The Secret to Winning Competitive Bids:Meet Scientific Games’ Global Proposals Group

W

hen it comes to winning major government contracts, Scientific Games’ Global Proposals Group has the magic touch, winning on average between 70 and 80 percent of all procurement opportunities they manage. Here, Frank Candido, Alan Lewis and team share what makes their group so vital to our business and how other groups in the Company can collaborate with one of our most powerful contracting assets for success.

The stakes are high when Scientific Games bids

on a new government contract. Multi-year

contracts and business valued in the millions

often hangs in the balance and competition is

tough. Regardless of which business unit is

responding, the Company relies on its highly

specialized Global Proposals team to take the lead

and develop the right response to leading to the

win.

This 16-member group based in Atlanta includes

proposal managers, writers and quality and

desktop publishing experts. Many of these

professionals have come from operational roles

within Scientific Games and have earned the globally

recognized certification by the Association for

Proposal Management Professionals (APMP). The

process they follow is ISO 9001:2008 certified,

which ensures a consistent, reliable process that is

measured, reportable and repeatable.

Sales ProposalsAs skilled managers with a view across our

entire global business, they orchestrate a

proven process that gleans the right information

about Scientific Game’s technology capabilities,

game content, marketing programs and

services and packages it in a way that conveys

the Company’s unique strengths. The focus is

always on maximizing the Company’s ability to

competitively di�erentiate and score higher

than the competition.

When asked how to describe the strengths of

their team, Frank Candido uses terms such as

“tenacious,” committed” “responsive” and

“deadline driven.”

One thing every Scientific Games Proposals

team member shares in common: disciplined

project-management skills. This approach

enables the team to streamline a very complex

process into a well-planned set of tasks with

clear deadlines and accountability. It’s how the

team manages resources across multiple

groups and locations, and ensures engagement

at the right time with the right groups, from

Sales to Legal, Compliance and Regulatory A�airs.

Out of the Gate Early with InnovationIn addition to strong project management, this

group also has another key strength: the tools and

processes to engage early and often – well before

the clock starts ticking on a sales proposal.

Success hinges on early engagement of the

Scientific Games Sales team.

“Sales should not start thinking about a solution

for their customer when the RFP is released,”

emphasizes Frank. “Our most successful

proposals and successful Sales teams use the

RFP response phase to validate solutions that

address a customer’s specific challenges and to

finalize the overall strategy. Maximizing the

front-end time is critical.”

“We like to think of our lottery business with simple, actionable terms: Get, Grow, Operate, Innovate. Our Global Proposals Group is the heart of our “Get” with $2 billion of contract sales opportunity every year across a variety of our businesses. The Proposals group has done a fantastic job keeping pace with all this change and providing strong leadership for all our global sales teams. As we now integrate with WMS and take on our next period of growth and innovation, I have full confidence the group will continue to bring teams together, manage a complex process and create winning proposals that strategically communicate our unique value.”

– Jim Kennedy, EVP and Chief Executive for Lottery

The Global Proposals Group is a shared services team within the Global Lottery Group.

Six Stages of Bid Response

The team’s synchronized proposal development

process includes six key stages – each requiring

strong coordination and focus to ensure

schedules are met:

■ Prepare for sales opportunity with Scientific

Games sales and business support teams

(Legal, Marketing, Technology, Game Design,

Purchasing, etc.) in advance of the RFP

■ Receive RFP – create proposal work plan,

assemble teams and hold cross-group

kick-o� meeting

■ Work with Subject Matter Experts (SMEs)

assigned to the proposal to develop solutions

for customer; work with sales and business

unit leads to develop winning strategies

■ Hold Proposal Business Reviews with

SMEs/business teams and conduct QA testing

of proposal documents to ensure compliance

with RFP mandatory requirements

■ Refine final proposal for senior team review

and improve strategic messaging and focus

win themes; finalize all executive summary

messaging

■ Complete all physical and electronic production

activities for proposal documentation, including

finalizing strategic messaging, legal reviews

and assembling customer-ready proposal

and required deliverables

■ Conduct final Quality Review of deliverables;

submit proposal to customer via secure process.

A Well-oiled MachineIn a highly competitive environment, Scientific Games’ proposal team must work like a well-oiled machine to execute on a proposal within a RFP timeframe, which ranges between four and 12 weeks depending on the scope of the requirements.

Every bid is di�erent, with government evaluators “scoring” each aspect of a company’s response based on how well it meets their requirements. Depending upon the complexity and locale of the opportunity, Scientific Games may have to team with a partner company in its response or engineer a new solution. The team responds to North American and global bid opportunities, from Europe and Asia, to South America, Australia and Africa, which frequently must be translated into the local language.

But one dynamic remains unchanged: the all-important submission deadline. “No matter what happens in a bid project, the due dates don’t change. The only way we have an opportunity to be successful is to submit a quality, compliant proposal on time,” says Frank.

Well before an RFP gets released, the Proposals team works alongside the Scientific Games business unit sales team to shape the RFP and define the solution that best addresses the customer’s challenges, so when the RFP gets issued, the team can jump into action. Using their broad proposals database, Global Proposals can also access the best pre-approved and written content from prior submissions.

Experts at‘Solutioneering’“One of the things we do well is “solutioneering”:

facilitating a process that leads to results,” says

Frank. “We touch so many parts of the company –

really integrating across our business and

drawing on insights from our experts to put forth

the best possible sales proposal. The skill of the

group is taking these individual experts and

focusing all that expertise in a unified, winning

strategy.”

