TopTeamingTacticsJudy Bradt, CEO1
TRY THISSUPERTOOL:MEETYOURNEIGHBOR- NAME- COMPANY- 5 WORDS TO DESCRIBE WHAT YOU DO2
What You’ll Learn What Primes Really Want Your “Fit” Checklist Teaming Types Teaming Agreements & Beyond The Meeting ...
Why Team?4
Why Team? Leverage SBA affiliation rules Increase competitiveness Reduce risks & costs Gain past performance Address ...
Teaming By The Numbers:76 – 54 – 4 - 62 Large to Small Small to Small Large to Large Complex Teams6
2011 3-Year Bidding:Down 50% From 20072011 VIP® Survey: Trends in Federal Contracting for Small Businesses 7
3-Year Win Rates Down(Prime and Subcontracts)2011 VIP® Survey: Trends in Federal Contracting for Small Businesses 8
Benefits: To “Big” Businesses9
Benefits: To “Big” Businesses Meet small business subcontracting goals. Access “set aside” contracts Project-based acce...
Benefits: To Small Businesses11
Benefits: To Small Businesses Access set asides and niche expertise Combined assets, experience, location enable smallfi...
Why Does Teaming Fail?13
Pre-Teaming: Gap Analysis Can you go it alone? Go for it! Requirements exceed your core competencies?Gap analysis to pic...
Picking Prospective PartnersAdvance Research Beats Speed Dating15
Your “Fit” Checklist16
RegisterResearchFindPartnersGetSourcedSystem for Award Management17
Where can I find a small partner?Dynamic Small Business Search @ http://web.sba.gov/dsbs18
Potential Partners Matching Your Criteriahttp://web.sba.gov/dsbsHigh Priority:Veteran-Owned19
Want Primes To Return Your Call?20
Chireda Gaither, Computer Sciences CorporationManager, Supplier Diversity Program for North American Public Sector“Bringop...
Partners Look For…22
Mini Panel With Our PrimesDeloitte Services LPJoyce HarrisSmall BusinessLiaison Officer,Federal PracticeBooz Allen Hamilto...
Partners Look For… What business you bring Where can you take them? Buyer contacts Core capabilities & differentiation...
Supplier Portal RegistrationBe Selective!25
Lillian Magero, Small Business Liaison Officer, IBM“NobodyDoesEverything.Tell MeYourSpecialty.”26
What CanYou Bring?27
What Can You Bring? New Task Orders on Incumbent Business New Projects You Can Help Them Win Solutions to Known Problem...
Affiliation& Joint Ventures29
Teaming in Federal ContractingFAR Subpart 9.6– An agreement between two or more companies to form a joint venture orpartn...
Other Key Teaming Concepts Project-specific is typical Mentor – Protége: Expanding!– Contingent & Non-Contingent 8(a) &...
The Big Four Teaming Types Prime Contractor / Subcontractor Joint Venture Mentor – Protégé General Services Administra...
Prime Contractor/Subcontractor Most common Prime has direct contact and responsibility(privity) with the government Pri...
Prime Contractor/SubcontractorFAR clauses that can “flow down” to the sub: Mandatory: FAR requires these. Often public po...
Small Business Set Aside:Prime Contractor % ShareSmall Business prime must perform:– Service: > 50% of the cost of the wor...
NDAA of 2013 Section 1651Pending ChangesServices & Supply Contracts Prime Contractor >50% share but… Based on contract p...
Exceptions for HUBZoneGeneral & Special Construction > 50% cost of contract performance is to payHubZone employees and/or...
Mentor - Protégé Experienced contractor assists a lessexperienced small business. Mentors benefits can include:– Managem...
Mentor - Protégé Mentor benefits can include:– Credit toward subcontracting goals– Financial reimbursement Common Mentor...
New Provisions: NDAA 2013Section 1641SBA-Approved Mentor Rules To Change New SBA programs for WOSB, SDVOSB,HUBZone pendin...
Mentor - Protégé Protégé requirements vary by program:– Must be a small business– Some require socio-economic designation...
“Give MeYour CarKeys.”John Long, VP Business Development,Civil Systems Division, Northrop GrummanA Word On Mentor-Protégé42
Joint Venture Limited purpose partnership. Each partyliable to government & 3rd parties. Partner agreement or new legal ...
