3. What we do
DTD Consult leverages experience gained through
extensive business development and capture
management activities completed for major
International Corporations. The business areas
involved include contingency operations,
expeditionary logistics, real life support, base
operations, turnaround, expansion of and
development of core capabilities, distribution logistics,
development of logistics concepts, development of
support capabilities for manufacturers,Airline
operations, Aviation ground operations, Specialist
Aviation capabilities - including aerial firefighting,
manufacturing and management consulting.
Our markets are Government/Military/Agency based
and civilian commercial.
Our activities are based on defined business ethics
that guide us through all client support processes.
Further info and references can be found under;http:
//www.linkedin.com/profile/view?id=4206567
0r www.facebook.com/dtdconsult
6. Business Acquisition Process - COMPLEX
Identify specific
targets of
opportunity
within approved
markets as
defined in the
Strategic Plan.
Assess the
position of the
customer, the
competitors, and
your company,
and develop a
preliminary win
strategy.
Refine the win
strategy and
develop a plan to
capture the bid.
Assess the
effectiveness of the
process and the
product following
proposal delivery and
notification of award,
and communicate
results for lessons
learned.
The Capture Manager is responsible for winning the opportunity!
Identify
Phase
Qualified
Phase
Proposal
Phase
Capture
Phase
Post-Award
Phase
Write proposal,
Q&A, Past
Performance,
BAFO, and
Orals.
-10 months
RFP Released
-12 months-24 months
7. Strategic Thinking
(Planning & Positioning)
Tactical Thinking
(Project and Proposal Mgmt)
•Organization
•Key Decision Makers
•Politics
•Hot Buttons
•Problems
•Buying History
•Influence RFP
•Competition
•Teammates
•Customer Intimacy
•Past Performance
•Technical Capability
•Global Environment
•Take all the information gathered and weave into
Win Strategy
Capture Management
Can we win? How will we win?
Win
Strategy
8. Elements of a Capture Plan-
External and Internal Analysis
1. Executive Summary
2. Opportunity Information and Assessment
3. Customer Intelligence and Communication
4. Teaming Analysis and Status
5. Competitor intelligence and Analysis
6. Your Company’s Competitive Strategy
7. Value Proposition and Solution
8. Key Personnel and Staffing
9. Pricing Strategy
10. Past Performance
11. Risk Management
1. Elevator Speech
2. Customer, schedule, deliverables
3. Org., decision makers, reqts, and hot
buttons
4. Products/Services, past performance,
relationship with customers, rates
5. SWOT Analysis
6. How does this position us?
7. What do we offer that is unique?
8. What expertise can we propose?
9. Price to Win?
10. PP to site and/or survey to CO?
11. What are the risks and what are we doing
about it?
9. • Distribute and Analyze RFP
• Develop Structure and Outline
• Determine Schedule and Activities
• Refine Org Chart
• Develop Proposal Plan
Proposal
Delivery
Final
Production
Develop/
Review
Storyboards
Write First
Draft
Pink Team
Review
Write
Second
Draft
Red Team
Review
Write Final
Draft
Cost
Strategy
Review
Gather
Cost Data
Develop
Rates
Bid
Review
Generate
Cost
Proposal
Red Team
Review
Kick-off
Meeting
Preliminary
Activities
RFP
Release
Tech/Mgmt/Past Performance Proposal Process
Cost Proposal Process
Proposal Process – Post RFP Release
Resources
& Training
11. Our service offering
We support all development phases, including
expansion, transition into new markets, product
development, enterprise development, resilience,
turnaround and sale of your business.
We have a qualified pool of business professionals with
the relevant experience in each required discipline to
support your individual needs. We do not believe in
offering “Generic” solutions for each individual case,
and work with our clients to identify their targets prior
to developing a carefully tailored strategy, together
with milestones to gage success.
The `proof of the pudding is in the eating`and we will
happily discuss the envisaged steps with you prior to
being engaged. Due to confidentiality reasons it is
often not possible to give detailed information on
current and past projects, but as far is possible we will
disclose all verifiable information to our clients to
assist in the decision making process.
With DTD Consult you will not be left in the dark!!
12. Emergency Management - Resilience
Global turbulence is expected. Competition, instability and uncertainty are constants in a changing world. Organizations face
an unprecedented and growing number of potential disruptions to the status quo and the best laid strategic plans. As history
repeats itself, prominent organizations will fail unless modern risk management and governance models incorporate scalable
resilience metrics.
To survive and prosper in this new environment of heightened uncertainty and change, organizations must move past
traditional risk and governance models and focus instead on resilience. Resilience applies at all levels: national, regional,
organizational and corporate. At the national level, major infrastructure concerns and societal institutions must be robust
enough, and unencumbered by legal and regulatory constraints, to serve the national good in normal operations, in crisis,
and in recovery. At the regional levels, specific infrastructure assets come together in highly interdependent ways to serve
local constituents and be a part of a national infrastructure. At the organizational and corporate level (which owns or
operates the vast majority of our critical infrastructure assets), individual companies and operating units must ensure their
business operations and service delivery capacities remain able to perform their primary business functions
