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Michael Bowlds | Putting Together Small Business Teams
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Michael Bowlds | Putting Together Small Business Teams

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  • 12/16/2010 Copyright 2010 MOUNTAINTOP MARKETING GROUP. ALL RIGHTS RESERVED. Module I: Performance Management
  • 12/16/2010 Copyright 2010 MOUNTAINTOP MARKETING GROUP. ALL RIGHTS RESERVED. Module I: Performance Management
  • 12/16/2010 Copyright 2010 MOUNTAINTOP MARKETING GROUP. ALL RIGHTS RESERVED. Module I: Performance Management
  • Transcript

    • 1. “Small Business Teaming for Larger Contracts” NCRC Conference April 18, 2012 Helping You Reach Your Peak!
    • 2. Small Business Teaming Helping You Reach Your Peak! What is Peak Performance – Literally? Peak – The point of greatest development, value, or intensity Performance - The way in which someone or something functions Peak Performance Tips Throughout Presentation!
    • 3. Small Business Teaming Helping You Reach Your Peak! How Do You Focus?
    • 4. Key Considerations: Helping You Reach Your Peak! Small Business Teaming: • Contracts are Larger • Procurement Force is Smaller • Competition Far More Intense • Mistakes are Costly
    • 5. Key Considerations: Helping You Reach Your Peak! S.M.A.R.T. • Specific • Measurable • Achievable • Realistic • Time- Sensitive
    • 6. Key Considerations: Helping You Reach Your Peak! Specific: • Know Why You Are Teaming • Define Roles (when possible) • Define Pursuits • Define Coverage Costs • Proposal Expenses • Research/Bus Dev
    • 7. Key Considerations: Helping You Reach Your Peak! Measurable: • Set Goals • Growth • Financial • Penetration • Evaluate Consistently
    • 8. Key Considerations: Helping You Reach Your Peak! Achievable: • Align Win Ratios • Research Vehicles • Understand Competition
    • 9. Key Considerations: Helping You Reach Your Peak! Realistic: • Start Early • Plan for Losses • Ensure Appropriate Strategy • Match Team to Goal • Be prepared to Educate (COs/PMs)
    • 10. Key Considerations: Helping You Reach Your Peak! Time Sensitive: • Start Early (2 Year Windows) • Align Procurement Cycles • Define Exits
    • 11. Relationship Based Business DevelopmentModule 1Targeted Communications Helping You Reach Your Peak! Focus for Great Small Business Teaming: Stay SMART: Specific Measurable Achievable Realistic Time-Sensitive
    • 12. Business Development & Capture ManagementContact Information Helping You Reach Your Peak! Mountaintop Marketing Group, LLC 8070 Georgia Avenue Suite 310 Silver Spring, MD 20910 Michael Bowlds President Direct: (301) 563-6137 Phone: (301) 830-8191 Fax: (301) 830-8301 mbowlds@mountaintopmarketing.com www.mountaintopmarketing.com training@mountaintopmarketing.com

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