MCCC Federal Procurement Conference
Rockville, MD
May 3, 2012
This document contains Booz Allen Hamilton Inc. Proprietary and
Confidential Business Information
Not for additional distribution
Booz Allen Hamilton is a global leader in management and
technology consulting
System Integration Disciplines
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Systems Engineering
Systems Architecture
Software Development
Program/Project Management
Quality Assurance
Training
Cyber Security
Certification & Accreditation
IT Capital Planning/CPIC
COTS Selection & Implementation
Analytics
Administration & Support
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Accounting
Contracts
Finance
Human Resources
Professional Consulting Disciplines
 Deep experience managing large,
complex engagements with multiple
team members
 Robust capabilities in IT requirements
development, integration, &
implementation and technology
insertion
 CMMI Level 3 certified
 Proactive metrics-driven project
management tools
 Technology laboratories
Global Health Team
 Over 1,500 experienced health consultants and over 8,000
IT staff
 Extensive experience with CDC and other major HHS
OpDivs (NIH, FDA, CMS, AHRQ), VA, MHS, and SSA
 Commercial Healthcare Practice with experience in Life
Science, Payers and Providers
 120+ staff located in Atlanta, GA focused on public health;
Over 500 staff in GA
Booz Allen Proprietary and Confidential Business Information
 Strategic Planning
 Strategic Communications & Change
Management
 Business Process Reengineering
 Economic and Financial Analysis
 Operations Research
 Science-based Program Management
 Human Capital
 Modeling & Simulation
Management
 Local Senior Leadership
 Experienced Program &
Project Managers, Task
Leaders
 PMI certified PMs
Our public sector health engagements are focused on
providing solutions and delivering value to a broad set of
clients
CDC
 Vaccine Business
Improvement Project
 Flu Modeling and Lab
Capacity
 Business Intelligence/
Analytics
 Scientific Integrity Systems
and Process
 Geospatial Analysis &
Development
 Global Health/ International
FDA
 Pre and Post Market
Systems Development
 Electronic Submissions
 Content/Document
Management
 Portals and Web
 Food Safety Lab
Integration
 Tobacco Program
Systems Development
CMS
HHS
 1-800 Medicare Support
 Medicare Part D Tech
Support &
Implementation
 Beneficiary Network
Services
 Medicare Advantage
Application and Marketing
Review Support
 ONC HIT Support
 ONC Grants Management
 Beacon Community
Technical Assistance
 Health Information
Exchange
 HITRIC Strategic Planning,
Public Website, and
Collaborative Portal
 Quality Measures
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NIH
USAID
 NCI’s caBIG Scientific
Program Support and
Participation Services
 Information Management
System for the National
Children’s Study
 NCI Performance Mgmt
Dashboard
 High Performance
Computing
 PEPFAR Program Support
 ARV Drug Tracking RFID
 Grants Management PMO
 Procurement Strategy
 BizCLIR & HealthCLIR
 Strategic Planning /
Country Operation Plans
 Supply Chain
Management System
MHS
VA
 TRACEs2
 Medical Analysis
&Logistics Support
 TriCare Medical Systems
 HIPAA Compliance &
Training
 DOD Medical IT Portfolio
Mgmt
 TBI Standards of Care
 Wounded Warrior
 IT PMO
 Capital Assessment
Realignment
 Program Evaluation
 Information Security
 CPIC
 Billing & Collections
Improvements
 Audit & Compliance
Program Dev
 ICD 10 Conversion
Partnering with small businesses is the right thing for Booz Allen,
for our clients, and for the national and regional economies in
which we work. Our priorities are to:
 Expand outreach to those socioeconomic categories that are the most
difficult to engage
 Continue to advise and educate the small business community on
government contracting requirements
 Work collaboratively with business leaders across Booz Allen to
identify meaningful subcontracting opportunities for small businesses
 Aggressively track performance against small business goals and take
quick and deliberate corrective action
 Celebrate success with our small business team members
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Booz Allen constantly seeks out businesses to supplement inhouse professional, technical, and support capabilities
 To identify and explore teaming opportunities, Booz Allen reviews procurements and
considers:
– Government contracting requirements
– Booz Allen’s capabilities
– Small business goals
– Small business capabilities and client knowledge
– Prime or Subcontracting Role
 This approach produces specific small business opportunities tailored to each
procurement
To be the absolute best management and technology consulting firm,
measured by the value we deliver to clients and by our spirit of partnership
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Booz Allen Proprietary and Confidential Business Information
Booz Allen strives to identify companies with “best-in-class”
skills and management capabilities
 Booz Allen’s teammates typically possess the following characteristics:
– A well defined business strategy and complementary corporate capabilities
– An understanding of the government market with expertise or recognition within
a specific client organization
– The potential for a long-term, reciprocal relationship
– Compatible business ethics and philosophy
– Financial stability and viability
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Team building is key
 It’s about Mutual Trust
– We develop and discuss proposal building strategies with our team early in
the process
– We assign various proposal lead roles to the most qualified member of the
team
– We maintain high energy and team spirit throughout the proposal process
– We maintain open communication with the team through various proposal
meetings throughout the entire proposal process
– We place our Small Businesses in challenging roles from proposal support
to contract implementation
 Team Building
– Being personally committed to the development of small businesses
through an integrated team approach to fulfill the client’s mission.