Alan adds, “We provide leadership as well as

ensure that we are compliant with the stringent

government requirements of the bid. What sets

us apart is the precision in which we address

those requirements.”

Through its well-honed process, Scientific

Game’s Global Proposals group’s submissions

often exceed the government’s requirements.

Both Frank and Alan agree that the strongest

proposals go well beyond addressing a

customer’s immediate needs, to providing “a

vision of where their business is going and

showing them how we can help them get there.”

One technique that has proven successful for

business development after contract award is

the inclusion of the company’s up-sell catalog,

which strategically positions products and

services for sales to sell-in over the life of the

contract.

Winning Track RecordScientific Games has won more than seven of

every 10 proposals it pursued in 2013 to date,

including government contracts at full term

valued at approximately $775 million in 2013 alone,

(Note: some $350 million of potential contracts are

still awaiting award in 2013). Simone Harrison, VP

Communications, who provides overall leadership

for the group, sees several key areas that attribute

to the group’s track record of success.

“First and foremost it’s the team. The group is

incredibly supportive of each other and they

collaborate really well through a very complex,

time-pressured project timeline. Second, it’s the

proven, established process that brings experts

together from across the company to create

di�erentiated o�erings and winning customer

proposals. These are proposal documents that

respond to 100s if not 1,000s of individual and very

specific government requirements,” says Simone.

“The result is often a multi-volume submission

made up of technical, management, past

performance and financial details, along with game,

security, disaster recovery, implementation and

operations plans. Finally, it’s the support we get

from the leadership team. If we see a risk, need a

quick decision or need direction on priorities,

from Jim Kennedy to Bill Huntley to Je� Lipkin,

they are there to make it happen. Their

leadership and support is critical to our ability to

be successful in what we do every day.”

Looking forward in 2014 and beyond, the Global

Proposals group is excited to leverage the new

Scientific Games – the transformative combination

realized with our recent merger with WMS will

only strengthen Scientific Games’ position and

open the door for new opportunities for value

creation with global Government clients.

“Our larger, more diverse portfolio of products

and services, along with our unique ability to

integrate and create innovate solutions, will only

strengthen our position with government customers

worldwide, and that elevates our competitive

position and means even more winning proposals

for Scientific Games,” concludes Simone.

SG’s Top Winning Bids in 2013 1. Oklahoma Lottery Systems and

Cooperative Services (CSP)

2. Maine Lottery Systems and CSP

3. NJ Private Management Services (JVpartner with Northstar NJ)

4. South Carolina CSP

5. Panama Lottery Systems and CSP

6. California Instant Games and Services

7. Francaise Des Jeux Instant Games

8. California Player Loyalty Program

9. North Dakota Lottery Systems

10. Rhode Island Instant Games and Services

11. New Mexico Gaming Central ControlMonitoring System (Video Lottery)

12. Delaware iGaming with 888 andWilliams Interactive

Learn MoreIf you would like to learn more about Scientific Games’

Global Proposals process or have a potential

government procurement opportunity in the

pipeline for support, contact Frank Candido at:

Frank.Candido@scientificgames.com. ■

Scientific Games’ Global Proposals Group - A 16-member group based in Atlanta includes proposal managers, writers, quality and desktop publishing

experts, L to R: Michelle Neumann, Brannan Knight, Brian Holcomb, Marilyn Black, Tom Ownbey, Susan Phillips, Nate Mathis, Alan Lewis, Greg Crawford,

Frank Candido, Gary Jucha, Patty Garbarini, Paula Landers, Colleen Allen, Scott Akridge, Jenny Newsom, Myra Roberts.

W

hen it comes to winning major government contracts, Scientific Games’ Global Proposals Group has the magic touch, winning on average between 70 and 80 percent of all procurement opportunities they manage. Here, Frank Candido, Alan Lewis and team share what makes their group so vital to our business and how other groups in the Company can collaborate with one of our most powerful contracting assets for success.

The stakes are high when Scientific Games bids

on a new government contract. Multi-year

contracts and business valued in the millions

often hangs in the balance and competition is

tough. Regardless of which business unit is

responding, the Company relies on its highly

specialized Global Proposals team to take the lead

and develop the right response to leading to the

win.

This 16-member group based in Atlanta includes

proposal managers, writers and quality and

desktop publishing experts. Many of these

professionals have come from operational roles

within Scientific Games and have earned the globally

recognized certification by the Association for

Proposal Management Professionals (APMP). The

process they follow is ISO 9001:2008 certified,

which ensures a consistent, reliable process that is

measured, reportable and repeatable.

As skilled managers with a view across our

entire global business, they orchestrate a

proven process that gleans the right information

about Scientific Game’s technology capabilities,

game content, marketing programs and

services and packages it in a way that conveys

the Company’s unique strengths. The focus is

always on maximizing the Company’s ability to

competitively di�erentiate and score higher

than the competition.

When asked how to describe the strengths of

their team, Frank Candido uses terms such as

“tenacious,” committed” “responsive” and

“deadline driven.”

One thing every Scientific Games Proposals

team member shares in common: disciplined

project-management skills. This approach

enables the team to streamline a very complex

process into a well-planned set of tasks with

clear deadlines and accountability. It’s how the

team manages resources across multiple

groups and locations, and ensures engagement

at the right time with the right groups, from

Sales to Legal, Compliance and Regulatory A�airs.

