Dale Norwood PFM Consulting “Keeping Customers First”

 “Small businesses are the backbone of our economy. They are central to our identity as a nation.”  Small businesses create two out of every three jobs in this country. So our recovery depends on them. And if we want to keep America moving forward, we need to keep investing in our small businesses. This is, by the way, more important than just our economy” Remarks by the President on the Small Business Jobs Initiatives, 28 July 2010

 “Best value“: the expected outcome of an acquisition that, in the Government's estimation, provides the greatest overall benefit in response to the requirement.  FAR (b), Best value must be viewed from a broad perspective and is achieved by balancing the competing interests So How Do We Achieve Best Value???

Key is to finding Balance!

 Understand at the “Program/Project Level” when potential RFP opportunities will occur and what the requirements are Project Cost Requirements Knowledge

 Everybody knows: ◦ Lockheed Martin ◦ Raytheon ◦ Boeing ◦ BAE Systems ◦ SAIC ◦ Northrop Grumman ◦ Johnson Controls Have Requirements Knowledge

 How many know: ◦ Facchina Global Solutions ◦ S&K Global Solutions ◦ Paladin Data Solutions ◦ Applied Technical Solutions ◦ WESMAR Electronics ◦ SSR Engineering ◦ +1,000 others Need to Gain Requirements Knowledge

 Fed Biz Ops: Typically Days Notice  What needs to be accomplished in Days? ◦ Understand requirement ◦ Build Teaming Agreements ◦ Determine Cost for Deliverables ◦ Draft the Proposal ◦ Corporate Review of Draft ◦ Finalize Proposal ◦ Submit Proposal Project Cost Requirements Knowledge & Development Time Remember the Balancing Act?

 Enable Requirements Knowledge ◦ We have to meet  Push Customer for Earlier Notification ◦ Pre-Solicitations?

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