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A few things to consider when marketing your firm
 Tailor the presentation to the audience—one
size does not fit all
 Low hanging fruit mentality does not
resonate
 Don’t accept anything less than a name
 Lead with technical capability, not socioeconomic category
 Don’t take your credentials for granted
 Arm your employees with company
knowledge
 Be aware of budget trends—follow the
money trail
 Know your target client
 Leverage and reveal relationships
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 Identify and seek out stakeholders—decision
makers
2012 Health IT Landscape
 Small physician practices are outpacing larger groups in adoption of EHRs
– Over 135,000 providers have registered for a Medicare or Medicaid EHR Incentive
Payment as of October 31, 2011
 A handful of companies comprise half of the $18B EHR market
– Cerner, McKesson, Siemens, GE Healthcare, Epic, Allscripts
 Private HIEs are coming to market faster than public versions
– Public exchanges best suited to serve rural communities
 Use of mobile technology for care management is on the rise
– Text4Health initiatives expanded into the Beacon Communities for diabetes care
 Value of Clinical Analytics is increasing as EHR data becomes more liquid
– FDA adverse event data is mined for new drug interactions in partnership with
Stanford
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What’s ahead for EHR and HIE?
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More EHR integration with mobile platforms
More cost effective EHR solutions that are personalized for providers
More EHR accessibility and more interoperability across systems
EHR support for Patient engagement and communication with providers
Shift from hub-and-spoke HIE architecture to internet-based point-to-point
Ramping up to implement Meaningful Use, Stage 2 requirements
Developing an Accountable Care Organization (ACO) HIE architecture
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Each agency presents unique opportunities, for example…
Department of Veterans Affairs (VA)
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Mobile devices
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Wireless
Upcoming VA Procurements
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VLER Memorials Application
Redesign (MAR) support services
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Guest Wireless Implementation
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ICD-10 Technical Training &
Implementation
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NMOC Program Management
Office Support Services
Small Business Areas
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All technical/functional areas
especially very specific capabilities
(e.g., ICD-10)
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Client knowledge – where the small
businesses may enjoy strong
relationships with clients and can
help in capture activities
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Food & Drug Administration
(FDA)
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Mobile devices
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Scientific computing
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Regulatory review
Upcoming FDA Procurements
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Scientific Computing IDIQ
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Medical Countermeasures
- RAPID
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Niche IT (e.g., APEX,
Documentum)
Small Business Areas
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All technical/functional
areas
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Respond to RFIs
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Social Security Administration (SSA)
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Cloud
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Health Information Technology (HIT)
Upcoming SSA Procurements
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Information Technology Engineering
Support Services (ITESS)
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IT Service Management
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IT Operations & Security
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Infrastructure Architecture &
Configuration
Small Business Areas
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All areas, especially due to the fact that
many of the opportunities being
released by SSA these days are Small
Business Set Asides (SBSA)
Case Study: National Institutes of Health (NIH)
 Booz Allen is involved in a number of efforts at the NIH, including:
– Development of tools and processes supporting one of the largest studies
ever – the National Children’s Study at the National Institute for Child
Health and Development
– Providing Information Technology, Development and Systems Support at
some of the largest NIH Institutes, including the National Cancer Institute
and the National Heart Lung and Blood Institute.
– Establishment of standardized vocabularies, data standards, ontologies
and metadata for projects in many institutes across the NIH
– Development, program and project management and execution of data
exchange systems, processes and stakeholder engagement for the
exchange of scientific data to support research collaboration at the
National Cancer Institute, and at more than 60 major academic medical
centers across the US and abroad.
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Case Study: NIH – Small Business Opportunities
 Providing expert guidance and scientific experience in the support of
the range of biomedical informatics efforts across NIH – there is always
a need to connect researchers with IT development
 Aiding in the identification, evaluation, planning and execution of
biomedical informatics projects – especially in new and high-risk
approaches to data management, collection and analysis
 Providing scientifically-proficient technical support – scientists at NIH
like to talk to other scientists when they need their questions answered.
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Booz Allen Proprietary and Confidential Business Information
Case Study: NIH – Lessons Learned
 The NIH customer is a scientific customer – they are wary of purely
technical sales.
 Bring in scientific experts to help present and explain your products and
services.
 NIH Institutes tend to be risk-averse – ensure that your products and
services have a strong track record in similar scientific settings before
presenting them to the NIH customers
 Have a clear understanding of the real challenges of the NIH customer’s
research – there is nothing worse than presenting a “solution” which is
either known to not work, or is already in place under another name.
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We want to work with you
http://doingbusiness.bah.com
After submitting your registration, please let us know that you’ve done so.
Schedule a call with our office to discuss and review your profile to make
recommendations of POCs to contact
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Once your firm is registered, we will be able to include your
firm in our pool of potential team members for continued and
future opportunities
 The Booz Allen Capture Manager or Program Manager (PM) and the
Subcontracts Administrator (SCA) work together to identify qualified
team members/subcontractors and define requirements
 The PM works with the SCA to identify potentially qualified firms. If
emphasis on small business is required (which is often the case), the
SCA and PM will work closely with the Booz Allen Small Business Office
(SBO) to assist in identifying qualified companies
 The SCA and the SBO use existing databases (e.g. internal registration
database) to refine the list of potential teammates and work with the
PM to determine the critical factors necessary to best fulfill the firm’s
requirements
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