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Lessons Learned for Small Business and HBCUs

Lessons Learned for Small Business and HBCUs

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Lessons Learned for Small Business and HBCUs

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  1. Lessons Learned for Small Business and HBCUs Austin Boyd Business Development Science Applications International Corporation

  2. Austin Boyd’s 12 Step Program for Overcoming Shrinking Revenue Share- or- Seven Habits of Highly Effective Business

  3. Introduction • Business Development, SAIC Huntsville • 256-971-6640 (Work) • $6B technical services company • Software engineering, systems engineering • Modeling and simulation, systems analysis • Army AMCOM, NASA, MDA local business • Seeking innovative small business partners with initiative and desire to grow the technical services business

  4. Why 12 Steps? • Meet many small businesses and HBCUs with interest in growth, but… • They don’t all grow or even survive… why? • Seeking business partners to grow into small business arena and capture HBCU share of federal business • Strong interest in mentoring partners from small business as future team mates of SAIC

  5. 12 Steps • Put others first • Think strategically • Communicate • Develop relationships • Partner with your customer • Take your customer to market • Mine opportunity sources • Move fast and decisively • Develop responsive business processes • Think out of the box • Think big… Act Big… Win Big

  6. Put Others First • The nice guys always win… in the end • You can accomplish great things if you don’t care who gets the credit • Make your customer a hero and she will remember you one day when it matters • Share it, don’t snare it • 10% of a win >> 100% of a loss • Do unto others as you would have them do unto you

  7. Think Strategically • Strategic planning is not 12 months out… • Where do you want to be in five years? • What are your strengths and what strengths to you need to reach your goal? • Who do you need to partner with to get to your goal? • What investments do you need to make? • What are your major thrusts? • Who are your customers? Who are your competitors? Your strengths, weaknesses?

  8. Communicate • Network… in town, in your professional community… inside your customer contractor base… inside your company • All email and all phone calls do not demand a response… practice good information management • Tell others about opportunities that they may have missed, even if they are competitors • Become an information resource for others seeking help or solutions to short problems

  9. Develop Relationships • Customer relationship management (CRM) means get to know the customer as a friend and an associate, not a money-bag • What are their preferences, who are their families, what causes pain in their job, what are their major areas of distress, what do they need to succeed? • Earn the right to be heard… earn the right to sell your product or service • Relationships take months and years to develop… this is strategic planning

  10. Partner with Your Customer • Seek CRADA opportunities • Mentor your customer on how the business community works • Help your customer to identify sources of $ • Team with your customer on procurements… YES, you CAN do this! • Ask your customer to mentor you if this is appropriate • Communicate with your local small business office OFTEN

  11. Take Your Customer to Market • Invest the money and time to find sources of revenue for your customer • Before you do this make sure you have a vehicle to use the money you take to them • Lead your customer or mentor her to make inroads into new funding sources • Seek and win Congressional earmarks • Share business insights with your customer for no other reason than making her a success

  12. Mine Opportunity Sources • You MUST mine FedBizOps every day • Locate a competitive intelligence firm and set up a relationship • Watch Federal, Army, Air Force and Navy web sites announcing new business opportunities… all have them • Get into a mentor-protégé relationship with a large business and use their information mine to your benefit • Visit your small business office OFTEN and get out of town to see other SDB offices

  13. Move Fast and Decisively • Be the small business that large businesses envy… make quick decisions and deliver on what you promise • Avoid even a hint of bureaucracy • When on task order contracts, always respond ahead of time, dependably • Publish proposal schedules; stick to them • Have a point of contact who can be reached for large business interface with your unit • Be willing to say ‘NO’ and move on

  14. Responsive Business Processes • Put a STRONG focus on finance and cost accounting processes… stick by your rates • Link your business development and marketing processes to your finance/cost accounting and recruiting • Pursue ISO and SEI CMMI assessments… learn EVMS… practice Earned Quality (EQ) • Institute a Business Pipeline tracking system; track your metrics • Hire hardworking dependable personnel for contracts and insist on responsiveness

  15. Think Out of the Box • Team non-exclusively if it will not hurt your position or credibility • If you lose, negotiate your way onto the winning team… YES, you CAN do this! • Everything is negotiable… everything • Find large businesses that have large unfilled funded job openings… offer to fill them for short term until they hire a full timer • Team with government on government procurements, particularly the large ones • Give others the work… take the pass through

  16. Think Big… Act Big… Win Big • You are only as good as you think you are… and only as good as you act • You are more influential than you give yourself credit for… • Get outside yourself… don’t be afraid to tackle the big one • Always always tie your pursuit to your strategic plan… and plan for growth • Don’t ever sell yourself short • The glass is always half full

  17. Summary • Sell what the customer is buying • There are virtually no limits to growth, but you may break your culture to get there… is that worth it? • Think strategically • Think out of the box, don’t think small • Develop relationships over the long term • Be fast, be agile, be willing to take risks and take advantage of split second opportunities • Share the work, share the credit • Rule #1. Put other people first

  18. Points of Contact • Business Development, SAIC Huntsville • 256-971-6640 (W) • Also: Karen Rogers 256-971-6518 • Glad to provide more detail on any area in this presentation… call for support • SAIC is seeking HBCU/MI partners on all federal procurements… call and talk to me • I answer email and phones, but I travel more than an airline pilot… so, please be patient.