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APMP BID & PROPOSAL CON 2014 | PAGE 1
Winning Business in Today’s Market
Optimizing Bid Decisions
Wednesday, May 28
2
APMP BID & PROPOSAL CON 2014 | PAGE 2
Background
 Sequestration and consolidated requirements
 More firms competing fo...
3
APMP BID & PROPOSAL CON 2014 | PAGE 3
What are your TARGETS?
 Business strategy must be supported by pricing strategy
...
4
APMP BID & PROPOSAL CON 2014 | PAGE 4
Bid/No-Bid Decisions
 Make bid decisions consistent with your strategic
plan
 Fi...
5
APMP BID & PROPOSAL CON 2014 | PAGE 5
Incumbent Myths
 Incumbents have an “unfair” advantage
 They’re hard to beat—so ...
6
APMP BID & PROPOSAL CON 2014 | PAGE 6
Proposal Life Cycle
Positioning Pursuit Capture
Proposal Planning and
Preparation
...
7
APMP BID & PROPOSAL CON 2014 | PAGE 7
CONOPS
 General approach
 95% “HOW”, 5% PP
 Organizational charts
 Value chain...
8
APMP BID & PROPOSAL CON 2014 | PAGE 8
Capture Team
Executive
Management
Program
Manager
Capture
Manager
Proposal
Manager...
9
APMP BID & PROPOSAL CON 2014 | PAGE 9
Executive Management
 Bid decision
 Direction
 Resources
 Participation in rev...
10
APMP BID & PROPOSAL CON 2014 | PAGE 10
Win Themes
 Differentiate your team
 Unique
 Defendable with past performance...
11
APMP BID & PROPOSAL CON 2014 | PAGE 11
Price to Win (PTW)
 Best value  low cost
 Competitive analysis
 Levers
 Bas...
12
APMP BID & PROPOSAL CON 2014 | PAGE 12
Proposal Evaluations
 Technical and
Management Approach
 Past Performance
 Pr...
13
APMP BID & PROPOSAL CON 2014 | PAGE 13
Primary Value Contribution
 Ensuring cost compliance
 Receiving best value fro...
14
APMP BID & PROPOSAL CON 2014 | PAGE 14
Opportunity
FIT
VALUE
RISK
Fit - Value - Risk
15
APMP BID & PROPOSAL CON 2014 | PAGE 15
Waterline
B&P Water Line Approved
Not Approved
Opportunities that are of good Fi...
16
APMP BID & PROPOSAL CON 2014 | PAGE 16
Strategic Analysis FIT
Opportunity
FIT
Sales & Marketing
1) Can we position dire...
17
APMP BID & PROPOSAL CON 2014 | PAGE 17
Strategic Analysis Value
Opportunity
VALUE
18
APMP BID & PROPOSAL CON 2014 | PAGE 18
Strategic Analysis Value
Opportunity
VALUE
19
APMP BID & PROPOSAL CON 2014 | PAGE 19
Strategic Analysis Risk
Opportunity
RISK
20
APMP BID & PROPOSAL CON 2014 | PAGE 20
Strategic Analysis Summary
Strategic Map Analysis
Risk Size
Summary Summary Summ...
21
APMP BID & PROPOSAL CON 2014 | PAGE 21
Strategic Analysis Strategic Map
22
APMP BID & PROPOSAL CON 2014 | PAGE 22
• Clarifications
• Negotiations – Competitive Range
 Evaluation Notices (ENs)
...
23
APMP BID & PROPOSAL CON 2014 | PAGE 23
• Start planning for the re-compete
 Establish and keep trust with your custome...
24
APMP BID & PROPOSAL CON 2014 | PAGE 24
Joe F. Yearta, CF APMP
Director
Decosimo Solvability, LLC
jyearta@solvability.co...
APMP BID & PROPOSAL CON 2014 | PAGE 25
Backup Slides
26
APMP BID & PROPOSAL CON 2014 | PAGE 26
Full complement of services to government contractors:
Business advisory, inclu...
