Global Proposals Group Internet Fact Sheet_v5
5
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 Proposals 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.
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Transcript of Global Proposals Group Internet Fact Sheet_v5
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:
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:
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:
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:
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:
5
