How To Identify Winnable Government Contracts

1. EAST: Joint Warfighting2013 Conference May 14-16, 2013 Virginia Beach, VA How To Identify Winnable Government Contracts May 15, 2013 Opportunity Tracking and Selection Presented By Jim McCarthy, AOC Key Solutions, Inc. (KSI)

2. Agenda Direction of Presentation

3. Part 1 The Big Idea

4. Big Idea The It starts with identifying winnable opportunities. Get this wrong and you might as well no-bid to save time and money. This helps you achieve the winning edge.

5. Part 2: Opportunity Tracking and Selection

6. ID/qualify federal opportunities that best align to company’s core capabilities and business strategies. ID opportunities well in advance of RFP release to permit sufficient planning and capture activities. Create scalable data ranging from detailed information on a specific opportunity mega data on a pipeline of opportunities in one or more market sectors. Opportunity Tracking Goals and Objectives

7. Getting Started – How to Focus

8. Getting Started – How to Focus NAICS = North American Industry Classification System CCR = Central Contractor Registry ORCA = Online Representations and Certifications SAM = System for Award Management

9. Getting Started – How to Focus

10. Government-Provided Tracking Systems In addition to commercially available databases

11. Government-Provided Tracking Systems (cont.) System for Award Management • Replaces CCR • Mandatory registration • Agencies use to locate contractors • Searchable for company capabilities, size, location, experience, and ownership

12. Government-Provided Tracking Systems (cont.) • Lists federal business opportunities • Federal agencies required to use for all contracts over $25,000 • Good source of data—but if the first time you see an opportunity is in FBO, you are probably too late

13. Government-Provided Tracking Systems (cont.) Dynamic Small Business Search Database • Administered by SBA • Requires SAM registration • Submit your business profile • COs use to ID potential SBs for upcoming opportunities • SBs can use for teaming and joint venturing

14. Government-Provided Tracking Systems (cont.) Federal Procurement Data System • Repository for all federal contracting data for contracts >$25K • Fair source for • Contracts by agency • Contractor • Contract Value • Period of Performance • Summary SOW • >50 standard reports and specialized reports using >160 customized fields

15. Government-Provided Tracking Systems (cont.) USA Spending.GOV • Searchable database for: • Name of awardee • Contract value • Agency • Transaction type • Awardee location • Unique identifier of entity receiving the award

16. Database Subscriptions There are several good commercial subscription systems; Deltek, Centurion

17. Other Sources for Opportunities • Associations • Trade Shows • Conferences • Seminars • Industry Days • Agency Forecasts • Networking

18. Formal Tracking System • Opportunity Name • Date • Tracking Number • Agency • Link to Summary SOW • PoP • Incumbent • Contract Value • Points of Contact • Procurement Schedule • Interest Rating • Other Relevant Data

19. Update and Refresh Tracking System Update and refresh tracking system regularly, lest it grow unwieldy…Call it a triage process

20. Beware of these telltale signs that trouble is brewing Part 3 Red Flags And Common Mistakes

21. Red Flag No Strategic Vision or Plan to Guide Opportunities

22. Red Flag Too Many Opportunities Tracked

23. Red Flag Too Few Opportunities Tracked

24. Red Flag No or Wrong Opportunity Selection Criteria

25. Red Flag Too Late Finding Opportunities

26. Red Flag Too Little Pipeline Triage

27. Red Flag Too Late Discarding

28. Red Flag Too Late Positioning

29. Red Flag Too Much Process

30. Red Flag Too Little Process

31. Red Flag Too Unwilling to Say No

32. Part 4:Opportunity Selection Criteria and Hints Select Wickets Wisely

33. Selection Criteria Does it match our core competencies? Is the opportunity in my strategic plan?

34. Selection Criteria Do we have the right past performance? Is it a new market or customer?

35. Selection Criteria Have we been tracking this? Is this a pop-up?

36. Selection Criteria Does the customer know us? Do I know the customer?

37. Selection Criteria Do we need to team and are they committed to us? Do we have the right SMEs?

38. Selection Criteria Do we have a viable solution for them? Do we know the customer’s problems and challenges?

39. Selection Criteria Are we prepared to take those risks? Do we know the risks?

40. Selection Criteria Are we prepared to price to win? Do we have time to write a quality proposal?

41. Selection Criteria Do we have a qualified PM and other key personnel? Do we have personnel dedicated to the proposal?

42. Selection Criteria Are any of them positioned to win? Do we know our competitors?

43. Selection Criteria Can we talk “benefits” not just “features”? Do we have any differentiators?

44. Selection Criteria Can we win? Not can we perform?

45. Hint! To keep it manageable, review your pipeline early and often. Triage and eliminate unwelcome targets.

46. Hint! Use a laser not a shotgun. Err on the side of caution and conservatism to select targets. Be practical.

47. Hint! Create a Hit Parade of the top 10 targets that you are working. If you add one, take one off the list. Assign a advocate/champion for each.

48. Hint! If you don't have past performance, don't keep it in your pipeline—unless you intend to team.

49. Hint! Consider teaming to increase your bandwidth and the range of acceptable opportunities.

50. Hint! Develop stringent opportunity selection criteria and stick to them.