Don Zavesky, Consultant

Transcription

1 1 Don Zavesky, Consultant

2 2 What is Capture Planning Identify, research, qualify, and better understanding of prospects Assess environments and marketplaces Implement winning solutions

3 3 Asking Questions? Finding Answers. More detailed information than prospect decisions Information below the waterline Ensure you are positioned to win before committing to an expensive proposal effort

4 4 Improves Understanding & Position Presents upfront strategic and tactical information Identifies strengths and weaknesses Streamlines proposal development

5 5 Tailored to Your Market Type of Market Subcontracting, vendor based, subcomponent product/service, augmentation support Bid Decision Information Centered on prime contractors requirements, recompetes, IDIQ requirements, subcontracting goals Primes Pop-up requirements, emergency response, short project based Focused on overall government agency trends, budgets, urgent needs, FY spending Agencies Rapid orders, automated awards, short response times, reverse auctions Cyclical, reoccurring, long term, extended projects, predictable opportunities Understanding of historical buying trends, competitive track records, warrantees, discount terms, delivery requirements Knowledge of customers, markets, trends, competitors, requirements, budgets, etc. Markets Contracts

6 6 93% of All Contracts are Cyclical FPDS-NG Trends Contracts Summaries

7 7 Historical & Current Federal Spending

8 8 Acquisition & Spending Forecasts

9 Identify Future Opportunities 9

10 10 Federal Business Opportunities (FBO) Advanced Search Browse by Agency SB Events Vendor Collaboration

11 11 Federal Business Opportunities (FBO) Watch Specific Opportunities Create Multiple Search Agents Archived Documents Can Be Helpful

12 Other Sites for Federal Opportunities 12

13 13 Other Sites for Federal Opportunities

14 14 Guerrilla Market Intelligence NAS Jacksonville Contractor of the Year

15 15 Freedom of Information Act Request Check agency website for what is already available Written request; some agencies have forms 30 day standard response time; agencies may request extension

16 16 Finding Connections & Information Matchmaker events Industry days Site visits/pre-proposal conferences One-on-one meetings Unions, suppliers, vendors Chambers of commerce Employees

17 Strategic & Tactical Information Elements of a Capture Plan Select, Scale, and Fit to Opportunity Executive summary Actions plans Opportunity description Attachments, FOIA info, photos Contract requirements and reasons for the contract Agency, site, & customer profiles Win strategy Themes & discriminators Customer issues and hot buttons Competitive intelligence Own competitive position Bidder comparison Teaming and subcontracting Risks & mitigations BOE/pricing-to-win assessment Technical & management approach Estimated requirements: staffing, equipment, deliverables, reporting, facilities

18 18 Opportunity Description Element Customer Description Program Summary Key Requirements Deliverables Budget/Funding Schedule Type of Contract

19 19 Competitive Intel Competitor 3 Market Competitor Position 2 Products/Services Market Competitor Position 1 Historical Products/Services Market Pricing Position Patterns Customer Historical Products/Services Relationship Pricing Patterns Capabilities Customer Historical and Relationship Experience Pricing Patterns Strengths Capabilities Customer and Relationship Experience Weaknesses Strengths Capabilities and Experience Weaknesses Strengths Weaknesses

20 20 Proposal Strategy Win themes Discriminators Innovations Estimate of winning price Technical/management solution Teaming and subcontracting Key personnel/resumes Cost/Pricing Estimate Customer Budget Historical Pricing ROM/BOE (top down, bottom up) Probable Best Value Approach Probable Low Bidder Approach Labor (Exempt, SCA, Davis-Bacon) Equipment/Supplies ODCs Fee General and Administrative (G&A)

21 Bid Decision Worksheet Can we meet contract requirements? Do we have matching past performance? Can we produce a compelling proposal? Do we have price-to-win understanding? Does the customer know us? Is it positive? Can we beat the competition/incumbent? Do we have in-depth market intelligence? Do we have an innovative approach? Is our offer and proposed solution low risk? Will it be beneficial to our company?

22 22 Summary Optimize your pipeline, make it realistic Scale & tailor to what fits best Stop chasing bids, pursue winning opportunities Develop 50-70% of proposal content upfront Increase win rates Be the front-running subcontractor or prime

23 23 Don Zavesky, Consultant