Please join Jennifer Schaus & Associates every Wednesday in 2019 for a complimentary Wednesday series. For full audio of this presentation please visit (https://youtu.be/ABg6l7D4Hj4). For more information about our federal contracting services please visit http://www.Jenniferschaus.com or contact us at 202-365-0598. Win more federal government contracts!

1. FED GOV CON
Webinar Wednesdays
2019 Series
JSchaus & Assoc.
Washington DC
+ 1 – 2 0 2 – 3 6 5 – 0 5 9 8

2. About Our Webinars:
- Every Wednesday;
- Complimentary;
- Recorded;
- YouTube & our Website;
- No Questions

3. About Us:
Professional Services for
Federal Contractors
- GSA Sched;
- SBA 8(a);
- Proposal Writing;
- Pricing;
- Contract Administration;
- Business Development

4. Upcoming Events:
10/24 – Teaming & Partnering Class
https://teamingstrategies.eventbrit
e.com
12/3 – 4th Annual Doing Business
With DoD & The Intel Community
https://dodintel120319.eventbrite.
com

5. Advertise In Our Newsletter:
Reach 15,700+ Subscribers
Includes Government &
Government Contractors
Hello@JenniferSchaus.com

6. About Our Speaker:
Anne Laurent
BA University of Michigan
MA Johns Hopkins University
The Acquisition Innovators Hub, LLC
30+ Years Federal Gov Con Experience

7. Supercharged Market
Research:
Category Management
Market/Supplier Intelligence

8. 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates
Legal/Regulatory
# Buyers, Suppliers
Types of suppliers
Supply network
Alternate products
Risk
Total Cost of
Ownership
Competitive Landscape
Supply & Demand
Inflation & Deflation
Innovation
Market Disruption
Financial Performance
Sustainability
Category Management Market/Supplier Intelligence
RFIs
Industry Days
Past Contracts
Vendor One-0n-Ones
Colleagues/Internet
CPARS
Social Media
Catalogs/Source Lists
Gov’t Databases
FAR Market Research

9. Category Management Market and Supplier Intelligence
An understanding of what is happening in the marketplace that enables the
category team to manage both the supplier and customer.
– Who are the buyers?
– Who are the key suppliers in the market?
– What disruption and/or innovation exist?
– What merger, acquisitions or trends are emerging from the market?
– What are the predominate price inflators and deflators in the market?
2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

10. Example: Air Force-Style CM Business Intelligence
–Comprehensive study of customary commercial practices of an industry to
identify efficiencies (rate, process, demand) to be gained
– Comprehensive Analysis + Business Intelligence = Data Driven Solutions to
Close Gaps
– Better Understanding of Requirements = Better Consumers
–Collect, integrate, analyze and present business information
2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

11. 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates
Developing AF Business Intelligence
--Methodical process – establish scope and identify targets of
opportunity through strategic plan
--Comprehensive data analysis to recommend actionable business
intelligence
--Actively engage industry to determine:
Cost drivers
Best practices
Benchmarks
Customary commercial practices

12. Collect: Identify and gather data: the “who, what, when, where, why and how”
Integrate: Look for commonality in data sets that can be integrated for deeper
correlation
Analyze: Evaluate the Total Cost of Ownership and the management environment –
I.D. intel gaps for further research
Present: Deliver the business intelligence to the decision-maker in professional and
comprehensive manner – support with objective data
2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

13. 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates
--Initial planning sets
goals & IDs targets of
opportunity
--Analysis of
requirements =
actionable business
intelligence
--AF & Industry
benchmarks used to
ID cost, performance
gaps

14. 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates
Procurement IQ Research Reports
– Aid in knowledge and expertise to
make informed sourcing decisions –
market trends, benchmark data, cost
drivers, supply chain, etc.
–Over 1,000 reports spanning most
product & service industry categories.
Can be used for tactical, operational
and strategic buying

15. 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates
Many industry market research
firms provide product and service
insight

16. 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates
Supply Network
Intelligence
Understanding supply
networks helps reduce risks
due to disruption by natural
disasters, and can alert buyers
to opportunities to shave cost
by buying deeper in the
supply chain,

17. 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates
July 2011‐January 2012 Monsoon Season
Supply Networks Intelligence
Aids Risk Mitigation
2011 monsoons caused worst flooding
in 50 years, destroyed nearly one-third
of world hard disk drive manufacturing
capacity. Western Digital, supplier to
HP, the U.S. government’s No. 6 IT
supplier and Dell, No. 21 in 2015, was
hard hit, as was global computer
production. Shortages and price
fluctuations affected the federal
market.

18. --Fire protection suits targeted for better management to improve safety by
standardizing equipment.
--Analysis showed boots, helmets, gloves and suits from different
manufacturers caused safety problems-- more training required = possibility
for errors; mismatched pieces exposed skin to chemicals and burns.
--Failure to aggregate demand=pricing based on orders per base vs. 5,000
ensembles bought annually for 10,500 firefighters Air Force-wide.
2019 – Fed Washington DC
JSchaus & Associates

19. --Benchmarked New York & California FDs: They buy standard suits = no
mismatch; fewer vendors
--AF narrowed requirements. Reduced contract line items: 109 to 14 &
contracts: 14 to 9:
1/chem-bio boots,
5/ensemble pieces
3/suit care and support.
Fiscal 2018 savings $1.1 million.
--AF directive made contracts mandatory. Increased savings = funds for
protective suits, other critical readiness requirements.
2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

20. Market and Supplier Intelligence
• Can identify new, innovative substitute products or services
• Can increase & widen competition
• Informs buyers of potential additional value that can be achieved
• Helps construct the most appropriate acquisition, contract and supplier
management
• Enables buyers to identify and manage risk through the acquisition cycle
and during contract management
2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

21. Buying as One: Category Management Lessons From the United Kingdom
http://www.businessofgovernment.org/report/buying-one-category-
management-lessons-united-kingdom
2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

22. THANK YOU!
JSchaus & Assoc.
Washington DC
hello@JenniferSchaus.com
www.JenniferSchaus.com
+ 1 – 2 0 2 – 3 6 5 – 0 5 9 8
Speaker: Anne Laurent
Email:
ahl@acquisitioninnovators.net
Phone: 301-518-9052