FED GOV CON Webinar Wednesdays 2019 Series JSchaus & Assoc. Washington DC +1–202–365–0598
About Our Webinars: - Every Wednesday; - Complimentary; - Recorded; - YouTube & our Website; - No Questions
About Us:
Professional Services for Federal Contractors - GSA Sched; - SBA 8(a); - Proposal Writing; - Pricing; - Contract Administration; - Business Development
Upcoming Events: TUESDAY - April 9 CONFERENCE: Breakfast With The GovPreneur THURSDAY - April 18 CONFERENCE: 29th Annual Procurement Conference TUESDAY - Aug 6 IN-PERSON CLASS: Intro To GSA Schedules
Advertise With Us! We offer newsletter & webinar advertising. CONTACT: Mallory.Flowers@ jenniferschaus.com for more information.
About Our Speaker: Heather Newlin Education: BSEE Purdue University MSEE University of Southern California MBA University of California, Berkeley Company Name: Newport LLC # of Years Federal Gov Con Experience: 20+ Years
GROWTH VIA ACQUISITION
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Purpose: to provide an understanding of the benefits and risks to growing a business through a small business acquisition.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Benefits Instant Growth
Risks Increased Debt / Lower Working Capital
Entry into New Customers
Operational Distraction
Expanded Technical Offering
Integration Challenges
Back-Office Efficiencies
Inaccurate Assumptions and Projections
M&A Experience
M&A Experience
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Benefit – Instant Growth + Greater Resources Move to Prime Role +/- Valuation Impacts Strategic Reasons Not Revenue Targets - Small Business Status Need to Recertify Status
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Benefits – Expand Customers + More efficient than bidding on contracts 4-7 months to acquire vs 12-18 months to bid + Ability to cross-sell technical offerings Depends on strong CPARs and customer relationship o Calculate ROI of acquisition versus bidding Expenses and Time
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Benefits + Expand technical offering Fill gaps to address Customer’s needs + Back-off efficiencies Depends on staff reductions o M&A experience Lessons learned for future sale
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Risks - Increased Debt Create cash reserves Demonstrate cash flow - Organizational Distraction Impact on existing operations Ability to work strategic projects -
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Risks - Integration Challenges Impact staff, customers, processes and teaming Don’t forget current employees and concerns - Accuracy of Assumptions and Projections Conduct sensitivity analysis on top drivers Assess impact of owners’ involvement post-sell
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Deciding Whether an Acquisition is Appropriate - Poorly executed acquisition can jeopardize business - Internal assessment: sales and profit - External assessment: value creation - Leadership capacity to manage project - Human instinct – gut reaction
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
SMALL TO LARGE TRANSITION CHALLENGE Select cohort of 15 CEOs work Collaboratively with GovCon Giants Over 6-months to position for the Transition from small business status to full and open competition www.NewportPrograms.com
THANK YOU! JSchaus & Assoc. Washington DC hello@JenniferSchaus.com www.JenniferSchaus.com +1–202–365–0598 Speaker: Heather Newlin Email: Heather.Newlin@NewportBoardGroup.com Phone: 703-468-0845