1. Free Money

2. APMP BID & PROPOSAL CON 2015 | PAGE 2 Free Money HOW TO CREATE MARKET AND COMPETITIVE ANALYSES THAT ARE GREATER THAN THE SUM OF THEIR PARTS

3. APMP BID & PROPOSAL CON 2015 | PAGE 3 Free Money How are market and competitive analyses like free money? COMPOUND INTEREST www.DaveRamsey.com

4. APMP BID & PROPOSAL CON 2015 | PAGE 4  What’s the difference?  When and Why do I need it?  How does it fit into my BD process?  What does the data show? OMG! Show Me The Money!

5. APMP BID & PROPOSAL CON 2015 | PAGE 5 What’s the Difference? PRIMARY DATA Data observed or collected directly from first-hand experience

6. APMP BID & PROPOSAL CON 2015 | PAGE 6 PRIMARY DATA SOURCES  Relationships (Customer, Partner, Industry)  Communication Plans  Discoveries in Delivery  Quality Assurance Reviews What’s the Difference?

7. APMP BID & PROPOSAL CON 2015 | PAGE 7 What’s the Difference? PRIMARY DATA SOURCES  Relationships  Customer  Partner  Industry

8. APMP BID & PROPOSAL CON 2015 | PAGE 8 What’s the Difference? PRIMARY DATA SOURCES  Communication Plans

9. APMP BID & PROPOSAL CON 2015 | PAGE 9 What’s the Difference? PRIMARY DATA SOURCES  Discoveries in Delivery

10. APMP BID & PROPOSAL CON 2015 | PAGE 10 What’s the Difference? PRIMARY DATA SOURCES  Quality Assurance Reviews

11. APMP BID & PROPOSAL CON 2015 | PAGE 11 SECONDARY DATA Data collected by someone other than the user (Public Domain) What’s the Difference:

12. APMP BID & PROPOSAL CON 2015 | PAGE 12 SECONDARY DATA SOURCES Publicly Available  Federal Procurement Data Systems (FPDS)  FedBizz Ops  World Wide Web  Company Web Sites  Customer/Command Web Sites  Press Releases What’s the Difference:

13. APMP BID & PROPOSAL CON 2015 | PAGE 13 SECONDARY DATA SOURCES Available through Subscriptions  Bloomberg  Washington Technology  GovWin IQ  ISell  D&B and/or Credit Safe Reports What’s the Difference:

14. APMP BID & PROPOSAL CON 2015 | PAGE 14 SECONDARY DATA SOURCES What’s the Difference:

15. APMP BID & PROPOSAL CON 2015 | PAGE 15  Real time capture of primary data  Management of communication plans  Quarterly refresh of secondary data  Ownership will drive updates and analyses Combining the Two

16. APMP BID & PROPOSAL CON 2015 | PAGE 16  Market Analyses  Customer Profiles  Market Segmentation  Account Management  Competitor Intelligence  Opportunity Positioning When and Why Do I Need It?

17. APMP BID & PROPOSAL CON 2015 | PAGE 17 How Does it Fit into my BD Process?

18. APMP BID & PROPOSAL CON 2015 | PAGE 18 How Does it Fit into my BD Process?

19. APMP BID & PROPOSAL CON 2015 | PAGE 19 Last minute partnership decisions are sometimes made emotionally and without analysis. What Does the Data Show?

20. APMP BID & PROPOSAL CON 2015 | PAGE 20 What Does the Data Show?

21. APMP BID & PROPOSAL CON 2015 | PAGE 21 What Does the Data Show?

22. APMP BID & PROPOSAL CON 2015 | PAGE 22 What Will the Data Show?

23. APMP BID & PROPOSAL CON 2015 | PAGE 23 Conclusions and Take Aways  Plan, Document and Share primary data  Update secondary data routinely  Select high profile accounts and opportunities as focus areas  Ownership will drive updates and analyses  Identify metrics to monitor effectiveness

24. APMP BID & PROPOSAL CON 2015 | PAGE 24 Questions

25. APMP BID & PROPOSAL CON 2015 | PAGE 25 Ginny Carson Business Development Resource Center Manager Life Cycle Engineering 843-744-7110 Gcarson@LCE.com www.LCE.com Contact Us APMP PO Box 77272 Washington, DC 20013-7272 Phone: +1 - (202) 450-2549 www.apmp.org