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© 2006 Tuesday, December 5, 2006 WELCOME to INPUT’s Seminar – Teaming: Bridging the Gap between Partners
© 2006
Tuesday, December 5, 2006
WELCOME to INPUT’s Seminar –
Teaming: Bridging the Gap between Partners
2© 2006
Federal Executive Seminar
Thank you to Our Sponsor!
© 2006
Techniques for Finding and Qualifying Teaming Partners
Brian M. HaneyVice President, Member ServicesINPUT
December 5, 2006
4© 2006
Agenda
Importance of Teaming
Techniques for Subcontractors
Techniques for Primes
Q&A
5© 2006
Importance of Teaming
Top 25 vendors receive over 50% of prime contract dollars
Primes driven to subcontract due to:• Set aside requirements
• Need to deliver off the shelf and/or integrated solutions
Acceleration of the Procurement Process
6© 2006
Teaming Critical for All
Source: FPDS, INPUT
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
$1B+ $250M-$1B
$100M-250M
$10M-100M
<$10M
Company Prime Obligation Range
% o
f F
ed
era
l IT
Ob
liga
tio
ns
2003
2004
2005
7© 2006
Acceleration of the Acquisition Cycle
Source: INPUT
425
225
159
0
50
100
150
200
250
300
350
400
450
1990-1994 1995-1999 2000-2004
Av
era
ge
Da
ys
fro
m R
FP
to
Aw
ard
8© 2006
Techniques for Subcontracting
9© 2006
What Primes Look for in Subcontractors
Average Margin of Error ± 0.6
Source: INPUT, NVTC
Importance of Company Characteristics for Teaming
3.2
3.4
3.5
3.5
3.5
3.7
3.9
4.2
4.3
4.6
0 1 2 3 4 5
Organizational Maturity
Financial Position
Contact Information
Socioeconomic Status
Certifications
Security Clearances
Industry Reputation
Agency Experience
Capabilities
Past Performance
Average Rating
10© 2006
Successful Subs Offer More Than Quals
Qualifying Factors
Corporate stability/maturity• Financial stability
• Development process
• Experience in Govt.
Clearances (where applicable)
Socio-economic status
Requisite skills/expertise
Location
Selection Factors
Unique value• Key people
• Customer relationship
• Technology or expertise
Past performance
Other factors• Exclusivity
• “Comfort” or cultural fit
• Willingness to share risk
11© 2006
Targeting the Right People at the Right Time
OpportunityID & Qualification
Capture &Proposal
Delivery
Target:•Capture Managers•Program Managers
Target:•Business Developers
Target:•Program Managers
Other Roles:•Small Business Partnerships•Partner/Channel Managers•Purchasing/Contract Orgs
12© 2006
Key Recommendations for Subcontractors
Connect with the prime early• The bigger the opportunity, the earlier planning begins
Do your homework on the primes – pre-qualify them BEFORE contacting themFind an entry point and connect with the right people• Events/Industry Days/Bidders Lists• Partner/Small Business Organizations• The INPUT Network™ - Community of 10,000+ teaming
contacts
Understand and articulate your “unique value”• Don’t use the “subcontractor hand shake”
13© 2006
Techniques for Primes
14© 2006
Importance of Teaming vs. Satisfaction with Current Teaming Resources
Average Importance = 4.5 Average Satisfaction = 3.2
Margin of Error ± 0.4
Source: INPUT, NVTC
1
3
7
1
7
3
0
2
4
6
8
10
1 2 3 4 5
Rating
Num
ber
of R
espo
nden
ts
Importance Ratings Satisfaction Ratings
15© 2006
Finding Companies with Unique Value
Corporate Info/Financials
-Capabilities
-Customer Relations
Small Bus. Directory
---Maturity
FPDS
Socio-econ Status
Locations
Clearances
INPUTCCRHoovers/D&B
Corporate Info/Financials
-Capabilities
-Customer Relations
Small Bus. Directory
---Maturity
FPDS
Socio-econ Status
Locations
Clearances
INPUTCCRHoovers/D&B
16© 2006
Recommendations for Primes
Establish partner selection process• Strategic orientation• Build repeatable solutions• Drives quicker response times
Implement a shared repository of partner relationships• Populated with potential and current partners• With active participation from stakeholders (e.g., internal
references)
For World Class Partner Relationship Management• Shared repository• Complimented with 3rd party research and validation
17© 2006
Q&A
Arrow Enterprise Computing Solutions Government Group
Let’s Go.
