on Linkedin and other professional networking sites? Yes. Or just the management of existing campaigns already created. There are no current campaigns

24. 3) The solicitation request use of a CRM like Salesforce for all sales development. Will we get access to an existing Salesforce Instance or need to provide a dedicated Salesforce Instance for all sales development work No

25. 4) The solicitation requests the nurturing of leads and follow-up. Are there existing nurture journeys setup in the CRM or marketing automation platform, or will these nurture journeys need to be built from scratch, and fully managed for this solicitation? There are no existing journeys to provide

26. 5) The solicitation requests "research, Identify, and target 2,500 companies using intelligence software. Are there existing companies previously identified that will be shared for the prospecting list, or will this be started from zero and need to be strategized, designed, and built account strategy? Starting from 0

27. Are you selling the manufactured products or the professional services, or all of the above? All

28. The technology listed in the RFP is now merged with a different platform. Can we propose an alternative solution, or will there be deductions if we do not propose the technology listed and its new brand (Lightcast)? Vendor can propose alternatives

29. Are the marketing services included in the estimated hours? Yes

30. Are networking events & associated costs and travel time included in the estimated hours? No

31. If not, how do you suggest we add that into the pricing proposal? Can we create our own pricing worksheet with hourly rates for business development roles & responsibilities and lump sum proposals for marketing, networking events, and CRM integration? getLinkedIn is just one of the potential platforms that can be used.ai. Vendor can provide a pricing format that best communicates their response. Vendors will not be expected to attend trade shows or other events.

32. Would you agree (considering the estimated hours) that you would get more traction by choosing a few products and/or a few service offerings and allocating all BD & Marketing efforts toward those revenue streams? The vendor may find that narrowing their approach through market research and could pursue accordingly. Or is this a "cast a wide net" approach? See above.

33. Does UNICOR qualify for any socioeconomic certifications in the public sector? No

34. Please provide a breakdown of revenue per each product and service offering and data as it relates to the top 5 industry categories. n/a

35. Please share sales cycle data per each product and service offering. n/a

36. Would it be permissible to engage this subcontractor to handle specific tasks while ensuring full compliance with the scope of work and expectations outlined in the solicitation? Need additional information to respond.

37. Will there be a scheduled site visit for this opportunity? Not required

38. Have funds been appropriated for this opportunity? No

39. Will a stakeholder introduction and project requirements kickoff meeting occur? Yes, can be virtual

40. What is the specific demographic of the newly released inmates, n/a and will any data be provided? no

41. What is the cadence and process for receiving feedback from UNICOR on this work? Refer to SOW delivery section, feedback will be given at each point.

42. Excluding the handoff to the UNICOR business development team, will any training needs be necessary? A presentation will be conducted to introduce the vendor to all of UNICOR products and services. The vendor can submit request for additional information through the course of the contract.

43. Is there a budget for the recommendation of products and services to customers? No

44. What is the process for extending to the 1 optional year contract? Based on UNICOR need and performance in lead generation.

45. What time zone is the lead UNICOR manager located? EST

46. What constitutes as international engagement? Foreign companies wishing to locate manufacturing into the USA.

47. Are specific companies needing to be identified? Not required but can be provided to support quote

48. Are specific industries needing to be identified? Not required but can be provided to support quote

49. Will an international calling plan or communication platform be required? No

50. Are there specific CRM and Market Research tools that you prefer, or can the contractor use the ones they already have in place? Vendor can provide current tolls in use and how they help meet objectives

51. Was there a previous incumbent for this contract? If so, what was the contract ID number?There is not an incumbent

52. 2. Has the agency awarded a contract similar to this one before? If so, what is the contract ID and the incumbent?N/A

53. Will UNICOR provide video content and graphics for the campaign, or is the contractor responsible for producing these materials? Yes, however video is limited

54. Some members of our team are located outside the U.S., but the project will be managed and executed by our U.S.-based team members. Is this acceptable?

55. What are the goals of FPI’s campaign in terms of sales, brand awareness, lead generation, and metrics for success? Key metric for success is generating the stated lead in the SOW.

56. We manage multiple platforms on Facebook and have thousands of existing leads. Can we utilize these leads and market on our social media platforms for the campaign? Yes

57. What is the primary social media platform FPI plans to use, and what is the focus of this campaign in terms of social media strategy? UNICOR does not currently have a social media strategy and the vendor may make recommendations.

58. What is FPI’s target market for this campaign? Fleet and Electronics and Services Business Groups are our first priorities.

59. Can we use a combination of paid ad spend and organic reach to achieve campaign goals? Yes

60. What is the monthly budget for this campaign, or is that decision left to the contractor’s discretion? Unicor will review vendors recmendations

61. Besides the requirement for the project to be managed by U.S.-based team members, are there any other restrictions or conditions that should be considered for this campaign? No

62. Is this solicitation for the roles of Sales representatives or the project of sales representatives – We are asking because this sales representative project will require many roles to fulfill the requirement - like Project Manager, Business Development lead, market research analyst, Digital Marketing Specialist, Data Analyst, Data Analyst, Administrative support, Phone Representative, etc. - Is my understanding of the various functions under this role aligned with what you have in mind? All of the referenced roles will likely apply through the contract.