Joint Venture Must be approved before proposal submitted– Size eligibility: FAR 19.101(7)(iii)– Defines how partners shar...
GSA Contractor TeamingArrangement (CTA) RFQ issued via Schedules Program GSA schedule contractors create jointturnkey of...
What Is a Small Business? SBA Size classifications:– Small– Other Than Small Varies by NAICS– Average annual receipts ov...
Why Size MattersAffiliationCan disqualify companies for set-aside awards due topartners’ combined size– One business has r...
When Teaming BecomesAffiliation FAR & SBA Definitions Key Concept: Control– direct or indirect; actual or potential; mut...
Steps to Teaming Agreements49
The Teaming Agreement (TA) Private contract between two or more partiesgoverned by contract law & Uniform Commercial Code...
Nondisclosure Agreement (NDA)Precursor / support for teaming– Defines proprietary or confidential informationand exclusion...
Other PotentialNon-Binding TA PrecursorsOn-Ramps from discussions to a TA Letter of Intent (LOI) Memorandum of Understan...
Mini-Case Agency publishes RFP Your past performance covers 4 out of 6mandatory requirements Contract is set aside for ...
Teaming Agreement Essentials:What Could Possibly Go Wrong?54
Teaming Agreement EssentialsWhat are YOUR Key Issues?Resource: National Contract Management Association www....
Teaming Agreement EssentialsHow Will You Handle: Proposal Costs Bid & WIN Pricing & Payment Exclusivity Confidentiali...
Rock Your Teaming Meeting57
Building Fit:The Meeting & Briefing Toolkit1. Market Research Essentials2. The Unique Value Proposition3. The Tailored Cap...
Pre-Teaming:Find The BusinessExample Notes Reactive Proactive>$25K open/awarded & pre-solicitation info√ √Prime subcontrac...
USASpending.govSchedule Sales QueryGSAAdvantageAgency ForecastsFOUR TOP TOOLS60
Typical Research Questions Which agencies’ problems do I solve? When do current contracts expire? What contract vehicle...
UNIQUE VALUEPROPOSITION(UVP)62
Unique Value Proposition Concise appeal In your audience’s language, Focused on their needs, problems, issues"Our inter...
Basic Capability Statement Core Competencies Past Performance– Prime, Sub, or Commercial– Relevant Projects, Value, POC–...
Capability StatementSome Do’s & Don’tsDo… Use vertical / portraitorientation Focus on key words Tailor for who you’reme...
Tailored Capability Statement Reflect Knowledge of the buyer’sorganization Your Contact’s Top Needs Relevant Past Perfo...
Capability Briefing:Six Simple SlidesWho You AreBasic Company InfoCore Capabilities1.2.3.4.The OpportunitySpecificagency, ...
The Follow-up Sweet Spot Were these the right people?– Today?– Referral to someone else? What questions remain?– Yours– ...
Avoid Five Top Teaming TrapsBe selectiveDo your homeworkRead rules & seek SBA guidanceUse teaming agreementsBring business69
Due Diligence Resources Open (Victory In Procurement) Forum: Government Contractswww.openforum.com/governmentcontracting...
Teaming Agreement Resources DOD Guidebook for Facilitating Small Business Teaming Arrangementswww.acq.osd.mil/osbp/docs/d...
Mentor-Protégé & CTA Resources SBA Mentor – Protégé Programwww.sba.gov/content/mentor-prot%C3%A9g%C3%A9-program DoD Ment...
What You Learned What Primes Really Want Your “Fit” Checklist Teaming Types Teaming Agreements & Beyond The Meeting &...
Advice on GovernmentContracting Free Good EnoughPick any two.74
Follow Up OpportunitiesJudy Bradt, CEO (703) 627 1074Judy.Bradt@SummitInsight.com75
Structured Networking Logistics11:00 -11:25 – Break11:25 AM – Be Seated!– Name Badge: 3 Numbered Dots– Your Tables: Match ...
Structured Networking Process Hosts:– Lead Table Discussions– Provide Requirements, Process, Tips Participants:– Name, C...
