1| 2013 nib/naepb national conference and expo. 2 tactics for commercial logistics/ supply chain...
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1 | 2013 NIB/NAEPB National Conference and Expo
2 | 2013 NIB/NAEPB National Conference and Expo
Tactics for
Commercial Logistics/
Supply Chain Business Development
Dale Cottongim
3 | 2013 NIB/NAEPB National Conference and Expo
Presentation Agenda
Part 1: Logistics and the Supply Chain? What are they? Where does NPAs fit in?
Part 2: Logistics Business Development (BD) Recap of Panel Discussion Tools/Exercises
4 | 2013 NIB/NAEPB National Conference and Expo
Before
Proper Prior Preparation (PPP) Know Your Business Know Your Customer Know Your Value-Added Proposition
Commercial business is primarily about profit.
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Part 1: What is the Supply Chain?Supply Chain is the flow of materials, information, and finances as they move in a process from the origin point to the end consumer.
Logistics involves all of the planning, execution & control required to successfully deliver the product to the end consumer.
The goal is to optimize this flow to achieve low cost and high customer service.
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Supply Chain Services
3PL – 3rd Party Logistics
• Packaging Reclamation
• Warehousing
• Call Centers/ Help Desks
• Document Scanning
• Manufacturing
• Packaging
• Distribution
• Mail Room Operations Management
• Document Archiving
• Contract Closeout
• Parts Machining
• Admin Staff
• BSCs
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Supplier Manufacturing Dealer / Retail ConsumerTransportation
Infrastructure & InformationIT IT
Contracts Finance MarketingCustomerInterface
HR
Inbound Manufacturing Distribution Sale/After-Sale Reverse
Supply Chain and Logistics
8 | 2013 NIB/NAEPB National Conference and Expo
Supplier Manufacturing Dealer / Retail ConsumerTransportation
Infrastructure & InformationIT IT
Contracts Finance MarketingCustomerInterface
HR
Inbound Manufacturing Distribution Sale/After-Sale Reverse
NIB in the Supply Chain
The collective view of all
NPAs
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Value Proposition Considerations Cost Competitive Work Force. Quality high – in product or service.
Returns low. Employee Turnover – Low.
Hidden Benefit to Customer – Learn job with continued improvement at no additional cost.
Can be both the manufacturer and fulfillment agent for some products (3PL).
Leverage Government base of work. Unlikely to go out of business.
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Value Proposition Consideration U.S.A. Workforce. Community Goodwill/Contributor.
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What The Commercial Customer Wants
Quality – NPA strength. Cost – An area to explore. Reliable Delivery – NPA strength. Speed of Response – A potential NPA
weakness. Proactive vice Reactive – Varies by person and
agency
Professional Interaction
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The Proposal Pieces
Opportunity Identification Customer Profile NPA Relevant Performance NPA Value Added NPA Pricing
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BD Tools - Exercise
Goal: Opportunity Identification Identify how and where the data is collected to
respond to a customer.
Time: 5 minutes.
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BD Tools - Discussion
Commercial Opportunity Identification No FedBizOpps – but still applicable. Networking Conferences/Tradeshows Current Events
Oklahoma Economic Indicators – August 2013 Disappearing Jobs in the USA – USA Today August 30, 2013
Data Services (Scarborough, Gartner) Consultants
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BD Tools - Exercise
Goal: Customer Profile Identify how and where the data is collected to
respond to profile a customer.
Time: 5 minutes.
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BD Tools - Discussion
Customer Profile Internet
Internal Website LinkedIn – Company Site and Employees General:
Company Leadership and Current News Business Approaches Business Partners (or Not) Employee Salary Data Internet Chatter
Approach to Problem Resolution “We understand that sometimes even with the best communication, problems will arise. We will work with our Customers to resolve their concerns to both our satisfactions. To accomplish this, we draw upon the experience and expertise of our personnel by providing problem resolution tools for our Customers. These tool include aiding communication improvement, gap analyses, six sigma tools, root cause analysis, process mapping, decision making techniques, situation appraisals and coaching/counseling of employees.”
Sayres and Associates Quality Assurance Website
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BD Tools - Exercise
Goal: Relevant Performance & Value-Add Identify NPA relevant performance and value-add to a
an opportunity.
Time: 5 minutes.
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BD Tools - Discussion
NPA Relevant Performance Contracts – current and completed
Be careful of outdated material
Marketing Materials Old-Timers Proposals Employee appraisals
NPA Value Add Tie past performance, capabilities, and approach
together to create the value-added.
Best answer is an up-to-date dataset.
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BD Tools - Exercise
Goal: Pricing Identify how and where the data is collected to price
an opportunity.
Time: 5 minutes.
20 | 2013 NIB/NAEPB National Conference and Expo
BD Tools - Discussion
NPA Pricing Finance Contracts Process Review – what are the process steps driving
costs? Can they be modified? Indirect Costs – Can I adjust my pricing based on
risk? Up or down?
Commercial – Quality, Price, Delivery
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BD Tactics Summary
Speed up your process. Organization:
Create a cell within the NPA to focus on commercial. Streamline approval process. Set time limits, primary and
alternate approvers.
Process Review pricing factors without a proposal pushing your
review. Determine if an opportunity is strategic or short-term – may
impact your pricing. Create pricing templates. Create past performance templates
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BD Tactics Summary
Speed up your process. Process
Collect past performance centrally. Catalog them for future use.
For core services and products, have pricing already developed that can be modified as needed to fit requirements.
Organize your people. By process, by commercial and government….
Focus on a core set of functions for opportunities vice chasing anything and everything.
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BD Tactics Summary
Speed up your process. Process
“A well developed, detailed proposal database is an exceptional tool which significantly increases volume and quality while reducing the cost of submitting a proposal. We have witnessed the savings – in time and cost – of a well-developed proposal library. The results are dramatic – a reduction of up to 30% in time and labor preparing a proposal.” Strategic Creations
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Before
Proper Prior Preparation (PPP) Know Your Business Know Your Customer Know Your Value-Added Proposition
Commercial business is primarily about profit
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Contacts
Dale Cottongim
Consultant, Supply Chain
540-295-1994
Dale.cottongim@gmail.com
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