Contents
• About Arrow
• The Arrow Government Group Difference
• Where We are Going
• Our Services
About Arrow
• Arrow Electronics, Inc. – $11.2 Billion , $263M in profit for 2005.– Stock Price up 32%, doubled in 2-3 years– 11,000+ employees– 193 sales locations in 40 countries– 65 years of distribution business– Computer products and components– Headquartered in Melville, NY– Fortune 200– NYSE: ARW
• Enterprise Computing Solutions (ECS) a division of Arrow– Headquartered in Englewood, CO– Most complete product portfolio– 11 Consecutive quarters of YOY sales growth! – 18 Consecutive quarters of YOY OI growth!
• Distributor by choice
Arrow Enterprise Computing Solutions Organization
HP GroupStorage Group SUN-MOCA IBM Group
SBM
Supplier Services
Support Functions
AssetMarketing
Finance HR MIS Operations
Business Development/Marketing
Communications
Arrow Enterprise Computing Solutions
Government Group
Software Group
20062002
200019981996
A sample of our Valued Partners
Let’s Go.
• About Arrow
• Arrow Government Group Difference
• Where We are Going
• Our Services
Contents
Government Program Elements
• Marketing– Government Focused lead Generation Programs– Intelligence and Subscription services ( INPUT, Onvia, Carroll’s Publishing,
Immix, etc.)– Government specific collateral, events, and advertising– Contract vehicles
• Training– Government Training- Basic to Advanced– Sales and Solution Selling– Product
• Communications– Government Website – Product and Solution Webinars– Government Events Calendars– Government Partner Advisory Council
• Arrow One Mind Programs– Provide a seamless Arrow experience for cross-platform and storage
partners
Government Program Elements
• Dedicated organization– 15 Government Dedicated people (Sales, BD, marketing,operations,
Bid Desk)– Over 100 years of Government market experience– Portfolio of Government Consultants
• Solution Business Development– Rapid Response …Emergency Management System– Healthcare– E-mail archiving
• Programs– Diversity Partner – SI Connect– Opportunity/Contract Watch & ID– Bid/Proposal/RFP support
Let’s Go.
Contents
• About Arrow
• The Arrow Government Group Difference
• Where We are Going
• Our Services
The Pillars of Solutions Selling
Solutions
CreatorSolutions
ProviderSolutions
Enabler
SI ConnectSI Connect
• Objective: Create new revenue opportunities by connecting Arrow’s government partners with top System Integrators/Prime Contractors to jointly pursue and win IT projects/programs.
• Important features– Business Development– Assistance with pursuit, capture and win strategies– Solution creation/development– Solution and/or socio-economic diversity– Partner profile and SI/Prime profile– Past performance– Leverage Arrow ECS services
Let’s Go.
