Enhancing Training and Management Solutions for Federal Agencies - FY06/07 Insights
This report outlines the customer base profile and market trends for the Training and Management Assistance (TMA) program within the United States Office of Personnel Management. During FY06, TMA served 140 customers across 38 federal agencies, with significant spending on custom training, learning, and human capital solutions. The report highlights key customers, funding goals for FY07, and the increasing demand for blended training solutions. It also details business development objectives and tactics to enhance customer service and expand agency engagement.
Enhancing Training and Management Solutions for Federal Agencies - FY06/07 Insights
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Presentation Transcript
Training & Management Assistance Branch Report Tile Marketing and Business Development UNITED STATES OFFICE OF PERSONNEL MANAGEMENT
TMA Customer Base Profile • 140 customers across 38 Federal agencies during FY06. • Most new customer referrals come from TMA contractors and existing customers. • 55% of customer dollars were spent on custom training, learning, or knowledge management solutions during FY06. • 45% of customer dollars were spent on custom SHRM solutions during FY06. • Many deployed solutions are “blended” in some way.
Top Customers by FY06\07 New Funding • Department of Defense • Department of Homeland Security • Department of Transportation • Department of Health and Human Services • Office of the Directorate of National Intelligence • Office of Personnel Management • Department of Commerce • Department of State • Department of Justice
FY06/07 Market Trends • Increased demand for blended solutions involving training and human capital interventions. • Increased demand for solution architectures involving people, process, and technology components. • Increased demand for custom solutions. • Increased focus on strategic, enterprise-wide solutions. • Increased requests for multi-year support. • Increased demand for fast, effective, cost efficient solutions. • Increased requirements to validate project results.
TMA FY07 Business Development Objectives • $160M in new inter-agency-agreement funding. • 50/50 balance between training and human capital business lines. • Expand existing customer accounts – DoD, Intelligence Community, Federal law enforcement agencies, emergency response agencies, etc. • Capture of key new customers – DOE, USPO, Guard. • Expand key technical areas – Build and run schoolhouses, build simulators, transform agencies, conduct succession planning, etc. • Maintain deliverable acceptance and customer satisfaction metrics.
FY07 Business Development Tactics • Provide excellent customer service to TMA customers. • Create a strong partnership with TMA contractors. • Grow and diversify current customer engagements. • Respond to new inquiries quickly and effectively. • Continually improve our value proposition to both customers and contractors. • Emphasize new large, multi-year opportunities. • Continue to build consultative sales capacity within the TMA staff.
