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INPUT Presentation

  1. 1. WELCOME to INPUT’s Seminar – Teaming: Bridging the Gap between Partners Tuesday, December 5, 2006
  2. 2. Federal Executive Seminar <ul><li>Thank you to Our Sponsor! </li></ul>
  3. 3. Techniques for Finding and Qualifying Teaming Partners Brian M. Haney Vice President, Member Services INPUT December 5, 2006
  4. 4. Agenda <ul><li>Importance of Teaming </li></ul><ul><li>Techniques for Subcontractors </li></ul><ul><li>Techniques for Primes </li></ul><ul><li>Q&A </li></ul>
  5. 5. Importance of Teaming <ul><li>Top 25 vendors receive over 50% of prime contract dollars </li></ul><ul><li>Primes driven to subcontract due to: </li></ul><ul><ul><li>Set aside requirements </li></ul></ul><ul><ul><li>Need to deliver off the shelf and/or integrated solutions </li></ul></ul><ul><li>Acceleration of the Procurement Process </li></ul>
  6. 6. Teaming Critical for All Source: FPDS, INPUT
  7. 7. Acceleration of the Acquisition Cycle Source: INPUT
  8. 8. Techniques for Subcontracting
  9. 9. What Primes Look for in Subcontractors Average Margin of Error ± 0.6 Source: INPUT, NVTC Importance of Company Characteristics for Teaming
  10. 10. Successful Subs Offer More Than Quals <ul><li>Qualifying Factors </li></ul><ul><li>Corporate stability/maturity </li></ul><ul><ul><li>Financial stability </li></ul></ul><ul><ul><li>Development process </li></ul></ul><ul><ul><li>Experience in Govt. </li></ul></ul><ul><li>Clearances (where applicable) </li></ul><ul><li>Socio-economic status </li></ul><ul><li>Requisite skills/expertise </li></ul><ul><li>Location </li></ul><ul><li>Selection Factors </li></ul><ul><li>Unique value </li></ul><ul><ul><li>Key people </li></ul></ul><ul><ul><li>Customer relationship </li></ul></ul><ul><ul><li>Technology or expertise </li></ul></ul><ul><li>Past performance </li></ul><ul><li>Other factors </li></ul><ul><ul><li>Exclusivity </li></ul></ul><ul><ul><li>“ Comfort” or cultural fit </li></ul></ul><ul><ul><li>Willingness to share risk </li></ul></ul>
  11. 11. Targeting the Right People at the Right Time <ul><li>Target: </li></ul><ul><li>Business Developers </li></ul><ul><li>Target: </li></ul><ul><li>Program Managers </li></ul><ul><li>Other Roles: </li></ul><ul><li>Small Business Partnerships </li></ul><ul><li>Partner/Channel Managers </li></ul><ul><li>Purchasing/Contract Orgs </li></ul>Opportunity ID & Qualification Capture & Proposal Delivery <ul><li>Target: </li></ul><ul><li>Capture Managers </li></ul><ul><li>Program Managers </li></ul>
  12. 12. Key Recommendations for Subcontractors <ul><li>Connect with the prime early </li></ul><ul><ul><li>The bigger the opportunity, the earlier planning begins </li></ul></ul><ul><li>Do your homework on the primes – pre-qualify them BEFORE contacting them </li></ul><ul><li>Find an entry point and connect with the right people </li></ul><ul><ul><li>Events/Industry Days/Bidders Lists </li></ul></ul><ul><ul><li>Partner/Small Business Organizations </li></ul></ul><ul><ul><li>The INPUT Network™ - Community of 10,000+ teaming contacts </li></ul></ul><ul><li>Understand and articulate your “unique value” </li></ul><ul><ul><li>Don’t use the “subcontractor hand shake” </li></ul></ul>
  13. 13. Techniques for Primes
  14. 14. Importance of Teaming vs. Satisfaction with Current Teaming Resources <ul><li>Average Importance = 4.5 Average Satisfaction = 3.2 </li></ul>Margin of Error ± 0.4 Source: INPUT, NVTC
  15. 15. Finding Companies with Unique Value
  16. 16. Recommendations for Primes <ul><li>Establish partner selection process </li></ul><ul><ul><li>Strategic orientation </li></ul></ul><ul><ul><li>Build repeatable solutions </li></ul></ul><ul><ul><li>Drives quicker response times </li></ul></ul><ul><li>Implement a shared repository of partner relationships </li></ul><ul><ul><li>Populated with potential and current partners </li></ul></ul><ul><ul><li>With active participation from stakeholders (e.g., internal references) </li></ul></ul><ul><li>For World Class Partner Relationship Management </li></ul><ul><ul><li>Shared repository </li></ul></ul><ul><ul><li>Complimented with 3 rd party research and validation </li></ul></ul>
  17. 17. Q&A
  18. 18. Arrow Enterprise Computing Solutions Government Group
  19. 19. Contents <ul><li>About Arrow </li></ul><ul><li>The Arrow Government Group Difference </li></ul><ul><li>Where We are Going </li></ul><ul><li>Our Services </li></ul>Let’s Go.
