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 GovPreneu r THURSDAY - April 18 CONFERENCE: 29th Annual Procurement Conf erence TUESDAY - Aug 6 IN-PERSON CLASS: Intro To GSA Schedules
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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 CHANGE ORDERS
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Organic growth from your existing contracts via change orders can be an easy way to achieve >20% annual growth - if you implement an easy to follow, repeatable process and hold the team accountable for achieving clear targets.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Focus on growth needs to extend beyond the next big contract Change orders can create >20% growth - annual growth, not year over year Successful implementation needs - methodical process - accountability for results
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Why Change Orders are Valuable to Growth? - Signal Customer reliance and trust - Demonstrate understanding and support of mission - Provide professional development for program managers
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Steps to Developing Change Order Focused Organization 1) Create revenue targets and hold the team accountable 2) Establish and communicate a repeatable process 3) Generate easy to use templates 4) Get every member of your team involved 5) Prioritize ideas based upon revenue potential 6) Celebrate small victories throughout the process
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Step 1: Create revenue targets and hold the team accountable - Specific annual plan for change orders established by leadership - Goal flows to each program manager AND technical lead - Responsibility of DIRECT charge team, NOT business development - Indirect charge code will be needed - 20% target is ambitious, but achievable - Communicate at all levels of organization
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Step 2: Establish and Communicate Repeatable Process - Process anchored to white papers Four Phases of White Paper Process 1) Ideation 2) Generation of White Paper 3) Customer Briefing 4) Contract Award Document the process to enable repeatability and accessibility
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Step 3: Generate Templates - Idea Tracking - White Paper - Customer Briefing DON’T SKIP WRITING THE WHITE PAPER
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Step 4: Get Everyone Involved - Idea Generation - Everyone - Idea Tracker – High-Potential - White Paper Writer - Idea Owner - Regular Check-ins
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Step 5: Prioritize Ideas - Prioritize - highest probability of award - largest revenue generation - Customers may only assess one idea at a time - but multiple white papers can be written simultaneously - Encourage junior and senior staff to brief
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Step 6: Celebrate Small Victories - Meaningful contract award important - Keep team motivated during process - Emphasis mission impact over revenue - Success fosters support
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Next Steps to Developing Change Order Focused Organization 1) Create revenue targets and hold the team accountable 2) Establish and communicate a repeatable process 3) Generate easy to use templates 4) Get every member of your team involved 5) Prioritize ideas based upon revenue potential 6) Celebrate small victories throughout the process
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@NewportLLC.com Phone: 703-468-0845