michael bowlds | putting together small business teams
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Helping You Reach Your Peak!
“Small Business Teaming for Larger Contracts”
NCRC Conference April 18, 2012
“Small Business Teaming for Larger Contracts”
NCRC Conference April 18, 2012
Helping You Reach Your Peak!
Small Business Teaming Small Business Teaming
Peak – The point of greatest development, value, or intensity
Performance - The way in which someone or something functions
Peak Performance Tips Throughout Presentation!
What is Peak Performance – Literally?What is Peak Performance – Literally?
Helping You Reach Your Peak!
Small Business Teaming Small Business Teaming
How Do You Focus?How Do You Focus?
Helping You Reach Your Peak!
Key Considerations: Key Considerations:
• Contracts are LargerContracts are Larger• Procurement Force is SmallerProcurement Force is Smaller• Competition Far More IntenseCompetition Far More Intense• Mistakes are CostlyMistakes are Costly
Small Business Teaming:Small Business Teaming:
Helping You Reach Your Peak!
Key Considerations: Key Considerations:
• SSpecificpecific• MMeasurableeasurable• AAchievablechievable• RRealisticealistic• TTime- Sensitiveime- Sensitive
S.M.A.R.T.S.M.A.R.T.
Helping You Reach Your Peak!
Key Considerations: Key Considerations:
• Know Why You Are TeamingKnow Why You Are Teaming• Define Roles (when possible)Define Roles (when possible)• Define PursuitsDefine Pursuits• Define Coverage CostsDefine Coverage Costs
• Proposal ExpensesProposal Expenses• Research/Bus DevResearch/Bus Dev
Specific:Specific:
Helping You Reach Your Peak!
Key Considerations: Key Considerations:
• Set Goals Set Goals • GrowthGrowth• FinancialFinancial• PenetrationPenetration
• Evaluate ConsistentlyEvaluate Consistently
Measurable:Measurable:
Helping You Reach Your Peak!
Key Considerations: Key Considerations:
• Align Win RatiosAlign Win Ratios• Research Vehicles Research Vehicles • Understand CompetitionUnderstand Competition
Achievable:Achievable:
Helping You Reach Your Peak!
Key Considerations: Key Considerations:
• Start EarlyStart Early• Plan for Losses Plan for Losses • Ensure Appropriate StrategyEnsure Appropriate Strategy
• Match Team to GoalMatch Team to Goal• Be prepared to Educate (COs/PMs)Be prepared to Educate (COs/PMs)
Realistic:Realistic:
Helping You Reach Your Peak!
Key Considerations: Key Considerations:
• Start Early (2 Year Windows)Start Early (2 Year Windows)• Align Procurement CyclesAlign Procurement Cycles• Define ExitsDefine Exits
Time Sensitive:Time Sensitive:
Helping You Reach Your Peak!
Stay SMART:
Specific
Measurable
Achievable
Realistic
Time-Sensitive
Focus for Great Small Business Teaming:
Relationship Based Business DevelopmentModule 1Targeted Communications
Relationship Based Business DevelopmentModule 1Targeted Communications
Helping You Reach Your Peak!
Business Development & Capture Management
Contact Information
Business Development & Capture Management
Contact Information
Mountaintop Marketing Group, LLC8070 Georgia Avenue
Suite 310Silver Spring, MD 20910
Michael BowldsPresident
Direct: (301) 563-6137Phone: (301) 830-8191Fax: (301) 830-8301