Michael Bowlds | Putting Together Small Business Teams

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Elyk Venture Management

News & Politics Business Education

“Small Business Teaming for Larger Contracts”
NCRC Conference April 18, 2012
Helping You Reach Your Peak!

Small Business Teaming

Helping You Reach Your Peak!

What is Peak Performance – Literally?

Peak – The point of greatest development, value, or intensity

Performance - The way in which someone or something functions

Peak Performance Tips Throughout Presentation!

Small Business Teaming

Helping You Reach Your Peak!

How Do You Focus?

Key Considerations:
Helping You Reach Your Peak!

Small Business Teaming:

• Contracts are Larger
• Procurement Force is Smaller
• Competition Far More Intense
• Mistakes are Costly

Key Considerations:
Helping You Reach Your Peak!

S.M.A.R.T.

• Specific
• Measurable
• Achievable
• Realistic
• Time- Sensitive

Key Considerations:
Helping You Reach Your Peak!

Specific:

• Know Why You Are Teaming
• Define Roles (when possible)
• Define Pursuits
• Define Coverage Costs
• Proposal Expenses
• Research/Bus Dev

Key Considerations:
Helping You Reach Your Peak!

Measurable:

• Set Goals
• Growth
• Financial
• Penetration
• Evaluate Consistently

Key Considerations:
Helping You Reach Your Peak!

Achievable:

• Align Win Ratios
• Research Vehicles
• Understand Competition

Key Considerations:
Helping You Reach Your Peak!

Realistic:

• Start Early
• Plan for Losses
• Ensure Appropriate Strategy
• Match Team to Goal
• Be prepared to Educate (COs/PMs)

Key Considerations:
Helping You Reach Your Peak!

Time Sensitive:

• Start Early (2 Year Windows)
• Align Procurement Cycles
• Define Exits

Relationship Based Business Development
Module 1
Targeted Communications
Helping You Reach Your Peak!

Focus for Great Small Business Teaming:
Stay SMART:
Specific
Measurable
Achievable
Realistic
Time-Sensitive

Business Development & Capture Management

Contact Information
Helping You Reach Your Peak!

Mountaintop Marketing Group, LLC
8070 Georgia Avenue
Suite 310
Silver Spring, MD 20910
Michael Bowlds
President
Direct: (301) 563-6137
Phone: (301) 830-8191
Fax: (301) 830-8301
mbowlds@mountaintopmarketing.com

www.mountaintopmarketing.com
training@mountaintopmarketing.com

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Michael Bowlds | Putting Together Small Business Teams

1. “Small Business Teaming for Larger Contracts” NCRC Conference April 18, 2012 Helping You Reach Your Peak!

2. Small Business Teaming Helping You Reach Your Peak! What is Peak Performance – Literally? Peak – The point of greatest development, value, or intensity Performance - The way in which someone or something functions Peak Performance Tips Throughout Presentation!

3. Small Business Teaming Helping You Reach Your Peak! How Do You Focus?

4. Key Considerations: Helping You Reach Your Peak! Small Business Teaming: • Contracts are Larger • Procurement Force is Smaller • Competition Far More Intense • Mistakes are Costly

5. Key Considerations: Helping You Reach Your Peak! S.M.A.R.T. • Specific • Measurable • Achievable • Realistic • Time- Sensitive

6. Key Considerations: Helping You Reach Your Peak! Specific: • Know Why You Are Teaming • Define Roles (when possible) • Define Pursuits • Define Coverage Costs • Proposal Expenses • Research/Bus Dev

7. Key Considerations: Helping You Reach Your Peak! Measurable: • Set Goals • Growth • Financial • Penetration • Evaluate Consistently

8. Key Considerations: Helping You Reach Your Peak! Achievable: • Align Win Ratios • Research Vehicles • Understand Competition

9. Key Considerations: Helping You Reach Your Peak! Realistic: • Start Early • Plan for Losses • Ensure Appropriate Strategy • Match Team to Goal • Be prepared to Educate (COs/PMs)

10. Key Considerations: Helping You Reach Your Peak! Time Sensitive: • Start Early (2 Year Windows) • Align Procurement Cycles • Define Exits

11. Relationship Based Business Development Module 1 Targeted Communications Helping You Reach Your Peak! Focus for Great Small Business Teaming: Stay SMART: Specific Measurable Achievable Realistic Time-Sensitive

12. Business Development & Capture Management Contact Information Helping You Reach Your Peak! Mountaintop Marketing Group, LLC 8070 Georgia Avenue Suite 310 Silver Spring, MD 20910 Michael Bowlds President Direct: (301) 563-6137 Phone: (301) 830-8191 Fax: (301) 830-8301 mbowlds@mountaintopmarketing.com www.mountaintopmarketing.com training@mountaintopmarketing.com

Michael Bowlds | Putting Together Small Business Teams

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