WINNING STRATEGIESFOR THE 2017, $81.5B, FEDERAL TECHNOLOGY MARKETPLACE

TODAY’S PRESENTERSJAMES BAKER AND ROB POLSTER

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JAMES BAKERABOUTJames “Jimmy” Baker is a noted speaker, author, marketing consultant and strategist on the public sector technology marketplace. Baker has spent his career in the Washington, DC Metropolitan Area as well as Northern California consulting for technology companies that sell to government. Baker has consulted for many technology companies, from Fortune 500’s to small businesses, such as: Microsoft, Adobe, Unify, Hewlett Packard, vmWare, CA Technologies, Salesforce, Unisys, Avaya, Intel, Akamai, Proofpoint, Cisco, Gigamon, Dimension Data, and Electric Lightwave. A graduate of the University of Maryland, Baker currently resides in Northern California with his wife and two sons. Baker is very active in his local community supporting food banks as well as serving as a chaplain in Sacramento Juvenile Justice System.www.jamesjbaker.com

BOOKBaker’s book “How to Win Business from the Government- A Tactical Guide to Understanding the US Federal Government Information Technology Marketplace” was commented on by Jim Flyzik, former Federal Government CIO and CIO Magazine Hall of Fame Inductee. Flyzik stated, “This is the first time I’ve encountered so much useful information put together in one place. It’s not only a great learning experience but also a useful reference manual for business developers and representatives looking to gain a competitive edge.” Baker’s book is available through Amazon in paperback or Kindle.www.governmentbusinessbook.biz

GOVERNMENT FORUM

The Public Sector Technology Exchange (PSTE) is an independent, leadership forum that discusses the technology issues impacting government and education marketplaces. Each PSTE forum features a panel of technology leaders discussing with Baker the latest trends and challenges in government, industry, and education. The PSTE recently hosted a national webinar entitled “Protecting the 3 Biggest Security Risks to your Organization – Email, Mobile, and Social“ Watch this discussion at:www.publicsectortechnologyexchange.com3

DR. ROBERT POLSTER

• President, PolsterConsulting

• Creator of IMPACT BD℠

• Systems Integration Veteran

• Operations Research

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BEFORE WE GET

STARTED . . .Registrants will receive:• Slides• Recording

Submit questions via dashboard

AGENDA

• Your Take Aways• The IMPACT Business Development

Process℠– Overview– First 3 Steps

• Find Hidden Opportunities• Map Target Agency• Differentiate Your Company

• Questions• Closing Remarks / Offer

ORDER TODAYAmazon.com

Purchase book before September 1, 2016 and Baker will offer your team a 30 minute complimentary strategy session. Email receipt to Baker at james@jamesjbaker.com

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Free IMPACT BD Paper

Download at

polsterconsulting.com/webinar

CONTACTPRESENTERS

James Baker / james@jamesjbaker.com

Dr. Robert Polster / robert.polster@polsterconsulting.com

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YOUR TAKE AWAYS . . .

1. How to overcome lack of– Relevant past performance– Relationships with government executives

2. Best source of bid opportunity intelligence

3. How to differentiate your company4. DME: What it is. Why it is key

IMPACT BUSINESS DEVELOPMENTINTELLIGENCE MESSAGING CONNECTIONS

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STARTshaping RFPs

IMPACT BD’SPURPOSE

STOPmerely

respondng to RFPs

WHAT DO YOU NEED TOSHAPE AN RFP?

• Customer Problem• Customer Budget• Time• Understanding• Insight• Appointment

WHAT DO YOU NEED TO SHAPEA RFP?• Customer Problem• Customer Budget• Time• Knowledge• Insight• Appointment

IMPACT BD

Provides All

IMPACT BD9 STEPS

FIND HIDDEN OPPORTUNITIES

MAP TARGET AGENCY

DIFFERENTIATE

DEVELOP STORY

DEVELOP VALUE

PROPOSITIONGET YOUR

STORY HEARD

WRITE PROPOSALS

THAT RESONATE

WIN RECOMPETESWITH STORIES

STREAMLINESELLING WITH BRANDING /

MARCOM

IMPACT BD9 STEPS

FIND HIDDEN OPPORTUNITIES

MAP TARGET AGENCY

DIFFERENTIATE

DEVELOP STORY

DEVELOP VALUE

PROPOSITIONGET YOUR

STORY HEARD

WRITE PROPOSALS

THAT RESONATE

WIN RECOMPETESWITH STORIES

STREAMLINESELLING WITH BRANDING /

MARCOM

IMPACT BD STEP 118

FINDING HIDDEN OPPORTUNITIES19

SELECT TARGETAGENCYFactors to consider• Forecasted growth• Match with expertise

DOJ SNAPSHOT•$2.7B IT Budget

•$476M in DME

•233 Budget Line Items

•74% of Projects on Schedule

•81% of Projects on Budget

•46% of Budget on Major

Initiatives

•IT Strategy- Advance, Protect,

and Serve21

DOJ FACTS• Led by the Attorney General, DOJ has over 60 components that provide national security, law enforcement, and criminal justice responsibilities.• Total Budget $28.7B• Over 118, 000 employees• Daunting task for just one executive to cover the entire organization.22

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DOWNLOADTHE BUDGET1. Go to

https://www.itdashboard.gov/#explore-govwide

2. Save the Excel file3. Study where and what

your target customer is spending money on

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QUICK LOOK AT THE BUDGETOver 7,400 budget linesBased on review of budget line items $10M +Web based supply chain managementInfrastructure / Enterprise ArchitectureResearch AutomationTelecommunicationsFinancial ManagementData StorageCloud Solutions - Public, Private, and HybridDatabase ManagementMainframe MaintenanceTechnology TransferWeather and Geographical Information SystemsEmergency ResponseIntegration of Disparate SystemSecurityApplicationsDashboard and Business IntelligenceIT Help Desk Support and Trouble ShootingResource ManagementWeb and PortalModernization

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WHAT KINDS OFOPPORTUNITIESDO YOU SEEK?List your company’s skills

1.2.3.4.5.

