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BD - 101:Best Practices forTeaming in the FederalContracting MarketInsight 2011Presented byBrian Haney, Senior Vice Presid...
Enabling Success                        Project                       Human                   Financial           Project ...
Win More                        Project                        Human                 Financial           Project          ...
Introduction   The Contracting Landscape   Importance of Teaming   • Prime Contracting in the Federal Market by Size of Co...
Factors Impacting the IT Competitive Landscape                • More competition (and potentially more bid protests) as th...
Multi-Award Task Order Spending                          Task order spending                                              ...
Factors Impacting the IT Competitive Landscape                • Competitive strategies at each milestone could result in i...
Factors Impacting the IT Competitive Landscape                  • More pressure on contractors to drive down year-over-yea...
Factors Impacting the IT Competitive Landscape                 • More M&A activity to acquire niche players that can provi...
Positive Impacts More competition could mean more opportunity to unseat incumbent  competitors Focus on small businesses...
Importance of Teaming in the FederalMarket                       Estimate of Small                       Business Subcontr...
Survey of Prime Contractors on Teaming DecisionMaking Surveyed INPUT member companies engaged in Prime Contracting 86 to...
When Teaming Decisions Are MadeSource: INPUT
Teaming Decision Makers – Pre-AwardSource: INPUT                                      14
How Often Subs Are Added Post-AwardSource: INPUT                                      15
Teaming Decision Makers – Post-Award Source: INPUT
How Often Primes Team with New PartnersSource: INPUT
Which Subcontracting Goal Is Hardest toMeet?  Source: INPUT
Use of Social Networking in TeamingInteractions Source: INPUT
Factors in Qualifying & SelectingSubcontractors                      The 3 Key CriteriaSource: INPUT
Recommendations Clearly present and demonstrate the three key criteria   Past Performance   Agency Relationships   Key...
Don’t Forget!Exclusive Events at Insightfor Business Development Attendees:Tuesday, May 17, 2011•Federal Teaming Expo from...
Q&A          www.twitter.com/deltek          www.facebook.com/deltekinc          www.linkedin.com/company/163414          ...
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Deltek Insight 2011: Best Practices for Teaming in the Federal Contracting Market

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Deltek Insight 2011: Best Practices for Teaming in the Federal Contracting Market

