Our U.S. Account Manager Myran Hunter did a great presentation last night at Deltek. Myran's presentation was on on ensuring compliance and reducing risk for gov contractors. The event featured leading capture management technology experts who showed how to make smarter, more accountable, data-driven decisions Take a look at our slideshare to find out more.

1. Utilizing Technologies to Ensure Compliance and Reduce Risk:
We flag Complex & Risky Language in Documents
Myran Hunter: Account Manager

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About Myran
 U.S. Account Manager VisibleThread, a strategic Partner of Deltek & Privia
 Works with Strategic Accounts to:
 Help drive more efficient Capture and Proposal Process
 Provide Language analysis insights
 Establish better Language Heuristics for Winning bids
 Prior to VisibleThread, was Market Analyst and competitive research
analyst
 Linked In: http://www.linkedin.com/pub/myran-hunter/2/45/979/

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About VisibleThread – who are we?
©2013 VisibleThread
4of the top 5US Gov. Contractors use VisibleThread
Strategic Partnerships Better Bid / No Bid /
Teaming decisions
 Clear Language
analysis of responses
 Win Theme validation in
responses
 Starter Compliance
matrix

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Today’s Agenda
I. Are you Compliant?
II. Are you Compelling?
III. Are you Clear?

5. ©2013 VisibleThread 5
Are you Compliant?

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So, what is a Compliance Matrix?
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This?
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SolicitationRequirement RFP Section Page Status Page Owner
The contractor may be required to travel in supportof some CLINs, as identified
in the attached PWS. Estimated travel costs associated with routine tasks shall
be included within the applicable CLIN fortravel.
1.1.1 2 Open TJ
The purchase of hardware, software, telecommunications, and Cloud
Computingservices is notcovered in this requirement. Howeverthe contractor
will have to interactwith third parties regardingthe resolution of issues and/or
provision of these services in the course of supportingthis requirement.
1.1.4 3 In Process BJ
The contractor shall performthe effort required by the resultingtask orderon a
firmfixed price and laborhourbasis by CLIN as proposed in Section B.12, Draft
Section BTables. Travel and OtherDirectCosts (ODCs) will be estimates with
notto exceed (NTE) dollaramounts foreach base and option period.
1.1.5 4 Closed 18 RK
ABC Company ProposalGovernment Solicitationfor CloudComputing Services - Solic. #GS248R2040

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Or this?
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244 Columns!

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Agree on Common Characteristics
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• Typically created by hand
• Review each requirement (e.g.,
„contractor will‟, „contractor shall‟,
„contract must‟, etc.)
• Copy the text into a spreadsheet (or
Word doc) - Copy/paste

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Can We Automate Some or All of
the Process? If So, Which Steps?
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Convert to
MS Word
If solicitation
is a
PDF, convert
to MS Word.
1
Search
Using
search, identify all
occurrences of
„shall,‟ „will,‟ „must‟
and other indicators.
2
Copy Text
For each
occurrence, populate a
row in the compliance
spread sheet. Include
the page or paragraph
number and the text of
the compliance
statement.
3
Record Response
Section Paragraph
Once all occurrences are
in the spread sheet, then
for each row, fill in the
details relating to where
in the response we meet
the requirement.
4

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 Yes, but…
 it is a „starter compliance matrix,‟ a starting point
 Simplicity over complexity leads to speedy results
 How?
Can We Greatly Accelerate the Initial Creation of
the Compliance Matrix?

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12A ‘Starter Compliance Matrix’ in
minutes …
©2013 VisibleThread
Identify key requirement
indicators - “shall, must,
include, etc.”
content in the text

13. ©2013 VisibleThread 13
Are you Compelling?

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14Is your proposal Compelling &
Responsive?
©2013 VisibleThread
Keywords and win themes
present in the Proposal?

15. ©2013 VisibleThread 15
Are you Clear?

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16How Clear is your response?
Measure with Readability Metrics
©2013 VisibleThread
Wordy and Unclear content
from the Proposal
Loser Winner
6.98% Long Sentences
 11.63% Passive Sentences
 330 Words
 42 Readability
34.88% Long Sentences
 20.93% Passive Sentences
 1,867 Words
 26 Readability

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What we show you
©2013 VisibleThread
Compare Readability
metrics across multiple
documents

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For more information:
visit www.visiblethread.com or email info@visiblethread.com
3 Minute online demos
Check out our blog at:
http://www.visiblethread.com/blog/
http://www.visiblethread.com/2012/03/a-compliance-matrix-in-10-minutes-%E2%80%93-myth-
or-reality/
Q&A