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The information contained within these pages is proprietary to SAIC, and is principally intended for employees of SAIC and its subsidiaries only.

Working with SAICJanuary 18, 2012

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SAIC Business Overview

• Business Areas– National Security– Energy & Environment– Health– Cybersecurity

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Approximately $11 billion(Fiscal Year 2011)

Civil and OtherU.S. Government

17%

Commercial andInternational7%

U.S. Department of Defense

76%

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SAIC’s Philosophy – “Small Business is Good Business”

• Small businesses provide tremendous value to our customers while enhancing SAIC’s competitive offerings– Niche capabilities– Adds depth to talent pool– Agility– Customer affinity– Increased cost competitiveness

• SAIC is committed to effectively working with and using small businesses– Assist our small business partners in identifying and developing new business

opportunities– Teaming and subcontracting on full and open competitions– Teaming with small businesses in small business set-asides

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SAIC’s Small Business Past Performance – A Strong Record

Recognition and Awards•SBA Dwight D. Eisenhower Awards for excellence in small business utilization (2001, 2007,

2011)•SBA Frances Perkins Awards for excellence in working with women-owned small businesses

(2010, 2004, 2002) •Nunn-Perry – 13-time winner for excellence in mentoring small businesses from DoD  GFY 2011 GFY 2010 GFY 2009 GFY 2008

Small Business $2330.1M $2270.6M $1988.1M $1638.9M

Small Disadvantaged Business (SDB) $279.7M $353.7M $366.5M $335.6M

Women-Owned Small Business (WOSB) $415.8M $409.3M $360.8M $347.8M

HUBZone Small Business (HUBZone) $100.6M $72.1M $98.6M $88.2M

Veteran-Owned Small Business (VOSB) $643.4M $461.5M $335.9M $305.5M

Service-Disabled Veteran-Owned Small Business (SDVOB) $315.6M $248.9M $143.2M $156.0M

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Ways to Engage a Large Business (Big Picture)

• Too little, too late– Inquiry regarding teaming opportunities following press release of contract award– Identifying open job positions on large business website

• Passive (“just enough”)– Registering on CCR and SBA websites– Registering on large business small business website– Generic email to company small business office

• Active– Marketing federal agency customers to:

• Identify upcoming opportunities • Learn and become familiar with the contractor landscape at customer location

– Identify opportunities through forecasts and other market research tools

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Ways to Actively Engage a Large Business

• Use of a prime’s existing contract vehicle to facilitate business– Business has marketed opportunity and customer is receptive with

caveats• Customer is constrained/prefers to use certain IDIQ vehicles (e.g., DHS

EAGLE) • Customer prefers GSA schedules/GWACs (Schedule 70, Alliant, etc.)

– Critical step is to match opportunity to:• Contract scope• Terms and conditions unique to contract

• Teaming/Subcontracting– Your firm has knowledge of the opportunity– Firm has demonstrated past performance and customer knowledge– Relationship formalized well in advance of the opportunity being

competed through teaming agreement

• Meeting prime contractor personnel – Presenting capability briefing – Discussing opportunities

Time and Effort

Required

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Engaging large companies

• KNOW the business areas, needs and customer sets of the large business

• KNOW your audience and be specific– Who: Program Manager, Business Developer, Subcontracts, etc.– What: Specific customer, a specific opportunity, market segment, etc.

• KNOW what opportunities are present at the customers you are targeting. This includes current and future in terms of your capability

• KNOW what your strengths unique to the prime and the opportunity

• KNOW the competitive landscape and your potential weaknesses

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Teaming – What Does SAIC Look For

• Skills – What is it that you do best– Niche technical and functional expertise– Key skills and certifications – PMP, ITIL, ISO, CMMI

• Past Performance– Proven past performance/strong CPARS – Prime and subcontracting performance on related efforts

• “Marketability”/ Customer Knowledge– Customer intimacy and familiarity– Understanding customer culture, challenges, and needs– Understand the length of the acquisition/proposal lifecycle and the diversity of

contracting vehicles

• Other Key Factors– Location and ability to support various geographical areas– Appropriate clearances– Established rates and related financial controls– Financial stability

• Type of Business – SB/SDB/WOB/HUBZone/SDVOB/VOB

Remember SAIC teams upfront well in advance of opportunities being let

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Things to be mindful of and strategies to consider• Teaming Discussions

– Make sure an NDA (non-disclosure agreement) is in place before meaningful negotiations– Secure a signed teaming agreement to ensure being on the team– Assign points-of-contact to effort and know prime POCs including:

• Capture manager (and possibly proposal manager)• Procurement/Subcontracts• Program manager

• “Blocking & Tackling” – Proposal phase– Be responsive to all data calls during proposal phase and any down-select/BAFO efforts– Share any market intelligence you come– Continue to place an emphasis on stellar performance on current contracts– Retain your key employees

• Post award– Secure a signed subcontract– Get to know the Program Manager – For IDIQ contracts:

• Plan to actively market• Understand how task orders will be shared/disseminated

• Avenues to differentiate yourself from other subcontractors– Consider investing in technical certifications for the organization or employees– Know the customer and target your teaming activities– Develop a competitive cost structure – cost has at times been the factor

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Where You Can Play – The Big Picture

• Defense Solutions– C2/C4– System integration– Distributed networks– Modeling and simulation

• Intelligence, Surveillance, & Reconnaissance (ISR) – Information processing, exploitation and

dissemination– Sensors– Geospatial intelligence and imagery– Language services

• Health Solutions– Clinical health information technology– Health infrastructure– Public health– Health services

• Logistics and Product Support– Supply chain management– Product sustainment– Fleet management and support– Asset visibility and tracking

• Energy and Environment– Smart grid and energy management systems– Alternative energy– Energy efficiency and design-build– Environmental management and compliance

• Cybersecurity and Information Technology– Enterprise risk management– Information operations– Analytics and forensics– Managed IT services and infrastructure– Software and data management

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Points-of Contact

Alexis Tobe, Business Development Specialist• Email: tobea@saic.com

Victoria Vo, Business Development Specialist• Email: vov@saic.com

Babak Nouri, Director• Email: nourib@saic.com

SAIC Corporate Small Business Development Program: www.saic.com/sbp