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SUCCESS THROUGH TEAMING: MARKETING TO PRIMES CONTRACTORS

SUCCESS THROUGH TEAMING: MARKETING TO PRIMES CONTRACTORS. 2012 OSDBU Procurement Conference April 19, 2012 Ludmilla Parnell Director, Business Development, Small Business Partnerships. A Good Small Business Partner: Considerations. Core capabilities and past performance Price

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SUCCESS THROUGH TEAMING: MARKETING TO PRIMES CONTRACTORS

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  1. SUCCESS THROUGH TEAMING:MARKETING TO PRIMES CONTRACTORS 2012 OSDBU Procurement Conference April 19, 2012 Ludmilla Parnell Director, Business Development, Small Business Partnerships

  2. A Good Small Business Partner: Considerations • Core capabilities and past performance • Price • Personnel experience • Resource availability and HR stability • Locations • Financial solvency/risk/strength • Reputation • Organizational conflict of interest (OCI) • Dependable, a team player, and responsive • Easy to work with on projects • Follow-through and follow-up!

  3. Understand Your Market Focus • What are your strengths and core capabilities? • What types of past performance do you have? • Where is your current work today? • What areas do you want to grow in? • Is the market growth there to support it?

  4. Understanding the Customer Utilize Market Research Read and Learn about your customer Reports, Performance Plans Articles / Websites Understand their mission, goals, objectives and programs Network through targeted conferences and professional associations Develop a core of trusted teaming partners Develop knowledge of U.S. government contracting Understanding of rules / agreements Government purchase cards Line of credit CAGE Code, Dun and Bradstreet, NAICS, ITAR Certification Databases: CCR, DSBS (Pronet), ORCA, VetBiz, Primes Do Your Homework First! Focus FocusFocus!

  5. Steps to Successful Teaming MATRIX MATRIX MATRIX • Focus on a customer area – narrow it down… • Map out contract opportunities – recompetes, new opportunities, etc. • Do you know the customer? Do you know how to obtain information? • Timing – teaming way ahead of the deal (18-24 months out) • Working on next year and beyond • Know who you are talking to? Understand roles of: • Capture Managers • Program Managers • Be prepared for discussions • Read and understand the opportunity and where you can bring value • RFP requirement and your fit — tell us: • Related niche or capability areas • Related past experience Customer knowledge and experience Why your company? Why are you seeking out this Prime to team? • Make sure you are registered with the Prime (if applicable) • For example: Go to www.gdit.com — Partners page Key to Teaming - Be proactive and selective in your marketing efforts!

  6. Contact Information General Dynamics IT – Fairfax, VA - HQ Small Business Center Small Business Partnerships smallbusiness@gdit.com General Dynamics Sectors Information Systems and Technology: http://www.gd.com/business-groups/information-systems-and-technology/index.cfm Aerospace: http://www.gd.com/business-groups/aerospace/index.cfm Marine Systems: http://www.gd.com/business-groups/marine-systems/index.cfm Combat Systems: http://www.gd.com/business-groups/combat-systems/index.cfm Ludmilla Parnell Director, Business Development Small Business Partnerships (703) 995-5148 Tess Palao Small Business Partnerships (703) 995-2875

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