govcon positioning to win series: recruiting to win

Positioning to Win Series:

Recruiting to Win!

www.neosystemscorp.com


2 © 2015 NeoSystem Corp

Pricing to Win!

Cash Flow and Financial Preparedness

Are you ready for CAS compliance?

Leveraging the Cloud

Recruiting to Win Tuesday, May 12

Navigating your new HR Compliance Requirements Tuesday, June 16

Making the case for out-sourced services Thursday, July16

http://www.neosystemscorp.com/Resources/Events/Webinars/navigating_new_compliance_requirements/

http://www.neosystemscorp.com/resources/webinars/2014/PricingToWin/



http://www.neosystemscorp.com/resources/webinars/2015/Navigating_New_Compliance_Requirements/


Agenda

Introductions

NeoSystems Recruiting to Win Timeline

Best Practices for Recruiting

Recruiting and Pricing

Q&A

3 © 2015 NeoSystems Corp

NeoSystems Strategic Focus

For Non-Profits, Government Contractors and

Commercial Enterprises


NeoSystems Overview

COMPANY HIGHLIGHTS

5 Consecutive years

Over

575 Number of Clients

Over

45,000 Number of Users

90%+ Client Retention Rate

#1 Finance and Accounting Outsourcing (“FAO”) provider to

Government Contracting (“GovCon”) and NPO/NGO market

Deltek Premier Partner

Largest team of Deltek accounting system experts in industry

Comprehensive suite of strategic back office services

Accounting

Contract Management

Financial Planning & Analysis

HR Management

IT Infrastructure & Management

Consulting and Training

Deltek Systems Integration and Implementation

Governance and Compliance

Founded in 2000

Office Locations

Tysons Corner, VA (HQ)

Huntsville, AL

San Diego, CA

Orlando, FL

Leading Strategic Back Office services for NPOs and Government Contractors with integrated Accounting, HR and IT solutions for highly-regulated industries

2013 2003


Poll Question:


How many of (believe) you have…

1) Lost to a team with better or more resumes?

2) Lost because you priced talent too high?

3) Won and then couldn’t find talent because you under-bid?

4) Won and then had to scramble to fill slots?

5) Reached incumbents, but they were told not to talk?

Chris Maslyn

Senior Recruiting Manager

Recruiting to Win!

Recruiting is an investment in your business

Wrong candidates Loss

To increase win probability, recruit: – Early

– Effectively

– Strategically


When to start Recruiting

Recruiting takes time

Quality personnel critical to success of bid

Lock up a candidate for the best team

Start early!


2015 May Jun Jul Aug

3 months out 2 months out 1 month out

Proposal due

Award Kick-Off

Key PMs/SMEs

Pipeline for all employees

Identify holes and fill them

Competitive and Pricing/Salary Information

Customer Key Issues

Pre-Award Incumbent Capture Post Award Capture

NeoSystems Recruiting Timeline

When to start Recruiting Key Candidates




Proposal due

Award

Key PMs/SMEs




Customer Key Issues

Leverage network of Executive Team

Manual, Personal, Strategic

Quiet/Internal

Pre-Award Incumbent Capture

When to start Recruiting Staff




Proposal due

Award

Key PMs/SMEs




Customer Key Issues


Leave No Stone Unturned

Labor intensive

Efficiency is critical for cost containment.

When to fill the Gaps




Proposal due

Award

Key PMs/SMEs




Customer Key Issues


“All Hands On-Deck”

Build a Pipeline




Proposal due

Award

Key PMs/SMEs




Customer Key Issues/Aspiration


Final proposal details

Incumbent Capture




Proposal due

Award

Key PMs/SMEs




Customer Key Issues


Congratulations – You Win!

When to “stop” Recruiting




Proposal due

Key PMs/SMEs




Customer Key Issues


Kick-Off Award

Brian Pariroo

Senior Recruiting Consultant

Where to Recruit Candidates

Leave No Stone Unturned – Job boards

– LinkedIn

– Employee Referrals

– Candidate Referrals

– Internal Applicant Tracking System

– Postings

– Job Fairs


How to Recruit Candidates

Recruit early to beat the competition

Sell them on your company • Company overview and mission

• Company benefits and culture

• Growth opportunity within company

• Why your company is going win the work

• Write good position descriptions

Moving candidates through the process quickly


How to Close Candidates

Work fast to get the necessary paperwork in place

Let candidates know it’s okay to sign with multiple organizations

Collect Signed Letter of Intent or Contingent Offer Letter early on


How to Manage Candidates

Remain engaged

Keep them involved

Utilize them as a source of competitive information: • What other companies are recruiting them for the project

• What are competitors willing to pay

• Knowledge about the customer that can be used in the proposal

Let them help you recruit


How Recruiting helps with Pricing

LPTA increasingly price competitive bids

If bid is too high, you lose

If bid is too low, you lose – Can’t staff contract

– Forced to hire unqualified personnel

– High turnover

– Low client satisfaction


How Recruiting helps with Pricing

There are no accurate salary guides in cleared staffing

Collect current salary information from each recruit

Screen several qualified candidates for each position

Base pricing on real candidates to avoid: – Positions remaining unstaffed

– High turnover

– Poor project performance


Summary

Start recruiting early

Utilize multiple sources

Effectively close candidates

Manage closed candidates

Base your pricing on real candidates


Poll Question:


What are your biggest challenges today? 1) Can’t find and close on key PM/SMEs

2) Can’t find enough resumes for a current proposal

3) Worried that you will price too high and lose

4) Worried that you will price too low and then can’t staff

5) Not enough hours in a day to do it all!



Pricing to Win!

Cash Flow and Financial Preparedness

Are you ready for CAS compliance?

Leveraging the Cloud

Recruiting to Win Tuesday, May 12

Navigating your new HR Compliance Requirements Tuesday, June 16

Making the case for out-sourced services Thursday, July16

http://www.neosystemscorp.com/Resources/Events/Webinars/navigating_new_compliance_requirements/

http://www.neosystemscorp.com/events/webinars/on_demand/Pricing_to_Win/

http://www.neosystemscorp.com/events/webinars/on_demand/Pricing_to_Win/

Q&A

Brian Giblin Sr Dir of Product Marketing [email protected]

Brian Pariroo Sr Recruiting Consultant [email protected]


Chris Maslyn Sr Recruiting Manager [email protected]

mailto:[email protected]



govcon positioning to win series: recruiting to win

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