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TeamQuest - Business Development
Bootcamp Basics
101
Presenter C. Nick Savage
C. Nick Savage August 2015

2. Block 0: The Capture Process

3. What are the basic roles in the Capture Process?
 Farmer
 Fisher
 Hunter
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4. 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 strategy
Risk:
• Market changes or Inaccurate forecasting
• May be overcome by other events (OBE) (e.g., election , war,
acquisition)
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5. The Farmer – Tools of the Trade?
 The Farming Tools
• Live Meetings – Planting Seeds
Industry Days & Tradeshows
Arranged 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.itdashboard.gov
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6. 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)
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7. The Fisher – Tools of the Trade?
 The Fishing Tools
• Live Meetings – EventsOps
Expansion with existing Clients
Explore “Ramp On” opportunities
Fishing Contest to demonstrate
“best athlete capabilities – “Hackathons” to solve known client
issues
Investigate and crosswalk upcoming re-competes against
capabilities and partnerships with the best PWIN value
• Research & Resource
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8. 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
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9. The Hunter – Tools of the Trade?
 The Hunting Tools
• Live Meetings – EventsOps
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
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10. 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
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11. Teaming

12. Teaming
 Approaches
1. 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)
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13. Teaming
 Tools
• Government
NDAs
Teaming Agreements
Lessons Learned – De-Briefs
• Commercial
NDAs
MOUs
LOIs
Teaming Agreements
Contract
Lessons Learned – De- Briefs
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