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Winning Business in Todays Market: Optimizing Bid Decisions - Joe Yearta

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Winning Business in Todays Market: Optimizing Bid Decisions - Joe Yearta

  1. 1. APMP BID & PROPOSAL CON 2014 | PAGE 1 Winning Business in Today’s Market Optimizing Bid Decisions Wednesday, May 28
  2. 2. 2 APMP BID & PROPOSAL CON 2014 | PAGE 2 Background  Sequestration and consolidated requirements  More firms competing for fewer opportunities  Small-dollar, low-margin contracts look good  Nothing easy about winning  It’s an art and a science  The science (incorporating a series of specific activities and tasks)  The art (using people and resources in creative, passionate ways to carry out the activities and tasks)  Methods to improving and optimizing bid decisions
  3. 3. 3 APMP BID & PROPOSAL CON 2014 | PAGE 3 What are your TARGETS?  Business strategy must be supported by pricing strategy  Proposal pricing must be based on history and projections  Flexibility should be used to create “what if” strategies (examples)  Long-term strategy is required
  4. 4. 4 APMP BID & PROPOSAL CON 2014 | PAGE 4 Bid/No-Bid Decisions  Make bid decisions consistent with your strategic plan  Fit-Value-Risk  Scope  Contract size  Margins Existing Product New Customer Existing Product Existing Customer New Product Existing Customer New Product New Customer • High Tech • Professional Services • Manufacturing • White Collar Services • Blue Collar Services
  5. 5. 5 APMP BID & PROPOSAL CON 2014 | PAGE 5 Incumbent Myths  Incumbents have an “unfair” advantage  They’re hard to beat—so what?  Use your capture team to level the playing field  Learn each customer and their hot buttons  Test innovations, approaches, and win themes against your customer’s hot buttons  We’re the Incumbent, we “can’t” lose  Yes, you can!  Use your capture team  Demonstrate innovations  Price the latest PWS, not your current contract
  6. 6. 6 APMP BID & PROPOSAL CON 2014 | PAGE 6 Proposal Life Cycle Positioning Pursuit Capture Proposal Planning and Preparation Post Submittal White White Black Story Blue Pink Red Gold Lessons Debrief Hat Papers Hat Boards Learned ID Need Define Requirements DRFP Bidder’s Conference RFP ENs OralsDue! Award Government Capture Team Program Manager BD Manager Capture Manager Proposal Manager Contract Administrator Opportunity? Pursue? PTW Bid? Bid? Bid? Submit Protest? Sources Sought Amendments
  7. 7. 7 APMP BID & PROPOSAL CON 2014 | PAGE 7 CONOPS  General approach  95% “HOW”, 5% PP  Organizational charts  Value chains  Inputs  Processes  Outputs  Models and drawings  Resources  Tools of the trade  Facilities Approach People Processes Tools Metrics Who How How Controls CONOPS Capture Team Proposal Process Templates GoToMeeting Color Reviews Win!
  8. 8. 8 APMP BID & PROPOSAL CON 2014 | PAGE 8 Capture Team Executive Management Program Manager Capture Manager Proposal Manager Contract Administrator BD Manager
  9. 9. 9 APMP BID & PROPOSAL CON 2014 | PAGE 9 Executive Management  Bid decision  Direction  Resources  Participation in reviews  Last minute changes are devastating, but recoverable
  10. 10. 10 APMP BID & PROPOSAL CON 2014 | PAGE 10 Win Themes  Differentiate your team  Unique  Defendable with past performance examples  Innovations need to be truly innovative  Features and benefits need to provide true benefits  Must answer an identifiable customer need in order to be a true benefit  Must be tied to past performance  Identify risks of your approach  Ghost your competition
  11. 11. 11 APMP BID & PROPOSAL CON 2014 | PAGE 11 Price to Win (PTW)  Best value  low cost  Competitive analysis  Levers  Base rates (COGS)  Basis of estimate (BOE)  Fee  Indirect rates  Fringe, facilities, overhead, and G&A  Site-specific overhead rates  Material handling
