Federal Opportunities The Perils, Process and Profits of Successful Opportunity Identification and Capture Gardant Global Inc. 804 South Military Trail Deerfield Beach, FL 33442 www.gardantglobal.com paul.karch@gardantglobal.com

Gardant Overview Gardant Global is headquartered in Deerfield Beach FL, with offices in McLean, Virginia and the United Kingdom is a firm focused on the development of business sales and marketing strategy for firms, both large and small. Our specialized areas of expertise include Commercial and Government solutions in both domestic and international markets. Gardant provides outsourced business development and sales strategy and execution. Gardant represents leading technology, healthcare, and product firms with the goal of driving long-term top line sales in traditionally “closed” markets such as government.

GARDANT/ SELLTOGOVERNMENT Some Representative Clients 18 September 201818 September 2018 Some GARDANT Clients include (d): Value Added Resellers Management Consulting Systems Integration Staffing Facilities Management Construction Contact Center Companies Healthcare testing Healthcare Technology Translation Software Event Management Training Companies Furniture Companies First Responder Solutions Utilities/Electrical Confidential and Proprietary - GARDANT Global

Publications and Media Recognition Confidential and Property of GARDANT Global Inc.

> > > Today’s Discussion Perils Process Profits Proprietary and Confidential - Gardant Global >

The Perils Proprietary and Confidential - Gardant Global

The Perils Poor Planning including Late to the Game Timing Early is better Make a Decision Relying only on Manufacturers Do you have Technical People? Develop compliant solutions in-house Lack of directed funding Do you have a budget to bid? Lack of direct funding control Can you spend the budget? Proprietary and Confidential - Gardant Global

The Perils Poor Pricing Lack of customer knowledge Not conscious of LPTA End of Life Products Discounts Rebates Lack of customer knowledge Have you ever met the customer? Do you know the Evaluation Process? What are your expectations? Past Performance mapping Proprietary and Confidential - Gardant Global

The Perils Not an understanding of the government customer Mission Messaging Value Added Reseller? Insufficient Resources Proposal Manager Capture Manager Tech Writers Tech Architects Pricing Analysts Graphic Designers Web Developers Proprietary and Confidential - Gardant Global

The Perils Process No Guts No Glory No Desire for Teaming Program Managers with Provisional Offers Spend money to make money Proprietary and Confidential - Gardant Global Process

The Process Proprietary and Confidential - Gardant Global

Business Development Process Model Proprietary and Confidential - Gardant Global

Contract Win Lifecycle Industry Day Pre-RFP Meetings Sources Sought / RFI Draft RFP RFP Amendments and Extensions Statement of Work Section L - Instructions Section M – Evaluation Criteria Awards Protest BAFO Roll-out/Kickoff Proprietary and Confidential - Gardant Global

Business Development The Stages Identified Opportunities Identified Opportunities Opportunity Identification Opportunity Qualification Opportunity Pursuit Opportunity Capture Proposal Award Delivery Proprietary and Confidential - Gardant Global Pipeline

Federal Opportunity Identification Where do opportunities exist… Applicable to Hardware/Software The Obvious Ones (re-compete) NASA SEWP V CIO-CS ITES – 3H NETCENTS First Source 2 The Task Orders Registration Validation Source Sought / RFIs The Hidden Ones Agency BPAs Rapid response Associated with other solutions Socio-Economically directed Proprietary and Confidential - Gardant Global

Federal Opportunity Qualification Core Competency match Stepping outside the comfort zone Developing Metrics Developing and Opportunity Cost Model Proprietary and Confidential - Gardant Global

Federal Opportunity Pursuit Core Competency match Management buy-in Am I early enough…(see Capture Plan) Developing Metrics Developing and Opportunity Cost Model Knowing when to get out Proprietary and Confidential - Gardant Global

