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Deltek Insight 2011: Deltek Business Development Overview

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  • Each year INPUT identifies the top 20 programs for the upcoming year, and for 2011 there is a clear preference for MATOCs. Those 20 programs represent a total ceiling value of $142B. Here’s a few details about those programs:At least 17 of the 20 are IDIQ task order programsMany of them consolidate smaller, existing contracts, are configured to address a broader scope of work or break one large contracts into multiple IDIQs.90% of the $142B ceiling value - $128B – relates to programs being recompeted. If you’re not on the current program, this represents a new opportunity but incumbents will be facing more competition on task order contracts due to the decline of full and open competitions, including from small businesses taking advantage of the set-asides in many of these programs. The fact that most new opportunities are recompetes makes effective/efficient proposals even more critical. Your proposals are required to be compelling enough to unseat an incumbent or maintain your position, which requires in-depth customer and domain knowledge. This environment raises the bar on the type of responses and performance necessary to keep winning contracts.
  • The GovWin Network is a significant contributor in these efforts. We have almost 30,000 members today, that can be quickly and easily leveraged as part of your sales team. When you’re faced with those “needle in a haystack” type requirements, and you need exactly the right kind of firm to meet a government requirement or to fill a competitive gap, the GovWin applications can leverage this powerful community and help you to find exactly the right firm.
  • Branded supplier portalManage your supplier networkMatch suppliers to requirementsDemonstrate innovation to customerStaffing, subcontracting and team sourcingSupplier ratings and rankingsAchieve small business and diversity goalsYou work in a market of thousands of Government Contractors – all could be potential teaming partners and sources of opportunities. You could spend hours trying to maintain a network of contacts… or you could have the thousands keep it up to date for you!With GovWin, all the people using it are motivated to keep their information up-to-date and complete because it could help them to find and win new business. Search by:Past performances and qualificationsSocio-economic and demographics (e.g., SBA 8a)Security Clearance levelsGeographic LocationYou define the criteria. With a few mouse clicks, you can search for whatever you’re looking for. If you’re looking for [get real example from Jeff or Scott] a cable puller 8a company with TS clearance near Boise, Idaho, then that’s what you search for. Think of the time-savings. Think of the competitive advantage.Manage your Vendor NetworkFind prioritized matches to your requirementsFind the niche supplier with unique demographics, capabilities and quals for an opportunity (proverbial “purple cow”)Identify gaps in your supplier network and pro-actively fill themShow the effort and level of compliance to fulfill Small Business requirementsMeet your Small Business and diversity goalsChallengesMeeting SB and diversity goalsShowing you met the goalsShowing you tried to meet goals
  • Branded supplier portalManage your supplier networkMatch suppliers to requirementsDemonstrate innovation to customerStaffing, subcontracting and team sourcingSupplier ratings and rankingsAchieve small business and diversity goalsYou work in a market of thousands of Government Contractors – all could be potential teaming partners and sources of opportunities. You could spend hours trying to maintain a network of contacts… or you could have the thousands keep it up to date for you!With GovWin, all the people using it are motivated to keep their information up-to-date and complete because it could help them to find and win new business. Search by:Past performances and qualificationsSocio-economic and demographics (e.g., SBA 8a)Security Clearance levelsGeographic LocationYou define the criteria. With a few mouse clicks, you can search for whatever you’re looking for. If you’re looking for [get real example from Jeff or Scott] a cable puller 8a company with TS clearance near Boise, Idaho, then that’s what you search for. Think of the time-savings. Think of the competitive advantage.Manage your Vendor NetworkFind prioritized matches to your requirementsFind the niche supplier with unique demographics, capabilities and quals for an opportunity (proverbial “purple cow”)Identify gaps in your supplier network and pro-actively fill themShow the effort and level of compliance to fulfill Small Business requirementsMeet your Small Business and diversity goalsChallengesMeeting SB and diversity goalsShowing you met the goalsShowing you tried to meet goals
  • Transcript

    • 1. BD – 107Deltek BusinessDevelopmentOverviewBrian GrovesDirector, Product Marketing
