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Copyright © 2015 Richter & Company LLC. All Rights Reserved.

Services to Help You Win Services to Help You Win

Effective Competitive Analysis Support

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Richter & Company

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Our Mission


Richter & Company

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Our Value Proposition

•  We collect data ethically; we do not misrepresent our services or capabilities

•  We turn raw data into intelligence – news you can use – not fluff filling a report

•  We challenge your assumptions by presenting an unbiased view of each opportunity, free from external and internal influence

We help you win!

•  We identify innovative ways to expand the “Win Zone”, moving the competition away from price alone

Capabilities

Bid

Pric

e

MinimumCompliance

MaximumCapability

MinimumReasonable

MaximumBudget

AddressableBudget

FormalRequirements Gold plating

Informal Requirements(desired features)

The Win Zone

The Win Zone

Capabilities

Bid

Pric

e

MinimumCompliance

MaximumCapability

MinimumReasonable

MaximumBudget

AddressableBudget

FormalRequirements Gold plating

Informal Requirements(desired features)

The Win Zone

The Win Zone


Richter & Company

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Our Services Cover the Spectrum…

Our goal is to Help You Win! Services are offered on an exclusive basis, quoted per job as firm fixed price or T&M

RFPDRFP

Market Research

Opportunity Identification

Lessons Learned

Teaming Analysis

Strategy, Message & Theme Development

Price To Win Analysis

Proposal Preparation

Competitive Analysis

Market Long-Term Opportunity Capture Team Pre-Proposal Proposal Post-Submittal Segmentation Positioning Assessment Development Preparation Development Activities

Black Hat Facilitation

Color ReviewsRichter & Company core services

Services offered through trusted partners

Capture Management


Richter & Company

…and We Never Cross the Line

•  We work with open-source data – not the client’s •  We refer client-facing work to partners whose results and ethics we trust •  We support one client exclusively on any program •  The result: you get the help you need, without conflicts of interest

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Consistent Process, Clear Results

Prepare Detailed Analysis of Key

Competitors

Detailed Solution Detailed Teaming Solution Cost & Price

Evaluated Bid Price

Identify & Analyze the Overall

Competitive Field

Primes, Subs, Vendors Key People

Strategies & Solutions Roles & Workshare

Past Performance

Develop and Test RFP-based Models

RFP-based Evaluation RFP-based Pricing

Wrap Rates WBS-based BOE & BOM

Identify and Analyze pWin

Enhancers

Gaming Opportunities Gap Analysis & Teaming

Solution Enhancements Discriminators/Messages

Design To Cost

Plan work based on specific Client

Requirements

Baseline the Opportunity and

Customer

Opportunity Description Budget and Funding

Key People Key Requirements

Trends, Drivers & Issues

SWOT/Five Forces/etc Presence & Mindshare

Price To Win Winning Price Window

Evaluate and Rank Key Competitors

Document Lessons Learned Prepositioned

Knowledge

Primary Research

Secondary Research

Open Source Information

Phase 1 Phase 2


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Our Innovative Tools Turn Raw Data into Actionable Information

Tech

nica

l Val

ue

Political Value

High Overall valueHigh Technical value

High Political valueLow Overall valueTech

nica

l Val

ue

Political Value

High Overall valueHigh Technical value

High Political valueLow Overall value

The Richter & Company Value SquareTM The basic Value SquareTM is adaptable to your needs,

providing at-a-glance information to help you make

informed decisions.

Technical Capability

Pric

e C

ompe

titiv

enes

s

Comcast $31

RCN$5

$70

VerizonQwest$99

AT&T$762

Sprint$98

Analysis: Current Marketshare vs Program Requirements

Technical Capability

Pric

e C

ompe

titiv

enes

s

Comcast $31

RCN$5

$70

VerizonQwest$99

AT&T$762

Sprint$98

Analysis: Current Marketshare vs Program Requirements


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Consistent Models + Current Data = Accurate Analyses

Standard processes and

models populated with well-

researched and timely data provide

repeatable, accurate and

defensible results

Contractor Government Contractor Government Contractor Government Contractor Government(Plant) Site Site (Plant) Site Site (Plant) Site Site (Plant) Site Site

Theoretical Evaluation ResultsComposite wrap rate without fee

Composite hourly price without feeWrap Rate Parameters

FringeTOTAL Fringe 37.30% 37.93% 39.35% 39.35% 35.31% 34.81% 37.24% 37.24%

OverheadTOTAL Overhead 22.07% 12.05% 25.11% 17.11% 24.88% 14.58% 16.22% 3.72%

G&ATOTAL G&A 8.71% 8.52% 9.35% 9.35% 10.13% 10.13% 6.65% 6.65%

Wrap Rate (without Fee) 1.82 1.68 1.91 1.78 1.86 1.70 1.70 1.52Hourly Rate $58.09 $53.50

Work HoursPaid Productive Work Hours per Year 1,883 1,888 1,920 1,840Uncompensated Overtime Hours per Year 0 0 0 0Total Work Hours with Uncompensated Overtime 1,883 1,888 1,920 1,840Estimated number of Indirect FTEs 3 5 2 1

