1. Federal Opportunities
The Perils, Process and Profits of Successful Opportunity Identification and Capture
Gardant Global Inc.
804 South Military Trail
Deerfield Beach, FL 33442

2. 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.

3. GARDANT/ SELLTOGOVERNMENT Some Representative Clients
18 September 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

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

5. > > > Today’s Discussion Perils Process Profits
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6. The Perils
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7. 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

8. 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

9. 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
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10. The Perils Process No Guts No Glory No Desire for Teaming
Program Managers with Provisional Offers
Spend money to make money
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Process

11. The Process
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12. Business Development Process Model
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13. 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
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14. Business Development The Stages
Identified
Opportunities
Identified Opportunities
Opportunity Identification
Opportunity Qualification
Opportunity Pursuit
Opportunity Capture
Proposal
Award
Delivery
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Pipeline

15. 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
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16. Federal Opportunity Qualification
Core Competency match
Stepping outside the comfort zone
Developing Metrics
Developing and Opportunity Cost Model
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17. 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

18. Business Development Process Model

19. 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

20. Business Development Process Model

21. 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
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22. Proposal Library Creation
Planning for Proposal
Understanding Losses
Restructuring process
Write the Plans
Follow the plans
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23. 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

24. 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)

25. 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)

26. 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

27. The GARDANT Business Development Model

28. The Profits
Proprietary and Confidential - Gardant Global

29. 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

30. Profit, Growth and Government
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31. Washington Fast 50 Categories include Professional Services
IT Services
Systems Integration
Other
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32. 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

33. Contact Paul Karch (Founder and CEO) Eric Fraser (Account Executive)
Office – X101
Mobile –
Eric Fraser (Account Executive)
Tech Data
Scott Neubauer
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