  20. 20. About Arrow <ul><li>Arrow Electronics, Inc. </li></ul><ul><ul><li>$11.2 Billion , $263M in profit for 2005. </li></ul></ul><ul><ul><li>Stock Price up 32%, doubled in 2-3 years </li></ul></ul><ul><ul><li>11,000+ employees </li></ul></ul><ul><ul><li>193 sales locations in 40 countries </li></ul></ul><ul><ul><li>65 years of distribution business </li></ul></ul><ul><ul><li>Computer products and components </li></ul></ul><ul><ul><li>Headquartered in Melville, NY </li></ul></ul><ul><ul><li>Fortune 200 </li></ul></ul><ul><ul><li>NYSE: ARW </li></ul></ul><ul><li>Enterprise Computing Solutions (ECS) a division of Arrow </li></ul><ul><ul><li>Headquartered in Englewood, CO </li></ul></ul><ul><ul><li>Most complete product portfolio </li></ul></ul><ul><ul><li>11 Consecutive quarters of YOY sales growth! </li></ul></ul><ul><ul><li>18 Consecutive quarters of YOY OI growth! </li></ul></ul><ul><li>Distributor by choice </li></ul>
  21. 21. Arrow Enterprise Computing Solutions Organization HP Group Storage Group SUN-MOCA IBM Group SBM Supplier Services Support Functions Asset Marketing Finance HR MIS Operations Business Development/Marketing Communications Arrow Enterprise Computing Solutions Government Group Software Group 2006 2002 2000 1998 1996
  22. 22. Our Line Card                                               
  23. 23. A sample of our Valued Partners
  24. 24. <ul><li>About Arrow </li></ul><ul><li>Arrow Government Group Difference </li></ul><ul><li>Where We are Going </li></ul><ul><li>Our Services </li></ul>Contents Let’s Go.
  25. 25. Government Program Elements <ul><li>Marketing </li></ul><ul><ul><li>Government Focused lead Generation Programs </li></ul></ul><ul><ul><li>Intelligence and Subscription services ( INPUT, Onvia, Carroll’s Publishing, Immix, etc.) </li></ul></ul><ul><ul><li>Government specific collateral, events, and advertising </li></ul></ul><ul><ul><li>Contract vehicles </li></ul></ul><ul><li>Training </li></ul><ul><ul><li>Government Training- Basic to Advanced </li></ul></ul><ul><ul><li>Sales and Solution Selling </li></ul></ul><ul><ul><li>Product </li></ul></ul><ul><li>Communications </li></ul><ul><ul><li>Government Website </li></ul></ul><ul><ul><li>Product and Solution Webinars </li></ul></ul><ul><ul><li>Government Events Calendars </li></ul></ul><ul><ul><li>Government Partner Advisory Council </li></ul></ul><ul><li>Arrow One Mind Programs </li></ul><ul><ul><li>Provide a seamless Arrow experience for cross-platform and storage partners </li></ul></ul>
  26. 26. Government Program Elements <ul><li>Dedicated organization </li></ul><ul><ul><li>15 Government Dedicated people (Sales, BD, marketing,operations, Bid Desk) </li></ul></ul><ul><ul><li>Over 100 years of Government market experience </li></ul></ul><ul><ul><li>Portfolio of Government Consultants </li></ul></ul><ul><li>Solution Business Development </li></ul><ul><ul><li>Rapid Response …Emergency Management System </li></ul></ul><ul><ul><li>Healthcare </li></ul></ul><ul><ul><li>E-mail archiving </li></ul></ul><ul><li>Programs </li></ul><ul><ul><li>Diversity Partner </li></ul></ul><ul><ul><li>SI Connect </li></ul></ul><ul><ul><li>Opportunity/Contract Watch & ID </li></ul></ul><ul><ul><li>Bid/Proposal/RFP support </li></ul></ul>
  27. 27. Contents <ul><li>About Arrow </li></ul><ul><li>The Arrow Government Group Difference </li></ul><ul><li>Where We are Going </li></ul><ul><li>Our Services </li></ul>Let’s Go.
