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