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TeamQuest Business Development Basics Bootcamp 101


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TeamQuest Business Development Basics Bootcamp 101

  1. 1. 1 TeamQuest - Business Development Bootcamp Basics 101 Presenter C. Nick Savage C. Nick Savage August 2015
  2. 2. Block 0: The Capture Process
  3. 3. What are the basic roles in the Capture Process?  Farmer  Fisher  Hunter 3
  4. 4. The Farmer – Capture Roles?  The Farmer • Builds Relationships • Plans for contingencies • Expect “fruit” from the labor 12-18 months process • Organic approach • Seeks fertile sectors but relies also on strong teaming partners weighing heavily in the strategy Risk: • Market changes or Inaccurate forecasting • May be overcome by other events (OBE) (e.g., election , war, acquisition) 4
  5. 5. The Farmer – Tools of the Trade?  The Farming Tools • Live Meetings – Planting Seeds Industry Days & Tradeshows Arranged meetings with incumbent or the potential organization  Workgroup or Community of Interest participation – (e.g., CIOSP-3 CAGS, ONC, • Research & Resource  Government spending projections & historical data 5
  6. 6. The Fisher – Capture Roles?  The Fisher • Builds Relationships • Partnerships traditionally • require bait” (i.e., opportunity) 6-12 months process more near term • “Assertive” organic approach to increase the PWIN • Seeks fertile sectors “ fishing areas” but relies also on teaming partners with opportunities in the “pipeline” Risk: • Market changes or Partnership “FIT” • May be overcome by unforeseen storms other events (OBE) --- (e.g., shutdown , technology changes , leadership changes, acquisition) 6
  7. 7. The Fisher – Tools of the Trade?  The Fishing Tools • Live Meetings – EventsOps Expansion with existing Clients Explore “Ramp On” opportunities Fishing Contest to demonstrate “best athlete capabilities – “Hackathons” to solve known client issues Investigate and crosswalk upcoming re-competes against capabilities and partnerships with the best PWIN value • Research & Resource 7
  8. 8. The Hunter – Capture Roles?  The Hunter • Targets ops thru Relationships • PWIN less of factor initially • Require call to action (i.e., 0-6 month process more aggressive near term) • “Assertive” organic or inorganic approach to increase the PWIN and revenue base • Seeks best “hunting areas” to assess ops, partners, and competitors based on near term market conditions typically Risk: • Inaccurate Intel • Resource utilization 8
  9. 9. The Hunter – Tools of the Trade?  The Hunting Tools • Live Meetings – EventsOps Intel through more channels to gather the latest info (e.g., cold call, schedule client meeting, GAO reports) Explore vehicle opportunities as they arise Assess market for weakest and strongest competition to determine best inorganic or organic approach Investigate and crosswalk upcoming re-competes against capabilities and partnerships based on revenue potential • Research & Resource – Internal Team execution typically 9
  10. 10. The Conclusion – Overarching BD Strategy  All roles and tools are required at various stages to secure revenue and establish an effective team  The same approach can be applied to establish Teaming philosophies  Relationship building is still the driving force  Leverage Technology and Metrics  Tell a Compelling Story 10
  11. 11. Teaming
  12. 12. Teaming  Approaches 1. Identify partners based on client/ops strength (e.g., identify an incumbent) 2. Identify partners based on vehicle strength (e.g., identify strong CIOSP-3 partner) 3. Identify partners based on fortifying solution capabilities (e.g., identify another strong cyber partner to raise the PWIN/Brand) 4. Identify partners to strengthen deficiencies (e.g., identify a network infrastructure partner to complement development services) 12
  13. 13. Teaming  Tools • Government NDAs Teaming Agreements Lessons Learned – De-Briefs • Commercial NDAs MOUs LOIs Teaming Agreements Contract Lessons Learned – De- Briefs 13