1. Information Visualization Solutions
March 15, 2007
Team Marketing & Sales ~ Michael Hardy

2. Team Marketing Approach
Not your Typical Team
Team marketing, team materials, focused team approach
Will distribute all opportunities that come from GSA - both ours and others
VETS was designed to be different ~ No prime can go it alone
Team Marketing & Sales

3. Targeted Account Plan Marketing
Targeted Account Plans
Proactive
Tools: focus on a target client - build a team
Build a targeted Account Team Profile for each member, not a "lead tracker"
Team Marketing & Sales

4. Exclusive vs. Non-Exclusive Pen Bay Team Members
Stage 1 - The Market
Customer Mission
Support Requirements
External Market Assessments
Internal Team Capability and Goals Assessments
Establishment of Internal Leadership/Structure and Accountability
Development of Procurement Plans; DPAs; Budget Requirements for contract services
Stage 2 – The Prospective Target
Stage 3 – The Qualified Lead
Stage 4 – The Targeted Bid
Stage 5 – The Pursuit
Stage 6 – The Final Proposal Design
Stage 7 - The Proposal Generation
Stage 8 – The Closing
Stage 9 – The New Contract
Stage 10 – The On-Going Performance
Stage 11 – The Recompetition
Process Training

5. Working with Our LB/Integrator Members
SAIC
Dynamics Research Corporation
Lee Ann Standish, PMP Vice President / Program Manager VETS PMO McLean, Virginia
Jim Koshar Business Unit Director Vienna, Virginia
Team Marketing & Sales

6. SAIC Approach to GSA VETS GWAC
Penobscot Bay Media Kickoff Meeting
March 15-16, 2007

7. Working with Our LB/Integrator Members
SAIC
Dynamics Research Corporation
Lee Ann Standish, PMP Vice President / Program Manager VETS PMO McLean, Virginia
Jim Koshar Business Unit Director Vienna, Virginia
Team Marketing & Sales

8. Dynamics Research Corporation (DRC) Overview for VETS GWAC
15 March 2007
This briefing presents an overview of DRC and the products and services we offer. It also represents the standard look and feel for DRC Sales and Marketing Briefings.
This is the first briefing that any potential customer should see, and all slides should be presented, even if just briefly. This entire briefing should be part of any general or capabilities briefing given to a customer, whether new or existing. When possible, existing customers should be made aware of the broad array of services we have to offer.
Unless it causes a problem, these slides should be included in any briefing package, although they shouldn’t be briefed over and over. The benefit of this is when unexpected people show up, or when an unexpected question comes up about DRC’s capability.
When printed briefings are left behind, these slides (at least through slide 10 – our core capabilities) should be included – if they are not, it must be clear to whoever stumbles into a copy of the left behind briefing that it does not represent all of DRC.
12/7/2018

9. Process Training Competition Who are the Other VETS GWAC Primes?
43 Teams
260 SDVO Companies including Team Members
Process Training

10. Some Practical Steps Team Marketing & Sales
Working with Existing/Recent Customers
Delegation of Ordering Authority
Talking about the VETS GWAC
What do the mean by “Wired”?
Joining a Proposal Team
Responding to RFPs
Sharing Intelligence
Proposal Team Selection Criteria
Proposal Team Exclusivity
Team Marketing & Sales

11. Exclusive vs. Non-Exclusive Pen Bay Team Members
No Team Member has signed a Team-Level Exclusivity Agreement
Some Have Chosen to Operate as Exclusive
Exclusive or not, all communications shared among the team are covered by the terms of the NDA
Three Rules of the Road:
It is never appropriate to share information about a team member unless they have granted permission
It is never appropriate to act in any way detrimental to the team or any team member
It is never appropriate to share information learned from the team to compete against the team.
Basic Issue of Trust
Process Training