SAN ANTONIO 9th Annual Veteran Entrepreneur Training Symposium May 29

SAN ANTONIO 9th Annual Veteran Entrepreneur Training Symposium May 29 – 31, 2019 San Antonio, Texas

Bid Decision Gate Reviews Tan V. Wilson, PMP President of Entellect, LLC 9th Annual Veteran Entrepreneur Training Symposium May 29 – 31, 2019 San Antonio, Texas

Tan V. Wilson Background – – – – – – – – – – Army RS3 and ITES-3SB VA VECTOR GSA OASIS SB Pool 2 NRL ITS IDIQ INSCOM Global Intelligence Support Services DHS S&T FBD Financial Support Services NIH CIO-SP3 DHS EAGLE I 8a STARS II SAMHSA I Domains IV and V Contracts Entellect LLC’s Capture and Proposal Management Services are led by our Founder and President, Ms. Tan V. Wilson, PMP. Ms. Wilson is an experienced and successful entrepreneur with more than 23 years of experience in business development and program management across Federal and commercial IT business sectors. With more than 100B in contract wins, she brings her extensive management experience leading large project teams of diverse stakeholders from scientists to C-level executives. Ms. Wilson has served as the Director of Federal Programs for an 8a Graduate, Minority- and Woman-Owned HUBZone, and Service-Disabled Veteran-Owned Small Business. She was instrumental in establishing disciplined capture and proposal processes based on Shipley, Business Development Institute, and PMI’s PMBoK Knowledge Areas. Entellect has supported over 200 proposals, securing over 150B in IDIQ wins and over 10.7B in non-IDIQ wins 9th Annual Veteran Entrepreneur Training Symposium May 29 – 31, 2019 San Antonio, Texas

Session Topics Understanding BD lifecycle and stages of capture Importance of pipeline Stages of a pipeline People, processes, and tools Shipley Color Team Review definitions and timeline Purpose of each Gate Review Each Gate Review and the corresponding Color Team Review 9th Annual Veteran Entrepreneur Training Symposium May 29 – 31, 2019 San Antonio, Texas

Business Development Lifecycle 9th Annual Veteran Entrepreneur Training Symposium May 29 – 31, 2019 San Antonio, Texas

Why is a qualified pipeline important? Stability –Minimizes the ebbs and flows –Forecasts and visualizes new potential business to help set and maintain business goals –Balances short- and long-term opportunities Long-term Focus –Minimizes the immediacy to produce sales now –Forces more critical and strategic review and consideration of potential new opportunities Better Allocation of Resources –Align the appropriate BD professional with the best opportunities for success –Allows BD professionals to better qualify and nurture new opportunities 9th Annual Veteran Entrepreneur Training Symposium May 29 – 31, 2019 San Antonio, Texas

Stages of a Developing a Pipeline Identification Opportunity Opportunity Bid Bid Opportunity No Bid –Are your leads aligned with your services and qualifications? –Have you identified short and long term opportunities? –Are your leads too heavily focused towards GWAC/IDIQ/MATOC or single-award contracts? –Are your leads aligned with your Tier 1 (current work) and Tier 2 (future or similar work) agencies/customers? Qualification –Do you know the customer, scope of work, have the right past performance, etc.? –Is there an incumbent, is it wired, or does it require esoteric certifications or experience? –Have you performed an SWOT analysis? –Have you conducted critical gate reviews? 9th Annual Veteran Entrepreneur Training Symposium May 29 – 31, 2019 San Antonio, Texas

Stages of a Pipeline (continued) Pursuit Have you made bid/no bid decisions? Do you have the resources to develop a compliant and compelling proposal? Are there too many bids? How may bids are outstanding? Are you able to bid and make a reasonable profit and provide an adequate return on investment? Award Allows BD professionals to better qualify and nurture new opportunities 9thth Annual Veteran Entrepreneur Training Symposium May 29 – 31, 2019 San Antonio, Texas

Shipley Defined Color Review Teams Objective Team Purple Team Approves opportunity analysis report Blue Team #1 Reviews initial capture plan and approves capture strategy Black Hat Team Predicts competitor solutions Blue Team #2 Pink Team Approves updated capture plan and solution set for use in kickoff meeting packet Reviews storyboards and mockups to verify alignment with capture strategy and execution of customer issues Red Team Reviews final draft to predict proposal scoring Green Team Reviews cost/price solution and alignment with strategy Gold Team Approves final proposal and price White Team Compile “lessons learned” to improve future competitiveness 9th Annual Veteran Entrepreneur Training Symposium May 29 – 31, 2019 San Antonio, Texas

Right People, Processes, and Tools Executive Leadership, Business Development Managers, Capture Managers, Proposal Managers, Program Managers, Consultants, SMEs Pre-bid (BD and Capture) Bid Gate Reviews Bid (Proposal) Post-bid (Program/Project) EZGovOpps, GovWin, Bloomberg Government, FPDS, Capture Plan, Checklists, Score Sheets “Surround yourself with the best people you can find, delegate authority, and don’t interfere.” – Ronald Reagan 9th Annual Veteran Entrepreneur Training Symposium May 29 – 31, 2019 San Antonio, Texas 10

Shipley Timeline Capture and Proposal Activities 9th Annual Veteran Entrepreneur Training Symposium May 29 – 31, 2019 San Antonio, Texas 11

