H&K Strategic Business Solutions Growing Your Government Contractor Business Robert F. Sturm Special Briefing The McLean Hilton October 3, 2001.

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Presentation transcript:

H&K Strategic Business Solutions Growing Your Government Contractor Business Robert F. Sturm Special Briefing The McLean Hilton October 3, 2001

H&K Strategic Business Solutions Holland & Knight Consulting Strategic Business Solutions Examine Value Factors Services – Higher Margin –Consulting –Systems Development –Systems Integration –Solution Integration –Managed Services –Supply-Chain Management –Knowledge Management Fulfillment – Lower Margin –PCs –Servers –Networking, etc. Telecom Imaging Competition is more aggressive. The Customer can be anyone in the organization. Past Performance is key. Delivery is critical. The market is changing daily.

H&K Strategic Business Solutions Holland & Knight Consulting Strategic Business Solutions The Evolved Business Model

H&K Strategic Business Solutions Holland & Knight Consulting Strategic Business Solutions The Way It Was Mission Critical –Requirements Contracts Solution –Requirements Contracts –IDIQ Fulfillment –IDIQ

H&K Strategic Business Solutions Holland & Knight Consulting Strategic Business Solutions The Way It Is Mission Critical –Small Order Volume –Large $ Value –Higher Margin Solution –Medium Volume –Medium $ Value –Better Margin Fulfillment –Thousands of Orders –Small $ Value –Low Margin

H&K Strategic Business Solutions Holland & Knight Consulting Strategic Business Solutions Options in Building Contractor Value Organic Growth. Teaming/Subcontracting. Mergers and Acquisitions (M & A).

H&K Strategic Business Solutions Holland & Knight Consulting Strategic Business Solutions Option 1: Organic Growth – What Must You Do? Understand your Customer. Understand your Customer’s Business Model. Understand your Customer’s Real Requirements. Secure Vehicles to Solve Problems and Sell. – Fill the Opportunity Pipeline. – Ensure Sufficient B & P Investment and Resources. – Recruit and Retain Smart and Experienced People.

H&K Strategic Business Solutions Fill the Opportunity Pipeline Tracking “ Screened” Opportunity Candidates Future and/or Less Attractive Opportunities Qualification Candidates Like to Bid Business Plan Opportunities Expect to Bid Bidding/Bid Commitment to Bid Group 5 Group 4 Group 3 Group 2 Group 1

H&K Strategic Business Solutions Holland & Knight Consulting Strategic Business Solutions Desired Product/Service Vehicles GSA Federal Supply Schedules (MOBIS, Services, etc). Blanket Purchase Agreements (BPA’s) with Targeted Agencies. IDIQ Contracts (GWAC, MAC). Subcontractor/supplier.

H&K Strategic Business Solutions Holland & Knight Consulting Strategic Business Solutions Option 2: Teaming/Subcontracting Less Lead Time than Organic Growth. Less Costly. Less Control. Less Upside Potential. Better Opportunity to Build Expertise.

H&K Strategic Business Solutions Holland & Knight Consulting Strategic Business Solutions Option 3: Mergers & Acquisition Shortest Time to Achieve Critical Mass. Instant Technical and Subject Matter Expertise. Acquire Profitable Longer-term Contracts in Growth Markets. Shortest Time to Build Backlog.

H&K Strategic Business Solutions Holland & Knight Consulting Strategic Business Solutions SBA 8(a):How Can You Increase True Value Build an incentivized management team that can lead after sale or graduation. Move as quickly as possible to non-8(a) contracts subject to unrestricted competition. Create teaming arrangements with companies that complement your company's strengths. Minority and woman-owned businesses; market to supplier diversity programs and then become a supplier they would use at any time. Build margin: Do not avoid submitting claims for the sake of customer relations. Protest unfair awards. Get your fair share.