Robert D. Forster Principal Marketing Sales - PowerPoint PPT Presentation

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Robert D. Forster Principal Marketing Sales

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    1. Robert D. Forster Principal Marketing & Sales

    2. July 17, 2008 2 Corporate Profile Founded in 1978; headquartered in Fairfax, VA; Became public in May 2002 (NYSE: SRX) Cultivated a culture built around Honesty and Service High ethical behavior Quality work and customer satisfaction Great people fulfilled in their work Service to our local and global communities Focused on differentiated solutions for federal government and related customers IT, engineering, and management consulting are core competencies Success tied to the combination of strong domain expertise and technical capabilities SRA Today Strong and experienced management team IT employer of choice 6,400+ employees Balanced portfolio of customers across government Legacy of organic growth and profitability FY07 revenue of ~$1.3B 89% as prime contractor Business momentum $3.4B backlog of signed orders and $24B pipeline

    3. July 17, 2008 3 Consistent Record Growth

    4. July 17, 2008 4 What Others Say About Us

    5. July 17, 2008 5 Operating Locations

    6. July 17, 2008 6 SRA Customers

    7. July 17, 2008 7 Acquisition History

    8. July 17, 2008 8 Civil Sector

    9. July 17, 2008 9 Global Health Sector

    10. July 17, 2008 10 National Security Sector

    11. July 17, 2008 11 Advanced Technology Group ATG is responsible for government- and internally-funded R&D, including support to our portfolio of advanced technology products NetOwl SRAs flagship text mining product; extracts names, links, attributes, and events in 10 languages InstaLink link analysis and visualization software to recognize and understand terrorist and criminal networks GistIt Provides enterprise data access and message extraction capabilities for mobile device users SensorNet portable, real-time environment to collect, exploit, & disseminate data from deployed network sensors Virtual Operations Center (VOC) real-time 3D VOC in a single desktop application RFLS real-time, in-building radio frequency location system for personnel / equipment tracking We aim to increase the product component of our business mix ATG will support our existing offerings and incubate new development projects We expect to make additional acquisitions that add to the product portfolio and provide cross-selling opportunities

    12. July 17, 2008 12 SRA was once a small business we understand what its like to be a subcontractor and to team with a large integrator SRAs Small Business Office handles relationships SBLO Kevin Robbins (kevin_robbins@sra.com, (703) 322-4956) Small Business Manager Bill Lillard (bill_lillard@sra.com, (703) 803-1961) Small Business Teaming Database register at http://smallbusiness.sra.com and send Bill your corporate capabilities statement SRA currently has more than 400 subcontractors with nearly 50% of the subcontracted dollars awarded to SB, SDB, WO, VOSB, SDVO and HubZone companies Our GWAC and IDIQ contract vehicles are available for use We are seeking partners who share our business culture and values focus on quality work and commitment to the highest ethical behavior

    14. July 17, 2008 14

    15. July 17, 2008 15 Subcontracting has always played an important role in developing innovative, leading edge solutions for our customers SRA generally exceeds small business subcontracting goals, subcontracting on average 50% of all subcontracted dollars to various categories of small business Subcontractors that bring real capabilities to us, especially relevant technical or functional expertise tend to do the best focus initially on your strengths for customers that know you the best Our approach to working with teammates is to identify partners early, work with them closely, and fully integrate them into the solutions development and win strategy positioning SRAs small business subcontracting philosophy is to provide a meaningful, integrated role for our partners, not merely to add them notionally to our team to hit subcontracting targets

    16. July 17, 2008 16 Strategic partners come from a variety of different sources including past working relationships, customer referrals, small business vendor database, and domain presence. SRAs BCP encourages early identification of strategic partners for all our engagements to fully integrate them into our win strategy development. Business developers, business program managers, and capture managers consult our SBLO, M-P Director, and our data repository to seek highly qualified small business partners that bring required expertise or capabilities. SRA encourages joint marketing and call plans to ensure customer awareness of strategic teaming relationships.

    17. July 17, 2008 17 Direct support to proposal managers Weekly 1:1 small business interviews for point of entry into SRAs business structure ~ 20/month > 500 to date Membership and participation in industry associations and committees (AFCEA, NVTC, IAC, etc.) Customer industry/small business days (DoD, Army, EPA, etc.) the rubber chicken circuit Small Business searches for capabilities specific needs for SRAs small business requirements

    18. July 17, 2008 18 This is the industry standard for working with small businesses This is a necessary, but not sufficient approach to small business

    19. July 17, 2008 19 Do your homework on a given opportunity Competitive analysis of procurement Know how SBs skills fit the opportunity and potential holes Have a plan, for example: How SRA fits into the picture How the small business plans to capture the business Steps that have already been taken to date Too many times, a SB will bring an opportunity and then look to SRA to tell them what to do next Be patient We have a very mature capture process that we follow on every opportunity

    20. July 17, 2008 20 Understand the market and how your company fits into that market Make sure you know your Prime What will be expected of you (i.e. proposal effort, marketing, etc.) What terms and conditions will be imposed on you by the Prime? What is negotiable? Will this result in a win/win situation? Will you get any work once the award is made? How do you survive once the capture team moves on? Its all in the relationships dont just rely on the paperwork

    21. July 17, 2008 21 Performance, performance, performance If the work is not a quality product, you need not worry about continuing the relationship Stay close to the project As a sub, too many companies tend to place people and then move on to find the next piece of business

    22. July 17, 2008 22