Purpose of Different Review Stages Gate Review 1: Interest Decision Verify that the opportunity is aligned to your corporate capabilities and qualifications Determine whether the opportunity is sufficiently defined Validate if opportunity is real and funding is available Gate Review 2: Pursuit Decision Determine whether to initiate formal capture process Determine key customer hot buttons Determine key win themes Validate or adjust win strategy Develop price to win analysis/strategy 9th Annual Veteran Entrepreneur Training Symposium May 1229 – 31, 2019 San Antonio, Texas

Purpose of Different Review Stages (continued) Gate Review 3: Preliminary Bid/No-bid Decision Verify the ability to win (win themes, discriminators, key personnel, team members, etc.) Address any gaps or proposal risks Complete capture process Gate Review 4: Bid Decision Validation Conduct after final RFP is released Determine if there are any “deal breakers” 9th Annual Veteran Entrepreneur Training Symposium May 1329 – 31, 2019 San Antonio, Texas

Same Process for Any Color Review Consistent application of a successful review process earns respect and acceptance Prior to the review, “train” the proposal team in what to expect from the reviewers Likewise, train the reviewers as to their “mood & manner” used with the proposal team on debriefs Use simple techniques like a “red-marked” copy for each appropriate proposal team member Provide “one-on-one” debriefs Post corrections required and require proof of compliance - signed off by PM and author 9th Annual Veteran Entrepreneur Training Symposium May 29 – 31, 2019 San Antonio, Texas

Gate Review 1: Interest Decision Purple Team Review Objective: Review the Opportunity Analysis Inputs and Tools: Report to assess the opportunity’s early Pwin (win Opportunity report probability) and its alignment with organizational Business intelligence goals Agency budgets and forecasts Focus: Outcomes: Quality and quantity of information available Recommendation to bid, no bid, or reassess Determine current Pwin Develop strategic teaming development Align with corporate, business, and strategic Begin Capture Process for potential bid goals opportunities Participants: Executive Managers, BD Managers, Program / Technical Manager “Winning isn’t everything, but wanting to win is.” – Vince Lombardi 9th Annual Veteran Entrepreneur Training Symposium May 29 – 31, 2019 San Antonio, Texas 15

Gate Review 2: Pursuit Decision Blue Team 1 Review Objective: Review the Opportunity Analysis Inputs and Tools: Report to assess the capture plan to validate the Capture Plan win strategy and solution set Strength, Weakness, Opportunity, and Threats (SWOT) Focus: Outcomes: Determine required activities to increase Recommendation to either bid or no bid Pwin and reassess new Pwin Continue to develop customer relationships Better understanding of customer hot Win Strategies against competitors buttons, issues, and requirements Competitor SWOT Analysis Perform risk assessment and mitigation Participants: BD Managers, Program / Technical Manager 9th Annual Veteran Entrepreneur Training Symposium May 29 – 31, 2019 San Antonio, Texas 16

Gate Review 3: Preliminary Bid/No Bid Decision Black Hat Review Objective: Assesses the win positions of all known Inputs and Tools: competitors and form the basis for improving our Capture Plan strategy and competitive advantage Competitor’s business, pricing, and technical/program data Focus: Outcomes: Customer preference of successful Offeror Recommendation to bid, no bid, or team Competitors’ likely win strategies Develop strategic teaming if necessary Our strategy to diffuse competitors and/or Win Strategies incumbents Participants: Executive Managers, BD Managers, Program / Technical Manager, BD Consultant, Subject Matter Expert (SME) 9th Annual Veteran Entrepreneur Training Symposium May 29 – 31, 2019 San Antonio, Texas 17

Gate Review 3: Preliminary Bid/No Bid Decision Blue Team 2 Review Objective: Review the capture plan, updated to Inputs and Tools: reflect findings of Black Hat and post review Capture Plan activities and analysis of customer hot buttons Draft RFP, previous RFP and competitors’ strategies Industry Day / Pre-proposal Conference Materials Focus: Outcomes: Clear and thorough win strategies over Win Strategies for the proposal competitors Solution to meet customer requirements Win strategies to address customer requirements, hot buttons, and issues Reassess Pwin Participants: BD Managers, Program / Technical Manager, External Consultants or Staff “If you change the way you look at things, the things you look at change.” – Wayne Dyer 9th Annual Veteran Entrepreneur Training Symposium May 29 – 31, 2019 San Antonio, Texas 18

Gate Review 4: Bid Decision Validation Pink Team Review Objective: Review storyboards and/or mockups Inputs and Tools: (drafting writing) to validate that the approved Capture and proposal strategies win strategy and solution Compliance matrix of RFP / DRFP Industry Day / Proposal Kick Off Conference Materials Storyboards, Mockups, Writing Outlines Focus: Outcomes: Address all RFP/DRFP requirements Verified Compliance Matrix Communicate win strategies Win Strategies integrated in the proposal Review and validate past performance Compliant draft response references Recovery guidance for writing team Solution to meet customer requirements Participants: Senior Managers, BD and Capture Managers, Key Personnel, Key Subcontractors, SMEs 9th Annual Veteran Entrepreneur Training Symposium May 29 – 31, 2019 San Antonio, Texas 19

Key Takeaways Plan and understand the pre-RFP timelines Color Team and milestone gate reviews become more difficult and require more information the closer you are to the final RFP release Develop a repeatable and scalable processes tailored to your company and bid opportunity Plan, Prepare, and Expect to Win! 9th Annual Veteran Entrepreneur Training Symposium May 29 – 31, 2019 San Antonio, Texas

Questions? Tan V. Wilson, PMP President of Entellect, LLC Phone: 703.489.1947 Email: [email protected] Website: www.entellectllc.com 9th Annual Veteran Entrepreneur Training Symposium May 29 – 31, 2019 San Antonio, Texas 21