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Marketing Federal Business Opportunities: Teaming with the Primes. 11 July 2005 Nancy S. Graf Director, Business Development Anteon Corporation. Anteon Overview. Leading full service provider of technology services to the U.S. government More than 1,000 customers

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marketing federal business opportunities teaming with the primes

Marketing Federal Business Opportunities:Teaming with the Primes

11 July 2005

Nancy S. Graf

Director, Business Development

Anteon Corporation

Anteon Proprietary Information - Not for Dissemination

anteon overview
Anteon Overview
  • Leading full service provider of technology services to theU.S. government
    • More than 1,000 customers
  • Founded in 1976; IPO in 2002(NYSE: ANT)
  • Headquarters in Fairfax, Virginia
    • More than 100 field offices worldwide
    • Over 9,000 “Team” Anteon employees
  • 2004 revenue $1.27 billion
  • Outstanding track record of growth and operating performance
  • More information www.anteon.com

Anteon Proprietary Information - Not for Dissemination

revenue breakout by clients and functional lines of business
Revenue Breakout by Clients and Functional Lines of Business

Anteon has a strong Department of Defense (DoD) foundation with growing civil agency, international, and commercial markets.

Lines of Business

Clients

DoD, Intelligence Agencies, and DHS

91%

Systems Engineering and Integration

42%

Information

Technology

58%

Federal and Civil

9%

Anteon Proprietary Information - Not for Dissemination

anteon s focus on national priorities
Anteon’s Focus on National Priorities

National Priority

IntelligenceSystems

Missile Defense

Training and Simulation

  • Anteon Experience
  • Coalition information sharing
  • Intelligence operations
  • Theater Missile Defense
  • National Missile Defense
  • Systems engineering and integration
  • Simulation and modeling
  • Mission rehearsal

Anteon Proprietary Information - Not for Dissemination

anteon s focus on national priorities5
Anteon’s Focus on National Priorities

National Priority

Homeland Security

Weapons Systems Modernization

IT Insertion

  • Anteon Experience
  • Emergency response management information systems
  • Secure credential technology
  • Command and control systems
  • Logistics modernization systems
  • Army, Navy, and Air Force combat systems
  • E-Government solutions
  • Military healthcare services

Anteon Proprietary Information - Not for Dissemination

anteon sb outreach and processes summary
Anteon SB Outreach and Processes—Summary
  • Marketing Director Role: Senior management decision, BD teaming focus, supports senior Anteon managers, internal technical advisor
  • Meetings with SBs: Opportunity-driven
  • SB Capabilities: Distribution and introductions to other managers
  • Web-Based Registration: Teaming database, used by Business Development managers, Capture Managers, and Market Researchers
  • Anteon Policy: Anteon SB Policy states that we will work with SBs
  • Unique Training: WEBEX and live—SB programs, resources for SB searches, process to search for and find SBs
  • Intranet: SB resources for managers, including databases, search forms, SB related information, etc.
  • Anteon Internal Outreach Events: By invitation
  • External Outreach Events: Participate in many!
  • SB Teaming Strategy: Early on, especially large bids—involve Anteon senior VPs in SB selection

Anteon Proprietary Information - Not for Dissemination

your value added
Your Value Added…..
  • Capabilities, especially niche capabilities
  • Niche technologies
  • Your marketing focus
  • Your customer focus
  • Your reputation with a customer
  • Your knowledge of a customer
  • Your knowledge of a market

Bonus: Meet small business goals and contractual requirements

Anteon Proprietary Information - Not for Dissemination

a good small business partner considerations
A good Small Business Partner: Considerations
  • Core capabilities
  • Past Performance
  • Personnel experience
  • Resource availability
  • Location
  • Financial solvency (D&B, Line of Credit, etc.)
  • HR stability (recruiting, retention, morale, etc.)
  • Reputation (Other primes, Government customers, company internal)
  • Dependability, team player, responsiveness
  • Easy to work with on projects (follow through, etc.)

Anteon Proprietary Information - Not for Dissemination

register in anteon s database
Register in Anteon’s Database
  • Go to www.anteon.com
  • Select “About Us” button
  • Click on “Small Business”
  • Register
  • REMEMBER:
    • Descriptive capability keywords
      • E.g.: Network engineering, not IT
      • Not: See attached brochure
    • Specific customer areas
      • E.g.: “DOD, Navy, NAVSEA, NAVAIR”, not “Federal Government”
    • Can add corporatebriefs and other documents – highly recommended
    • SB slipsheet has more info

This Database is searchable – help us to find you!

Anteon Proprietary Information - Not for Dissemination