    • 2. Enabling Success Project Human Financial Project Manufacturing Resources Management Management Do More Market Teaming CRM and Capture Win More Intelligence Solutions Management Know More Business Performance Management Winning More Increasing Project Improving Cash Reducing the Cost Business Visibility Flow of Compliance2 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 3. Win More Project Human Financial Project Manufacturing Resources Management Management Do More Market Teaming CRM and Capture Win More Intelligence Solutions Management Know More Business Performance Management Opportunity Proposal Customer & Teaming Identification Development Pipeline Mgmt3 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 4. Agenda Government Contracting Challenges and Trends Deltek Business Development Overview Deltek Information Solutions GovWin CRM GovWin Supplier Management GovWin Contracts and Task Order4 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 5. GovCon Challenges  Finding new business  Improving win rates  Building optimal capture teams  Improving efficiency  Eliminating communication issues, errors and redundancy5 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 6. Multi-Award Task Order Spending Task order spending continues to increase6 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 7. Response Times on Task Orders Rapid response times are required. Source: INPUT Based on 11,800 task orders across 18 contract vehicles7 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 8. Opportunity Value High impact proposals are 200 more important than ever 180 ) 160 Total Contract Ceiling Value ($B $142 140 $14 $117 $120 120 $24 100 $29 New Opportunities Recompetes 80 $96 $88 60 $120 $180 $128 40 20 0 FY 2007 FY 2008 FY 2009 FY 2010 FY 2011 Source: INPUT8 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 9. Deltek BD Solution INPUT + GovWin Costpoint / GCS FedSources Market and Opportunity Supplier and Contracts and Financial Opportunity and Proposal Partner Task Order Management Research Management Management Management and Delivery9 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 10. Leveraging the GovWin Network 28,000 Members 14,000 Companies And Growing Every Day10 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 11. General BD Sessions Session Title Room Timeslot Area BD-106 Capture Management Best Lincoln A May 18 2011 BD Practices 2:00PM - 3:00PM General BD-204 BD Panel Discussion: Strategic Bid Lincoln A May 18 2011 BD and Capture Techniques for Winning 4:30PM - 5:30PM General Federal Contracts BD-110 GovWin Enterprise Solutions Lincoln D May 18 2011 BD Overview: Win More Business 8:30AM - 9:30AM General BD-103 Product Roadmap for INPUT and Lincoln D May 18 2011 BD GovWin 9:45AM - 10:45AM General11 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 12. Market Intelligence Bringing industry leading research and services from INPUT and FedSources together Over $500 billion per year in federal, state, and local opportunities Find and win opportunities Leverage existing task orders, GWACs and IDIQs $500 Billion Per year in active Build go to market plans which opportunities position your company for growth12 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 13. Opportunities and Updates The Contracting Office released Amendment #10 on February 15th, 2011. The purpose of the Amendment is to revise Section E of the RFP and to extend the due date for Proposals. Oral Presentation Breaking The Air Force has a new Materials and News requirement for its 16 Proposals are now due Major Initiatives. at 10:30 AM EST on February 22, 2011.13 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 14. Agency Info14 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 15. Task Order Analysis15 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 16. Market Intelligence Sessions Session Title Room Timeslot BD-102 The Ins and Outs of the Federal Budget Lincoln A May 17 2011 Process 2:00PM - 3:00PM BD-100 The Federal Procurement Process Revealed Lincoln C May 17 2011 3:15PM - 4:15PM BD-105 INPUT Solutions Overview - What We Do Lincoln D May 17 2011 3:15PM - 4:15PM BD-104 Government Contracting Outlook Lincoln A May 17 2011 4:30PM - 5:30PM BD-203 How to Qualify and Pursue Federal Lincoln A May 18 2011 Opportunities 8:30AM - 9:30AM BD-203 How to Qualify and Pursue Federal Lincoln A May 19 2011 Opportunities 9:45AM - 10:45AM16 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 17. GovWin CRM  Improve win rates  Improve forecast accuracy  Streamline opportunity, proposal, forecasting, and “GovWin CRM has improved contract data management our win rates, our forecast related activities accuracy, and our business development effectiveness.  Share intelligence through a The improvement in win single knowledge repository rates, all by itself, means  Improve workflow, forecasting, $400,000 in additional revenue reporting, and compliance for every $10MM that we pursue.”17 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 18. Import OpportunitiesImport from:• INPUT• FedSources• Centurion18 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 19. Manage Activities and Workflow19 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 20. Save Time on Proposals Resumes and Past Performance Info20 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 21. Manage Contract Data21 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 22. Customer Results Custom queries in five minutes instead of a week Configuration changes in five minutes instead of two weeks Thousands of hours per year in time savings Win rate increase worth $400,000 for every $10M pursued22 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 23. CRM Sessions Session Title Room Timeslot Company BD-205 Deltek Connector for GovWin/Costpoint CRM – Lincoln D May 17 2011 Deltek Streamlining the Costpoint/CRM Integration 2:00PM - 3:00PM BD-208 Moving from “Home Grown” Opportunity Management to Lincoln C May 17 2011 Concurrent GovWin/Costpoint CRM 2:00PM - 3:00PM Technologies BD-114 GovWin/Costpoint CRM Product Roadmap Lincoln C May 17 2011 Deltek 4:30PM - 5:30PM BD-206 Improving GovWin/Costpoint CRM Adoption & BD Lincoln A May 18 2011 Overwatch Efficiency with INPUT, MS Outlook, and MS Office 3:15PM - 4:15PM BD-207 Positioning Your Organization for Growth with Lincoln C May 18 2011 Salient Federal GovWin/Costpoint CRM 3:15PM - 4:15PM Solutions BD-202 Managing and Configuring