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Top teaming tactics - from in to win -- v8 -- comptroller of currency

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Top teaming tactics - from in to win -- v8 -- comptroller of currency

  1. 1. TopTeamingTacticsJudy Bradt, CEO1
  2. 2. TRY THISSUPERTOOL:MEETYOURNEIGHBOR- NAME- COMPANY- 5 WORDS TO DESCRIBE WHAT YOU DO2
  3. 3. What You’ll Learn What Primes Really Want Your “Fit” Checklist Teaming Types Teaming Agreements & Beyond The Meeting & Briefing Toolkit3
  4. 4. Why Team?4
  5. 5. Why Team? Leverage SBA affiliation rules Increase competitiveness Reduce risks & costs Gain past performance Address licensing / certifications / bonding Access contract vehicles (Large & small) Meet small business / subcontracting goals Ensure local roots5
  6. 6. Teaming By The Numbers:76 – 54 – 4 - 62 Large to Small Small to Small Large to Large Complex Teams6
  7. 7. 2011 3-Year Bidding:Down 50% From 20072011 VIP® Survey: Trends in Federal Contracting for Small Businesses 7
  8. 8. 3-Year Win Rates Down(Prime and Subcontracts)2011 VIP® Survey: Trends in Federal Contracting for Small Businesses 8
  9. 9. Benefits: To “Big” Businesses9
  10. 10. Benefits: To “Big” Businesses Meet small business subcontracting goals. Access “set aside” contracts Project-based access to niche expertise– Keep focused on core competencies.– Get essential expertise @ variable cost10
  11. 11. Benefits: To Small Businesses11
  12. 12. Benefits: To Small Businesses Access set asides and niche expertise Combined assets, experience, location enable smallfirms realistic competitors on complex requirements Build past performance & reputation by association Economies of scale: More purchasing power Easier access to capital and bonding12
  13. 13. Why Does Teaming Fail?13
  14. 14. Pre-Teaming: Gap Analysis Can you go it alone? Go for it! Requirements exceed your core competencies?Gap analysis to pick partners= +RFPAgency Needs:A.B.C.D.E.My CapabilitiesI Have:A.B.c.DE.My PartnerMust Have:a.b.C.d.e.14
  15. 15. Picking Prospective PartnersAdvance Research Beats Speed Dating15
  16. 16. Your “Fit” Checklist16
  17. 17. RegisterResearchFindPartnersGetSourcedSystem for Award Management17
  18. 18. Where can I find a small partner?Dynamic Small Business Search @ http://web.sba.gov/dsbs18
  19. 19. Potential Partners Matching Your Criteriahttp://web.sba.gov/dsbsHigh Priority:Veteran-Owned19
  20. 20. Want Primes To Return Your Call?20
  21. 21. Chireda Gaither, Computer Sciences CorporationManager, Supplier Diversity Program for North American Public Sector“Bringopportunity.Do yourhomework.Know whatwe do.”21
  22. 22. Partners Look For…22
  23. 23. Mini Panel With Our PrimesDeloitte Services LPJoyce HarrisSmall BusinessLiaison Officer,Federal PracticeBooz Allen HamiltonDiane MarsdenManagerSmall Business Office23
  24. 24. Partners Look For… What business you bring Where can you take them? Buyer contacts Core capabilities & differentiation Past performance & reputation Price, financial strength Personnel experience & low turnover Location Dependable, responsive team player Timeliness in all things – from the start24
  25. 25. Supplier Portal RegistrationBe Selective!25
  26. 26. Lillian Magero, Small Business Liaison Officer, IBM“NobodyDoesEverything.Tell MeYourSpecialty.”26
  27. 27. What CanYou Bring?27
  28. 28. What Can You Bring? New Task Orders on Incumbent Business New Projects You Can Help Them Win Solutions to Known Problems Contacts You Can Offer Benefits For Their Clients Track Record On Relevant Past Projects Cleared Staff Location28
  29. 29. Affiliation& Joint Ventures29
  30. 30. Teaming in Federal ContractingFAR Subpart 9.6– An agreement between two or more companies to form a joint venture orpartnership to act as a potential prime contractor (JV model)or between a prime contractor and one or more companiesproposed to act as subcontractors under a particularGovernment contract or acquisition program (prime/sub model)– Created before proposal submission; and– Must be recognized if disclosed in a proposal, or aftercontract award if approved before becoming effective– Temporary, not permanent30