• About Arrow ECS
• The Arrow ECS Government Group Difference
• Where We are Going
• Our Services
Contents
Arrow ECS Resources
• Business Development team• Marketing• Solutions based technical team• Education Services• Field Team
• Education services• Solutions based tech team• Marketing• Field team • Inside Sales
• Inside Sales, Order Mgmt and SW Lic team• Credit and leasing• Technical & Field teams• Support Services
• Inside Sales, Order Mgmt and SW Lic Team
• Services Team• Solutions based technical team• Operations & CPI teams• Education services
• Education services • Solutions based technical team• Marketing• Services Renewals Mgmt• Inside Sales, Order Mgmt
and SW Lic Team
Financial Services
• Financial Services Representatives– Specialized Reps– Understand Your Business
• Available Services– Open Account– Credit Enhancements– Escrow Accounts– Leasing– Flooring – AcSelleration
Marketing Services and Programs
Training, Coaching & Consulting Services– Product Sales Training– Solution Sales Training– Vertical Market Training– Business Practice
Development– Market Segmentation &
Targeting
Demand Generation– Database Acquisition &
Marketing– Telemarketing– Direct Mail Marketing– Web & eMail Marketing– Seminars & Tradeshows– Print Advertising
Marketing Services– Strategic Marketing Consulting– Corporate Identity & Branding– Print & Electronic Collateral– Website Development
Public Relations– Press Releases & Announcements– Case Studies, Success Stories,
Testimonials
Event Services– Event Planning– Onsite Coordination & Logistics
Universal Enterprise Solution Labs
• A “hands-on”, heterogeneous, multi-vendor storage solutions environment, dedicated to the reseller community
• Providing hands-on training, testing and experience with multi-vendor, platform independent solutions
• Replicating the realities of customer environments to ensure that actual on-site customer implementations are flawless
• Staffed with certified / trained engineering personnel in all storage and storage networking technologies and vendor product lines
In Summary
• The Government Group Provides:– New Business opportunities
• SI Connect• Solution business development across platforms and
complimentary ISVs• Small business and diversity prime/sub-contractor opportunities• Sales extension for targeted federal and state & local government
accounts
– Unrivaled expertise– Government sector relationship access– A resource for up-to-date research and analysis– Tailored programs that fit any company’s needs
Questions?
Date/reference/classification
BAE Systems Customer Solutions Operating Group
Marketing Effectively to Prime Contractors Diane G. DempseyDirector – Small Business Relations
December 5, 2006
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Strategy• Establish your target market
DOD NASA Civilian Intelligence Community
• Identify what prime contractors are supporting that agency• Target those companies:
Lockheed Martin Raytheon Northrop Grumman Boeing SAIC BAE Systems L3
• Conduct marketing research on those companies to determine best fit.
FOCUS – FOCUS - FOCUS
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Environment
Understand the federal market:
• Read trade journals: – Washington Technology– Wall Street Journal– Washington Post – Business Section– Read “Federal Contracting Made Easy”
• Other informational resources: – Input– Fed Biz Opps
– Attend seminars offered at the PTAPs– Visit the Small Business Development Centers– Visit Agency OSDBU Offices to learn more about their procurement forecast.
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Understand Your Competition
• Does adequate demand exist for your products or services?
• How many small business provide similar products and services in your target market?
• Who are your five top competitors?
• Are you willing to partner with one or more of your competitors?
• Are your prices/rates competitive?
• What makes your company special?
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Marketing Collateral
Create Business Cards that provide information, i.e. SDB/WOSB/Hubz/SDVOB
Develop web sites that are informational and user friendly Prepare Capabilities Statement that is brief and can be
modified Limit core competencies to 5 Past performance that demonstrates mastery of competencies Representatives with solid communication skills and pleasant
personalities.
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Membership Organizations
Membership in organizations can be invaluable to yourcompany’s growth. Select two organizations for membership:
Provides exposure to large prime contractorsMeet potential SB teaming partnersOffer workshops and development toolsBe willing to volunteer for committeesDevelop long term professional relationshipsMaximize your investment
Invest in your development!!!!!!!!!!!!!!!!!!!!
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Attend Outreach Conferences
Focus on small business conferences that complement your strategy. The following organizations sponsor small business conferences.
• Federal Government – often free to small businesses
• National Minority Supplier Development Council/Regional Affiliates
• Women’s Business Executive National Council/Regional Affiliates
• Local Chambers of Commerce
• Procurement Technical Assistance Centers/Programs (PTAC/PTAP)
Be prepared:
• Business cards
• Demonstrate real interest;
• Technical representative in attendance
• FOLLOW UP!!!!!!
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Contact
• Visit company’s website and search under small business• Contact small business and or purchasing office• Complete required data sheet• Schedule appointment – be flexible/available• Visit trade show booth• Sign up for match maker appointment• Once established, continue to communicate with small
business office• Be patient & persistent, but never a PEST!!!
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Preparation
The following are pre-qualifiers for becoming a teaming partner or subcontractor with BAE Systems.
