Date post: | 10-Feb-2017 |
Category: |
Documents |
Upload: | nick-savage |
View: | 109 times |
Download: | 0 times |
1
TeamQuest - Business Development Bootcamp Basics
101Presenter C. Nick Savage
C. Nick Savage August 2015
Block 0: The Capture Process
What are the basic roles in the Capture Process?
Farmer
Fisher
Hunter
3
The Farmer – Capture Roles?
The Farmer • Builds Relationships • Plans for contingencies• Expect “fruit” from the labor 12-18 months process• Organic approach• Seeks fertile sectors but relies also on strong teaming partners weighing heavily in the strategyRisk:• Market changes or Inaccurate forecasting• May be overcome by other events (OBE) (e.g., election , war,
acquisition)
4
The Farmer – Tools of the Trade?
The Farming Tools• Live Meetings – Planting Seeds
Industry Days & TradeshowsArranged meetings with incumbent or the potential organization Workgroup or Community of Interest participation – (e.g., CIOSP-3 CAGS, ONC,
• Research & Resource Government spending projections & historical data www.itdashboa
rd.gov
5
The Fisher – Capture Roles?
The Fisher • Builds Relationships • Partnerships traditionally • require bait” (i.e., opportunity) 6-12 months process more near term• “Assertive” organic approach to increase the PWIN• Seeks fertile sectors “ fishing areas” but relies also on
teaming partners with opportunities in the “pipeline”Risk:• Market changes or Partnership “FIT”• May be overcome by unforeseen storms other events (OBE) --- (e.g.,
shutdown , technology changes , leadership changes, acquisition)
6
The Fisher – Tools of the Trade?
The Fishing Tools• Live Meetings – Events\Ops
Expansion with existing ClientsExplore “Ramp On” opportunitiesFishing Contest to demonstrate“best athlete capabilities – “Hackathons” to solve known client issuesInvestigate and crosswalk upcoming re-competes against
capabilities and partnerships with the best PWIN value• Research & Resource
7
The Hunter – Capture Roles?
The Hunter • Targets ops thru Relationships• PWIN less of factor initially• Require call to action (i.e., 0-6 month process more aggressive near term)• “Assertive” organic or inorganic approach to increase
the PWIN and revenue base• Seeks best “hunting areas” to assess ops, partners,
and competitors based on near term market conditions typically
Risk:• Inaccurate Intel• Resource utilization
8
The Hunter – Tools of the Trade?
The Hunting Tools• Live Meetings – Events\Ops
Intel through more channels to gather the latest info (e.g., cold call, schedule client meeting, GAO reports)Explore vehicle opportunities as they arise Assess market for weakest and strongest competition to determine best inorganic or organic approach Investigate and crosswalk upcoming re-competes against
capabilities and partnerships based on revenue potential • Research & Resource – Internal Team execution typically
9
The Conclusion – Overarching BD Strategy
All roles and tools are required at various stages to secure revenue and establish an effective team The same approach can be applied to establish Teaming philosophies Relationship building is still the driving force Leverage Technology and Metrics Tell a Compelling Story
10
Teaming
Teaming
Approaches1. Identify partners based on client/ops strength (e.g.,
identify an incumbent)
2. Identify partners based on vehicle strength (e.g., identify strong CIOSP-3 partner)
3. Identify partners based on fortifying solution capabilities (e.g., identify another strong cyber partner to raise the PWIN/Brand)
4. Identify partners to strengthen deficiencies (e.g., identify a network infrastructure partner to complement development services)
12
Teaming
Tools• Government
NDAsTeaming AgreementsLessons Learned – De-Briefs
• CommercialNDAs MOUsLOIsTeaming AgreementsContractLessons Learned – De- Briefs
13