Jennifer Schaus & Associates SERVICES FOR US FEDERAL GOVERNMENT CONTRACTORS
WEBINAR WEDNESDAYS – 2018 WASHINGTON, DC OFFICE PHONE: 2 0 2 – 3 6 5 – 0 5 9 8
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Join Us for Our 2018 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 - 2018 - WASHINGTON DC
www.JenniferSchaus.com
REMINDERS: All webinars are complimentary. All webinars are recorded. They are found on our website and on YouTube. Please send your questions to the speaker directly. Thank you for participating.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - 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, 8a Cert, Contract Admin & more!; Educational webinars; -
Networking events and seminars;
WEBSITE: http://www.JenniferSchaus.com
Our Upcoming Events: Tuesday, JAN 15 – 2019 CLASS:
Strategies For Teaming, Partnering & Sub-Contracting https://www.eventbrite.com/e/strategies-for-teaming-partnering-sub-contracting-tickets-51163654869
Tuesday, JAN 29 – 2019 CLASS:
Introduction to GSA Schedules https://clients.virginiasbdc.org/workshop.aspx?ekey=140380091\
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
In our weekly newsletter OR In our 2019 Webinar Wednesday Series Contact Mallory.Flowers@JenniferSchaus.com for more information
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT OUR SPEAKER: Heather Newlin -
25 Years in GovCon and Technology
- Education: BSEE Purdue University, MSEE University of Southern California, MBA University of California, Berkeley Certifications: PMP -
Company Name: Newport Board Group
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
What You Need to Know: Strategy Shapes Pipeline Wednesday, December 19, 2018
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
STRATEGIC GROWTH • Strategy Should Provide Actionable Steps • Multi-year time horizon • Specific growth areas • Account for business realities and risks
• Pipeline Size Should be 3-5x Revenue • Conversion rate = Pgo x Pwin • 33% conversion rates requires a Pipeline = 3 x Revenue • 20% conversion rate requires a Pipeline = 5 x Revenue
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
STRATEGIC CHANGES
• Preparing for Small Business Graduation • Strategically Staying Small • Entering New Markets • Pursuing Prime Contracts
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
EXAMPLE: PRIME CONTRACTS Strategic Plan Year
% Revenue from Prime Contracts
Prime Contract Win Rate
1 2 3 4 5
0% 0% 5% 10% 25%
N/A 20% 25% 30% 30%
Pipeline Size 25% of Year 3 Prime Revenue 33% of Year 4 Prime Revenue 83.33% of Year 5 Prime Revenue
Math
5% = 20% * 25% 10% = 25% * 33% 25% = 30% *83.33%
Formula: (% Revenue in Year N+2) = (Pipeline Size Year N) * (Win Rate in Year N+1)
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
STRATEGIC CHANGE REQUIRES TIME AND DISCIPLINE • Long-Term Planning
• Build credibility • Establish customer relationships • Provide past performance
• Relevant Past Performance
• Look at bids in 3-5 years to ensure today’s bids will support • Consider acquiring past performance
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
EXAMPLE - TAKE-AWAYS
• Win Rate
• Starts low and slowly increases
• Pipeline Size
• Depends upon revenue target in 2 years
• Environmental Factors
• Government acquisition process • Internal bid decision
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
EXAMPLE – YEARLY ACTIONS • Year 1: Prepare
• Create strategic teaming relationships • Qualify pursuits • Develop relevant proposal artifacts
• Year 2: Pursue and Bid • Year 3: Perform on Wins • Year 4: Repeat
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
COMPLEX PLANNING PROCESS
• Detailed Planning Required Pipeline Metrics • Customer Relationships Teammate Community • •
• Similar Process for Each Growth Area • Person Assigned to Track Progress
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
EXISTING BUSINESS FOCUS • Current Business Need On-Going Attention • Pipeline Reflects Current Business • • • •
Contracts ending Change orders Option year renewals Contract performance
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
METHODOLOGY • • • •
Segment Strategy into Targeted Growth Identify Annual Metrics Per Area Align Pipeline to Growth and Metrics Conduct Pipeline Reviews
ENSURE THE BUSINESS YOU ARE PURSUING WILL ACHIEVE YOUR VISION
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
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 to large www.NewportPrograms.com Presenter Logo here
www.JenniferSchaus.com
THANK YOU FOR ATTENDING!!
WWW.JENNIFERSCHAUS.COM
QUESTIONS? CONTACT OUR SPEAKER Heather Newlin AT 703-468-0845 AND AT
SERVICES FOR US FEDERAL CONTRACTORS
Heather.Newlin@NewportBoardGroup.com
OFFICE: 2 0 2 – 3 6 5 – 0 5 9 8