GovWin/Costpoint CRM for Lincoln C May 18 2011 IRG (L3) Success 8:30AM - 9:30AM BD-113 GovWin/Costpoint CRM Fundamentals Lincoln C May 18 2011 Deltek 9:45AM - 10:45AM BD-115 GovWin/Costpoint CRM and Connect for Microsoft Lincoln C May 18 2011 Deltek Outlook 11:00AM - 12:00PM BD-201 Using INPUT and GovWin/Costpoint CRM for Business Lincoln D May 18 2011 NCI Development Success 11:00AM - 12:00PM BD-210 Using Workflow to Improve Business Development and Lincoln C May 19 2011 Cambridge GovWin/Costpoint CRM Results 8:30AM - 9:30AM Systematics BD-300 GovWin/Costpoint CRM Advanced Fundamentals Lincoln D May 19 2011 Deltek 9:45AM - 10:45AM BD-113 GovWin/Costpoint CRM Fundamentals Lincoln C May 19 2011 Deltek 11:00AM - 12:00PM BD-209 Using GovWin/Costpoint CRM to Support Contract Data Lincoln C May 18 2011 IBM Federal Management, Compliance, and Reporting 2:00PM - 3:00PM23 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 24. GovWin Supplier Management Create winning teams in days, not weeks Improve the efficiency of your partner and supplier network “GovWin Supplier Management Team with confidence – with the has helped us reduce search Supplier Verification System times for sub-contractors from Meet and report on commitments to weeks to minutes. GovWin diversity and small business goals excels at finding golden needles Establish strategic partnerships that in a haystack. Nothing else contribute to long term growth comes close.”24 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 25. Save Time and Improve Quality Traditional Streamlined Partner Management Partner Management 1. Partners supply and update their information 2. Deltek verifies key  Partner info tracked in attributes using public and spreadsheets, MS Word Docs, and private data sources on paper  Verification of partner info is time consuming and incomplete Supplier 3. Supplier DB is  High time expenditure for DB that DB always up to date is often out of date25 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 26. Find Partners Quickly26 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 27. Customer Results Searches that take minutes instead of weeks Ability to compete for and win additional business Time savings on partner db maintenance Leverage of business partners across divisions Development of partners that provide long term revenue potential27 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 28. Teaming & Task Order Sessions Session Title Room Timeslot AreaBD-101 Best Practices for Teaming in the Lincoln A May 17 2011 Teaming Federal Contracting Market 11:00AM - 12:00PMBD-108 Beat out the Competition: End-to- Lincoln D May 18 2011 Task Order End Task Order Management 2:00PM - 3:00PM Management With GovWin and INPUTBD-112 Strategic Teaming with GovWin Lincoln D May 18 2011 Task Order Contracts and Task Order 3:15PM - 4:15PM Management ManagementBD-109 Best Practices in Supplier and Lincoln A May 18 2011 Teaming Partner Management with GovWin 11:00AM - 12:00PMBD-111 Lock In Optimal Teaming Partners Lincoln A May 19 2011 Teaming and Lock Out Your Competition 8:30AM - 9:30AM with GovWin Supplier ManagementBD-101 Best Practices for Teaming in the Lincoln A May 19 2011 Teaming Federal Contracting Market 11:00AM - 12:00PM28 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 29. GovWin Contracts and Task Order  Improve capture rates on GWAC, IDIQ, and task order related contracts  Make faster, better bid/no bid decisions “With GovWin Contracts and  Streamline internal and external Task Order, we are making teaming processes more informed bid / no bid decisions, and are competing  Save time and improve quality when for and winning business that managing task orders we couldn’t have in the past.”  Demonstrate thought leadership and innovation through a GWAC or IDIQ related center of excellence29 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 30. Receive Opportunities Automated Arrival of Task Orders and Updates30 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 31. Distribute Requirements31 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 32. Review Responses32 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 33. Customer Results  Responding to and winning more business Task order response times in days instead of a week+ One teaming database with requests and responses  Fewer no-bid decisions  Improved visibility into what agencies are spending and where33 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 34. Teaming & Task Order Sessions Session Title Room Timeslot AreaBD-101 Best Practices for Teaming in the Lincoln A May 17 2011 Teaming Federal Contracting Market 11:00AM - 12:00PMBD-108 Beat out the Competition: End-to- Lincoln D May 18 2011 Task Order End Task Order Management 2:00PM - 3:00PM Management With GovWin and INPUTBD-112 Strategic Teaming with GovWin Lincoln D May 18 2011 Task Order Contracts and Task Order 3:15PM - 4:15PM Management ManagementBD-109 Best Practices in Supplier and Lincoln A May 18 2011 Teaming Partner Management with GovWin 11:00AM - 12:00PMBD-111 Lock In Optimal Teaming Partners Lincoln A May 19 2011 Teaming and Lock Out Your Competition 8:30AM - 9:30AM with GovWin Supplier ManagementBD-101 Best Practices for Teaming in the Lincoln A May 19 2011 Teaming Federal Contracting Market 11:00AM - 12:00PM34 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 35. To Learn More My contact info: BrianGroves@Deltek.com 703-995-2445 Sales contact info: sales@GovWin.com 800.456.2009 (ask for Minetta Minor)35 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
    • 36. Questions www.twitter.com/deltek www.facebook.com/deltekinc www.linkedin.com/company/163414 www.youtube.com/user/deltekinc36 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved