better use of competitive intelligence (ci) data to empower business development
TRANSCRIPT
© 2014 FedSavvy Strategies, LLC All Rights Reserved
Why does a focus on CI help you?
You think your business developments are like this…
© 2014 FedSavvy Strategies, LLC All Rights Reserved
Why does a focus on CI help you?
Sadly, you end up feeling like this!
© 2014 FedSavvy Strategies, LLC All Rights Reserved
Align Personal Intelligence with Competitive Intelligence (CI)
• The nexus of where these assets meets equates to qualified and higher probability of a win
• Why have an incomplete picture?
• CI data is available for the taking so take it!
The CI tools, techniques and tricks support good business development
Your Network
Partners and Customer Contacts
Intel Gathered
from CI Work
Knowledge of Customer
Needs, Wants and
Fears
Where wins
happen
© 2014 FedSavvy Strategies, LLC All Rights Reserved
• What will use of CI data do for you?– Afford you advance notice
of opportunities– Allows you to not be
dependent on paid databases
– Provides you with information to ask smarter questions
– Help you identify gov’t and industry decision makers
Gives you information to make informed decisions!
• What won’t the use of CI data for you?– Replace the need to get in
front of customers– Interpret itself (insert your
brain here)– Run a sound capture effort!
This is a means to enhance what you can do!
What does CI gathering do for you?
© 2014 FedSavvy Strategies, LLC All Rights Reserved
Fills in gaps in your personal knowledge and that in your network
Leverage these open sources for intel
Gov’t contracting and budget data•FPDS-NG•USASpending•Exhibit 53/300•FBO and others•APBI, industry forums
LinkedIn•Employees past and present•Company information•Mentions of programs
Marketing materials•Corporate website•Press releases•Examine timing vs. contracts of interest
•Check context and customers
FOIA•Request contracts, mods, etc.•Sometimes reveals key personnel
Answers to fuel BD
Mobile Training Teams for International Law Enforcement Academy—Supporting the West Africa Cooperative Security Initiative
7
Program Summary Acquisition Information
Customer: Department of State, Bureau of International Narcotics and Law (INL) Enforcement AffairsSolicitation #:N/A Duration: 5 yearsPlace of Performance: GhanaNAICS (incl size std): 541611, $15MIncumbent: Commonwealth Trading Partners
• Provides law enforcement training in Benin, Togo, Nigeria and Ghana.
Acquisition Vehicle: MOBISAcquisition Type: 8(a) Set-AsideContract Type: Firm Fixed PriceKey Procurement Dates:
Industry Day: UnlikelyDraft Solicitation: UnlikelySolicitation: 1/15/2016Prop Due: 2/15/2016Award: 9/30/2016
Thoughts for planning Revenue Information
• Match specific skills and geographic knowledge• Assess relationship with INL• There are other MOBIS task orders associated
with this opportunity…if not this one…what others exist?
Prime/Sub Role: TBD Estimated Value of Contract Over its Life (EVLOC): $13M
Administrative and Clerical Support Staff
8
Program Summary Acquisition Information
Customer: Department of State, Bureau of Diplomatic Security, Office of Acquisition ManagementSolicitation #: 12-233-SOL-00504Duration: 1-year and four 1-year optionsPlace of Performance: VariousNAICS (incl size std): 541611, $15MIncumbent: MSDS Consultants
Acquisition Vehicle: 8(a) Sole SourceAcquisition Type: 8(a) Sole SourceContract Type: Firm Fixed Price, Labor HoursKey Procurement Dates:
Industry Day: 3/1/2016Draft Solicitation: 4/1/2016Solicitation: 6/1/2016Prop Due: 7/1/2016Award: 9/1/2016
Thoughts for planning Revenue Information
Graduated the 8(a) program in February 2014 Prime/Sub Role: TBD Estimated Value of Contract Over its Life (EVLOC): $7MEst. Revenue:
© 2014 FedSavvy Strategies, LLC All Rights Reserved
Contact Information
Brian E. Lindholm
Founder and CEO
FedSavvy Strategies
Email:[email protected]@feCall: 301.760.8977
See us on the web at www.fedsavvystrategies.com