  28. 28. The Pillars of Solutions Selling Solutions Creator Solutions Provider Solutions Enabler
  29. 29. SI Connect <ul><li>Objective: Create new revenue opportunities by connecting Arrow’s government partners with top System Integrators/Prime Contractors to jointly pursue and win IT projects/programs. </li></ul><ul><li>Important features </li></ul><ul><ul><li>Business Development </li></ul></ul><ul><ul><li>Assistance with pursuit, capture and win strategies </li></ul></ul><ul><ul><li>Solution creation/development </li></ul></ul><ul><ul><li>Solution and/or socio-economic diversity </li></ul></ul><ul><ul><li>Partner profile and SI/Prime profile </li></ul></ul><ul><ul><li>Past performance </li></ul></ul><ul><ul><li>Leverage Arrow ECS services </li></ul></ul>
  30. 30. <ul><li>About Arrow ECS </li></ul><ul><li>The Arrow ECS Government Group Difference </li></ul><ul><li>Where We are Going </li></ul><ul><li>Our Services </li></ul>Contents Let’s Go.
  31. 31. Arrow ECS Resources <ul><li>Business Development team </li></ul><ul><li>Marketing </li></ul><ul><li>Solutions based technical team </li></ul><ul><li>Education Services </li></ul><ul><li>Field Team </li></ul><ul><li>Education services </li></ul><ul><li>Solutions based tech team </li></ul><ul><li>Marketing </li></ul><ul><li>Field team </li></ul><ul><li>Inside Sales </li></ul><ul><li>Inside Sales, Order Mgmt and SW Lic team </li></ul><ul><li>Credit and leasing </li></ul><ul><li>Technical & Field teams </li></ul><ul><li>Support Services </li></ul><ul><li>Inside Sales, Order Mgmt and SW Lic Team </li></ul><ul><li>Services Team </li></ul><ul><li>Solutions based technical team </li></ul><ul><li>Operations & CPI teams </li></ul><ul><li>Education services </li></ul><ul><li>Education services </li></ul><ul><li>Solutions based technical team </li></ul><ul><li>Marketing </li></ul><ul><li>Services Renewals Mgmt </li></ul><ul><li>Inside Sales, Order Mgmt and SW Lic Team </li></ul>
  32. 32. Financial Services <ul><li>Financial Services Representatives </li></ul><ul><ul><li>Specialized Reps </li></ul></ul><ul><ul><li>Understand Your Business </li></ul></ul><ul><li>Available Services </li></ul><ul><ul><li>Open Account </li></ul></ul><ul><ul><li>Credit Enhancements </li></ul></ul><ul><ul><li>Escrow Accounts </li></ul></ul><ul><ul><li>Leasing </li></ul></ul><ul><ul><li>Flooring </li></ul></ul><ul><ul><li>AcSelleration </li></ul></ul>
  33. 33. Marketing Services and Programs <ul><li>Training, Coaching & Consulting Services </li></ul><ul><ul><li>Product Sales Training </li></ul></ul><ul><ul><li>Solution Sales Training </li></ul></ul><ul><ul><li>Vertical Market Training </li></ul></ul><ul><ul><li>Business Practice Development </li></ul></ul><ul><ul><li>Market Segmentation & Targeting </li></ul></ul><ul><li>Demand Generation </li></ul><ul><ul><li>Database Acquisition & Marketing </li></ul></ul><ul><ul><li>Telemarketing </li></ul></ul><ul><ul><li>Direct Mail Marketing </li></ul></ul><ul><ul><li>Web & eMail Marketing </li></ul></ul><ul><ul><li>Seminars & Tradeshows </li></ul></ul><ul><ul><li>Print Advertising </li></ul></ul><ul><li>Marketing Services </li></ul><ul><ul><li>Strategic Marketing Consulting </li></ul></ul><ul><ul><li>Corporate Identity & Branding </li></ul></ul><ul><ul><li>Print & Electronic Collateral </li></ul></ul><ul><ul><li>Website Development </li></ul></ul><ul><li>Public Relations </li></ul><ul><ul><li>Press Releases & Announcements </li></ul></ul><ul><ul><li>Case Studies, Success Stories, Testimonials </li></ul></ul><ul><li>Event Services </li></ul><ul><ul><li>Event Planning </li></ul></ul><ul><ul><li>Onsite Coordination & Logistics </li></ul></ul>
