GTSC Annual Meeting 2014: Business Development Exchange

1. Business Development
Exchange
S U C C E S S I N T H E F E D E R A L H O M E L A N D & N A T I O N A L S E C U R I T Y
M A R K E T S

2. SERVICES
Five Types of Meetings:
 Insight
Mentoring
CEO to CEO Roundtables
Capacity Building
Market Solutions Series
www.GTSCoalition.com

3. BUSINESS DEVELOPMENT EXCHANGE
Drivers:
 Contracting Market=More competition for every deal
 Contract Consolidation: Eagle II, TABSS etc. requires teaming relationships
to play if not a Prime; strong subs to win work if you are a Prime
 Strength in Numbers: Mid-tier to Mid-tier, Mid-Tier to small, & small to small
relationships can create scale to better compete and pool limited and
precious BD resources
 Push to Small Business: Mid-tiers need smalls more than ever with such a
large percentage of work going small.
 Strategic Relationships: Strong interest in teaming relationships that are
strategic and enduring…not transactional. Easier, cheaper and lower risk to
go to market repeatedly with a small group of reliable partners
 Deal Sourcing: Cover more ground to find new deals and opportunities
www.GTSCoalition.com

4. BUSINESS DEVELOPMENT EXCHANGE
Accomplishments
Building the Op-Tempo
 4 meetings during 2014, solid core group of companies engaged
 Established capability exchange portal
Establishing the strategy
 Established BD Exchange Steering Committee to provide guidance &
strategic direction
Tactical execution
 Conducting systematic deal analysis and discussions with an initial
emphasis on DHS
 Formal teaming arrangements & associated pursuits are underway
www.GTSCoalition.com

5. BUSINESS DEVELOPMENT EXCHANGE
Looking Ahead to 2015
 Filling capability gaps
 Looking to add companies that fill particular niches related to capability,
markets and vehicles
Going to market together more often
 Pro-actively identifying deals for joint pursuits before they happen
Working to shape deals based on shared intel
Leveraging the GTSC platform
 Creating awareness of credible firms with government buyers
 Shaping procurement strategies to the benefit of GTSC members
www.GTSCoalition.com