Marketing Strategies for Success Presented by Jane Curtis, Sr. Vice President WellCon Group, LLC Service Disabled Veter

1. Marketing Strategies for Success Presented by Jane Curtis, Sr. Vice President WellCon Group, LLC Service Disabled Veteran Owned Small Business

2. Objective • Discuss Our Approach to DHS • Steps We Took To Obtain Contract • Challenges with the Resultant Contract • Problem Resolutions • End Result – Successful Completion • Steps for Prospective Contractors

3. Market Research • Reviewed HSAR, FAR & Homeland Security Acquisition Manual • Identified the NAICS Codes DHS purchases • Identified Contractors • Identified Subcontract-ing Opportunities

4. First Things First • Identified Points of Contact in DHS • Scheduled Meetings • Researched DHS Acquisition Forecast • Reviewed our NAICS Codes • Established ‘Point’ Team for Bus. Dev. • Identified Contractors w/DHS Contracts • Sought Subcontracting Opportunities

5. Keys to Success • Repeated Calls to OSDBU/Program POCs • Reviewed RFI & Submitted Detailed Capability Statement • Selected Teaming Partner w/Strong Qualifications • Teaming Partner Participated in Orals • Submitted Best Value Solution & Pricing • Most Importantly – We Delivered!!

6. Challenges Encountered • Place of Performance • Period of Performance • Personnel or Facility Security • Key Personnel Requirements • Performance Work Statement • Deliverables (Frequency & Media) • Key DHSAR/FAR Clauses

7. Problem Resolutions • Held Post-Award Conference • Revised Place of Performance • Revised Approach and Timeline • Extended Period of Performance • Waiver for Security Requirements • Revised Media for Deliverables • Held Frequent Status Meetings

8. Steps You Can Take • Meet with Small Business POCs • Meet with Program/Technical POCs • Attend Vendor Outreach Sessions • Attend Small Business Conferences • Partner with 8(a), SDVOSB or HUBZone Businesses • Be Persistent and Consistent

9. Next Steps To Take • Identify Your Niche or Core Business • Don’t Bid on Everything – Only on What You Can Successfully Deliver • Be Price Competitive (Know Your Market) • Have Strong Past Performance References • Make Sure You Are Properly Presented • Start Small – Perform Well – Progress • Be Persistent – Don’t Give up After the “No’s” • Follow up – Follow up – and Follow up

10. Understand DHS Acquisition Programs & Processes • Review “Open for Business” • IT Acquisitions (Eagle, First Source) • Non-IT Acquisition (PACTS) • Science & Technology • Review Adv. Acquisition Planning Forecast • Consider Mentor-Protégé Program • Review DHS Organization (22 Components)

11. Know The DHS Components • US Customs & Border Protection • US Citizenship & Immigration Services • DHS Office of the Chief Human Capital • DHS Office of the Chief Procurement Officer • DHS Headquarters • DHS Intelligence Analysis • DHS Office of the Chief Information Officer • DHS Resource Management Transformation Office • DHS Science and Technology • Federal Emergency Management Agency • Federal Law Enforcement Training Center • Immigration & Customs Enforcement • Transportation Security Administration • US Coast Guard • US Secret Service • US-VISIT

12. Benefits of a DHS Contract • Opens Doors for Future Contracts • Excellent Past Performance Reference • Expand Customer Base and Capabilities • May Obtain Security Clearance • Sense of Patriotism • Provides Confidence

13. Questions?