Presentation for the National 8(a) Association INTEGRATING MARKET INTELLIGENCE WITH BUSINESS DEVELOPMENT METHODOLOGIES Jamie Bratten, President and CEO, EZGovOpps APPLYING KNOWEDGE MANAGEMENT TECHNIQUES & RESOURCES TO BUSINESS DEVELOPMENT Paul Johnson, President/CEO Highliner Consulting Group BUSINESS DEVELOPMENT KNOWLEDGE MANAGEMENT Networking, Lead Generation, & Opportunity Identification • • • • • Networking, Lead Generation & Opportunity Identification Marketing & Advertising Strategy Development & Implementation Coordinating and Formalizing Business Intelligence Proposal Development Meeting Facilitations NETWORKING IS KEY FOR ALL BUSINESS DEVELOPMENT ACTIVITIES AND “PERSON-TO-PERSON” INTERACTION IS THE MOST COST EFFECTIVE APPROACH. GOVERNMENT CONTRACTING COMPANIES NEED TO HAVE CONNECTIONS & PRESENCE TO THE FOLLOWING: • Federal, Tribal, State & Municipal contracting & procurement officials • Key Business-To-Business events, trade shows, conferences, & events • Membership to key organizations which promote & facilitate business with 8(a), HUBZone and DBE companies • Key subcontractors, vendors, project owners and industry participants • Key political, economic and business leaders. • Local presence where Federal contract dollars are spent. NETWORKING, LEAD GENERATION & OPPORTUNITY IDENTIFICATION LEAD GENERATION & OPPORTUNITY IDENTIFICATION IS IMPORTANT TO TAKE IT FROM THE “MEET & GREET” TO ACTUAL TANGIBLE OPPORTUNITIES AND ULTIMATELY A CONTRACT: How it is currently done: • Searches are performed on project boards (business intelligence websites) to scan for work utilizing NAICS codes. • Identification of key organizations and events which should be met or attended. • Face-to-Face discussions, follow-ups and maintaining contacts to track opportunities. • Scope is limited to limitation of personnel and focus of current companies represented • Only attending one event at a time – can be “hit or miss”. Key Knowledge Management Components for Business Development Contact Management: • Customer Resource Management (CRM) • Contact Capture (Card Scanning) Business Intelligence: • Dynamic Search Engines – subscription services • B2G/B2B Conferences & Networking Capture Management • Pipeline Management • Collaborative Workspaces Collateral Management Systems • Statement of Qualifications (SOQ)/Line cards • Proposals and previous responses • Resumes (individual & corporate) Business Development Knowledge Management Cycle Contact Mgmt. Collateral Mgmt. Opportunity Capture Mgmt. Business Intel Keys to a Successful Contact Management System (CRM) Program CRM • • • • • Is your CRM compatible with your e-mail client? Do you have a central repository of corporate contacts? Is there a written policy regarding contact retention? Pros/Cons of not providing company e-mails/cell phones Does your IT staff have a clear understanding of your intended use, output and the basic compatibilities of the program? Popular Commercial Options • • • • Salesforce SugarCRM Microsoft Dynamics Insightly Keys to a Successful Contact Management System (CRM) Program Contact Capture • Is your CRM compatible with your card scanning application? • Does your card scanning application allow you to make notes? • Does your card scanning application allow you to connect with your e-mail client? • Does your card scanning application allow you to connect social media applications such as LinkedIn, Facebook and Twitter? • Does your card scanning application have an “enterprise” offering? Popular Commercial Options • CardMunch • PowerContacts - ScanBizCard • Neat Keys to a Successful Business Intelligence (BI) Program Strategic Capabilities • • • • Can research buying habits of your or see agency forecasts? Can you identify the contract vehicles utilized by buyers? Does it have micro & macro research capabilities? Does it provide the necessary level of detail to develop an effective pipeline management program within your organization? • Does it allow for key contact export and is that format compatible with your CRM? • Does it allow for dynamic updates to key contacts, opportunity and award statuses? • Build in a method and approach to tie in B2G/B2B conference & networking contacts. Popular Commercial Options • GovWinIQ • EZGovOpps • BidSpeed Keys to a Successful Capture Management Program • Does your capture management strategy balance risk/reward and reflect your corporate risk tolerance? • Have you identified your “Go/No-Go” strategies? • Are you too reliant upon a single capture management approach or do you blend both human intelligence with business intelligence from subscriptions services? • Have you identified a corporate strategy towards balancing your marketing strategies? • Have you put your organization in the strongest and strategically advantageous position? • Do you have a “lessons learned “ methodology and approach for evaluating both wins and losses? • Does your system allow for collaborative workspaces in a corporate intranet space? Popular Commercial Options • GovWinIQ • EZGovOpps • Domo Keys to a Successful Collateral Management System Strategic Capabilities • • • • • • • Is your collateral management system dynamic? Does it allow search ability? Does your collateral management system have version control? Does your collateral management system allow for collaboration? Is your collateral readily available? Do you have an internal process to create buyer specific collateral? What do you consider collateral? (SOQs, proposals, resumes, graphics, etc.) Is your collateral management system compatible with your capture management , business intelligence and contact management systems? Popular Commercial Options (mobile portability) • Knowledge Tree • Box • DropBox NETWORKING, LEAD GENERATION & OPPORTUNITY IDENTIFICATION What a Knowledge Management System will do: • Expand the scope of identifying key organizations and events which should be met or attended and provide enough man-power to effectively track each event. • Enhance Face-to-Face discussions by knowing your customer, follow-ups and maintaining contacts to track opportunities – incorporate current • Properly record, track and sort “leads vs. opportunities” and build in a effective “lessons learned” method and approach. • Broaden the scope for all federal and tribal contracting opportunities and know where the federal and tribal dollars are being spent. COORDINATING AND FORMALIZING BUSINESS INTELLIGENCE Companies typically pay considerable membership fees for business intelligence tools, but most don’t know how to get the full benefits of the system. In addition, there are several sources (which are free) which provide additional information on “What is out there and what is coming up?” but lack forecasting ability, as well as contact and collateral management capabilities. What a Knowledge Management System will do: • A coordinated effort to effectively track all opportunities and develop “Opportunity Lists” and hold bi-weekly or monthly Go/No-Go meetings • Develop a system to effectively document, organize/sort and direct key contacts, opportunities, and establish effective “follow-up” procedures. • Develop a running “Key Contact List” of all business contacts/opportunities for all subsidiaries and not rely to heavily upon “personal relationships” of individuals. • Utilize a CRM tool to allow you track ROI and build a contact database. Sample of Public Solicitations Available Sample of Public Data Another example of Free Public Data Sources Another Example of a Free Public Data Source Legitimate Market Intelligence Tools possess over 1000 different Sources for Opportunities and Data Intel A Sampling of Some of the Available Sources Available FOIA.gov recovery.gov dsbs.sba.gov usaspending.gov recovery.gov acquisition.gov sam.gov gsa.gov sba.gov gsaadvantage.gov neco.navy.mil seaport.navy.mil whitehouse.gov itdashboard.gov performance.gov usa.gov dibbs.bsm.dla.mil usagovernmentspending.com Dashboard Overview of Opptys Snapshot of File Cabinet/Pipeline Module Sample of Contracting Specialist Bio Sample of Company Intel Example of Targeting Agencies & Analysis Contracts Forecasting Overview Manage the Proposal Process Collaboration Center Shared File View Thank you for your time. Both Jamie and Paul will be available during the conference to answer any questions or provide greater detail of topics discussed within this presentation.