Out of the Gate Early with InnovationIn addition to strong project management, this

group also has another key strength: the tools and

processes to engage early and often – well before

the clock starts ticking on a sales proposal.

Success hinges on early engagement of the

Scientific Games Sales team.

“Sales should not start thinking about a solution

for their customer when the RFP is released,”

emphasizes Frank. “Our most successful

proposals and successful Sales teams use the

RFP response phase to validate solutions that

address a customer’s specific challenges and to

finalize the overall strategy. Maximizing the

front-end time is critical.”

“We like to think of our lottery business with simple, actionable terms: Get, Grow, Operate, Innovate. Our Global Proposals Group is the heart of our “Get” with $2 billion of contract sales opportunity every year across a variety of our businesses. The Proposals group has done a fantastic job keeping pace with all this change and providing strong leadership for all our global sales teams. As we now integrate with WMS and take on our next period of growth and innovation, I have full confidence the group will continue to bring teams together, manage a complex process and create winning proposals that strategically communicate our unique value.”

– Jim Kennedy, EVP and Chief Executive for Lottery

The Global Proposals Group is a shared services team within the Global Lottery Group.

Six Stages of Bid Response

The team’s synchronized proposal development

process includes six key stages – each requiring

strong coordination and focus to ensure

schedules are met:

■ Prepare for sales opportunity with Scientific

Games sales and business support teams

(Legal, Marketing, Technology, Game Design,

Purchasing, etc.) in advance of the RFP

■ Receive RFP – create proposal work plan,

assemble teams and hold cross-group

kick-o� meeting

■ Work with Subject Matter Experts (SMEs)

assigned to the proposal to develop solutions

for customer; work with sales and business

unit leads to develop winning strategies

■ Hold Proposal Business Reviews with

SMEs/business teams and conduct QA testing

of proposal documents to ensure compliance

with RFP mandatory requirements

■ Refine final proposal for senior team review

and improve strategic messaging and focus

win themes; finalize all executive summary

messaging

■ Complete all physical and electronic production

activities for proposal documentation, including

finalizing strategic messaging, legal reviews

and assembling customer-ready proposal

and required deliverables

■ Conduct final Quality Review of deliverables;

submit proposal to customer via secure process.

A Well-oiled MachineIn a highly competitive environment, Scientific Games’ proposal team must work like a well-oiled machine to execute on a proposal within a RFP timeframe, which ranges between four and 12 weeks depending on the scope of the requirements.

Every bid is di�erent, with government evaluators “scoring” each aspect of a company’s response based on how well it meets their requirements. Depending upon the complexity and locale of the opportunity, Scientific Games may have to team with a partner company in its response or engineer a new solution. The team responds to North American and global bid opportunities, from Europe and Asia, to South America, Australia and Africa, which frequently must be translated into the local language.

But one dynamic remains unchanged: the all-important submission deadline. “No matter what happens in a bid project, the due dates don’t change. The only way we have an opportunity to be successful is to submit a quality, compliant proposal on time,” says Frank.

Well before an RFP gets released, the Proposals team works alongside the Scientific Games business unit sales team to shape the RFP and define the solution that best addresses the customer’s challenges, so when the RFP gets issued, the team can jump into action. Using their broad proposals database, Global Proposals can also access the best pre-approved and written content from prior submissions.

Experts at‘Solutioneering’“One of the things we do well is “solutioneering”:

facilitating a process that leads to results,” says

Frank. “We touch so many parts of the company –

really integrating across our business and

drawing on insights from our experts to put forth

the best possible sales proposal. The skill of the

group is taking these individual experts and

focusing all that expertise in a unified, winning

strategy.”

Alan adds, “We provide leadership as well as

ensure that we are compliant with the stringent

government requirements of the bid. What sets

us apart is the precision in which we address

those requirements.”

Through its well-honed process, Scientific

Game’s Global Proposals group’s submissions

often exceed the government’s requirements.

Both Frank and Alan agree that the strongest

proposals go well beyond addressing a

customer’s immediate needs, to providing “a

vision of where their business is going and

showing them how we can help them get there.”

One technique that has proven successful for

business development after contract award is

the inclusion of the company’s up-sell catalog,

which strategically positions products and

services for sales to sell-in over the life of the

contract.

Winning Track RecordScientific Games has won more than seven of

every 10 proposals it pursued in 2013 to date,

including government contracts at full term

valued at approximately $775 million in 2013 alone,

(Note: some $350 million of potential contracts are

still awaiting award in 2013). Simone Harrison, VP

Communications, who provides overall leadership

for the group, sees several key areas that attribute

to the group’s track record of success.

“First and foremost it’s the team. The group is

incredibly supportive of each other and they

collaborate really well through a very complex,

time-pressured project timeline. Second, it’s the

proven, established process that brings experts

together from across the company to create

di�erentiated o�erings and winning customer

proposals. These are proposal documents that

respond to 100s if not 1,000s of individual and very

specific government requirements,” says Simone.

“The result is often a multi-volume submission

made up of technical, management, past

performance and financial details, along with game,

security, disaster recovery, implementation and

operations plans. Finally, it’s the support we get

from the leadership team. If we see a risk, need a

quick decision or need direction on priorities,

from Jim Kennedy to Bill Huntley to Je� Lipkin,

they are there to make it happen. Their

leadership and support is critical to our ability to

be successful in what we do every day.”

Looking forward in 2014 and beyond, the Global

Proposals group is excited to leverage the new

Scientific Games – the transformative combination

realized with our recent merger with WMS will

only strengthen Scientific Games’ position and

open the door for new opportunities for value

creation with global Government clients.

