1. SUCCESS THROUGH TEAMING: MARKETING TO PRIMES CONTRACTORS
2012 OSDBU Procurement Conference
April 19, 2012
Ludmilla Parnell
Director, Business Development, Small Business Partnerships

2. A Good Small Business Partner: Considerations
Core capabilities and past performance
Price
Personnel experience
Resource availability and HR stability
Locations
Financial solvency/risk/strength
Reputation
Organizational conflict of interest (OCI)
Dependable, a team player, and responsive
Easy to work with on projects
Follow-through and follow-up!
2. SUGGESTED PROCEDURE FOR A SB TO LET US KNOW WHAT THEY DOAND INTRODUCE PRODUCTS/ SERVICES:
Can contact me anytime
Can contact capture or BD managers if you happen to know who they are, and let them know where you may fit on a specific opportunity (technical, customer past performance, marketing and customer knowledge)
Participate in targeted trade shows, such as I/ITSEC and make sure you meet with booth personnel who are often BD leads for that particular area
Register in the GD Single Corporate Portal and make sure to complete the capabilities area thoroughly and upload your capabilities
Opportunity-Driven approach described earlier

3. Understand Your Market Focus
What are your strengths and core capabilities?
What types of past performance do you have?
Where is your current work today?
What areas do you want to grow in?
Is the market growth there to support it?

4. Understanding the Customer
Utilize Market Research
Read and Learn about your customer
Reports, Performance Plans
Articles / Websites
Understand their mission, goals, objectives and programs
Network through targeted conferences and professional associations
Develop a core of trusted teaming partners
Develop knowledge of U.S. government contracting
Understanding of rules / agreements
Government purchase cards
Line of credit
CAGE Code, Dun and Bradstreet, NAICS, ITAR Certification
Databases: CCR, DSBS (Pronet), ORCA, VetBiz, Primes
Focus Focus Focus!
Do Your Homework First!

5. Steps to Successful Teaming
Focus on a customer area – narrow it down…
Map out contract opportunities – recompetes, new opportunities, etc.
Do you know the customer? Do you know how to obtain information?
Timing – teaming way ahead of the deal (18-24 months out)
Working on next year and beyond
Know who you are talking to? Understand roles of:
Capture Managers
Program Managers
Be prepared for discussions
Read and understand the opportunity and where you can bring value
RFP requirement and your fit — tell us:
Related niche or capability areas
Related past experience
Customer knowledge and experience
Why your company?
Why are you seeking out this Prime to team?
Make sure you are registered with the Prime (if applicable)
For example: Go to — Partners page
MATRIX
Key to Teaming - Be proactive and selective in your marketing efforts!

6. Small Business Partnerships
Contact Information General Dynamics IT – Fairfax, VA - HQ Small Business Center
Small Business Partnerships
General Dynamics Sectors
Information Systems and Technology:
Aerospace:
Marine Systems:
Combat Systems:
Ludmilla Parnell
Director, Business Development
Small Business Partnerships
(703)
CONTACT INFO
TECHNICAL AREAS OF INTEREST – generally (vary with specific opportunities we’re bidding):
- Very strong cyber security skills (Information Security /Information Assurance)
- Logistics Support
Modeling and simulation
Data Center consultants (SMEs) – Business case, plan,, design, implement
Training courseware capabilities
Wireless tower construction services
- Intelligence Community IT Services
- Health IT Services
- Wireless Network technical support
- Warfighter Support Services
- Identity Management under HSPD-12
- Configuration Management
Help Desk/Call Center Support
Network Services
- C4ISR Experience
- Maritime/Port Security Operations Services
- Environmental Services– non-remediation
Tess Palao
Small Business Partnerships
(703)