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Fairfield Technologies Inc. “Customer-Focused, Results-Driven.” SM
CMMI Level 3 ● HUBZone
Practical Tips forFocusing Sales Efforts and Cutting
Costs Using VisibleThread and Clarity Grader
VisibleThread Users ConferenceNovember 17, 2016
November 17, 20162016 VisibleThread Users Conference
Copyright 2016, Fairfield Technologies Inc. www.fairfieldtech.com
Agenda• Session Objective and Agenda• Background (Fairfield Technologies, in one slide)• 1) Improving Your Market Intelligence and Sales Focus
– What do your customers really care about?– Do your proposals and collateral match up? Why (or why not)?
• 2) Increasing Proposal Delivery Speed, Effectiveness– Increased recruiting efficiency (focus)– Increased proposal response efficiency (compliance)
• Conclusions• Q&A
November 17, 20162016 VisibleThread Users Conference
Copyright 2016, Fairfield Technologies Inc. www.fairfieldtech.com
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The Key Question• Results matter, regardless of organization size• Small companies must deliver equal/better
performance as large, “name brand” competitors• How do you do this with far fewer resources?
November 17, 20162016 VisibleThread Users Conference
Copyright 2016, Fairfield Technologies Inc. www.fairfieldtech.com
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The Answer…
• Work smarter (also harder), using trained people and the right tools (say, VisibleThread and Clarity Grader)
• This session presents case studies and practical tips to improve your market intelligence and focus, increase your proposal delivery speed and overall compliance
• Presented from a small company, Federal contractor perspective, but applies equally to any organization without an unlimited budget
November 17, 20162016 VisibleThread Users Conference
Copyright 2016, Fairfield Technologies Inc. www.fairfieldtech.com
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Fairfield in One SlideOur
Mission“Customer-Focused, Results-Driven.” SM
We Build, Modernize, Secure, and Support Federal IT Systems
Our Company
Fairfield Technologies Inc. (FTI), an award-winning Federal contractor with 26 years’ experience delivering lifecycle information technology & mission support. CMMI Level 3 ● HUBZone ● 2015 DHS Small Business Achievement Award2016 HUBZone Corporate Citizen of the Year - HUBZone National Council
Customer Focus
•National Security – Defense, Intelligence, Homeland Security, Law Enforcement•The Sciences – Space, Weather, Environment, Healthcare Fact - FTI is prime contractor on 75% of our projects
Major Clients
DHS/USSS, DoD (Army, Navy, Air Force, Natl. Guard, DIA, NGA), FBI, DOJ, NASA, Commerce (NOAA, NWS, USPTO), USDA/FS, DOI/FWS, HHS/NIH
Focus ServiceAreas
1) Agile SW Development; 2) Enterprise IT Services - Infrastructure moderniza-tion, integration, virtualization, cloud migration, virtualization, cost reduction; 3) Cybersecurity; 4) Mission Support - Program management, BPR, QA/testing, surge, acquisition/business/mission support, data mining/visualization, geospatial
Why Fairfield?(Differen-tiators)
1) We know our customers (mission & technology); 2) Best practices (CMMI, Agile, ISO, ITIL, 6σ, EVM, PMBOK, CISSP, technical certifications) = better results, delivered faster & cheaper; 3) Awesome people (94% retention rate); 4) Highly-selective recruiting, intensive training = ongoing client satisfaction
November 17, 20162016 VisibleThread Users Conference
Copyright 2016, Fairfield Technologies Inc. www.fairfieldtech.com
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1) Improve Market Intelligence• What do your customers care about?
November 17, 20162016 VisibleThread Users Conference
Copyright 2016, Fairfield Technologies Inc. www.fairfieldtech.com
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How Do We Match Up?• Not bad, but could be better…
November 17, 20162016 VisibleThread Users Conference
Copyright 2016, Fairfield Technologies Inc. www.fairfieldtech.com
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Quick Look at the Website?• Top levels: Pretty good…
• …let’s dig into the details…November 17, 2016
2016 VisibleThread Users Conference Copyright 2016, Fairfield Technologies Inc.
www.fairfieldtech.com8
Excellent! Excellent! Pretty Good Needs Work..
Practical Improvements?• Detailed pages need to be more readable? Yes…
• What’s the problem? Ask Clarity Grader…November 17, 2016
2016 VisibleThread Users Conference Copyright 2016, Fairfield Technologies Inc.
www.fairfieldtech.com9
And the Problem is…
• Press releases written by PhDs, not Marketing!November 17, 2016
2016 VisibleThread Users Conference Copyright 2016, Fairfield Technologies Inc.
www.fairfieldtech.com10
To Be Fair, Some TopicsAre Just More Complex…
November 17, 20162016 VisibleThread Users Conference
Copyright 2016, Fairfield Technologies Inc. www.fairfieldtech.com
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2) Increasing ProposalDelivery Speed, Effectiveness
• VisibleThread helps in recruiting qualified staff:
November 17, 20162016 VisibleThread Users Conference
Copyright 2016, Fairfield Technologies Inc. www.fairfieldtech.com
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Identify Key TermsIn Job Description Identify Key Themes
To Look for in Candidate Resumes
VisibleThread: A Critical Proposal Compliance Tool
November 17, 20162016 VisibleThread Users Conference
Copyright 2016, Fairfield Technologies Inc. www.fairfieldtech.com
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Step 1: Identify Key TermsThat Signify Proposal “Must Haves”
Proposal Compliance(contd.)
• Compliance matrix exported to MS Excel and ready for response detail
November 17, 20162016 VisibleThread Users Conference
Copyright 2016, Fairfield Technologies Inc. www.fairfieldtech.com
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Step 2: RespondTo TermsIn Context
Proposal Compliance(contd.)
• Critical for effective, fully-compliant proposal response
• Very time-consuming when done manually• Challenging to be done well (or even at all) if
your proposal team is just you and your critical staff, working nights and weekends
• VisibleThread is key to our ability to respond quickly and well to our customers’ needs
November 17, 20162016 VisibleThread Users Conference
Copyright 2016, Fairfield Technologies Inc. www.fairfieldtech.com
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Conclusion
• Regardless of organization size or focus, results always matter!
• There is no “silver bullet” for getting results• However, investing in trained people, “best
practices”, and excellent tools can help across the entire organization
November 17, 20162016 VisibleThread Users Conference
Copyright 2016, Fairfield Technologies Inc. www.fairfieldtech.com
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Questions?
November 17, 20162016 VisibleThread Users Conference
Copyright 2016, Fairfield Technologies Inc. www.fairfieldtech.com
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Contact Information
Contact Mr. Kenneth Fried, PMPCEO/President
Phone (703) 968-7800, x101
Email [email protected]
Address 520 William Street, Suite D, Fredericksburg, Virginia 22401-5775
Website http://www.fairfieldtech.com
http://www.linkedin.com/company/fairfield-technologies
@FairfieldTech
November 17, 20162016 VisibleThread Users Conference
Copyright 2016, Fairfield Technologies Inc. www.fairfieldtech.com
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