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The Fairfax County Economic Development Authority's Procurement Academy

The Fairfax County Economic Development Authority's Procurement Academy Capture Planning – Uncovering Contract Opportunities Dec 8, 2010 Presented By Wanda Gamble Vice President, Federal/Civil Health Business Development Vangent, Inc. What Should We Know? . Overview Strategic Roadmap

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The Fairfax County Economic Development Authority's Procurement Academy

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  1. The Fairfax County Economic Development Authority's Procurement Academy Capture Planning – Uncovering Contract Opportunities Dec 8, 2010 Presented By Wanda Gamble Vice President, Federal/Civil Health Business Development Vangent, Inc

  2. What Should We Know? • Overview • Strategic Roadmap • Our Markets (e.g., Healthcare, Cybersecurity, Education, Environmental, Energy) • Our Customers • Our Partners & Competitors • Threats & Opportunities to the Business • Our customer • Organization/Structure/Politics • We should know more about them than they do! (e.g., • Their solutions • Who is their customer/end-user?

  3. Our Strategic Road Map Energy Environmental Transparency Cybersecurity Healthcare Campaigns Tactical Clients Strategic GWACs NIH CIO-SP3 IDIQ Opportunities GSA Schedule Grants.gov Partners Acquisitions Capabilities Quals

  4. Threats and Opportunitiesto the Business

  5. What Should We Know? Our Competition Who are they? How are they organized? What are their strengths? What are their weakness? How do we compete? Flank - Change the rules Fragment - Divide the business Defend - Protect our base Frontal - Attack where we have the advantage 5

  6. Reducing Client Calls to Close • Increase P/Win and close the deal • Identifies and verifies customer pain • Identifies objections early

  7. Five Key Questions • What is your Mission • What are your Goals and Objectives to accomplish mission • Do you have a plan to reach those Goals and Objectives • What are your obstacles that prevent accomplishment of plan • If my company can show you how we can overcome those obstacles, implement your plan …. Execute your mission, Will you buy from us? (can be reworded to get next meeting with decision-maker, get approval for demo/proposal or get to close on an opportunity via vehicle)

  8. Four Components…Introduction/Problem Definition • Introduction/ Problem Definition • Vision, Mission, and/or Purpose • Goals and Objectives • Problems facing customer in meeting those goals and objectives • Our intent in solving those problems to meet their Goals and Objectives (Goals & Objectives of the proposal, bounds what we are going to address of the customers’ Mission, Goals, Problems) • Creates a compelling event

  9. Four Components…Solution • Our Solution • States how it solves the problem and makes the customer successful • Technical Overview • Graphic Architectural Representation when possible • Reviews Technical Architecture • Reviews complete solution components

  10. Four Components…Financial & Close • Financial • ROI/ROS • Reviews the opportunity costs • Reviews the Savings • Close • Summarizes the first 3 sections into a compelling close • Goals and Objectives exceeded • How we can solved their issues • Compelling Event • Close

  11. Client Call/Presentation • Who will benefit personally from leading the charge? • Will support the effort/proposal? • Will try and submarine the effort/proposal? • What is the problem and compelling event? • Where does the effort/proposal affect other areas? • When do we propose (e.g. timing)? • Why is it compelling to do it now?

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