“Our larger, more diverse portfolio of products

and services, along with our unique ability to

integrate and create innovate solutions, will only

strengthen our position with government customers

worldwide, and that elevates our competitive

position and means even more winning proposals

for Scientific Games,” concludes Simone.

SG’s Top Winning Bids in 2013 1. Oklahoma Lottery Systems and Cooperative Services (CSP)

2. Maine Lottery Systems and CSP

3. NJ Private Management Services (JV partner with Northstar NJ)

4. South Carolina CSP

5. Panama Lottery Systems and CSP

6. California Instant Games and Services

7. Francaise Des Jeux Instant Games

8. California Player Loyalty Program

9. North Dakota Lottery Systems

10. Rhode Island Instant Games and Services

11. New Mexico Gaming Central Control Monitoring System (Video Lottery)

12. Delaware iGaming with 888 and Williams Interactive

Learn MoreIf you would like to learn more about Scientific Games’

Global Proposals process or have a potential

government procurement opportunity in the

pipeline for support, contact Frank Candido at:

Frank.Candido@scientificgames.com. ■

Sales Proposals

Global Proposals is lead by Frank Candido (second from right) along with proposal managers, L to R: Jenny Newsom, Michelle Neumann, Alan Lewis, Gary Jucha, Scott Akridge and Colleen Allen.

2

W

hen it comes to winning major government contracts, Scientific Games’ Global Proposals Group has the magic touch, winning on average between 70 and 80 percent of all procurement opportunities they manage. Here, Frank Candido, Alan Lewis and team share what makes their group so vital to our business and how other groups in the Company can collaborate with one of our most powerful contracting assets for success.

The stakes are high when Scientific Games bids

on a new government contract. Multi-year

contracts and business valued in the millions

often hangs in the balance and competition is

tough. Regardless of which business unit is

responding, the Company relies on its highly

specialized Global Proposals team to take the lead

and develop the right response to leading to the

win.

This 16-member group based in Atlanta includes

proposal managers, writers and quality and

desktop publishing experts. Many of these

professionals have come from operational roles

within Scientific Games and have earned the globally

recognized certification by the Association for

Proposal Management Professionals (APMP). The

process they follow is ISO 9001:2008 certified,

which ensures a consistent, reliable process that is

measured, reportable and repeatable.

As skilled managers with a view across our

entire global business, they orchestrate a

proven process that gleans the right information

about Scientific Game’s technology capabilities,

game content, marketing programs and

services and packages it in a way that conveys

the Company’s unique strengths. The focus is

always on maximizing the Company’s ability to

competitively di�erentiate and score higher

than the competition.

When asked how to describe the strengths of

their team, Frank Candido uses terms such as

“tenacious,” committed” “responsive” and

“deadline driven.”

One thing every Scientific Games Proposals

team member shares in common: disciplined

project-management skills. This approach

enables the team to streamline a very complex

process into a well-planned set of tasks with

clear deadlines and accountability. It’s how the

team manages resources across multiple

groups and locations, and ensures engagement

at the right time with the right groups, from

Sales to Legal, Compliance and Regulatory A�airs.

Out of the Gate Early with InnovationIn addition to strong project management, this

group also has another key strength: the tools and

processes to engage early and often – well before

the clock starts ticking on a sales proposal.

Success hinges on early engagement of the

Scientific Games Sales team.

“Sales should not start thinking about a solution

for their customer when the RFP is released,”

emphasizes Frank. “Our most successful

proposals and successful Sales teams use the

RFP response phase to validate solutions that

address a customer’s specific challenges and to

finalize the overall strategy. Maximizing the

front-end time is critical.”

“We like to think of our lottery business with simple, actionable terms: Get, Grow, Operate, Innovate. Our Global Proposals Group is the heart of our “Get” with $2 billion of contract sales opportunity every year across a variety of our businesses. The Proposals group has done a fantastic job keeping pace with all this change and providing strong leadership for all our global sales teams. As we now integrate with WMS and take on our next period of growth and innovation, I have full confidence the group will continue to bring teams together, manage a complex process and create winning proposals that strategically communicate our unique value.”

– Jim Kennedy, EVP and Chief Executive for Lottery

The Global Proposals Group is a shared services team within the Global Lottery Group.

Six Stages of Bid Response

The team’s synchronized proposal development

process includes six key stages – each requiring

strong coordination and focus to ensure

schedules are met:

■ Prepare for sales opportunity with Scientific

Games sales and business support teams

(Legal, Marketing, Technology, Game Design,

Purchasing, etc.) in advance of the RFP

■ Receive RFP – create proposal work plan,

assemble teams and hold cross-group

kick-o� meeting

■ Work with Subject Matter Experts (SMEs)

assigned to the proposal to develop solutions

for customer; work with sales and business

unit leads to develop winning strategies

■ Hold Proposal Business Reviews with

SMEs/business teams and conduct QA testing

of proposal documents to ensure compliance

with RFP mandatory requirements

■ Refine final proposal for senior team review

and improve strategic messaging and focus

win themes; finalize all executive summary

messaging

■ Complete all physical and electronic production

activities for proposal documentation, including

finalizing strategic messaging, legal reviews

and assembling customer-ready proposal

and required deliverables

■ Conduct final Quality Review of deliverables;

submit proposal to customer via secure process.

