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Scott Carlson

ManTech Technical Services Group BD Focus 16 February 2010. Scott Carlson. 11 Feb 2010. TSG BU Organization Structure. Technical Services Group (Addeo) Revenue $1,963,542,000 Profit $149,638,000 Bookings 2.95B Focus OH 6.95M (w/account) B&P 4.28M ROI 24.12 (profit 7.5%).

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Scott Carlson

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  1. ManTech Technical Services Group BD Focus 16 February 2010 Scott Carlson 11 Feb 2010

  2. TSG BU Organization Structure Technical Services Group (Addeo) Revenue $1,963,542,000 Profit $149,638,000 Bookings 2.95B Focus OH 6.95M (w/account) B&P 4.28M ROI 24.12 (profit 7.5%) Business Development (Carlson) Details for BD organization next slide GCIS (Polmar) Revenue $55,130,000 Profit $7,000,000 Bookings 107M Focus OH 215K B&P 220K ROI 65.67 (profit 12.7%) SEIWEST (Ricks) Revenue $117,500,000 Profit $6,974,000 Bookings 343M Focus OH 360K B&P 285K ROI 31.54 (profit 5.9%) SSILOG (Cody) Revenue $677,215,000 Profit $46,389,000 Bookings 1000M Focus OH 805K B&P 712K ROI 45.15 (profit 6.9%) MSTI (Gualario) Revenue $678,757,000 Profit $51,313,000 Bookings 950M Focus OH 850K B&P 750K ROI 44.90 (profit 7.6%) C4ILOG (Simis) Revenue $542,224,000 Profit $43,599,000 Bookings 815M Focus OH 2.6M B&P 2.2M ROI 13.6 (profit 8.04%) Richards (20M) TBD (47M) Hanson (150M) Basile(200M) Clyne (300M) SEIAERO (Bergantz) Revenue $61,000,000 Profit $5,000,000 Bookings 98M Focus OH 123K B&P 84K ROI 18.39 (profit 8.2%) TBD (98M)

  3. Business Development Org Chart - Current Business Development S. Carlson Senior Vice President Support Staff F. Byrnes Group Capture Group BD Account Management Group Campaign Management Business Unit General Managers Inside Business Development Systems Sustainment & Integrated Logistics Inside Business Development Global Communication & Information Systems Inside Business Development Systems Eng. & Integration, Testing and Evaluation Inside Business Development Systems Eng. & Integration, Testing and Eval., Aero Inside Business Development C4 Infrastructure and Logistics Inside Business Development Sensor Technologies

  4. TSG BD Organization Business Development (Carlson) Byrnes Admin/Operations • Account Leads 8 (Exploratory-Proposal) • Campaigns • Smart Power (Markey) • AFPAK (Markey) • Accounts (Markets) • TACOM (TBD) • CECOM (TBD) • Department of State (TBD) • Combatant Commands • CENTCOM (TBD) • SOCOM (TBD) • SOUTHCOM (TBD) • NATO (Martin) • AMC (Fitzgerald) • NETCOM (TBD) • INSCOM (TBD) • DISA (TBD) Capture 8 (Qualify-Proposal) Lancaster Capture Gagnon Capture Murphy Capture Ceballos Capture Rice Capture Peter Woods Capture Martin Capture Leonard Capture TBD Capture Proposal Coordination/SME 4 (Capture-Proposal) TBD TBD TBD TBD

  5. Roles and Responsibilities • Line Manager • Line managers appoint and direct key personnel, including the capture manager and proposal manager, and either serve as or appoint the review team leader • Review, approve, direct, and report marketing activity, Appoint key personnel for major procurements, Make key decisions on major procurements • Account Manager/Inside BD • Continual interaction with customer and industry partners. Identifies and qualifies opportunities for bid. • Enters opportunities into GovWin, Leads the qualifications for opportunities within customer area, Supports capture, proposals, and reviews as required • Capture Manager • Dedicated to the overall procurement effort, including capture planning, marketing, and pre-proposal and proposal preparation. The capture manager works in partnership with the proposal manager to develop and implement a strategy for winning a specific contract, with responsibility for the pre-RFP marketing effort and capture strategy development • Proposal Manager • Responsible for the overall proposal effort and the daily and long-term assignments of the proposal staff • Proposal Coordinator • Provides day-to-day coordination of the proposal process, including control and supervision of all aspects of the proposal production effort. The coordinator is the principal point of contact between the proposal team and the production staff

