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GovWin Lohfeld Consulting BD Weekly webinar July 2012
GovWin Lohfeld Consulting BD Weekly webinar July 2012
GovWin Lohfeld Consulting BD Weekly webinar July 2012
GovWin Lohfeld Consulting BD Weekly webinar July 2012
GovWin Lohfeld Consulting BD Weekly webinar July 2012
GovWin Lohfeld Consulting BD Weekly webinar July 2012
GovWin Lohfeld Consulting BD Weekly webinar July 2012
GovWin Lohfeld Consulting BD Weekly webinar July 2012
GovWin Lohfeld Consulting BD Weekly webinar July 2012
GovWin Lohfeld Consulting BD Weekly webinar July 2012
GovWin Lohfeld Consulting BD Weekly webinar July 2012
GovWin Lohfeld Consulting BD Weekly webinar July 2012
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GovWin Lohfeld Consulting BD Weekly webinar July 2012

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Today’s technology and resources make it easier for small companies to compete against their larger counterparts and win through a combination of specialization, speed, responsiveness and price. …

Today’s technology and resources make it easier for small companies to compete against their larger counterparts and win through a combination of specialization, speed, responsiveness and price. Listen as Brenda Crist, Managing Director, Strategic Solutions, Lohfeld Consulting Group provides insights into how small companies can compete with the big guys.

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  • 1. LEVELING THEPLAYING FIELD:How Small CompaniesCan Compete with theBig GuysBy Brenda Crist, LohfeldConsulting Group
  • 2. Large and Small Company StrengthsLarge Companies Small Companies1. Established Client 1. Specialized or Niche Focus Relationships 2. Speed to Respond2. Solution Development 3. Can Do Attitude/Company Expertise and Resources Culture/Creativity3. Bid and Proposal Expertise 4. Personalized Customer Service4. Past Performance 5. Ability to Attract Long-Term References Partners5. Certifications and Proven 6. Lower Overhead /Competitive Processes Pricing6. Significant Lines of Credit to Finance Bids
  • 3. Large and Small Company WeaknessesLarge Companies Small Companies1. Use of In-House Organizations 1. Lack of Client Access with Competing Demands 2. Lack of Financial Resources to2. Stovepiped Information; Not Support a Large Bid Readily Accessible 3. Limited Solution Development3. Expensive Overhead Rates and Expertise High Profitability Goals 4. Limited Past Performance4. Inflexible Bid Processes and References Numerous Gate Reviews 5. Lack of Certifications, Tools, and5. Risk Aversion Proven Processes6. Resources Issues; Leaving 6. Harder Time Initially Attracting Smaller Jobs on the Table Partners
  • 4. Level the Playing Field 1. Become a Student of Your Client 2. Obtain the Right Resources 3. Acquire the Best Past Performance 4. Conduct Operations Like the Big Guys 5. Leverage Lower G&A/ Overhead Costs and Profitability Requirements
  • 5. Acquire the Past Performance Level the Playing Field Large Companies: Have 1. Know which clients will provide outstanding multiple relevant past references and maintain their updated contact performances they can bid information and government CPARs/ 2. Confirm your government client are writing PPIPRS are updated CPARs or PPIPRS and that the references are updated and outstanding 3. For limited past performance, identify teaming partners to fill the gaps 4. For limited past performance and bid budgets, consider creating a partnership, joint venture, or mentor-protégé arrangement 5. Buy a company with the relevant experience 6. Develop highly relevant and accomplishment oriented past performance summaries
  • 6. Become a Student of the Client Large Companies: Level the Playing Field Hire Account Managers 1. Understand the client’s requirements, to maintain client budget, hot buttons, competitors, etc. relationships and 2. Train onsite personnel to perform collect data vital to bids account management functions to grow business vertically 3. Hire temporary consultants to provide insight and introductions, hire new personnel with the needed expertise, or buy a company with relevant contracts 4. Build client awareness using marketing and social media campaigns and attend professional events
  • 7. Acquire the Right Resources Level the Playing Field Large Companies: Can 1. Hire consultant capture/proposals call on skilled SMEs and managers to create high quality bids, graphic artists to deliver a polished look, talented proposal staffs and recruiters to obtain key personnel to produce bids 2. Manage your knowledge; train internal staff how to produce/maintain bid copy such as past performance summaries and resumes 3. Invest in technology for supporting the bid such as a collaboration software, and scheduling tools 4. Long-term build a high professionals bid/proposal team, tools and processes
  • 8. Acquire the Past Performance Large Companies: Level the Playing Field Have multiple relevant 1. Know which clients will provide past performances outstanding references and maintain their updated contact information they can bid 2. Confirm your government client are writing CPARs or PPIPRS and that the references are updated and outstanding 3. For limited past performance, identify teaming partners to fill the gaps 4. For limited past performance histories consider creating a partnership, joint venture, or mentor-protégé arrangement 5. Buy a company with relevant experience 6. Develop highly relevant and accomplishment oriented past performance summaries
  • 9. Conduct Operations Like the Big Guys Level the Playing Field Large Companies: 1. Implement standard frameworks Use proven frameworks and and practices for conducting processes for conducting operations in your industry and operations; have technology brand them within your company labs, and relevant 2. Maintain metrics on their certifications effectiveness 3. Hire managers with pertinent certifications 4. Obtain certifications at the company/individual levels 5. Participant in relevant professional organizations 6. Invest in technology as funds become available
  • 10. Leverage Lower G&A/Overhead Costs Level the Playing Field Large Companies: Maintain extensive 1. Maintain competitive G&A and competitive pricing overhead rates; maintain intelligence and adjust realistic profitability goals their rates accordingly 2. Hire expert price/cost strategists to assist with competitive intelligence and pricing 3. Start a library of pricing history information 4. Maintain a low debt-ratio to acquire larger lines of credit
  • 11. Quick Case Study A Medium Sized Company Won a $35M contract competing against large companies by: 1. Identifying an opportunity with a current customer 2. Leveraging contracts within the agency to build relationship with new customers at the same agency 3. Building customer intimacy and stakeholder Intimacy using staff members on the ground 4. Identifying customer budget and forecast 5. Analyzing the competitor’s strengths, weaknesses, and PTW 6. Developing a technical solution based on customer hot buttons, contingencies, and strategic goals 7. Teaming to fill solution gaps
  • 12. Contact InformationBrenda Crist12309 Pretoria DriveSilver Spring, MD 20904Office & Cell: 301-466-9566Bcrist@LohfeldConsulting.comLinkedin:http://www.LinkedIn.com/in/BrendaCristTwitter: @mdproposalsLohfeld Consulting Group, Inc.For questions for GovWin:events@govwin.com orhelp@govwin.com

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