A Well-oiled MachineIn a highly competitive environment, Scientific Games’ proposal team must work like a well-oiled machine to execute on a proposal within a RFP timeframe, which ranges between four and 12 weeks depending on the scope of the requirements.

Every bid is di�erent, with government evaluators “scoring” each aspect of a company’s response based on how well it meets their requirements. Depending upon the complexity and locale of the opportunity, Scientific Games may have to team with a partner company in its response or engineer a new solution. The team responds to North American and global bid opportunities, from Europe and Asia, to South America, Australia and Africa, which frequently must be translated into the local language.

But one dynamic remains unchanged: the all-important submission deadline. “No matter what happens in a bid project, the due dates don’t change. The only way we have an opportunity to be successful is to submit a quality, compliant proposal on time,” says Frank.

Well before an RFP gets released, the Proposals team works alongside the Scientific Games business unit sales team to shape the RFP and define the solution that best addresses the customer’s challenges, so when the RFP gets issued, the team can jump into action. Using their broad proposals database, Global Proposals can also access the best pre-approved and written content from prior submissions.

Experts at‘Solutioneering’“One of the things we do well is “solutioneering”:

facilitating a process that leads to results,” says

Frank. “We touch so many parts of the company –

really integrating across our business and

drawing on insights from our experts to put forth

the best possible sales proposal. The skill of the

group is taking these individual experts and

focusing all that expertise in a unified, winning

strategy.”

Alan adds, “We provide leadership as well as

ensure that we are compliant with the stringent

government requirements of the bid. What sets

us apart is the precision in which we address

those requirements.”

Through its well-honed process, Scientific

Game’s Global Proposals group’s submissions

often exceed the government’s requirements.

Both Frank and Alan agree that the strongest

proposals go well beyond addressing a

customer’s immediate needs, to providing “a

vision of where their business is going and

showing them how we can help them get there.”

One technique that has proven successful for

business development after contract award is

the inclusion of the company’s up-sell catalog,

which strategically positions products and

services for sales to sell-in over the life of the

contract.

Winning Track RecordScientific Games has won more than seven of

every 10 proposals it pursued in 2013 to date,

including government contracts at full term

valued at approximately $775 million in 2013 alone,

(Note: some $350 million of potential contracts are

still awaiting award in 2013). Simone Harrison, VP

Communications, who provides overall leadership

for the group, sees several key areas that attribute

to the group’s track record of success.

“First and foremost it’s the team. The group is

incredibly supportive of each other and they

collaborate really well through a very complex,

time-pressured project timeline. Second, it’s the

proven, established process that brings experts

together from across the company to create

di�erentiated o�erings and winning customer

proposals. These are proposal documents that

respond to 100s if not 1,000s of individual and very

specific government requirements,” says Simone.

“The result is often a multi-volume submission

made up of technical, management, past

performance and financial details, along with game,

security, disaster recovery, implementation and

operations plans. Finally, it’s the support we get

from the leadership team. If we see a risk, need a

quick decision or need direction on priorities,

from Jim Kennedy to Bill Huntley to Je� Lipkin,

they are there to make it happen. Their

leadership and support is critical to our ability to

be successful in what we do every day.”

Looking forward in 2014 and beyond, the Global

Proposals group is excited to leverage the new

Scientific Games – the transformative combination

realized with our recent merger with WMS will

only strengthen Scientific Games’ position and

open the door for new opportunities for value

creation with global Government clients.

“Our larger, more diverse portfolio of products

and services, along with our unique ability to

integrate and create innovate solutions, will only

strengthen our position with government customers

worldwide, and that elevates our competitive

position and means even more winning proposals

for Scientific Games,” concludes Simone.

SG’s Top Winning Bids in 2013 1. Oklahoma Lottery Systems and Cooperative Services (CSP)

2. Maine Lottery Systems and CSP

3. NJ Private Management Services (JV partner with Northstar NJ)

4. South Carolina CSP

5. Panama Lottery Systems and CSP

6. California Instant Games and Services

7. Francaise Des Jeux Instant Games

8. California Player Loyalty Program

9. North Dakota Lottery Systems

10. Rhode Island Instant Games and Services

11. New Mexico Gaming Central Control Monitoring System (Video Lottery)

12. Delaware iGaming with 888 and Williams Interactive

1 ADVANCEPREPARATION

2DEVELOP SALESAND PROPOSALPLAN

3SME INTERVIEWSAND STRATEGY

4PROPOSALSENIOR TEAMREVIEWS

5BID PRODUCTIONAND LEGALREVIEWS

6QUALITY REVIEWAND SECURESUBMISSION

Learn MoreIf you would like to learn more about Scientific Games’

Global Proposals process or have a potential

government procurement opportunity in the

pipeline for support, contact Frank Candido at:

Frank.Candido@scientificgames.com. ■

Sales Proposals

3

W

hen it comes to winning major government contracts, Scientific Games’ Global Proposals Group has the magic touch, winning on average between 70 and 80 percent of all procurement opportunities they manage. Here, Frank Candido, Alan Lewis and team share what makes their group so vital to our business and how other groups in the Company can collaborate with one of our most powerful contracting assets for success.

The stakes are high when Scientific Games bids

on a new government contract. Multi-year

contracts and business valued in the millions

often hangs in the balance and competition is

tough. Regardless of which business unit is

responding, the Company relies on its highly

specialized Global Proposals team to take the lead

and develop the right response to leading to the

win.