  31. 31. Other Key Teaming Concepts Project-specific is typical Mentor – Protége: Expanding!– Contingent & Non-Contingent 8(a) & MP Programs under review31
  32. 32. The Big Four Teaming Types Prime Contractor / Subcontractor Joint Venture Mentor – Protégé General Services Administration (GSA)Contractor Teaming Agreement (CTA)Others: Licensing, distribution, coop R&D32
  33. 33. Prime Contractor/Subcontractor Most common Prime has direct contact and responsibility(privity) with the government Prime is in control– Wants flexibility (vs. subcontractor desire forguarantees) Subcontract might require review bycontracting officer and/or finalization priorto the final offer to the government.33
  34. 34. Prime Contractor/SubcontractorFAR clauses that can “flow down” to the sub: Mandatory: FAR requires these. Often public policy (e.g. equalopportunity, drug-free workplace) Advisory: Included to protect the prime. (e.g., termination forconvenience, changes) Negotiable: Situational usage / DiscretionaryRead, Review, Reflect…and be ready to Revise or RejectUnderstand compliance & costsGet Legal Advice, Early & Often34
  35. 35. Small Business Set Aside:Prime Contractor % ShareSmall Business prime must perform:– Service: > 50% of the cost of the work.– Supplies: > 50% of the manufacturing costs,excluding materials.– General construction: > 15% of labor costs– Specialty construction: > 25% of labor costs35
  36. 36. NDAA of 2013 Section 1651Pending ChangesServices & Supply Contracts Prime Contractor >50% share but… Based on contract price, not labor costConstruction & Specialty Trade Contracts Work share % basis under reviewImplementing Regulations Pending36
  37. 37. Exceptions for HUBZoneGeneral & Special Construction > 50% cost of contract performance is to payHubZone employees and/or HUBZone SB subsOR (via waiver) the HUBZone prime can ensure: General construction: > 15% percent of the costof the contract performance cost pays HUBZoneprime’s employees; or Special Trade: > 25% percent of the cost of thecontract performance cost pays HUBZoneprime’s employeesFAR Subpart 19.130837
  38. 38. Mentor - Protégé Experienced contractor assists a lessexperienced small business. Mentors benefits can include:– Management, financial and/or technicalassistance– Loans and/or equity (40% limit) investments.– Cooperation on joint venture projects– Opportunities to subcontracts under its primecontracts38
  39. 39. Mentor - Protégé Mentor benefits can include:– Credit toward subcontracting goals– Financial reimbursement Common Mentor Requirements– Might be large or small– Capability & commitment to assist Protégé– Profitable the last two years– Knowledgeable in government contracting andin good standing39
  40. 40. New Provisions: NDAA 2013Section 1641SBA-Approved Mentor Rules To Change New SBA programs for WOSB, SDVOSB,HUBZone pending (late 2013) Parallel to 8(a) MPP rules Mentors: up to 3 proteges at one time.40
  41. 41. Mentor - Protégé Protégé requirements vary by program:– Must be a small business– Some require socio-economic designation.– MP programs include: SBA , Army, DHS, DOE,FAA, NASA, HHS, State Department, TreasuryDepartment, DOD, GSA Cost Reimbursement / Credit Varies– DoD Programs often cost-reimbursed– Civilian agency programs usually credit-only41
  42. 42. “Give MeYour CarKeys.”John Long, VP Business Development,Civil Systems Division, Northrop GrummanA Word On Mentor-Protégé42
  43. 43. Joint Venture Limited purpose partnership. Each partyliable to government & 3rd parties. Partner agreement or new legal entity– e.g. LLP/LLC/Corp, DUNS, SAM, banking– JV partners “affiliated” for size classification SBA & DoD provide some affiliationexemptions for Mentor-Protégé JV’s ofSDVOSB & 8(a).43
  44. 44. Joint Venture Must be approved before proposal submitted– Size eligibility: FAR 19.101(7)(iii)– Defines how partners share work, risk,responsibility, profits Each party has privity with the government 3/2 rule: JV can do up to 3 contracts in 2 years Agencies may have preferredJV arrangements / forms. Ask!44