  1. 1. BD - 101:Best Practices forTeaming in the FederalContracting MarketInsight 2011Presented byBrian Haney, Senior Vice President, Deltek
  2. 2. Enabling Success Project Human Financial Project Manufacturing Resources Management Management Do More Teaming Win More Market Intelligence Solutions CRM and Capture Management Know More Business Performance Management Winning More Increasing Project Improving Cash Reducing the Cost Business Visibility Flow of Compliance2 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
  3. 3. Win More Project Human Financial Project Manufacturing Resources Management Management Do More Teaming Win More Market Intelligence Solutions CRM and Capture Management Know More Business Performance Management Opportunity Proposal Customer & Teaming Identification Development Pipeline Mgnt3 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
  4. 4. Introduction The Contracting Landscape Importance of Teaming • Prime Contracting in the Federal Market by Size of Company How Prime Contractors Make Teaming Decisions • When Decisions Are Made • Teaming Decision Makers • Post-Award Teaming Decisions What Prime Contractors Look For & Where • How Often Are New Partners Used • What Small Business Goals Are Hardest to Achieve • What Criteria Do Primes Use in Teaming Decisions
  5. 5. Factors Impacting the IT Competitive Landscape • More competition (and potentially more bid protests) as the stakes of not being on a major contract are raised. Fewer Large • Increased efforts on developing long-term teaming relationships and Programs identifying niche players (especially small business). • Large companies venturing into smaller program competitions • Fuels the trend of large GWACs and agency-specific task order vehicles, making them even more competitive. • Potentially smaller task order size. Modular/ • More collaboration among vendors working on different modules of a Agile whole solution. Challenge: government understanding and articulating the Development holistic solution in an effective way in advance of modular awards. and • Potential competition with government shared services providers (e.g. Acquisitions DISA). • Changing competitor pools as big players compete more with small firms for smaller opportunities. • More scrutiny of task order spending and vendor performance. 5
  6. 6. Multi-Award Task Order Spending Task order spending continues to increase6 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved
  7. 7. Factors Impacting the IT Competitive Landscape • Competitive strategies at each milestone could result in incumbents facing: • Competition from other programsMore Frequent • Work breakouts for subsCompetitions • Strain on Bid and Proposal (B&P) dollars • More small business set-asides and pressure on primes to grow small business utilization • Higher costs to incumbents to maintain position • Opportunities for non-incumbents (incl. through on-ramp provisions) • Shorter contracts • Longer acquisition timelines to perform and gain approval of affordability analysis Lengthened • More focus on requirements development and lower risk of significant Acquisition scope creep • More emphasis on market research to meet growing demands for data and Timelines analysis • More robust performance metrics and reporting requirements • More formalized structure for no-bid contract negotiations will require more in-depth cost analysis 7
  8. 8. Factors Impacting the IT Competitive Landscape • More pressure on contractors to drive down year-over-year costs • Potential cancellation of redundant programs within or across components • Potential vendor profit gains for better management of supply chain and Cost indirect expense management • Increased pressure to and increased rewards for better management of Efficiency subcontractor costs Pressures • More focus on incentives to drive progress and performance • Much more scrutiny on services contracting (initial and changing requirements, redundancy, cost and performance) •Vendor requirement to build cost efficiency into $1B+ projects • Cost efficiencies gained by incumbents will drive down the cost baseline for new bidders • Pricing strategies even more critical due to: Pressure • Preference for Firm-Fixed-Price contracts increasing risks. • Agencies’ need to cut costs adding pressure on contractors’ pricing on Pricing strategies/bid evaluations. Strategies • Intensifying competition as some providers “low-ball” bids to increase odds of winning. 8
  9. 9. Factors Impacting the IT Competitive Landscape • More M&A activity to acquire niche players that can provide entry or expansion within key markets. Competition between large players pursuing smaller firms with specialized expertise likely to increase. • Refocusing of business emphasis and some internal resources from one-stop-shop to niche expertise in high-growth areas (e.g. cyber, HIT, cloud computing, etc.). Business • Increased expansion of product companies into the services arena to create top-to-bottom solutions. Strategies • Streamlining/reduction of BD/sales workforce to reduce overhead of opportunity pursuit. • More focus on diversification, e.g. defense contractors putting more resources into pursuing more civilian work to mitigate overall impact of lost work in either area. • Increased competition with government for key IT talent (program Workforce management, cybersecurity). • Increased competition with other contractors seeking expertise to enter into or expand within new areas.9
  10. 10. Positive Impacts More competition could mean more opportunity to unseat incumbent competitors Focus on small businesses offers an opportunity to leverage those relationships even more to help agencies meet utilization requirements More task orders means more opportunity to recoup some of the cost of contract pursuit Survival of the fittest – companies with the ability to streamline costs, lead agencies into better program management and educate them on innovative solutions will be best positioned to survive in this environment More market research could translate into more opportunities to appropriately influence program requirements10
  11. 11. Importance of Teaming in the FederalMarket Estimate of Small Business Subcontracting Goal for Large Primes Source: INPUT, FPDS
  12. 12. Survey of Prime Contractors on Teaming DecisionMaking Surveyed INPUT member companies engaged in Prime Contracting 86 total respondents
  13. 13. When Teaming Decisions Are MadeSource: INPUT
  14. 14. Teaming Decision Makers – Pre-AwardSource: INPUT 14
  15. 15. How Often Subs Are Added Post-AwardSource: INPUT 15
  16. 16. Teaming Decision Makers – Post-Award Source: INPUT
  17. 17. How Often Primes Team with New PartnersSource: INPUT
  18. 18. Which Subcontracting Goal Is Hardest toMeet? Source: INPUT
  19. 19. Use of Social Networking in TeamingInteractions Source: INPUT
  20. 20. Factors in Qualifying & SelectingSubcontractors The 3 Key CriteriaSource: INPUT
  21. 21. Recommendations Clearly present and demonstrate the three key criteria  Past Performance  Agency Relationships  Key Capabilities For pre-award teaming  Focus on relationship with BD, Capture and Senior Execs  Identify and reach the primes before or immediately after draft solicitation For post-award teaming, focus on the Program Manager
  22. 22. Don’t Forget!Exclusive Events at Insightfor Business Development Attendees:Tuesday, May 17, 2011•Federal Teaming Expo from 6:00pm to 7:30pm in the Expo HallAll teaming expo attendees will be entered in a drawing to win an iPad. Winners will beannounced at the BD reception (must be present to win).•Business Development Reception from 7:30pm to 9:30pm in the MagnoliaBallroom Winners of iPad drawing will be announced at 8:00 pm and 8:30 pm at the BD Reception (must be present to win). 22
  23. 23. Q&A www.twitter.com/deltek www.facebook.com/deltekinc www.linkedin.com/company/163414 www.youtube.com/user/deltekinc23 5/22/2012 ©2011 Deltek, Inc. All Rights Reserved

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