This 16-member group based in Atlanta includes

proposal managers, writers and quality and

desktop publishing experts. Many of these

professionals have come from operational roles

within Scientific Games and have earned the globally

recognized certification by the Association for

Proposal Management Professionals (APMP). The

process they follow is ISO 9001:2008 certified,

which ensures a consistent, reliable process that is

measured, reportable and repeatable.

As skilled managers with a view across our

entire global business, they orchestrate a

proven process that gleans the right information

about Scientific Game’s technology capabilities,

game content, marketing programs and

services and packages it in a way that conveys

the Company’s unique strengths. The focus is

always on maximizing the Company’s ability to

competitively di�erentiate and score higher

than the competition.

When asked how to describe the strengths of

their team, Frank Candido uses terms such as

“tenacious,” committed” “responsive” and

“deadline driven.”

One thing every Scientific Games Proposals

team member shares in common: disciplined

project-management skills. This approach

enables the team to streamline a very complex

process into a well-planned set of tasks with

clear deadlines and accountability. It’s how the

team manages resources across multiple

groups and locations, and ensures engagement

at the right time with the right groups, from

Sales to Legal, Compliance and Regulatory A�airs.

Out of the Gate Early with InnovationIn addition to strong project management, this

group also has another key strength: the tools and

processes to engage early and often – well before

the clock starts ticking on a sales proposal.

Success hinges on early engagement of the

Scientific Games Sales team.

“Sales should not start thinking about a solution

for their customer when the RFP is released,”

emphasizes Frank. “Our most successful

proposals and successful Sales teams use the

RFP response phase to validate solutions that

address a customer’s specific challenges and to

finalize the overall strategy. Maximizing the

front-end time is critical.”

“We like to think of our lottery business with simple, actionable terms: Get, Grow, Operate, Innovate. Our Global Proposals Group is the heart of our “Get” with $2 billion of contract sales opportunity every year across a variety of our businesses. The Proposals group has done a fantastic job keeping pace with all this change and providing strong leadership for all our global sales teams. As we now integrate with WMS and take on our next period of growth and innovation, I have full confidence the group will continue to bring teams together, manage a complex process and create winning proposals that strategically communicate our unique value.”

– Jim Kennedy, EVP and Chief Executive for Lottery

The Global Proposals Group is a shared services team within the Global Lottery Group.

Six Stages of Bid Response

The team’s synchronized proposal development

process includes six key stages – each requiring

strong coordination and focus to ensure

schedules are met:

■ Prepare for sales opportunity with Scientific

Games sales and business support teams

(Legal, Marketing, Technology, Game Design,

Purchasing, etc.) in advance of the RFP

■ Receive RFP – create proposal work plan,

assemble teams and hold cross-group

kick-o� meeting

■ Work with Subject Matter Experts (SMEs)

assigned to the proposal to develop solutions

for customer; work with sales and business

unit leads to develop winning strategies

■ Hold Proposal Business Reviews with

SMEs/business teams and conduct QA testing

of proposal documents to ensure compliance

with RFP mandatory requirements

■ Refine final proposal for senior team review

and improve strategic messaging and focus

win themes; finalize all executive summary

messaging

■ Complete all physical and electronic production

activities for proposal documentation, including

finalizing strategic messaging, legal reviews

and assembling customer-ready proposal

and required deliverables

■ Conduct final Quality Review of deliverables;

submit proposal to customer via secure process.

A Well-oiled MachineIn a highly competitive environment, Scientific Games’ proposal team must work like a well-oiled machine to execute on a proposal within a RFP timeframe, which ranges between four and 12 weeks depending on the scope of the requirements.

Every bid is di�erent, with government evaluators “scoring” each aspect of a company’s response based on how well it meets their requirements. Depending upon the complexity and locale of the opportunity, Scientific Games may have to team with a partner company in its response or engineer a new solution. The team responds to North American and global bid opportunities, from Europe and Asia, to South America, Australia and Africa, which frequently must be translated into the local language.

But one dynamic remains unchanged: the all-important submission deadline. “No matter what happens in a bid project, the due dates don’t change. The only way we have an opportunity to be successful is to submit a quality, compliant proposal on time,” says Frank.

Well before an RFP gets released, the Proposals team works alongside the Scientific Games business unit sales team to shape the RFP and define the solution that best addresses the customer’s challenges, so when the RFP gets issued, the team can jump into action. Using their broad proposals database, Global Proposals can also access the best pre-approved and written content from prior submissions.

Experts at‘Solutioneering’“One of the things we do well is “solutioneering”:

facilitating a process that leads to results,” says

Frank. “We touch so many parts of the company –

really integrating across our business and

drawing on insights from our experts to put forth

the best possible sales proposal. The skill of the

group is taking these individual experts and

focusing all that expertise in a unified, winning

strategy.”

Alan adds, “We provide leadership as well as

ensure that we are compliant with the stringent

government requirements of the bid. What sets

us apart is the precision in which we address

those requirements.”

Through its well-honed process, Scientific

Game’s Global Proposals group’s submissions

often exceed the government’s requirements.

Both Frank and Alan agree that the strongest

proposals go well beyond addressing a

customer’s immediate needs, to providing “a

vision of where their business is going and

showing them how we can help them get there.”

One technique that has proven successful for

business development after contract award is

the inclusion of the company’s up-sell catalog,

which strategically positions products and

services for sales to sell-in over the life of the

contract.

