WINNING FEDERAL BUSINESS

Utah Alliance for Economic DevelopmentSpring MeetingApril 18, 2013

Presented by:Kori Ann Edwards, Sr. VP OperationsLSI Business Development, Inc.1530 N. Layton Hills ParkwayLayton, UT 84041www.lsiwins.com

Utah procurement team Composition• PTAC (Procurement Technical Assistance Centers)• LSI Business Development, Inc.

BLUF• No charge to Utah companies!

Goals• Assist small/medium Utah companies win government contracts• Government contracts can be:

– Federal– State– Local

• Keep contracts/jobs/dollars within state

Functions/Duties• Introduction to Government Contracting• Registration (CCR, ORCA, DUNS, etc)• Bid Match• Pre-Bid Support• Proposal Assistance• Post Award Support• Cradle to Grave Contract Assistance

LSI Overview

www.lsiwins.com

Objective

Solutions for the government and opportunities for our partners

Provides

Lifecycle business development services, business development training and logistics solutions

Founded

Established in 1972 by a group of former US Air Force career logisticians, pilots, aircraft maintenance experts, and industry supply chain specialists

LSI Overview

We help our partners grow their business

Increase visibility to more opportunities

Improve win rate

Lower business development costs

Our team of experienced professionals position our partners to WIN

Gathering early market intelligence

Creating business development strategies

Drafting winning proposals

Capturing programs

Executing the contract

Eight Core Competencies

Strategy Process Training Capture Proposal Development Program Support Economic Development Logistics Solutions

LSI Site Locations

LSI UPT Support

• Explain government procurement process• Explain RFPs, RFQs, IFBs, etc.• Introductions to Government agencies• Assistance in preparing proposals• Red team reviews of proposals• Post award assistance• Training• Pricing Support• Contractor Grant Assistance• Outreach Support• GSA Support

Outreach Events

• Purposes:– Introduce small/medium Utah contractors to Prime Contractors– Communicate Contracting opportunities– Networking– One-on-one meetings between primes/subs

• The following are a sample of the outreach and training events that have been executed:– Camp Williams Data Center Prime Contractor Outreach Events– U.S. Army Corps of Engineers Construction Quality Management Contractors Training– Capture Training– General Services Administration (GSA) Workshops– Utah Department of Transportation (UDOT)– Hill AFB Vendor Fair – Wyle Labs Outreach– BAE Outreach– Parvus Outreach– Battelle Outreach– Bureau of Reclamation Outreach

New to Federal Procurement? Gates, Barriers, Roadblocks ahead!

Help resources available!

STRATEGY DEVELOPMENT FOR FEDERAL MARKETS

Objective

Understand the role of strategy planning in identifying and winning new business

Understand why this is important for businesses wanting to pursue Federal procurements

Slide # 13

Business Development Cycle

Three Leg Stool

Three Leg Stool: Issues

Assess

Integrate

Balance

Change

Re-Assess

Anticipate, Plan, Execute, Win

En

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on

men

t

Integration

Man

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ap

ab

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Str

ate

gyIntegration

Simple Company Assessment Model

Execute

Market Plan

Summary

The “Winning” process starts long before a RFP hits the street Winners understand themselves and their capabilities Winners understand their market and the changing

environment Winners develop strategies that integrate real capabilities

with market realities Winners implement growth strategies with resources and

team effort

OPPORTUNITY IDENTIFICATION & ASSESSMENT

Objectives

Understand how and where to identify Federal business opportunities (resources/tools/help)

Understand the decision process for reviewing, analyzing, assessing and selecting new opportunities to bid

Slide # 18

Summary

Utilize PTAC services to identify federal opportunities Qualify the opportunities for your capabilities Assess opportunities Pursuit Decision Process Select opportunities that meet your company strengths and

capabilities

TEAMING – WHY AND HOW

Objectives

Discuss how teaming can improve your “win” position Identify the key elements of the teaming agreement Recognize how SBA affiliation rules affect the determination of small business size Differentiate the relationship between the teaming agreement and subcontract

Slide # 21

Summary

Long-term trend toward consolidation/bundling necessitates “win” strategy of small business teaming agreements.

Adopt an “eyes wide open” approach to teaming– Never lose sight of the fundamentals

– Embrace best practices

– Know SBA affiliation rules

A teaming agreement is NOT a subcontract. Look for a teammate who is both capable AND willing to

“pull” their share of the “load.”

CAPTURE PROCESS ESSENTIALS

Objectives

Understand the capture planning process and key role in winning new business

Understand capture planning roles and relationships Understand how the capture plan is used to prepare for

proposal development and execution Understand the Bid / No-Bid Process and how it fits in the

Capture process

Business Development Cycle

What is Capture? Why is it Critical

Positions your company and resources to respond to a Federal opportunity, i.e., Request for Proposal

Shows the customer your interest in the opportunity

Highlights your capabilities and commitment

Build relationships with customers

Positions your company to win

Summary

The “Winning” process starts long before the RFP hits the street. Winners understand the customer and the customer requirements. Winners build customer confidence in the company and your

approach. Winners know the competition and their strong and weak points. Winners develop a winning strategy and winning price. The Capture Planning process gets you ready to build the winning

proposal.

PROPOSAL / BID DEVELOPMENT BASICS

Objectives

Understand the key elements of responding to government requirements

Understand how to present your capabilities with themes and discriminators

Understand pricing basics – “price to win” Understand proposal build and delivery issues

Summary • Entering the Federal Procurement process and winning contracts is a

daunting task

• There are many sources of support and tools available to facilitate entry

• Understanding yourself, your company and the market environment is critical

• Teaming is a great way to build experience and past performance

• A disciplined bidding decision process saves tremendous time and resources

• Writing winning proposals requires the integration of a great capture process and a great proposal development process

• In the end, the government evaluates and awards to those who meet or exceed their requirements, bring the best price at the lowest risk

WIN/EXECUTE/PERFORMANCE REALITIES

Business Development Cycle

Summary

The Capture and Proposal development process supports effective contract execution

The key elements of performance: cost, schedule, technical and quality

Past Performance affects the win and facilitates future wins Current Government budget realities will impact on future

business opportunities

QUESTIONS?