1105 Schrock Road, Suite 107 Columbus, OH Jack Stem, Vice President, Federal

 Business Development to Capture  Win theme development  Management of B&P  Winning proposals

Shot selection begins with the Business Development Process Pre-RFP Pick opportunities that are in your “Sweet Spot” Begin early with BD and Capture! The more you can meet with the Customer the better. Meetings need to be conversations - not presentations. Find the customer’s pain points Return with solutions that fix those problems (Get the Techies involved) BD and Capture need to develop key win themes based on pre-RFP efforts.

Win Themes Need to resonate with the customer and the proposal reviewer. Need to flow throughout the proposal. Must have measurable solutions behind them Should be innovations that bring a new way of thinking to the requirements. Should be vetted with the customer prior to RFP!

Management of B & P $s B&P is a treasure that you need to manage wisely. Evaluating opportunities, qualifying and bidding should be along a well reviewed process (IE Shipley or modified Shipley for smaller companies) Don’t be afraid to say NO. Shot selection is finding a realistic Pwin for an opportunity and putting forth the best effort at those that have the best chance of winning. Business Intelligence is key.

Winning Proposals Should be concise and reflect the Win Themes developed in the BD process. Price to Win should be a key factor in your strategy and should be part of your review process. Don’t propose something that is not in the RFP or has not been vetted with the customer. Don’t overdue the graphics….keep is simple!