Sullivan International Group, Inc The Protégé Perspective Presented By: Steven E. Sullivan CEO, Sullivan International Group, Inc

Sullivan International Group, Inc Presentation Agenda The Protégé Perspective 1. Who Should be a Protégé? 2. What is your end objective? 3. Where will the work occur? 4. When will it happen? 5. Why be a protégé?

Sullivan International Group, Inc Speaker Background US Navy Retired – Submarine Force 20 Years experience in environmental, health and safety program management Multiple professional certifications Bachelor of Science – SIU Member - multiple professional organizations Volunteer extraordinaire!

Sullivan International Group, Inc Sullivan History –Started in 1998 –Comm. & Gov –Industry focus –8(a) & SDVO Service Offering –Engineering –Technology –Management & Logistics Introduction

Sullivan International Group, Inc Sullivan Today 110 Employees Offices: –San Diego CA –San Francisco CA –Reno NV –Barstow CA –Clarksville TN –Atlanta GA –Columbia SC –Washington DC

Sullivan International Group, Inc Recognition & Awards  GSA Small Prime Contractor of the Year  Multicultural Heritage Award  EBJ Fastest Growing Environmental Firm  AEP Advanced Technology Solution Award  SDBJ Fastest Growing Company in San Diego  EBJ Silver Medal Award Winner  SDBJ Best Company to Work for in San Diego  Nunn Perry Award Winner (US Navy / NAVFAC)  SDCC Business Excellence Award

Sullivan International Group, Inc The Protégé Perspective

Sullivan International Group, Inc Understanding when to pursue a mentor Company size & fit (Size standards) Industry & specialties Ability to respond to service levels Added value Negotiation Availability Who Should be a Protégé? - Timing

Sullivan International Group, Inc Who will I dance with? What are their motives? Have I worked with them before? What is their track record? Who are you dealing with? Is it the right fit? Subcontracting opportunities? Who Should be a Protégé? – Partners

Sullivan International Group, Inc Win Win strategy Red flags –RFP driven –Technology interest –Client interest –Regional interest A balanced position = success!! Who Should be a Protégé? – Partners

Sullivan International Group, Inc Create a list of possible candidates Prioritize (active relationships at the top) Interviews / research Pro’s & Con’s Partnering breadth and depth Compare against long term growth plans Be candid – ask why us? DoD vs. SBA? Who Should be a Protégé? – Research

Sullivan International Group, Inc Crawl, stumble and fall….. Nine months and no baby!! Re-focus TTEMI The agreement Winning work Problems & solutions Who Should be a Protégé? – Sullivan Story TTEMI

Sullivan International Group, Inc DoD Mentor Protégé –Developmental Assistance –Milestones –Metrics –Subcontracts –Schedule –Additional Information Who Should be a Protégé? – Sullivan Story Handout Review

Sullivan International Group, Inc Timing Partner Research Who Should be a Protégé? – Review Your mentor can be the catalyst to help grow your company or can cripple your ability to compete and waste precious resources. The more you plan up front, the better chance you have for success!!

Sullivan International Group, Inc Just need the work? Want to build out additional business competencies? Want to grow a new service offering or product line? Want to create a presence in a new geographical area? Develop a new client account? What is your end objective?

Sullivan International Group, Inc  Creating your Mentor Protégé Business Plan:  Summary of your business objective  Identify & research the business environment > is this really the right market??  Provide a detailed explanation of what you will accomplish and hope to gain from this mentor protégé effort > what will you gain?  Create your action plan!! What is your end objective? – The Plan

Sullivan International Group, Inc New York City!?!? Culture shock Travel expenses Internal presentations Team building Socials Communication Creating a mission & vision Where will the work occur?? Collaboration equals new business and increased revenue for both mentor & protégé

Sullivan International Group, Inc Does the timing make sense? Are there additional preparation requirements for the mentor protégé to be a success? Does it match your company growth plan and objectives? Do you have feedback from management and the technical folks? When will it happen?

Sullivan International Group, Inc New work New relationships New technical competencies Greater corporate exposure Strengthen existing competencies Refine business practices Learn from a leader Why be a protégé?

Sullivan International Group, Inc Why? Who? What? Where? When? Successful Partner Selection The Protégé – Decision Cycle Timing + Partner Review + Research =

Sullivan International Group, Inc Questions