• Have you visited the BAE website: www.baesystems.com? Are you familiar with BAE Systems areas of competencies?
• Does your product or service provide value that BAE’s customer requires and is willing to procure?
• What discriminators does your company possess that would be of interest to BAE?
• Have you read the procurement documents (Draft RFP/RFP) relating to the project for which you wish to be selected as a subcontractor?
• Does your product or service address specific requirements or problems described in those documents?
• Do you have an existing relationship with the customer that can help the BAE understand the customer’s culture and needs — and assist BAE in winning the contract?
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Preparation - continued
• Does your company possess solid past performance with BAE, the customer or another government agency or prime contractor? Can your past performance contribute to the past performance requirements of business opportunities BAE is pursuing?
• If you are a small disadvantaged business or hubzone business are you certified through the Small Business Administration?
• Do you have a viable long-term strategic plan and necessary financial strength to support a long-term partnership?
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Opportunity Fit
Where does your company fit into the opportunity? It is necessary toread the Request For Proposal and determine where your companycan bring the best possible value to the contribution of the winstrategy. The following are questions that your company should beprepared to answer:• Can your company provide skill sets that are required in the RFP?• Are those skills available at the levels of capacity required? • What is your company’s competitive advantage? • Why should BAE chose your company rather than another well
qualified small business for that level of tasking?• Are your rates/prices competitive?• Does your company possess extensive past performance in this
specific area?• Is your company willing to commit resources to the development of a
proposal that could require months to prepare?
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Execution
Demonstrate your ability to support your customer
• Be a contributor – offer solutions
• Respond to voice mail messages and e-mails promptly
• Be honest
• Be on time to meetings
• Provide deliverables prior to deadline
• Products and services must be IAW requirements
• Focus on quality
• Price is important
• Invoice correctly and in a timely manner
• Don’t be labeled as DIFFICULT:– No excuses– Don’t whine/ lose the attitude & ego– Be professional
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BAE Systems Expectations
BAE Systems seeks small businesses that possess the following:• Core competencies that provide complementary skills – Niche type specialties
are often sought over those that are in large supply. Offerings such as innovative and cutting edge technology that will conform to the customers requirements.
• Excellent Past Performance – Demonstrated performance at the prime or subcontract level in the federal sector.
• Professional Certifications & Clearances – Security Clearances: Secret, Top Secret & Facility Clearances. PMP, SEI, CMMI & ISO Certifications are frequently required.
• Understanding of federal acquisition processes – Comprehension of the RFI/RFP/award process and the FAR. The ability to analyze a RFP and provide well developed responses that contribute to the win strategy of a team.
• Sound financial structure – Well established small businesses that demonstrate sustainability.
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Small Business Programs Representatives
BAE Systems - Customer Solutions Operating Group Points of Contact: Director of Small Business Programs – Diane Dempsey 703 563 7991
• Information Technology – McLean, VABill Mitchell – Director of Procurement/SBLO, 703 563 7800,[email protected]
• Technology Solutions & Services – Rockville, MD– Systems Engineering Solutions, Inc., Huntsville, AL, Tim Henke,
[email protected]– Technology Solutions & Services, Rockville, MD – Fran Galloway, – 301 738 4714, [email protected]– Integrated Technical Solutions, California, MD – Charles Stambaugh, 301 863 0856,
[email protected]– Integrated O&M Solutions, Ft. Walton Beach, FL – Jim St. John, 850 244 7729,
• Ship Repair – Norfolk, VA– Brad Moyer – [email protected]
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~Inclusion is the key to success!!!!!~
© 2006
Tuesday, December 5, 2006
Industry Q&A Panel: Best Practices: Small Business Partner Qualifications
© 2006
Tuesday, December 5, 2006
BREAK
Please join us in the lobby for refreshments
© 2006
Tuesday, December 5, 2006
Breakout Sessions: How do you qualify as a small business
partner?
© 2006
Tuesday, December 5, 2006
Thank you for Coming!
Please Fill Out Your Surveys
Please leave your badges at the registration desk
Presentations will be emailed to you within 1 week
