Information Visualization Solutions March 15, 2007 Team Marketing & Sales ~ Michael Hardy

Team Marketing Approach Not your Typical Team Team marketing, team materials, focused team approach Will distribute all opportunities that come from GSA - both ours and others VETS was designed to be different ~ No prime can go it alone Team Marketing & Sales

Targeted Account Plan Marketing Targeted Account Plans Proactive Tools: focus on a target client - build a team Build a targeted Account Team Profile for each member, not a "lead tracker" Team Marketing & Sales

Exclusive vs. Non-Exclusive Pen Bay Team Members Stage 1 - The Market Customer Mission Support Requirements External Market Assessments Internal Team Capability and Goals Assessments Establishment of Internal Leadership/Structure and Accountability Development of Procurement Plans; DPAs; Budget Requirements for contract services Stage 2 – The Prospective Target Stage 3 – The Qualified Lead Stage 4 – The Targeted Bid Stage 5 – The Pursuit Stage 6 – The Final Proposal Design Stage 7 - The Proposal Generation Stage 8 – The Closing Stage 9 – The New Contract Stage 10 – The On-Going Performance Stage 11 – The Recompetition Process Training

Working with Our LB/Integrator Members SAIC Dynamics Research Corporation Lee Ann Standish, PMP Vice President / Program Manager VETS PMO McLean, Virginia Jim Koshar Business Unit Director Vienna, Virginia Team Marketing & Sales

SAIC Approach to GSA VETS GWAC Penobscot Bay Media Kickoff Meeting March 15-16, 2007

Working with Our LB/Integrator Members SAIC Dynamics Research Corporation Lee Ann Standish, PMP Vice President / Program Manager VETS PMO McLean, Virginia Jim Koshar Business Unit Director Vienna, Virginia Team Marketing & Sales

Dynamics Research Corporation (DRC) Overview for VETS GWAC 15 March 2007 This briefing presents an overview of DRC and the products and services we offer. It also represents the standard look and feel for DRC Sales and Marketing Briefings. This is the first briefing that any potential customer should see, and all slides should be presented, even if just briefly. This entire briefing should be part of any general or capabilities briefing given to a customer, whether new or existing. When possible, existing customers should be made aware of the broad array of services we have to offer. Unless it causes a problem, these slides should be included in any briefing package, although they shouldn’t be briefed over and over. The benefit of this is when unexpected people show up, or when an unexpected question comes up about DRC’s capability. When printed briefings are left behind, these slides (at least through slide 10 – our core capabilities) should be included – if they are not, it must be clear to whoever stumbles into a copy of the left behind briefing that it does not represent all of DRC. 12/7/2018

Process Training Competition Who are the Other VETS GWAC Primes? 43 Teams 260 SDVO Companies including Team Members Process Training

Some Practical Steps Team Marketing & Sales Working with Existing/Recent Customers Delegation of Ordering Authority Talking about the VETS GWAC What do the mean by “Wired”? Joining a Proposal Team Responding to RFPs Sharing Intelligence Proposal Team Selection Criteria Proposal Team Exclusivity Team Marketing & Sales

Exclusive vs. Non-Exclusive Pen Bay Team Members No Team Member has signed a Team-Level Exclusivity Agreement Some Have Chosen to Operate as Exclusive Exclusive or not, all communications shared among the team are covered by the terms of the NDA Three Rules of the Road: It is never appropriate to share information about a team member unless they have granted permission It is never appropriate to act in any way detrimental to the team or any team member It is never appropriate to share information learned from the team to compete against the team. Basic Issue of Trust Process Training