“Small Business Teaming for Larger Contracts”      NCRC Conference April 18, 2012                                         ...
Small Business Teaming                                                     Helping You Reach Your Peak!             What i...
Small Business Teaming                                         Helping You Reach Your Peak!                     How Do You...
Key Considerations:                               Helping You Reach Your Peak!             Small Business Teaming:    •   ...
Key Considerations:                                   Helping You Reach Your Peak!                      S.M.A.R.T.    •   ...
Key Considerations:                                  Helping You Reach Your Peak!                      Specific:    •   Kn...
Key Considerations:                                    Helping You Reach Your Peak!                      Measurable:    • ...
Key Considerations:                                    Helping You Reach Your Peak!                      Achievable:    • ...
Key Considerations:                                    Helping You Reach Your Peak!                      Realistic:    •  ...
Key Considerations:                                        Helping You Reach Your Peak!                      Time Sensitiv...
Relationship Based Business DevelopmentModule 1Targeted Communications                                             Helping...
Business Development & Capture ManagementContact Information                                                 Helping You R...
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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
  • Michael Bowlds | Putting Together Small Business Teams

    1. 1. “Small Business Teaming for Larger Contracts” NCRC Conference April 18, 2012 Helping You Reach Your Peak!
    2. 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. 3. Small Business Teaming Helping You Reach Your Peak! How Do You Focus?
    4. 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. 5. Key Considerations: Helping You Reach Your Peak! S.M.A.R.T. • Specific • Measurable • Achievable • Realistic • Time- Sensitive
    6. 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. 7. Key Considerations: Helping You Reach Your Peak! Measurable: • Set Goals • Growth • Financial • Penetration • Evaluate Consistently
    8. 8. Key Considerations: Helping You Reach Your Peak! Achievable: • Align Win Ratios • Research Vehicles • Understand Competition
    9. 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. 10. Key Considerations: Helping You Reach Your Peak! Time Sensitive: • Start Early (2 Year Windows) • Align Procurement Cycles • Define Exits
    11. 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. 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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