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| 2013 NIB/NAEPB National Conference and Expo
Tactics
for
Commercial
Logistics/
Supply Chain
Business Development
Dale Cottongim
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| 2013 NIB/NAEPB National Conference and Expo
Presentation Agenda
 Part 1: Logistics and the Supply Chain?
 What are they?
 Where does NPAs fit in?
 Part 2: Logistics Business Development
(BD)
 Recap of Panel Discussion
 Tools/Exercises
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| 2013 NIB/NAEPB National Conference and Expo
Before
 Proper Prior Preparation (PPP)
 Know Your Business
 Know Your Customer
 Know Your Value-Added Proposition
 Commercial business is primarily about
profit.
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| 2013 NIB/NAEPB National Conference and Expo
Part 1: What is the Supply
Chain?
Supply Chain is the flow of materials, information, and
finances as they move in a process from the origin point to
the end consumer.
Logistics involves all of the planning, execution & control
required to successfully deliver the product to the end
consumer.
The goal is to optimize this flow to achieve low cost and high
customer service.
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| 2013 NIB/NAEPB National Conference and Expo
Supply Chain Services
 3PL – 3rd Party • Distribution • Contract
Logistics
• Warehousing Closeout
•
Parts
• Packaging
• Call Centers/
Machining
Help Desks
• Packaging
• Admin
•
Document
Reclamation
Staff
Scanning
• Manufacturing
• Mail Room • BSCs
• Document
Operations
Archiving
Management
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| 2013 NIB/NAEPB National Conference and Expo
Supply Chain and Logistics
Supplier
Manufacturing
Manufacturing
Inbound
Contracts
IT
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Transportation
Dealer / Retail
Distribution
Finance
Customer
Interface
Reverse
Sale/After-Sale
Marketing
Infrastructure & Information
| 2013 NIB/NAEPB National Conference and Expo
Consumer
HR
IT
NIB in the Supply Chain
Supplier
Manufacturing
Manufacturing
Inbound
Contracts
IT
Transportation
Distribution
Finance
Customer
Interface
| 2013 NIB/NAEPB National Conference and Expo
Consumer
Reverse
Sale/After-Sale
Marketing
Infrastructure & Information
The
collective
view of all
NPAs
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Dealer / Retail
HR
IT
Value Proposition
Considerations
 Cost Competitive Work Force.
 Quality high – in product or service.
 Returns low.
 Employee Turnover – Low.
 Hidden Benefit to Customer – Learn job with
continued improvement at no additional cost.
 Can be both the manufacturer and fulfillment
agent for some products (3PL).
 Leverage Government base of work.
 Unlikely to go out of business.
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| 2013 NIB/NAEPB National Conference and Expo
Value Proposition
Consideration
 U.S.A. Workforce.
 Community Goodwill/Contributor.
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| 2013 NIB/NAEPB National Conference and Expo
What The Commercial
Customer Wants




Quality – NPA strength.
Cost – An area to explore.
Reliable Delivery – NPA strength.
Speed of Response – A potential NPA
weakness.
 Proactive vice Reactive – Varies by person and
agency
 Professional Interaction
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| 2013 NIB/NAEPB National Conference and Expo
The Proposal Pieces





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Opportunity Identification
Customer Profile
NPA Relevant Performance
NPA Value Added
NPA Pricing
| 2013 NIB/NAEPB National Conference and Expo
BD Tools - Exercise
 Goal: Opportunity Identification
 Identify how and where the data is collected to
respond to a customer.
 Time: 5 minutes.
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| 2013 NIB/NAEPB National Conference and Expo
BD Tools - Discussion
 Commercial Opportunity Identification




No FedBizOpps – but still applicable.
Networking
Conferences/Tradeshows
Current Events
 Oklahoma Economic Indicators – August 2013
 Disappearing Jobs in the USA – USA Today August 30, 2013
 Data Services (Scarborough, Gartner)
 Consultants
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| 2013 NIB/NAEPB National Conference and Expo
BD Tools - Exercise
 Goal: Customer Profile
 Identify how and where the data is collected to
respond to profile a customer.
 Time: 5 minutes.
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| 2013 NIB/NAEPB National Conference and Expo
BD Tools - Discussion
 Customer Profile
 Internet
 Internal Website
 LinkedIn – Company Site and Employees
 General:
 Company Leadership and Current News
 Business Approaches
 Business Partners (or Not)
 Employee Salary Data
 Internet Chatter
Approach to Problem Resolution “We understand that sometimes even with the
best communication, problems will arise. We will work with our Customers to
resolve their concerns to both our satisfactions. To accomplish this, we draw upon
the experience and expertise of our personnel by providing problem resolution
tools for our Customers. These tool include aiding communication improvement,
gap analyses, six sigma tools, root cause analysis, process mapping, decision
making techniques, situation appraisals and coaching/counseling of employees.”
Sayres and Associates Quality Assurance Website
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| 2013 NIB/NAEPB National Conference and Expo
BD Tools - Exercise
 Goal: Relevant Performance & Value-Add
 Identify NPA relevant performance and value-add to a
an opportunity.
 Time: 5 minutes.
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| 2013 NIB/NAEPB National Conference and Expo
BD Tools - Discussion
 NPA Relevant Performance
 Contracts – current and completed
 Be careful of outdated material




Marketing Materials
Old-Timers
Proposals
Employee appraisals
Best answer is an up-todate dataset.
 NPA Value Add
 Tie past performance, capabilities, and approach
together to create the value-added.
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| 2013 NIB/NAEPB National Conference and Expo
BD Tools - Exercise
 Goal: Pricing
 Identify how and where the data is collected to price
an opportunity.
 Time: 5 minutes.
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| 2013 NIB/NAEPB National Conference and Expo
BD Tools - Discussion
 NPA Pricing
 Finance
 Contracts
 Process Review – what are the process steps driving
costs? Can they be modified?
 Indirect Costs – Can I adjust my pricing based on
risk? Up or down?
 Commercial – Quality, Price, Delivery
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| 2013 NIB/NAEPB National Conference and Expo
BD Tactics Summary
 Speed up your process.
 Organization:
 Create a cell within the NPA to focus on commercial.
 Streamline approval process. Set time limits, primary and
alternate approvers.
 Process
 Review pricing factors without a proposal pushing your
review.
 Determine if an opportunity is strategic or short-term – may
impact your pricing.
 Create pricing templates.
 Create past performance templates
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| 2013 NIB/NAEPB National Conference and Expo
BD Tactics Summary
 Speed up your process.
 Process
 Collect past performance centrally. Catalog them
for future use.
 For core services and products, have pricing
already developed that can be modified as needed
to fit requirements.
 Organize your people. By process, by commercial
and government….
 Focus on a core set of functions for opportunities
vice chasing anything and everything.
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| 2013 NIB/NAEPB National Conference and Expo
BD Tactics Summary
 Speed up your process.
 Process
 “A well developed, detailed proposal database is
an exceptional tool which significantly increases
volume and quality while reducing the cost of
submitting a proposal. We have witnessed the
savings – in time and cost – of a well-developed
proposal library. The results are dramatic – a
reduction of up to 30% in time and labor
preparing a proposal.” Strategic Creations
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| 2013 NIB/NAEPB National Conference and Expo
Before
 Proper Prior Preparation (PPP)
 Know Your Business
 Know Your Customer
 Know Your Value-Added Proposition
 Commercial business is primarily about
profit
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| 2013 NIB/NAEPB National Conference and Expo
Contacts
Dale Cottongim
Consultant, Supply Chain
540-295-1994
Dale.cottongim@gmail.com
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| 2013 NIB/NAEPB National Conference and Expo