  45. 45. GSA Contractor TeamingArrangement (CTA) RFQ issued via Schedules Program GSA schedule contractors create jointturnkey offering that neither could providealone Not a subcontract or JV– Each contractor has privity– No new legal entity formed Set-Aside? Both CTA Partners must be smallNon-schedule holders can’t do a CTA, but may subcontractto schedule holders using traditional subcontracts.More:45
  46. 46. What Is a Small Business? SBA Size classifications:– Small– Other Than Small Varies by NAICS– Average annual receipts over 3 years or– average number of employees over 12 months.– You pick your NAICS, but . . .– . . . The Contracting Officer (CO) assigns theNAICS that sets the size criteria for thatprocurement.46
  47. 47. Why Size MattersAffiliationCan disqualify companies for set-aside awards due topartners’ combined size– One business has real/apparent power/control overanother. 13 C.F.R. § 121.103OR– Prime is an Ostensible subcontractor:Subcontractor performs primary/vital requirements ofprime contrac47
  48. 48. When Teaming BecomesAffiliation FAR & SBA Definitions Key Concept: Control– direct or indirect; actual or potential; mutual orthird party– Ownership (eg voting, stock, options, trusts)– Management or common facilities– Contracts (JV, franchise, licensing, teaming)References: FAR Subpart 19.1 & SBA 13 C.F.R 121.10348
  49. 49. Steps to Teaming Agreements49
  50. 50. The Teaming Agreement (TA) Private contract between two or more partiesgoverned by contract law & Uniform Commercial Code– Interim agreement– Superseded by negotiated post-award contract Law requires:– Bid-win-perform on subcontracting plans– 90 day payment accountability to subs Terms & obligations govern relationship of the parties Enforceability requires specificity & clear statements50
  51. 51. Nondisclosure Agreement (NDA)Precursor / support for teaming– Defines proprietary or confidential informationand exclusions– Provides the purpose for disclosure– Limits use by teammates and disclosure to 3rdparties– Protects existing client and vendor relationships– “One-way” or “two-way”Read theirs. Draft yours. Get Legal Help.More: 51
  52. 52. Other PotentialNon-Binding TA PrecursorsOn-Ramps from discussions to a TA Letter of Intent (LOI) Memorandum of Understanding (MOU) Memorandum of Agreement (MOA) Agreement to “explore the relationship”.E.G.: issues to be addressed in TA,minimum binding terms, key points52
  53. 53. Mini-Case Agency publishes RFP Your past performance covers 4 out of 6mandatory requirements Contract is set aside for HUBZone Your company is WOSB/SDVOBWould you bid solo, or team?If team, what kind & why?What else would you want to know?53
  54. 54. Teaming Agreement Essentials:What Could Possibly Go Wrong?54
  55. 55. Teaming Agreement EssentialsWhat are YOUR Key Issues?Resource: National Contract Management Association www.ncmaHQ.org55
  56. 56. Teaming Agreement EssentialsHow Will You Handle: Proposal Costs Bid & WIN Pricing & Payment Exclusivity Confidentiality Terminations Shared Expenses FAR Flow-down NonDisclosure End User Access Intellectual Property Key Resumes Employee Poaching! LiabilityResource: National Contract Management Association www.ncmaHQ.org56
  57. 57. Rock Your Teaming Meeting57
  58. 58. Building Fit:The Meeting & Briefing Toolkit1. Market Research Essentials2. The Unique Value Proposition3. The Tailored Capability Statement4. Six Simple Slides in 600 Seconds5. The Follow-up Sweet Spot58
  59. 59. Pre-Teaming:Find The BusinessExample Notes Reactive Proactive>$25K open/awarded & pre-solicitation info√ √Prime subcontracting needs √Procurement forecasts √Subcontracting directory &procurement forecast√ √DOD subcontracting plans √ √Procurement histories √OtherShows, publications,matchmaking, primewebsites, industry days√ √59
  60. 60. USASpending.govSchedule Sales QueryGSAAdvantageAgency ForecastsFOUR TOP TOOLS60
  61. 61. Typical Research Questions Which agencies’ problems do I solve? When do current contracts expire? What contract vehicles do they like? What set-asides do they favor? Who are the incumbents / competitors? How soon do I position for teaming? Who are “small” partners / competitors?61
