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Britt Bochiardy & Jim Creutz, FIT SystemsWith:Fergal McGovern, CEO, VisibleThreadSpot the Best Opportunities with anAffini...
Today’s Agenda Part 1: Business Intro - Britt Bochiardy– Business Justification– 5 minutes Part 2: How it works – Jim Cr...
Business Benefits1. The challenges of many Small and Medium Businesses:• How to maximize limited time and resources• Chang...
The process
How it worksSet up• Pick a set of “indicators” to capture our core competencies.• Assign weights to each indicator and sav...
Some Definitions
Definitions: Categories• A “Category” is a set of “Indicators”• We picked three:• Business Attributes: key characteristics...
Definitions: Indicators• “Indicator” is specific word or phrase of interest to us.• “Attractor identifiers”• items drawing...
Set up
Indicator List Example (abridged)Category Indicator Weight Category Indicator Weight Category Indicator WeightBusiness Att...
Step 1. Creating the Concept ListVT screen shotVT Concept Scan Reference Practice (abridged)
For each opportunity
Get the documents, upload to VT folder
Get the documents: Sources• Deltek GovWinIQ• FBO (www.FedBizOpps.gov)• State and Municipality Sites• GSA• Your favourite l...
Run VT Concept Scan. Export ‘concept tracking.csv’
Run the VT Concept Scan, export results
Examine Charts and Metrics
Pursue, Team or No-Bid?
Some examples (from last 4 weeks)
The Process: MetricsMetrics PROGRAM NAME S32Gtotal indicator hits (S) 404Indicators scanned (N) 125attractors found (wi>0)...
Solicitations – S32G and ITESSBIDNO BID
Solicitations: FS-IVV-VA and NITCBIDNO BID
Solicitations: ORM RE-BID and VIRTUAL CONTACT IVVBID TEAM
Interpreting the Objective ResultsMetric Interpretation Rank in the “Look Deeper”DecisionWeighted score ofattractors found...
Summary I• Time Savings• The six examples took about 10 minutes to process.• Stakeholder Visibility is improved• Gap Analy...
Summary II• Post “process” with VisibleThread• Full range of compliance matrix creation• Document Structure validation for...
Q & A
 3 minute demos: http://www.visiblethread.com/products/demo/ Our Blog: http://www.visiblethread.com/blog/ Free trial: w...
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Spot the Best Opportunities with an Affinity Score-card

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Britt Bochiardy & Jim Creutz, FIT Systems with Fergal McGovern, CEO, VisibleThread.

In this presentation, we'll be looking into Business Justification, the process and how it all works. You'll be able to find out how much time is saved, how stakeholder visibilty and continous process indicators are improved. We can also find out how VisibleThread can help 'Post Process' in compliance matrix creation, document structure validation and more.

So, what do we do? VisibleThread develops document analysis software that identifies complex and non-transparent language in documents. The software cuts many hours from the proposal review process and increases pWin. You can use it to support color-team reviews. It scans MS Office and PDF docs for liability concerns, aligns consistent language across proposal documents, and provides oversight throughout proposal development. Our major customers are many of the top 100 federal contractors, as well as small businesses.

Published in: Technology, Business
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Spot the Best Opportunities with an Affinity Score-card