Business Development Process Model

Federal Opportunity Capture Core Competency Teaming Teaming for Technology Teaming for Socio-economic reasons Teaming for Geography Pre-Qualified Pre-Engaged Client Call Plans Client Knowledge Usually initiated 6 month of more prior to RFP Budgeted Funds Proprietary and Confidential - Gardant Global

Business Development Process Model

Proposal Development Themes and Discriminators NDA, Teaming agreements Key Personnel RFP Compliance Color Team Planning and Deadline review Team contribution Resources, Resources, Resources Draft Response written prior to release of RFP Budgeted Funds Color Pink, Blue, Green, Gold, White Glove or whatever you want to call any… just select a repeatable process Proprietary and Confidential - Gardant Global

Proposal Library Creation Planning for Proposal Understanding Losses Restructuring process Write the Plans Follow the plans Proprietary and Confidential - Gardant Global

The Elements Outside support Teaming and Partnering Large Opportunity Capture Support – Look Outside Large Opportunity Post Award Task Order Management Support Proposal Development Support Monthly Government Business Development Support Initial Analysis and Bid / No Bid Assistance Teaming and Partnering Alternate Structures (JVs, Mentor Protégé) Socio-economic and Small Business Plan creation Pricing Support Review Team Support Other

Recommended Timing Large Opportunity Capture Engage up to 1 year before anticipated RFP Usually 6 months prior to bid submission GSA Schedule Proposal and Submission Usually a 6 month submission cycle dependent on customer cooperation Awards 6 – 12 months Proposal Management, Writers and Reviewers (ongoing) Teaming (ongoing)

A Proven Offering Some of our Government Contract wins USA Contact – GSA (1 Prime win) TIPSS 4 – Treasury (2 Prime wins) DHS Eagle 2 SB (2 Prime wins) GSA Alliant – (2 Sub wins) GSA VETS – (3 Sub wins) CIO-SP3 SB - (1 Prime and 2 subcontractor wins) CIO-SP3 LB - (3 subcontractor wins) ITES 3H - (Submitted) NASA SEWP V – (Submitted) CIO-CS – (Submitted) ITES 3S – (In Process) DHS PACTS 2 – (In Process)

Corporate / Commercial Solutions Climbing the Mountain Tailoring your offerings and securing government buying mechanisms Full and Open Set Asides Grants IDIQs GWACs Contract Vehicles Proprietary and Confidential - Gardant Global Relevant Accounts Multi-channel Value Added Services Program Management Quality Assurance Security Infrastructure Past Performance Key Personnel Corporate / Commercial Solutions