  34. 34. Universal Enterprise Solution Labs <ul><li>A “hands-on”, heterogeneous, multi-vendor storage solutions environment, dedicated to the reseller community </li></ul><ul><li>Providing hands-on training, testing and experience with multi-vendor, platform independent solutions </li></ul><ul><li>Replicating the realities of customer environments to ensure that actual on-site customer implementations are flawless </li></ul><ul><li>Staffed with certified / trained engineering personnel in all storage and storage networking technologies and vendor product lines </li></ul>
  35. 35. In Summary <ul><li>The Government Group Provides: </li></ul><ul><ul><li>New Business opportunities </li></ul></ul><ul><ul><ul><li>SI Connect </li></ul></ul></ul><ul><ul><ul><li>Solution business development across platforms and complimentary ISVs </li></ul></ul></ul><ul><ul><ul><li>Small business and diversity prime/sub-contractor opportunities </li></ul></ul></ul><ul><ul><ul><li>Sales extension for targeted federal and state & local government accounts </li></ul></ul></ul><ul><ul><li>Unrivaled expertise </li></ul></ul><ul><ul><li>Government sector relationship access </li></ul></ul><ul><ul><li>A resource for up-to-date research and analysis </li></ul></ul><ul><ul><li>Tailored programs that fit any company’s needs </li></ul></ul>
  36. 36. Questions?
  37. 37. BAE Systems Customer Solutions Operating Group Marketing Effectively to Prime Contractors Diane G. Dempsey Director – Small Business Relations December 5, 2006
  38. 38. Strategy <ul><li>Establish your target market </li></ul><ul><ul><li>DOD </li></ul></ul><ul><ul><li>NASA </li></ul></ul><ul><ul><li>Civilian </li></ul></ul><ul><ul><li>Intelligence Community </li></ul></ul><ul><li>Identify what prime contractors are supporting that agency </li></ul><ul><li>Target those companies: </li></ul><ul><ul><li>Lockheed Martin </li></ul></ul><ul><ul><li>Raytheon </li></ul></ul><ul><ul><li>Northrop Grumman </li></ul></ul><ul><ul><li>Boeing </li></ul></ul><ul><ul><li>SAIC </li></ul></ul><ul><ul><li>BAE Systems </li></ul></ul><ul><ul><li>L3 </li></ul></ul><ul><li>Conduct marketing research on those companies to determine best fit. </li></ul><ul><li>FOCUS – FOCUS - FOCUS </li></ul>
  39. 39. Environment <ul><li>Understand the federal market: </li></ul><ul><li>Read trade journals: </li></ul><ul><ul><li>Washington Technology </li></ul></ul><ul><ul><li>Wall Street Journal </li></ul></ul><ul><ul><li>Washington Post – Business Section </li></ul></ul><ul><ul><li>Read “Federal Contracting Made Easy” </li></ul></ul><ul><li>Other informational resources: </li></ul><ul><ul><li>Input </li></ul></ul><ul><ul><li>Fed Biz Opps </li></ul></ul><ul><ul><li>Attend seminars offered at the PTAPs </li></ul></ul><ul><ul><li>Visit the Small Business Development Centers </li></ul></ul><ul><ul><li>Visit Agency OSDBU Offices to learn more about their procurement forecast. </li></ul></ul>
  40. 40. Understand Your Competition <ul><li>Does adequate demand exist for your products or services? </li></ul><ul><li>How many small business provide similar products and services in </li></ul><ul><ul><li>your target market? </li></ul></ul><ul><li>Who are your five top competitors? </li></ul><ul><li>Are you willing to partner with one or more of your competitors? </li></ul><ul><li>Are your prices/rates competitive? </li></ul><ul><li>What makes your company special? </li></ul>
  41. 41. Marketing Collateral <ul><li>Create Business Cards that provide information, i.e. SDB/WOSB/Hubz/SDVOB </li></ul><ul><li>Develop web sites that are informational and user friendly </li></ul><ul><li>Prepare Capabilities Statement that is brief and can be modified </li></ul><ul><li>Limit core competencies to 5 </li></ul><ul><li>Past performance that demonstrates mastery of competencies </li></ul><ul><li>Representatives with solid communication skills and pleasant personalities. </li></ul>