  62. 62. UNIQUE VALUEPROPOSITION(UVP)62
  63. 63. Unique Value Proposition Concise appeal In your audience’s language, Focused on their needs, problems, issues"Our interactive 3D maintenance training aids allowpeople who maintain and repair military equipmentto accelerate learning in complex equipment, thusenabling first-time-right repairs andoptimizing operational readinessat a lower cost."What solutionHelps whoDo whatTo solve whatproblems?63
  64. 64. Basic Capability Statement Core Competencies Past Performance– Prime, Sub, or Commercial– Relevant Projects, Value, POC– Contract Vehicles (e.g. GWAC, GSA Schedule) Unique Value Proposition / Differentiators Company Data– Revenue, Employees, Locations, DUNS, Certifications, NAICS Contact Information64
  65. 65. Capability StatementSome Do’s & Don’tsDo… Use vertical / portraitorientation Focus on key words Tailor for who you’remeeting Use Bullet PointsDon’t Use meaningless stockphotos / graphics Cut promotional /marketing copy Eliminate distractions65
  66. 66. Tailored Capability Statement Reflect Knowledge of the buyer’sorganization Your Contact’s Top Needs Relevant Past Performance, UVP Suitable Contract Vehicles Project-Specific References66
  67. 67. Capability Briefing:Six Simple SlidesWho You AreBasic Company InfoCore Capabilities1.2.3.4.The OpportunitySpecificagency, projectUnique ValuePropositionPast PerformanceShow where you’vedone it beforeMeeting Objectives67
  68. 68. The Follow-up Sweet Spot Were these the right people?– Today?– Referral to someone else? What questions remain?– Yours– Theirs When & how to follow-up? Need more materials? Got everyone’s card?Apathy Pestilence68
  69. 69. Avoid Five Top Teaming TrapsBe selectiveDo your homeworkRead rules & seek SBA guidanceUse teaming agreementsBring business69
  70. 70. Due Diligence Resources Open (Victory In Procurement) Forum: Government Contractswww.openforum.com/governmentcontracting Past Performance Information Retrieval System http://www.ppirs.gov/ Open Ratings http://openratings.com/ Excluded Parties List: Now part of www.SAM.gov D&B PAYDEX https://www.dnb.com/product/ptpsampl.htm Uniform Commercial Codehttp://en.wikipedia.org/wiki/Uniform_Commercial_Code70
  71. 71. Teaming Agreement Resources DOD Guidebook for Facilitating Small Business Teaming Arrangementswww.acq.osd.mil/osbp/docs/dod_OSBP_Guidebook_for_Facilitating_Small_Business_Team_Arrangements.pdf SBA Table of Small Business Size Standardswww.sba.gov/sites/default/files/Size_Standards_Table.pdf Teaming Agreement Enforceabilityhttp://www.whaylaw.com/Teaming_Agreement_Enforceability.htm Non-Disclosure Agreementshttp://www.bitlaw.com/forms/nda.htmlhttp://www.wipo.int/sme/en/documents/disclosing_inf.htm71
  72. 72. Mentor-Protégé & CTA Resources SBA Mentor – Protégé Programwww.sba.gov/content/mentor-prot%C3%A9g%C3%A9-program DoD Mentor-Protégé Programhttp://www.acq.osd.mil/osbp/mentor_protege/ GSA Contractor Teaming Arrangementhttp://www.gsa.gov/portal/content/20055372
  73. 73. What You Learned What Primes Really Want Your “Fit” Checklist Teaming Types Teaming Agreements & Beyond The Meeting & Briefing Toolkit73
  74. 74. Advice on GovernmentContracting Free Good EnoughPick any two.74
  75. 75. Follow Up OpportunitiesJudy Bradt, CEO (703) 627 1074Judy.Bradt@SummitInsight.com75
  76. 76. Structured Networking Logistics11:00 -11:25 – Break11:25 AM – Be Seated!– Name Badge: 3 Numbered Dots– Your Tables: Match Number and Color– 3 rounds: 11:30, 11:50, 12:20– Order for 3 rounds is the dots left to right– 5 minute notice: wrapup & change 769PRIME2B2B7OMWI
  77. 77. Structured Networking Process Hosts:– Lead Table Discussions– Provide Requirements, Process, Tips Participants:– Name, Company, Five Words– Provide Capability Statements (if not provided inadvance as requested) & Business Cards– Answer Host questions & note any follow up Facilitators: Available throughout room to assist77

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