  1. 1. Britt Bochiardy & Jim Creutz, FIT SystemsWith:Fergal McGovern, CEO, VisibleThreadSpot the Best Opportunities with anAffinity Scorecard
  2. 2. Today’s Agenda Part 1: Business Intro - Britt Bochiardy– Business Justification– 5 minutes Part 2: How it works – Jim Creutz– The process & how it all works– 40 minutes Q & A
  3. 3. Business Benefits1. The challenges of many Small and Medium Businesses:• How to maximize limited time and resources• Changing environment• Getting to a Smart Decision that is not driven byEgo• Capability Gap Analysis2. Must determine quickly whether to Prime, Team or“No-Bid”• Affinity Scorecard process allows us to determinequickly which opportunities to focus on3. Simply put, it saves us time by objectively indicatingwhich ones NOT to develop a capture strategy for…• Works for Task Order Responses & Proposals
  4. 4. The process
  5. 5. How it worksSet up• Pick a set of “indicators” to capture our core competencies.• Assign weights to each indicator and save in AffinityScorecard “Weights” sheet.• Create a VisibleThread Concept Scan Reference Practice withthose indicators.For each opportunity• Upload the acquisition documents (RFI, SOW, PWS, etc.) to aVT Document Set and Run Visible Thread concept scan.• Download the results file (as a .csv)• Put the results into the Affinity Scorecard Sheet• Interpret the results• Dig deeper into the opportunity or skip it!
  6. 6. Some Definitions
  7. 7. Definitions: Categories• A “Category” is a set of “Indicators”• We picked three:• Business Attributes: key characteristics typically appearingin our market space• Experience: our past and current programs and customer-centric catch phrases• Technical: core technical strengths and technologies thatdefine us
  8. 8. Definitions: Indicators• “Indicator” is specific word or phrase of interest to us.• “Attractor identifiers”• items drawing us to an opportunity (Small Business,SDVOSB, etc.)• “Detractor identifiers”• items that might be a challenge us alone (high levelclearances, cost plus, etc.)• Attractors have positive weights (1-5), detractors havenegative weights ( -1 to -5)• We’ve picked 125 Indicators in three categories as ourbaseline.
  9. 9. Set up
  10. 10. Indicator List Example (abridged)Category Indicator Weight Category Indicator Weight Category Indicator WeightBusiness Attributes 541511 2 Experience Austin Automation Center 1 Technical application development 1Business Attributes 541512 2 Experience Benefits Delivery Network 1 Technical architecture 1Business Attributes 541513 2 Experience C&P 1 Technical tracking system 1Business Attributes 541519 2 Experience Compensation Pension 1 Technical automated scripting 1Business Attributes 8(a) 5 Experience FASS 1 Technical automated testing 1Business Attributes CAGE 1 Experience ORM 1 Technical batch testing 1Business Attributes disadvantaged business 1 Experience Shared Corporate Database 1 Technical BMC ProactiveNet 1Business Attributes DUNS 5 Experience VAA tools 1 Technical Borland 1Business Attributes Facility Clearance -2 Experience VACO 5 Technical BUSINESS ANALYSIS 1Business Attributes FFP 2 Experience VBA 5 Technical business process 1Business Attributes FL Manage Services 1 Experience VBA Applications 5 Technical Capacity Planning 1Business Attributes ISO 1 Experience VBA Corporate 5 Technical ClearQuest 1Business Attributes Minority Business 1 Experience Vet. Benefits Administration 5 Technical CM 1Business Attributes SBA 1 Experience VETSNET 1 Technical Code Generators 1Business Attributes SDVOSB 1 Experience VR&E 1 Technical configuration management 1Business Attributes SEAPORTe 1 Technical custom tools 3Technical Independent Verification 1Technical IT services 1Technical IV&V 1Technical JAVA EE 1Technical knowledge management 1Technical maintainability 1Technical metrics development 5Technical OLTP 3Technical Oracle Data Base 5Technical PERFORMANCE testing 1Technical PMAS 1Technical Project Management 1Technical QA 1Technical testing schedule 2Technical training 1Technical Transaction Processing 1
  11. 11. Step 1. Creating the Concept ListVT screen shotVT Concept Scan Reference Practice (abridged)
  12. 12. For each opportunity
  13. 13. Get the documents, upload to VT folder
  14. 14. Get the documents: Sources• Deltek GovWinIQ• FBO (www.FedBizOpps.gov)• State and Municipality Sites• GSA• Your favourite location
  15. 15. Run VT Concept Scan. Export ‘concept tracking.csv’
  16. 16. Run the VT Concept Scan, export results
  17. 17. Examine Charts and Metrics
  18. 18. Pursue, Team or No-Bid?
  19. 19. Some examples (from last 4 weeks)
  20. 20. The Process: MetricsMetrics PROGRAM NAME S32Gtotal indicator hits (S) 404Indicators scanned (N) 125attractors found (wi>0) 29detractors found (w=i<0) 1Weighted score attractor frequency 511Weighted score detractor frequency -4Max indicator frequency 95Indicator with max freq. documentationAverage Frequency 13.5VisibleThread Concept List Y:S32GS32G_Concept Tracking.csvNumber of words 1525Weight File used FIT Systems Weights 3-13-2012.csv
  21. 21. Solicitations – S32G and ITESSBIDNO BID
  22. 22. Solicitations: FS-IVV-VA and NITCBIDNO BID
  23. 23. Solicitations: ORM RE-BID and VIRTUAL CONTACT IVVBID TEAM
  24. 24. Interpreting the Objective ResultsMetric Interpretation Rank in the “Look Deeper”DecisionWeighted score ofattractors foundHigher is better HighNo. of attractors found Higher is better MediumNo. of detractors found Lower is better MediumWeighted score ofdetractors foundLower absolute value isbetterMedium(seek mitigation approach)Maximum indicator name/frequencyGood if indicator is anattractor.MediumNumber of wordsLarger content & goodmatches is good. A smalldocument may not havecomplete requirementsMedium
  25. 25. Summary I• Time Savings• The six examples took about 10 minutes to process.• Stakeholder Visibility is improved• Gap Analysis• As a Prime: who else do we need on the team andwhat strengths do the need?• As a Sub: what can we bring to the party?• Continuous Process refinement• Improve the Indicators, tailor for different verticalmarkets• Build combined Indicator lists for potentialteam/sub relationships• Apply the analysis to programs you’ve already won• Track the bid/no-bid decisions
  26. 26. Summary II• Post “process” with VisibleThread• Full range of compliance matrix creation• Document Structure validation for responsiveness• Sharpened strategic and competitive focus• Improved quality of writing• Make better use of the market intelligence you may bepaying for!
  27. 27. Q & A
  28. 28.  3 minute demos: http://www.visiblethread.com/products/demo/ Our Blog: http://www.visiblethread.com/blog/ Free trial: www.visiblethread.com Mail sales@visiblethread.com to learn more about VisibleThread

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