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SEARCH BUDGETFOR KEYWORDS

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EXTRACT LINE ITEMSWITH KEYWORD MATCH

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ACQUIRE ADDITIONAL INTELLIGENCE

• Foreachlineitemisthere– AnExhibit300?– AnRFP?– Aforecastedprocurement?

• Identifypointsofcontactintargetdepartmentstocalltolearnmoreaboutinvestements

OTHER DATA . . .Additional intelligence sources:

FBO.govFPDS.govSmall business forecastOther forecasting tools

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CREATE AN OPPORTUNITY PIPELINE

• Based on– Opportunities identified– Weight Deals– Objectives regarding

• Revenue to be acquired (run rate) – Just because a budget line is for $1M does not mean your company has a $1M opportunity• Skills to be used• Technologies to be used

IMPACT BD STEP 234

MAP TARGET AGENCY35

DEVELOPAGENCYPLAYBOOK• Who’s who• Political mandates• Challenges • Competitive landscape• Upcoming recompetes

CALL PLAN• Review a single BLI from the

budget• The BLI should map to a mission

and mandate• Within program that your

chasing there are a number of people you need to meet

• Example / CPIC / IRB• PMs, COTRs, Tech

Implementors, Competitors, Teaming Partners

USING THE BUDGETSPREADSHEET

DEPT. MISSIONANDGOALS

BLI AND$$$$$$

YOURUSP

RFP ORFORECAST

VALUE OFDEAL ANDVALUE TOOURCOMPANY

300 PLAYINGFIELD

PRIME ORSUB

OTHERINFO

CALLPLAN

• Identify the deals that best match your company• Weight the Deals (based on timing, value, risk, and

ability position)• Review the data and pursue• How is this different from a commercial RFP /

forecast system?

IMPACT BD STEP 339

OBJECTIVE

Differentiate Your Companyin the Federal Market

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FIND PROBLEM YOU SOLVE41

RISK IS THE PRIMARYCONCERN OFGOVERNMENTEXECUTIVES

CONSIDER A SOCIALSECURITYADMINISTRATION

CALL CENTER . . .

CALLERS DONOT GETANSWERS WHENIT SYSTEMS FAIL

AND THATLEADS TO . . .

. . .TOCONGRESS

. . . WHICHCAN LEAD TOHEARINGS

. . .WHICH CANLEAD TO HEACACHES FOR THE EXECUTIVE-IN-CHARGE

BUT SUPPOSE HEHIRES AN IT SERVICE DESKCOMPANY

. . . AND SUPPOSETHEY WARN ABOUTEMERGING TROUBLESPOTS

. . . WHICHPROVIDESNEEDEDVISIBILITY ANDINSIGHT

REVISEDCOMPANYSPECIALTYOLD: IT Service Desk Ops

NEW: Enhancing Government Executive Control of Complex IT Operations.

UNIQUE VALUEPROPOSITION ISKEY TO SUCCESSIN GOV’T MARKET

QUESTIONS FORDEVELOPING YOURUNIQUE VALUEPROPOSITIONWhat risks does your company mitigate for customers?

What would go wrong for my customer if we did not do our job well?

IMPACT BD9 STEPS

FIND HIDDEN OPPORTUNITIES

MAP TARGET AGENCY

DIFFERENTIATE

DEVELOP STORY

DEVELOP VALUE

PROPOSITIONGET YOUR

STORY HEARD

WRITE PROPOSALS

THAT RESONATE

WIN RECOMPETESWITH STORIES

STREAMLINESELLING WITH BRANDING /

MARCOM

TIME FOR QUESTIONS56

QUESTIONS1. Overcoming the problem of insufficient relevant PPQ/PPIRS/ project references2. What are the best sources for bid information?3. How can I differentiate my company with so much competition?4. What do you mean about DME dollars?5. What if I don’t have a lot of relationships in government?6. Is my company’s size a risk?7. How do Polster and Baker work with tech

companies?

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CLOSING REMARKS58

Free IMPACT BD Paper

Download at

polsterconsulting.com/webinar

ORDER TODAYAmazon.com

Purchase book before September 1, 2016 and Baker will offer your team a 30 minute complimentary strategy session. Email receipt to Baker at james@jamesjbaker.com

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CONTACTPRESENTERS

James Baker / james@jamesjbaker.com / 703.303.4233

www.governmentbusinessbook.bizwww.publicsectortechnologyexchange.comwww.jamesjbaker.com

Dr. Robert Polster / robert.polster@polsterconsulting.com

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WINNING STRATEGIESFOR THE 2017, $81.5B, FEDERAL TECHNOLOGY MARKETPLACE

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