Post on 05-Jan-2016
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WINNING FEDERAL BUSINESS
Utah Alliance for Economic DevelopmentSpring MeetingApril 18, 2013
Presented by:Kori Ann Edwards, Sr. VP OperationsLSI Business Development, Inc.1530 N. Layton Hills ParkwayLayton, UT 84041www.lsiwins.com
Utah procurement team Composition• PTAC (Procurement Technical Assistance Centers)• LSI Business Development, Inc.
BLUF• No charge to Utah companies!
Goals• Assist small/medium Utah companies win government contracts• Government contracts can be:
– Federal– State– Local
• Keep contracts/jobs/dollars within state
Functions/Duties• Introduction to Government Contracting• Registration (CCR, ORCA, DUNS, etc)• Bid Match• Pre-Bid Support• Proposal Assistance• Post Award Support• Cradle to Grave Contract Assistance
LSI Overview
www.lsiwins.com
Objective
Solutions for the government and opportunities for our partners
Provides
Lifecycle business development services, business development training and logistics solutions
Founded
Established in 1972 by a group of former US Air Force career logisticians, pilots, aircraft maintenance experts, and industry supply chain specialists
LSI Overview
We help our partners grow their business
Increase visibility to more opportunities
Improve win rate
Lower business development costs
Our team of experienced professionals position our partners to WIN
Gathering early market intelligence
Creating business development strategies
Drafting winning proposals
Capturing programs
Executing the contract
Eight Core Competencies
Strategy Process Training Capture Proposal Development Program Support Economic Development Logistics Solutions
LSI Site Locations
LSI UPT Support
• Explain government procurement process• Explain RFPs, RFQs, IFBs, etc.• Introductions to Government agencies• Assistance in preparing proposals• Red team reviews of proposals• Post award assistance• Training• Pricing Support• Contractor Grant Assistance• Outreach Support• GSA Support
Outreach Events
• Purposes:– Introduce small/medium Utah contractors to Prime Contractors– Communicate Contracting opportunities– Networking– One-on-one meetings between primes/subs
• The following are a sample of the outreach and training events that have been executed:– Camp Williams Data Center Prime Contractor Outreach Events– U.S. Army Corps of Engineers Construction Quality Management Contractors Training– Capture Training– General Services Administration (GSA) Workshops– Utah Department of Transportation (UDOT)– Hill AFB Vendor Fair – Wyle Labs Outreach– BAE Outreach– Parvus Outreach– Battelle Outreach– Bureau of Reclamation Outreach
New to Federal Procurement? Gates, Barriers, Roadblocks ahead!
Help resources available!
STRATEGY DEVELOPMENT FOR FEDERAL MARKETS
Objective
Understand the role of strategy planning in identifying and winning new business
Understand why this is important for businesses wanting to pursue Federal procurements
Slide # 13
Business Development Cycle
Three Leg Stool
Three Leg Stool: Issues
Assess
Integrate
Balance
Change
Re-Assess
Anticipate, Plan, Execute, Win
En
vir
on
men
t
Integration
Man
ag
em
en
t C
ap
ab
ilit
y
Str
ate
gyIntegration
Simple Company Assessment Model
Execute
Market Plan
Summary
The “Winning” process starts long before a RFP hits the street Winners understand themselves and their capabilities Winners understand their market and the changing
environment Winners develop strategies that integrate real capabilities
with market realities Winners implement growth strategies with resources and
team effort
OPPORTUNITY IDENTIFICATION & ASSESSMENT
Objectives
Understand how and where to identify Federal business opportunities (resources/tools/help)
Understand the decision process for reviewing, analyzing, assessing and selecting new opportunities to bid
Slide # 18
Summary
Utilize PTAC services to identify federal opportunities Qualify the opportunities for your capabilities Assess opportunities Pursuit Decision Process Select opportunities that meet your company strengths and
capabilities
TEAMING – WHY AND HOW
Objectives
Discuss how teaming can improve your “win” position Identify the key elements of the teaming agreement Recognize how SBA affiliation rules affect the determination of small business size Differentiate the relationship between the teaming agreement and subcontract
Slide # 21
Summary
Long-term trend toward consolidation/bundling necessitates “win” strategy of small business teaming agreements.
Adopt an “eyes wide open” approach to teaming– Never lose sight of the fundamentals
– Embrace best practices
– Know SBA affiliation rules
A teaming agreement is NOT a subcontract. Look for a teammate who is both capable AND willing to
“pull” their share of the “load.”
CAPTURE PROCESS ESSENTIALS
Objectives
Understand the capture planning process and key role in winning new business
Understand capture planning roles and relationships Understand how the capture plan is used to prepare for
proposal development and execution Understand the Bid / No-Bid Process and how it fits in the
Capture process
Business Development Cycle
What is Capture? Why is it Critical
Positions your company and resources to respond to a Federal opportunity, i.e., Request for Proposal
Shows the customer your interest in the opportunity
Highlights your capabilities and commitment
Build relationships with customers
Positions your company to win
Summary
The “Winning” process starts long before the RFP hits the street. Winners understand the customer and the customer requirements. Winners build customer confidence in the company and your
approach. Winners know the competition and their strong and weak points. Winners develop a winning strategy and winning price. The Capture Planning process gets you ready to build the winning
proposal.
PROPOSAL / BID DEVELOPMENT BASICS
Objectives
Understand the key elements of responding to government requirements
Understand how to present your capabilities with themes and discriminators
Understand pricing basics – “price to win” Understand proposal build and delivery issues
Summary • Entering the Federal Procurement process and winning contracts is a
daunting task
• There are many sources of support and tools available to facilitate entry
• Understanding yourself, your company and the market environment is critical
• Teaming is a great way to build experience and past performance
• A disciplined bidding decision process saves tremendous time and resources
• Writing winning proposals requires the integration of a great capture process and a great proposal development process
• In the end, the government evaluates and awards to those who meet or exceed their requirements, bring the best price at the lowest risk
WIN/EXECUTE/PERFORMANCE REALITIES
Business Development Cycle
Summary
The Capture and Proposal development process supports effective contract execution
The key elements of performance: cost, schedule, technical and quality
Past Performance affects the win and facilitates future wins Current Government budget realities will impact on future
business opportunities
QUESTIONS?