FEDERAL Govt Contracting - Capture Planning: To bid or not to bid

Capture Planning: To Bid or Not to Bid

US Federal Government Contracting Webinar Series - 2016 Presented By: Anna Urman JUNE 2, 2016

2016 US Federal Government Contracting Webinar Series CALENDAR OF EVENTS: (All Webinars are at 12pm EST & Recorded) JUNE 1 - Maximizing The Value of Your GovCon Business https://attendee.gotowebinar.com/register/74156936435694851

JUNE 2 - Capture Planning - To Bid Or Not To Bid https://attendee.gotowebinar.com/register/7051206926535220483

JUNE 3 - Teaming Agreements - The Good, The Bad & The Enforceable https://attendee.gotowebinar.com/register/7352313683359938307

JUNE 6 - Teaming With Tribally Owned 8(a) Businesses https://attendee.gotowebinar.com/register/4324839202604449539

JUNE 7 - Color Reviews For Successful Proposals https://attendee.gotowebinar.com/register/3973323136181419267

JUNE 8 - Preparing The FSO for a DSS Audit https://attendee.gotowebinar.com/register/423786240906737667

JUNE 9 - Life After 8(a) - Best Practices & Case Study https://attendee.gotowebinar.com/register/6473232146721067779

JUNE 10 - The Politics Of Procurement https://attendee.gotowebinar.com/register/3924758807094447107

JUNE 13 - Contract Administration - Best Practices https://attendee.gotowebinar.com/register/2132047978959217667

JUNE 14 - So You Have A Facility Clearance, Now What? https://attendee.gotowebinar.com/register/9028972158695833091

JUNE 15 - Unsolicited Proposals - Why, What & How. https://attendee.gotowebinar.com/register/4729436391901262849

JUNE 17 - SBIR's - The Good, The Bad & The "How" https://attendee.gotowebinar.com/register/6337198369128857857

2016 US Federal Government Contracting Webinar Series

AGENDA

2016 US Federal Government Contracting Webinar Series AGENDA:

• Introduction – HOST •Introduction - GUEST • Presentation •Conclusions •Q&A

2016 US Federal Government Contracting Webinar Series

INTRODUCTION Host

2016 US Federal Government Contracting Webinar Series

Jennifer Schaus About The Host * Approx 20 Yrs in Gov Contracting * Career: D&B (Govt Division) Federal Sales & GSA Scheds * Frequent Speaker: Chambers, NCMA, AFCEA, etc * Member: WIPG * Education: Towson University – B.A. UC Berkeley - Leadership Accelerator Cornell University - Exec Leadership

2016 US Federal Government Contracting Webinar Series

Jennifer Schaus Jennifer Schaus & Associates * DC Based Consulting Firm * Over 10 Yrs in Business * Support Services for Gov Cons Proposal Writing / Contract Vehicles (GSA) Sales & Biz Dev Certifications – SBA 8(a); SDVO; etc.

Events

2016 US Federal Government Contracting Webinar Series

INTRODUCTION Guest

YOUR LOGO HERE

2016 US Federal Government Contracting Webinar Series

Anna Urman ABOUT OUR SPEAKER •

SME: Market Research, Procurement Policy Analysis

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13 years experience in federal procurement

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JD, LLM – Intellectual Property & Government Contracts

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Hobbies: local politics and animal rescue

2016 US Federal Government Contracting Webinar Series

Anna Urman Virginia Procurement Technical Assistance Program (PTAP) •

PTAP started by Congressional Decree 30 years ago

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Counseling and training

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a few special events with federal/state agency partners

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Stats: 1,300 clients, YTD over 800 prime contracts, $160M – all industries

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97 PTAP/PTACs in US – www.aptac-us.org

2016 US Federal Government Contracting Webinar Series

PRESENTATION Capture Planning: To Bid or Not to Bid

2016 US Federal Government Contracting Webinar Series “Capture Management” = everything a company does to raise its win probability between the time it decides to pursue an opportunity & the time the RFP is released.

•Used for complex sales: decision by committee = answers must be gathered same way.

•Not enough access, time, knowledge in any one person to respond adequately.

2016 US Federal Government Contracting Webinar Series

2016 US Federal Government Contracting Webinar Series WHO?: Large Business Capture Team

2016 US Federal Government Contracting Webinar Series WHO?: SMALL Business Capture Team

2016 US Federal Government Contracting Webinar Series How? = Capture Plan •Tool for reporting, communicating, documenting, and managing resources •Major Components: • Internal Analysis • Team / Timeline / Budget / Solution • External Analysis • Market / SWOT / Customer / Opportunity • Strategy Development • Execution & Monitoring • Writing / Gate Reviews / Team / Kick-Off

2016 US Federal Government Contracting Webinar Series

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2016 US Federal Government Contracting Webinar Series

2016 US Federal Government Contracting Webinar Series

CONCLUSIONS

2016 US Federal Government Contracting Webinar Series

CONCLUSIONS

2016 US Federal Government Contracting Webinar Series

Q&A

CONTACT DETAILS Ms. Jennifer L. Schaus

Washington DC +1-202–365–0598 jschaus@jenniferschaus.com www.JenniferSchaus.com -----------------------------Your Name (Arial 14 pt) City, State Phone Email Website

2016 US Federal Government Contracting Webinar Series CALENDAR OF EVENTS: (All Webinars are at 12pm EST & Recorded) JUNE 1 - Maximizing The Value of Your GovCon Business https://attendee.gotowebinar.com/register/74156936435694851

JUNE 2 - Capture Planning - To Bid Or Not To Bid https://attendee.gotowebinar.com/register/7051206926535220483

JUNE 3 - Teaming Agreements - The Good, The Bad & The Enforceable https://attendee.gotowebinar.com/register/7352313683359938307

JUNE 6 - Teaming With Tribally Owned 8(a) Businesses https://attendee.gotowebinar.com/register/4324839202604449539

JUNE 7 - Color Reviews For Successful Proposals https://attendee.gotowebinar.com/register/3973323136181419267

JUNE 8 - Preparing The FSO for a DSS Audit https://attendee.gotowebinar.com/register/423786240906737667

JUNE 9 - Life After 8(a) - Best Practices & Case Study https://attendee.gotowebinar.com/register/6473232146721067779

JUNE 10 - The Politics Of Procurement https://attendee.gotowebinar.com/register/3924758807094447107

JUNE 13 - Contract Administration - Best Practices https://attendee.gotowebinar.com/register/2132047978959217667

JUNE 14 - So You Have A Facility Clearance, Now What? https://attendee.gotowebinar.com/register/9028972158695833091

JUNE 15 - Unsolicited Proposals - Why, What & How. https://attendee.gotowebinar.com/register/4729436391901262849

JUNE 17 - SBIR's - The Good, The Bad & The "How" https://attendee.gotowebinar.com/register/6337198369128857857