Winning Track RecordScientific Games has won more than seven of

every 10 proposals it pursued in 2013 to date,

including government contracts at full term

valued at approximately $775 million in 2013 alone,

(Note: some $350 million of potential contracts are

still awaiting award in 2013). Simone Harrison, VP

Communications, who provides overall leadership

for the group, sees several key areas that attribute

to the group’s track record of success.

“First and foremost it’s the team. The group is

incredibly supportive of each other and they

collaborate really well through a very complex,

time-pressured project timeline. Second, it’s the

proven, established process that brings experts

together from across the company to create

di�erentiated o�erings and winning customer

proposals. These are proposal documents that

respond to 100s if not 1,000s of individual and very

specific government requirements,” says Simone.

“The result is often a multi-volume submission

made up of technical, management, past

performance and financial details, along with game,

security, disaster recovery, implementation and

operations plans. Finally, it’s the support we get

from the leadership team. If we see a risk, need a

quick decision or need direction on priorities,

from Jim Kennedy to Bill Huntley to Je� Lipkin,

they are there to make it happen. Their

leadership and support is critical to our ability to

be successful in what we do every day.”

Looking forward in 2014 and beyond, the Global

Proposals group is excited to leverage the new

Scientific Games – the transformative combination

realized with our recent merger with WMS will

only strengthen Scientific Games’ position and

open the door for new opportunities for value

creation with global Government clients.

“Our larger, more diverse portfolio of products

and services, along with our unique ability to

integrate and create innovate solutions, will only

strengthen our position with government customers

worldwide, and that elevates our competitive

position and means even more winning proposals

for Scientific Games,” concludes Simone.

SG’s Top Winning Bids in 2013 1. Oklahoma Lottery Systems and Cooperative Services (CSP)

2. Maine Lottery Systems and CSP

3. NJ Private Management Services (JV partner with Northstar NJ)

4. South Carolina CSP

5. Panama Lottery Systems and CSP

6. California Instant Games and Services

7. Francaise Des Jeux Instant Games

8. California Player Loyalty Program

9. North Dakota Lottery Systems

10. Rhode Island Instant Games and Services

11. New Mexico Gaming Central Control Monitoring System (Video Lottery)

12. Delaware iGaming with 888 and Williams Interactive

Learn MoreIf you would like to learn more about Scientific Games’

Global Proposals process or have a potential

government procurement opportunity in the

pipeline for support, contact Frank Candido at:

Frank.Candido@scientificgames.com. ■

Sales Proposals

Scientific Games’ Global Proposals Group assembles a proposal in the “War Room.”

4

Sales Proposals

W

hen it comes to winning major government contracts, Scientific Games’ Global Proposals Group has the magic touch, winning on average between 70 and 80 percent of all procurement opportunities they manage. Here, Frank Candido, Alan Lewis and team share what makes their group so vital to our business and how other groups in the Company can collaborate with one of our most powerful contracting assets for success.

The stakes are high when Scientific Games bids

on a new government contract. Multi-year

contracts and business valued in the millions

often hangs in the balance and competition is

tough. Regardless of which business unit is

responding, the Company relies on its highly

specialized Global Proposals team to take the lead

and develop the right response to leading to the

win.

This 16-member group based in Atlanta includes

proposal managers, writers and quality and

desktop publishing experts. Many of these

professionals have come from operational roles

within Scientific Games and have earned the globally

recognized certification by the Association for

Proposal Management Professionals (APMP). The

process they follow is ISO 9001:2008 certified,

which ensures a consistent, reliable process that is

measured, reportable and repeatable.

As skilled managers with a view across our

entire global business, they orchestrate a

proven process that gleans the right information

about Scientific Game’s technology capabilities,

game content, marketing programs and

services and packages it in a way that conveys

the Company’s unique strengths. The focus is

always on maximizing the Company’s ability to

competitively di�erentiate and score higher

than the competition.

When asked how to describe the strengths of

their team, Frank Candido uses terms such as

“tenacious,” committed” “responsive” and

“deadline driven.”

One thing every Scientific Games Proposals

team member shares in common: disciplined

project-management skills. This approach

enables the team to streamline a very complex

process into a well-planned set of tasks with

clear deadlines and accountability. It’s how the

team manages resources across multiple

groups and locations, and ensures engagement

at the right time with the right groups, from

Sales to Legal, Compliance and Regulatory A�airs.

Out of the Gate Early with InnovationIn addition to strong project management, this

group also has another key strength: the tools and

processes to engage early and often – well before

the clock starts ticking on a sales proposal.

Success hinges on early engagement of the

Scientific Games Sales team.

“Sales should not start thinking about a solution

for their customer when the RFP is released,”

emphasizes Frank. “Our most successful

proposals and successful Sales teams use the

RFP response phase to validate solutions that

address a customer’s specific challenges and to

finalize the overall strategy. Maximizing the

front-end time is critical.”

“We like to think of our lottery business with simple, actionable terms: Get, Grow, Operate, Innovate. Our Global Proposals Group is the heart of our “Get” with $2 billion of contract sales opportunity every year across a variety of our businesses. The Proposals group has done a fantastic job keeping pace with all this change and providing strong leadership for all our global sales teams. As we now integrate with WMS and take on our next period of growth and innovation, I have full confidence the group will continue to bring teams together, manage a complex process and create winning proposals that strategically communicate our unique value.”

– Jim Kennedy, EVP and Chief Executive for Lottery

The Global Proposals Group is a shared services team within the Global Lottery Group.