  42. 42. Membership Organizations <ul><li>Membership in organizations can be invaluable to your </li></ul><ul><li>company’s growth. Select two organizations for membership: </li></ul><ul><ul><ul><li>Provides exposure to large prime contractors </li></ul></ul></ul><ul><ul><ul><li>Meet potential SB teaming partners </li></ul></ul></ul><ul><ul><ul><li>Offer workshops and development tools </li></ul></ul></ul><ul><ul><ul><li>Be willing to volunteer for committees </li></ul></ul></ul><ul><ul><ul><li>Develop long term professional relationships </li></ul></ul></ul><ul><ul><ul><li>Maximize your investment </li></ul></ul></ul><ul><li>Invest in your development!!!!!!!!!!!!!!!!!!!! </li></ul>
  43. 43. Attend Outreach Conferences <ul><li>Focus on small business conferences that complement your strategy. The following organizations sponsor small business conferences. </li></ul><ul><li>Federal Government – often free to small businesses </li></ul><ul><li>National Minority Supplier Development Council/Regional Affiliates </li></ul><ul><li>Women’s Business Executive National Council/Regional Affiliates </li></ul><ul><li>Local Chambers of Commerce </li></ul><ul><li>Procurement Technical Assistance Centers/Programs (PTAC/PTAP) </li></ul><ul><li>Be prepared: </li></ul><ul><li>Business cards </li></ul><ul><li>Demonstrate real interest; </li></ul><ul><li>Technical representative in attendance </li></ul><ul><li>FOLLOW UP!!!!!! </li></ul>
  44. 44. Contact <ul><li>Visit company’s website and search under small business </li></ul><ul><li>Contact small business and or purchasing office </li></ul><ul><li>Complete required data sheet </li></ul><ul><li>Schedule appointment – be flexible/available </li></ul><ul><li>Visit trade show booth </li></ul><ul><li>Sign up for match maker appointment </li></ul><ul><li>Once established, continue to communicate with small business office </li></ul><ul><li>Be patient & persistent, but never a PEST!!! </li></ul>
  45. 45. Preparation <ul><li>The following are pre-qualifiers for becoming a teaming partner or subcontractor with BAE Systems. </li></ul><ul><li>Have you visited the BAE website: ? Are you familiar with BAE Systems areas of competencies? </li></ul><ul><li>Does your product or service provide value that BAE’s customer requires and is willing to procure? </li></ul><ul><li>What discriminators does your company possess that would be of interest to BAE? </li></ul><ul><li>Have you read the procurement documents (Draft RFP/RFP) relating to the project for which you wish to be selected as a subcontractor? </li></ul><ul><li>Does your product or service address specific requirements or problems described in those documents? </li></ul><ul><li>Do you have an existing relationship with the customer that can help the BAE understand the customer’s culture and needs — and assist BAE in winning the contract? </li></ul>
  46. 46. Preparation - continued <ul><li>Does your company possess solid past performance with BAE, the customer or another government agency or prime contractor? Can your past performance contribute to the past performance requirements of business opportunities BAE is pursuing? </li></ul><ul><li>If you are a small disadvantaged business or hubzone business are you certified through the Small Business Administration? </li></ul><ul><li>Do you have a viable long-term strategic plan and necessary financial strength to support a long-term partnership? </li></ul>
  47. 47. Opportunity Fit <ul><li>Where does your company fit into the opportunity? It is necessary to </li></ul><ul><li>read the Request For Proposal and determine where your company </li></ul><ul><li>can bring the best possible value to the contribution of the win </li></ul><ul><li>strategy. The following are questions that your company should be </li></ul><ul><li>prepared to answer: </li></ul><ul><li>Can your company provide skill sets that are required in the RFP? </li></ul><ul><li>Are those skills available at the levels of capacity required? </li></ul><ul><li>What is your company’s competitive advantage? </li></ul><ul><li>Why should BAE chose your company rather than another well qualified small business for that level of tasking? </li></ul><ul><li>Are your rates/prices competitive? </li></ul><ul><li>Does your company possess extensive past performance in this specific area? </li></ul><ul><li>Is your company willing to commit resources to the development of a proposal that could require months to prepare? </li></ul>