The GARDANT Business Development Model

The Profits Proprietary and Confidential - Gardant Global

Government is Fortune One Top 40 Contractors Global Vendor Name Number Of Actions Dollars Obligated %Total Actions % Total Dollars LOCKHEED MARTIN CORPORATION 21,647 $36,961,763,002.21 0.1238% 7.2275% THE BOEING COMPANY 14,676 $29,440,807,312.42 0.0839% 5.7568% RAYTHEON COMPANY 11,388 $15,053,753,077.37 0.0651% 2.9436% GENERAL DYNAMICS CORPORATION 17,739 $14,956,502,813.10 0.1014% 2.9246% NORTHROP GRUMMAN CORPORATION 10,729 $10,374,628,072.82 0.0613% 2.0286% UNITED TECHNOLOGIES CORPORATION 14,301 $8,267,493,309.02 0.0818% 1.6166% HUNTINGTON INGALLS INDUSTRIES INC. 6,207 $7,407,215,480.96 0.0355% 1.4484% SAIC INC. 30,321 $7,406,712,635.03 0.1733% 1.4483% L-3 COMMUNICATIONS HOLDINGS INC. 11,652 $7,009,068,336.94 0.0666% 1.3705% BAE SYSTEMS PLC 11,686 $6,147,748,651.29 0.0668% 1.2021% MCKESSON CORPORATION 65,582 $4,661,869,094.55 0.3749% 0.9116% URS CORPORATION 4,781 $4,352,562,385.00 0.0273% 0.8511% BECHTEL GROUP INC. 236 $4,113,118,681.59 0.0013% 0.8043% BOOZ ALLEN HAMILTON HOLDING CORPORATION 8,339 $4,023,544,912.63 0.0477% 0.7868% COMPUTER SCIENCES CORPORATION 4,886 $3,840,480,347.80 0.0279% 0.7510% VERITAS CAPITAL FUND II L.P. THE 1,128 $3,583,214,293.82 0.0064% 0.7007% HUMANA INC. 491 $3,472,056,029.31 0.0028% 0.6789% HEALTH NET INC. 281 $3,141,799,283.91 0.0016% 0.6143% TRIWEST HEALTHCARE ALLIANCE CORP. 156 $3,007,680,036.02 0.0009% 0.5881% BELL BOEING JOINT PROJECT OFFICE 1,463 $2,894,515,026.58 0.0084% 0.5660% ROYAL DUTCH SHELL PLC 311 $2,888,564,246.22 0.0018% 0.5648% SUPREME GROUP HOLDING SARL 31,132 $2,828,098,273.75 0.1780% 0.5530% UNITED LAUNCH ALLIANCE L.L.C. 135 $2,700,319,235.13 0.0008% 0.5280% GENERAL ELECTRIC COMPANY 7,781 $2,693,771,748.42 0.0445% 0.5267% HEWLETT-PACKARD COMPANY 18,546 $2,506,399,967.83 0.1060% 0.4901% GENERAL ATOMIC TECHNOLOGIES CORPORATION 727 $2,489,039,763.12 0.0042% 0.4867% BABCOCK & WILCOX COMPANY THE 222 $2,475,359,175.15 0.4840% HONEYWELL INTERNATIONAL INC. 9,226 $2,409,100,247.18 0.0527% 0.4711% TEXTRON INC. 6,587 $2,362,693,299.78 0.0377% 0.4620% CACI INTERNATIONAL INC 4,395 $2,359,151,322.70 0.0251% 0.4613% BATTELLE MEMORIAL INSTITUTE INC 2,172 $2,315,532,820.39 0.0124% 0.4528% ITT CORPORATION 3,315 $2,310,443,329.26 0.0190% 0.4518% HARRIS CORPORATION 7,234 $2,256,847,167.06 0.0414% 0.4413% LOS ALAMOS NATIONAL SECURITY LLC 24 $2,147,580,339.15 0.0001% 0.4199% BP P.L.C. 190 $1,962,102,115.33 0.0011% 0.3837% FLUOR CORPORATION 628 $1,937,780,451.03 0.0036% 0.3789% WORLD FUEL SERVICES CORP 85 $1,934,454,416.36 0.0005% 0.3783% MANTECH INTERNATIONAL CORPORATION 2,106 $1,932,596,605.14 0.0120% 0.3779% JACOBS ENGINEERING GROUP INC. 4,419 $1,784,416,617.26 0.0253% 0.3489% Proprietary and Confidential - Gardant Global

Profit, Growth and Government Proprietary and Confidential - Gardant Global

Washington Fast 50 Categories include Professional Services IT Services Systems Integration Other Proprietary and Confidential - Gardant Global

Wrap - up Government Represent Fortune One! If you are in this game you have to participate like it is Fortune One Process over Charisma How often do you hear “they hired him for his book”? Book is less important than Process, Past Performance and Price Participate Attend all the events Track Opportunities rigorously Resources are critical Inside and Outside Invest Proprietary and Confidential - Gardant Global

Contact Paul Karch (Founder and CEO) Eric Fraser (Account Executive) paul.karch@gardantglobal.com Office – 703-910-2000 X101 Mobile – 954-444-9501 Eric Fraser (Account Executive) eric@gardantglobal.com Tech Data Scott Neubauer Proprietary and Confidential - Gardant Global