1. The Fairfax County Economic Development Authority's Procurement Academy Capture Planning – Uncovering Contract Opportunities Dec 8, 2010 Presented By Wanda Gamble Vice President, Federal/Civil Health Business Development Vangent, Inc

2. 2 What Should We Know? Overview  Strategic Roadmap  Our Markets (e.g., Healthcare, Cybersecurity, Education, Environmental, Energy)  Our Customers  Our Partners & Competitors  Threats & Opportunities to the Business  Our customer  Organization/Structure/Politics  We should know more about them than they do! (e.g.,  Their solutions  Who is their customer/end-user?

3. 3 Our Strategic Road Map NIH CIO-SP3 IDIQ Transparency Cybersecurity Energy Environmental Healthcare Grants.gov GWACs GSA Schedule

4. Threats and Opportunities to the Business 4 ThreatsOpportunities Policy Uncertainty around new legislation and rulings (HITECH, Meaningful Use and Affordable Care Act causing delays in procurements release Changing procurement environment If government moves toward using GWACs only, it will eliminate the pursuit of agency vehicles, like CIOSP3; however, one could benefit by pursuing opportunities in “green spaces” as a prime on GSA schedule, or Alliant New legislation also offers opportunities Budget Flat budgets won’t allow for any new programs to be procured or will cause further delays and/or allow extensions of current task orders which favors incumbents CR, CR, CR!!!! ARRA monies need to be obligated. Opportunities procured under Alliant or other GSA schedule could be “upside” revenue Leverage contract vehicles and those of partners Technology Investment in Health IT to allow for connectivity and collaboration Move toward adoption of EHRs Healthcare costs containment will allow for better fraud detection and prevention tools Emerging cross agency requirements (i.e. health & DHS) and inter agency – HHS and DOJ for fraud prevention- allows us to penetrate new customers and expand presence in current accounts, leveraging current domain expertise Additional resources and capabilities with Buccaneer acquisition allow Vangent to pursue other opportunities (e.g. infrastructure, data analytics, quality control and improvement Competition Delays and/or budget cuts favor incumbents Many new competitors entering health space, to include, traditional defense companies with deep pockets (e.g. LM, NG, Raytheon, L3 Communications, GDIT, et al), as well as many small businesses HHS, especially the small OpDivs and NIH often favor small businesses Play up our “right size” and 56% of business is healthcare Diversify our base by pursuing opportunities in NIH, AHRQ, HRSA, etc. Expand footprint in current account like CDC, CMS and HHS OS (OCIO, ONC). Win recompetes and follow-ons. Leverage agility and flexibility to support programs, not just IT, opportunities, like Cash 4 Clunkers Leverage Buccaneer acquisition

5. 5 What Should We Know? Our Competition Who are they? How are they organized? What are their strengths? What are their weakness? How do we compete? Flank - Change the rules Fragment - Divide the business Defend - Protect our base Frontal - Attack where we have the advantage

6. 6 Reducing Client Calls to Close Increase P/Win and close the deal Identifies and verifies customer pain Identifies objections early

7. Five Key Questions What is your Mission What are your Goals and Objectives to accomplish mission Do you have a plan to reach those Goals and Objectives What are your obstacles that prevent accomplishment of plan If my company can show you how we can overcome those obstacles, implement your plan …. Execute your mission, Will you buy from us? (can be reworded to get next meeting with decision-maker, get approval for demo/proposal or get to close on an opportunity via vehicle)

8. Four Components… Introduction/Problem Definition Introduction/ Problem Definition  Vision, Mission, and/or Purpose  Goals and Objectives  Problems facing customer in meeting those goals and objectives  Our intent in solving those problems to meet their Goals and Objectives (Goals & Objectives of the proposal, bounds what we are going to address of the customers’ Mission, Goals, Problems)  Creates a compelling event 8

9. Four Components…Solution Our Solution  States how it solves the problem and makes the customer successful  Technical Overview  Graphic Architectural Representation when possible  Reviews Technical Architecture  Reviews complete solution components 9

10. Four Components… Financial & Close Financial  ROI/ROS  Reviews the opportunity costs  Reviews the Savings Close  Summarizes the first 3 sections into a compelling close  Goals and Objectives exceeded  How we can solved their issues  Compelling Event  Close 10

11. Client Call/Presentation Who will benefit personally from leading the charge? Will support the effort/proposal? Will try and submarine the effort/proposal? What is the problem and compelling event? Where does the effort/proposal affect other areas? When do we propose (e.g. timing)? Why is it compelling to do it now? 11