  48. 48. Execution <ul><li>Demonstrate your ability to support your customer </li></ul><ul><li>Be a contributor – offer solutions </li></ul><ul><li>Respond to voice mail messages and e-mails promptly </li></ul><ul><li>Be honest </li></ul><ul><li>Be on time to meetings </li></ul><ul><li>Provide deliverables prior to deadline </li></ul><ul><li>Products and services must be IAW requirements </li></ul><ul><li>Focus on quality </li></ul><ul><li>Price is important </li></ul><ul><li>Invoice correctly and in a timely manner </li></ul><ul><li>Don’t be labeled as DIFFICULT: </li></ul><ul><ul><li>No excuses </li></ul></ul><ul><ul><li>Don’t whine/ lose the attitude & ego </li></ul></ul><ul><ul><li>Be professional </li></ul></ul>
  49. 49. BAE Systems Expectations <ul><li>BAE Systems seeks small businesses that possess the following: </li></ul><ul><li>Core competencies that provide complementary skills – Niche type specialties are often sought over those that are in large supply. Offerings such as innovative and cutting edge technology that will conform to the customers requirements. </li></ul><ul><li>Excellent Past Performance – Demonstrated performance at the prime or subcontract level in the federal sector. </li></ul><ul><li>Professional Certifications & Clearances – Security Clearances: Secret, Top Secret & Facility Clearances. PMP, SEI, CMMI & ISO Certifications are frequently required. </li></ul><ul><li>Understanding of federal acquisition processes – Comprehension of the RFI/RFP/award process and the FAR. The ability to analyze a RFP and provide well developed responses that contribute to the win strategy of a team. </li></ul><ul><li>Sound financial structure – Well established small businesses that demonstrate sustainability. </li></ul>
  50. 50. Small Business Programs Representatives <ul><li>BAE Systems - Customer Solutions Operating Group Points of Contact: </li></ul><ul><li>Director of Small Business Programs – Diane Dempsey 703 563 7991 </li></ul><ul><li>[email_address] </li></ul><ul><li>Information Technology – McLean, VA </li></ul><ul><ul><li>Bill Mitchell – Director of Procurement/SBLO, 703 563 7800, </li></ul></ul><ul><ul><li>[email_address] </li></ul></ul><ul><li>Technology Solutions & Services – Rockville, MD </li></ul><ul><ul><li>Systems Engineering Solutions, Inc., Huntsville, AL, Tim Henke, [email_address] </li></ul></ul><ul><ul><li>Technology Solutions & Services, Rockville, MD – Fran Galloway, </li></ul></ul><ul><ul><li>301 738 4714, </li></ul></ul><ul><ul><li>Integrated Technical Solutions, California, MD – Charles Stambaugh, 301 863 0856, [email_address] </li></ul></ul><ul><ul><li>Integrated O&M Solutions, Ft. Walton Beach, FL – Jim St. John, 850 244 7729, [email_address] </li></ul></ul><ul><li>Ship Repair – Norfolk, VA </li></ul><ul><ul><li>Brad Moyer – [email_address] </li></ul></ul>
  51. 51. ~Inclusion is the key to success!!!!!~
  52. 52. Industry Q&A Panel: Best Practices: Small Business Partner Qualifications Tuesday, December 5, 2006
  53. 53. BREAK Please join us in the lobby for refreshments Tuesday, December 5, 2006
  54. 54. Breakout Sessions: How do you qualify as a small business partner? Tuesday, December 5, 2006
  55. 55. Thank you for Coming! Please Fill Out Your Surveys Please leave your badges at the registration desk Presentations will be emailed to you within 1 week Tuesday, December 5, 2006