Other Labor-related ParametersHolidays (days) 10.0 10 10 10Sick Leave (days) 1.5 3 0 0Personal/Vacation (days) 13.5 10 10 20Other Paid Time Off (days) 0.5 1 0 0Annual Labor Rate Escalation 2.8% 2.8% 2.8% 2.8%Shift Differential (Evening) 10.0% 10.0% 10.0% 10.0%Shift Differential (Night) 15.0% 15.0% 15.0% 15.0%Weekend Differential 10.0% 10.0% 10.0% 10.0%Holiday Differential 15.0% 15.0% 15.0% 15.0%Average annual salary (before burden) $60,000Total staffing targets 0 50 0 15 0 35

0.0 50.0 0.0 15.0 0.0 35.00.0% 50.0% 0.0% 15.0% 0.0% 35.0%

Overall Workshare %

Roles Prime Small sub Small subProgram Management Major roles Major rolesMajor roles

Overall Staffing

100.0

Blended Rates

$53.501.68

0 100

Blended Wrap Rate ModelPrime

1.78

50.0%50.0%

Large Teammate

1.70 1.52

Small Teammate

35.0%15.0%


Richter & Company

Training Services •  Seminars provide relevant information focused on winning business in today’s

hyper-competitive market place

•  Offered at convenient locations in Maryland and Virginia •  All courses may be taught as a private seminar at your facility, tailored to your

specific opportunities and markets •  Current courses:

Gathering and Analyzing Competitive Intelligence Developing the Top-down Price To Compete Developing the Opportunity-based Price to Win Developing Defensible Bases of Estimate Performing Effective Black Hat Reviews

•  Courses in development: Investigative Techniques for Competitive Analysis Building Work Breakdown Structures to Manage Costs Winning Pricing Strategies in Today’s Lowest-Price World CI/PTW Bootcamp

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Superior Service = Successful Clients


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Spanning the Federal Market

Representative programs "   Air Force C-5 ATS, KC-46 ATS, KC-135 TS "   DHS SBInet, IFT, RVSS and SILS "   DIA SITE and SIA-2 "   FBI NGI "   GSA NETWORX "   HHS Medicare A-B MAC "   INSCOM DLITE, OMNIBUS III "   Intelligence Community Data Center "   NASA SCNS "   Navy Ship to Shore Connector "   NGA GEOINT Data Services "   State WPPS II and WPPS III "   USSOCOM SOFSA "   VA ADEPT III

U.S. Citizenship and Immigration Services

U.S. Customs and Border Protection


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Randy Richter President

•  Professional Experience: –  Founder and Principal Consultant, Richter & Company –  Executive Consultant, Shipley Associates –  Principal Consultant, Lohfeld Consulting Group –  Senior Consultant, CAI/SISCo –  Senior Associate, Kelly, Anderson & Associates –  VP Strategic Business Development, Integrated Communication Solutions –  Director, Systems Engineering, Unisphere Networks –  Network Architect, Overseas Private Investment Corporation –  Manager, End User Computing, MNC Information Services –  Manager, Microsystems, Calculon –  Director, Client Support, The CBORD Group

•  Education: –  B.S., Cornell University –  M.S., SUNY-Cortland

Mr. Richter’s experience includes 35+ years of progressively more challenging technical and business development positions


Richter & Company

Beth Keswani Executive Consultant

Professional Experience: –  Senior Competitive Pricing/Intel Analyst, Deloitte –  Senior Competitive Analyst, The Avascent Group –  Electrical Engineer, L-3 Communications

Education: –  M.S., Duke University –  B.S., University of North Texas

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Key Team Members

Bob Miller Executive Consultant

Professional Experience: –  Business Area Director, Northrop Grumman –  Program Manager, Northrop Grumman –  Project Manager and Senior Analyst, TRW –  Investigator, Department of the Army IG

Education: –  M.S., Troy State University –  B.A., Vanderbilt –  Northrop Deal To Win Graduate –  Six Sigma Green Belt

Scott Patton Executive Consultant

Professional Experience: –  Business Operations Manager, Lockheed Martin Energy

& Security Services –  Finance Manager, General Electric Aviation –  Manager, Pricing & Financial Analysis, Smiths Aerospace –  Senior Manager, Business Management, Orbital

Sciences Corporation Education:

–  M.S., Hood College –  B.S., College of William and Mary

Al Fier Executive Consultant

Professional Experience: –  Sector Director, Position To Win, Northrop Grumman

Information Systems –  Position To Win Business Development Director,

Northrop Grumman Information Systems –  Director, Business Development Operations, Lockheed

Martin Transportation and Security Solutions Education:

–  B.S., New York Institute of Technology


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We partner with industry leaders to add value across the business development lifecycle – without risk of

conflicts of interest

We Team With the Best to Help You Win

MCS Miller Consulting Services, LLC


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Why Richter & Company?

•  We provide professional analyses and outstanding service at an affordable price.

•  We provide business intelligence that is effective and useful.

•  The bottom line: We help you win!


Richter & Company

For more information … Chris Richter Vice President, Operations Everedy Square 6 North East Street Suite 203 Frederick, MD 21701 301/514-2176 cell 301/845-7300 office [email protected] www.RichterAndCompany.com

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