Six Stages of Bid Response

The team’s synchronized proposal development

process includes six key stages – each requiring

strong coordination and focus to ensure

schedules are met:

■ Prepare for sales opportunity with Scientific

Games sales and business support teams

(Legal, Marketing, Technology, Game Design,

Purchasing, etc.) in advance of the RFP

■ Receive RFP – create proposal work plan,

assemble teams and hold cross-group

kick-o� meeting

■ Work with Subject Matter Experts (SMEs)

assigned to the proposal to develop solutions

for customer; work with sales and business

unit leads to develop winning strategies

■ Hold Proposal Business Reviews with

SMEs/business teams and conduct QA testing

of proposal documents to ensure compliance

with RFP mandatory requirements

■ Refine final proposal for senior team review

and improve strategic messaging and focus

win themes; finalize all executive summary

messaging

■ Complete all physical and electronic production

activities for proposal documentation, including

finalizing strategic messaging, legal reviews

and assembling customer-ready proposal

and required deliverables

■ Conduct final Quality Review of deliverables;

submit proposal to customer via secure process.

A Well-oiled MachineIn a highly competitive environment, Scientific Games’ proposal team must work like a well-oiled machine to execute on a proposal within a RFP timeframe, which ranges between four and 12 weeks depending on the scope of the requirements.

Every bid is di�erent, with government evaluators “scoring” each aspect of a company’s response based on how well it meets their requirements. Depending upon the complexity and locale of the opportunity, Scientific Games may have to team with a partner company in its response or engineer a new solution. The team responds to North American and global bid opportunities, from Europe and Asia, to South America, Australia and Africa, which frequently must be translated into the local language.

But one dynamic remains unchanged: the all-important submission deadline. “No matter what happens in a bid project, the due dates don’t change. The only way we have an opportunity to be successful is to submit a quality, compliant proposal on time,” says Frank.

Well before an RFP gets released, the Proposals team works alongside the Scientific Games business unit sales team to shape the RFP and define the solution that best addresses the customer’s challenges, so when the RFP gets issued, the team can jump into action. Using their broad proposals database, Global Proposals can also access the best pre-approved and written content from prior submissions.

Experts at‘Solutioneering’“One of the things we do well is “solutioneering”:

facilitating a process that leads to results,” says

Frank. “We touch so many parts of the company –

really integrating across our business and

drawing on insights from our experts to put forth

the best possible sales proposal. The skill of the

group is taking these individual experts and

focusing all that expertise in a unified, winning

strategy.”

Alan adds, “We provide leadership as well as

ensure that we are compliant with the stringent

government requirements of the bid. What sets

us apart is the precision in which we address

those requirements.”

Through its well-honed process, Scientific

Game’s Global Proposals group’s submissions

often exceed the government’s requirements.

Both Frank and Alan agree that the strongest

proposals go well beyond addressing a

customer’s immediate needs, to providing “a

vision of where their business is going and

showing them how we can help them get there.”

One technique that has proven successful for

business development after contract award is

the inclusion of the company’s up-sell catalog,

which strategically positions products and

services for sales to sell-in over the life of the

contract.

Winning Track RecordScientific Games has won more than seven of

every 10 proposals it pursued in 2013 to date,

including government contracts at full term

valued at approximately $775 million in 2013 alone,

(Note: some $350 million of potential contracts are

still awaiting award in 2013). Simone Harrison, VP

Communications, who provides overall leadership

for the group, sees several key areas that attribute

to the group’s track record of success.

“First and foremost it’s the team. The group is

incredibly supportive of each other and they

collaborate really well through a very complex,

time-pressured project timeline. Second, it’s the

proven, established process that brings experts

together from across the company to create

di�erentiated o�erings and winning customer

proposals. These are proposal documents that

respond to 100s if not 1,000s of individual and very

specific government requirements,” says Simone.

“The result is often a multi-volume submission

made up of technical, management, past

performance and financial details, along with game,

security, disaster recovery, implementation and

operations plans. Finally, it’s the support we get

from the leadership team. If we see a risk, need a

quick decision or need direction on priorities,

from Jim Kennedy to Bill Huntley to Je� Lipkin,

they are there to make it happen. Their

leadership and support is critical to our ability to

be successful in what we do every day.”

Looking forward in 2014 and beyond, the Global

Proposals group is excited to leverage the new

Scientific Games – the transformative combination

realized with our recent merger with WMS will

only strengthen Scientific Games’ position and

open the door for new opportunities for value

creation with global Government clients.

“Our larger, more diverse portfolio of products

and services, along with our unique ability to

integrate and create innovate solutions, will only

strengthen our position with government customers

worldwide, and that elevates our competitive

position and means even more winning proposals

for Scientific Games,” concludes Simone.

SG’s Top Winning Bids in 2013 1. Oklahoma Lottery Systems and Cooperative Services (CSP)

2. Maine Lottery Systems and CSP

3. NJ Private Management Services (JV partner with Northstar NJ)

4. South Carolina CSP

5. Panama Lottery Systems and CSP

6. California Instant Games and Services

7. Francaise Des Jeux Instant Games

8. California Player Loyalty Program

9. North Dakota Lottery Systems

10. Rhode Island Instant Games and Services

11. New Mexico Gaming Central Control Monitoring System (Video Lottery)

12. Delaware iGaming with 888 and Williams Interactive

Learn MoreIf you would like to learn more about Scientific Games’

Global Proposals process or have a potential

government procurement opportunity in the

pipeline for support, contact Frank Candido at:

Frank.Candido@scientificgames.com. ■

5