  12. 12. 12 APMP BID & PROPOSAL CON 2014 | PAGE 12 Proposal Evaluations  Technical and Management Approach  Past Performance  Price  Best Value  Non-price factors  Price factors  Low Price Technically Acceptable (LPTA)  Sealed Bid
  13. 13. 13 APMP BID & PROPOSAL CON 2014 | PAGE 13 Primary Value Contribution  Ensuring cost compliance  Receiving best value from company’s spending dollars  Identifying and realizing new areas for dollar savings  BD research via quantitative and qualitative means  Optimize FIT-VALUE-RISK
  14. 14. 14 APMP BID & PROPOSAL CON 2014 | PAGE 14 Opportunity FIT VALUE RISK Fit - Value - Risk
  15. 15. 15 APMP BID & PROPOSAL CON 2014 | PAGE 15 Waterline B&P Water Line Approved Not Approved Opportunities that are of good Fit, good Value, and minimizes Risk Opportunity #1 Opportunity #2 Opportunity #3 Opportunity #4
  16. 16. 16 APMP BID & PROPOSAL CON 2014 | PAGE 16 Strategic Analysis FIT Opportunity FIT Sales & Marketing 1) Can we position direct sales or partners? Prime vs Sub? 2) Is opportunity add-on or long term business? 3) Does strategy add or create confusion to our brand? 4) Can we create desired market position? Solution 1) Do we add customer value and benefit? 2) Can the differentiated benefits be dollarized? 3) Does the solution include valuable Intellectual Property? 4) Does the solution allow us to attain a cost advantage and/or shorten implementation? Strategic 1) Is it repeatable? Is demonstrable? 2) Doe we have a passion to develop and provide this solution to the market? 3) Can we offer innovation as a differentiator? 4) Can we be #1 with this solution? Culture 1) The Human Capital to succeed? a. Skills b. Knowledge c. Values 2) Organizational Capital to succeed? a. Culture b. Leadership c. Alignment
  17. 17. 17 APMP BID & PROPOSAL CON 2014 | PAGE 17 Strategic Analysis Value Opportunity VALUE
  18. 18. 18 APMP BID & PROPOSAL CON 2014 | PAGE 18 Strategic Analysis Value Opportunity VALUE
  19. 19. 19 APMP BID & PROPOSAL CON 2014 | PAGE 19 Strategic Analysis Risk Opportunity RISK
  20. 20. 20 APMP BID & PROPOSAL CON 2014 | PAGE 20 Strategic Analysis Summary Strategic Map Analysis Risk Size Summary Summary Summary Annual Rev ($M) 1 Opportunity #1 3.1 3.4 3.0 25$ 2 Opportunity #2 4.0 5.0 1.0 40$ 3 Opportunity #3 1.0 2.0 3.0 50$ 4 Opportunity #4 2.0 1.3 2.0 100$ Weight 100% 100% 100% Scale 1- Very Poor, 2 - Poor, 3 - Medium, 4- Good, 5 - Very Good Fit 1- Very Poor, 2 - Poor, 3 - Medium, 4- Good, 5 - Very Good 1- Very Poor, 2 - Poor, 3 - Medium, 4- Good, 5 - Very Good Value
  21. 21. 21 APMP BID & PROPOSAL CON 2014 | PAGE 21 Strategic Analysis Strategic Map
  22. 22. 22 APMP BID & PROPOSAL CON 2014 | PAGE 22 • Clarifications • Negotiations – Competitive Range  Evaluation Notices (ENs)  Final proposal revisions • Debrief  Must request  Request one—win or lose • Incorporate Lessons Learned into future capture processes Post Submission
  23. 23. 23 APMP BID & PROPOSAL CON 2014 | PAGE 23 • Start planning for the re-compete  Establish and keep trust with your customer  Perform, perform, perform  Introduce innovations  Cut costs  Track changes in the contract • Relationship, relationship, relationship You’ve Won, Now What?
  24. 24. 24 APMP BID & PROPOSAL CON 2014 | PAGE 24 Joe F. Yearta, CF APMP Director Decosimo Solvability, LLC jyearta@solvability.com www.decosimo.com/solvability 256-971-2728 APMP® www.apmp.org Thank You
  25. 25. APMP BID & PROPOSAL CON 2014 | PAGE 25 Backup Slides
  26. 26. 26 APMP BID & PROPOSAL CON 2014 | PAGE 26 Full complement of services to government contractors: Business advisory, including proposal and business development Integration of compliant cost accounting and project management Our clients trust our technical expertise and timely delivery on compliance engagements, as well as our guidance and confidentiality regarding growth and exit planning. As a practice of Decosimo, we have the resources to grow with any business and offer the same level of quality and expertise through every stage of growth. Why Solvability?

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