  6. 2010 Proposal Operations Organization VP Proposal Operations Lorraine Mathus IT/Tools Jim Scamordella Process Manager TBD Senior PropM #1 (Tier 1) MCTS Prop Ops (Tier 2,3) TBD, Manager Past Perf & Authors TBD, Manager Resources Manager Melony Shadrick TS Production Cor Johnson, Manager Paul Lietzan, PropM, SSBI Graphics Past Performance Editing & DTP Senior PropM #1 (Tier 1) Rich Vanderhyde, PropM, SSBI -- Ryan Mathias, Secret -- Stephen Horn, Secret -- Jane Bourne, Edit, DTP Proposal Coordinator -- Rachel Harris -- PP Lead/Author #2 -- Sandi Galle, Edit, DTP -- Britney Vest, Secret Senior PropM #1 (Tier 1) SEAT Prop Ops (Tier 2,3) TBD, Manager -- PP Lead/Author #3 -- John Melton, DTP -- Doug Days’ Org -- PP Lead/Author #4 -- Frances Lawson Edit, DTP, TS/SCI Lydia Rodriguez, PropM, TS/SCI Authors Consultants (Paid for by Bus Grp) (Tier 1) Proposal Coordinators -- Jim Williamson, DTP PropM -- Candice Ngo -- Kristin Brewer, Secret Greg Campbell, Proposal Coordinator -- Resume Writer #2 Deliverables -- Maxine Contee, TS -- Tech/Mgt Author #1 TSG Prop Ops (Tier 2,3) Carolyn Ryan, ManagerTS -- Proposal Coordinator #3 -- Hector Tardencilla -- Tech/Mgt Author #2 -- Proposal Coordinator #4 -- Tim Deely, Cost Vol -- Proposal Coordinator #5 Laura Hill, PropM, TS Jason Madden, PropM, Secret Grant Williams, PropM Kirstin Mercer, Proposal Coordinator, TS Note: Cleared Personnel are bolded ManTech Proprietary Information

  7. 2010 Proposal Support Plan • Support ALL proposals • Tailor the level of support to opportunity size and complexity • Provide access to proposal tools and require adherence to processes *Roles in Red are staffed by the Business Group ManTech Proprietary Information

  8. TSG - FY10 Business Areas and Customer Thrusts FY10 Revenue By CustomerBy BA FY10 Customer Related Growth: Army - TACOM - CECOM - AMC - NETCOM - INSCOM - Combatant Commands DISA Department of State NATO FY10 Key Business Area- Related Growth: Logistics & Sustainment Rapid Equipment and Total Package Fielding Acquisition Logistics- readiness Network installations, admin, maintenance Sys Eng, integration, installation, T&E, & Maint, Field Engineering Communications infrastructure support Managed System Services

  9. Business Area Definition • Capabilities • Logistics & Sustainment • Rapid Equipment and Total Package Fielding • Acquisition Logistics-readiness • Network installations, admin, maintenance • Systems Engineering • Integration • Installation • Test & Evaluation • Maintenance • Field Engineering • Communications infrastructure support • Managed System Services • Campaigns • Smart Power • AFPAK • Accounts (Markets) • TACOM • CECOM • AMC • NETCOM • INSCOM • Combatant Commands • CENTCOM • SOCOM • SOUTHCOM • DISA • Department of State • NATO

  10. Return on Investments (ROI) • Accountability for investment returns • Indirect and B&P cost in the future will be tracked by acquisition. Process being developed • Acquisition cost is included in the gate 2 review and updated at gate 3 • Capture manager is responsible for managing and reporting on cost • Need to define percentage fee/profit for acquisitions in the future • New field in GovWin (coming) • Used to calculate ROI to support the business case and assist in the prioritization of investments ROI = (contract value * fee percentage)/(indirect + B&P) Example (contract 250K, 10% fee or profit, 1K indirect cost, 1K B&P cost) ROI = (250,000 * 10%) / (1,000 + 1,000) (25,000) / (2,000) ROI = 12.5 As a general rule ROI must be 12 or better to justify investment

  11. 8 FTE (2 M of focused overhead) TSG Account Leads Top Line Growth, Revenue, Bookings Goal Account leads are provided revenue and bookings goals for Their customer. Each account has a lead BU providing line leadership And accountability.

  12. TSG Capture and Proposal Managers Bookings and Percentage Win Rate by Dollar Goals Capture managers are assigned qualified opportunities after a successful gate 2 review. They are responsible for successfully closing each deal Assigned. They develop a capture/proposal budget and are responsible For managing the capture activities within the approved budget. Proposal coordinators and SMEs are assigned roles as requested by the BUGMs

  13. 2010 MTSG Top 30

  14. BU FY10 Plan – Sources of Revenue

  15. 2010 MTSG Submits Timing and ManTech Value

  16. 2010 MTSG Bookings Timing and Factored Value

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