Jennifer Schaus & Associates GOV CON WEBINAR SERIES - 2017
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
Join Us for A Series of Complimentary Webinars on various US Federal Government Contracting Topics. Presenters are industry experts sharing knowledge about the competitive government contracting sector. Find all of our Govt Contracting webinars (free download) at www.JenniferSchaus.com
Contact Us @ 2 0 2 – 3 6 5 – 0 5 9 8
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT JENNIFER SCHAUS & ASSOCIATES: -
Based in downtown Washington, DC; A la carte services for Federal Contractors;
- Proposal Writing to GSA Schedules and Contract Administration, etc.; Deep bench of industry experts; -
Educational webinars;
Networking events and seminars;
WEBSITE: http://www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT JENNIFER SCHAUS: -
Over 20 years in federal contracting; -
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Began career with D&B; Industry speaker and author;
Board Member: GovLish; NCMA; and NMIA.
Volunteer Mentor &/or Instructor: VA PTAP; CBP / VBOC; Capitol Post; 1776; Eastern Foundry, WIT; WDCEP and the Towson University Incubator.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
ABOUT OUR SPEAKER DAVID HUFF
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT DAVID HUFF -
Located in Rockville, MD – (513)316-0993; dhuff@ostglobalsolutions.com -
-
Director of BD at OST Global Solutions, a full lifecycle BD consulting firm
Provides Business Development, Capture Management, and Proposal Management services to clients -
Began career in U.S. Army, 82nd Airborne
12 years military and gov’t experience, BBA from George Washington University -
Teaches at OST’s B&P Academy; speaker at APMP and NCMA
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT OST GLOBAL SOLUTIONS, INC.: -
As the nation’s Federal Business Development (BD) Center of Excellence, OST Global Solutions, Inc., has a proven track record of helping businesses fast-forward growth through start-to-finish business development consulting and training.
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OST supports 18 of the top 20 Federal Contractors, has won $21+ billion since 2005, and has contributed to growing multiple small and mid-size to large business. -
We offer a proprietary set of lean and efficient business development, marketing, capture planning, and proposal preparation processes.
- WEBSITE: http://www.ostglobalsolutions.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
Identifying and Qualifying Pipeline Opportunities Friday, Aug 11, 2017
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
BD Lifecycle Focused on Pipeline Development and Opportunity Qualification Steps
Begin Business Development Process
It’s about finding opportunities that are the right fit, sifting through them, and selecting those that you can win
Build Capacity to Do Business with the Government
Conduct Strategic Business Development Planning
2.0
1.0
Market to the Feds & Partners 4.0
Perform Market Research
Yes
Enough Info to Make Decisions?
3.0
No
Yes
Develop Business During Project Execution
Build and Manage an Opportunities Pipeline
9.0
Prepare Proposal
5.0
Qualify Each Individual Opportunity
Conduct Capture 8.0
7.0
6.0
Check for Strategic Fit
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
How to Think of Your Pipeline
Pipeline is the backbone of company’s growth Spells where the growth will come from Ensure opportunities are real Rank them in the order of priority Clean and edit the pipeline regularly to ensure it’s not a pipe dream
Universe of Opportunities
Opportunity Identification
Looks Promising Interest/No Interest Decision Win Strategy/Intel/ Customer/ Competition Readiness Review I Action Items Status/ Teaming/Solution Concept Review II Solution and Proposal Readiness Review III Bid-No-Bid Review
Opportunity Qualification
Capture Phase I
Capture Phase II
Solution Refinement and Proposal Planning – Capture Phase III Proposal Development after RFP release
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
Developing an Opportunities Pipeline You should use a combo of paid databases (deskside research) and marketing (legwork) Fill and constantly update a pipeline with: Long-term opportunities issued from 1 up to 5 years from now (next re-compete) Mid-term – 6 months to 1 year Short-term – from imminent to those in the next 2-5 months
Ensure opportunities are real by calling the contracting officer Rank opportunities in the order of priority Clean and edit the pipeline regularly If a company is not bidding monthly, it is not growing fast enough
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
Build & Manage Your Pipeline
Begin Pipeline Development Process Review Market Research & Strategic Planning Results
ID appropriate IDVs
Analyze competitors’ customers and opportunities
Create IDV-specific pipelines for existing IDVs
www.JenniferSchaus.com
Downgrade to NoInterest in the Pipeline; retain for future reference & metrics No
Deeper opportunity review for fit; determine contacts, timing, past SOW, budgets, burn rates, competitors, win strategy; engage SMEs
Validate opportunities via government contact
Conduct Qualification Gate Review
Is this Opportunity Qualified for Capture?
Develop ideal opportunity criteria Opportunity
ID expiring contracts & calculate rebid dates ID announcements about new bids
Network & Market: Personal connections, Social media, events, prospecting
Is this Opportunity or a Contact?
Prioritize; ID Must-Wins
Proceed to Capture Process
Develop a list of keywords Down-select specific customers of focus
Yes
Contact
Add to the pipeline contacts database
Develop and implement Contact Plan
Link to associated opportunities
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
Use a Multifaceted Approach to Find Opportunities Use more than 2-3 methods Leverage your “rainmakers” in conjunction with a trained Business Developer or train them properly If you are not bidding monthly on projects that are perfect for you, you are not growing fast enough Commit to a “blitz” campaign to build up your pipeline
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
Qualifying an Opportunity
What exactly is the opportunity?
Why does the company want this opportunity? How does it fit within the strategic BD plan and what is the ROI?
Do company’s past performance and capabilities match the requirements to be able to respond and execute, perhaps with a teaming partner?
What is the current status – where is it in the procurement cycle?
How does the company stack up per the initial customer and competitive analysis, and could it win?
Does the company have the required facilities?
Does the company have the resources to run a capture effort, write a proposal, and execute?
1 – prime; 4 , 2 – should probably sub; 3 – unless joint-venturing, stay away
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
Qualification Step Starts Capture
www.JenniferSchaus.com
Jennifer Schaus & Associates
GOV CON WEBINAR SERIES - 2017
QUESTIONS? CONTACT OUR SPEAKER David Huff AT (513)316-0993
AND AT dhuff@ostglobalsolutions.com
THANK YOU FOR ATTENDING!!
WWW.JENNIFERSCHAUS.COM