1. Intake Assessment
Step one is to take an inventory. Performance Based
Marketing will assess your firm's management capability, your ability to express
core competencies, and your ability to price and write proposals. A simple
one page questionnaire will be provided to you or your management team. PBM
will review the questionnaire followed by a one hour follow up interview.
PBM will compile the survey results and prepare a report that provides a road
map for adopting best marketing and business development practices. The inventory
and assessment report will be fixed price.
2. Action Plan for Growing Existing Contract Base
Follow-on business accounts for 80% of your firm's
growth. An action plan will be developed to maximize existing contract revenue
growth. Additions to the current statements of work, plus suggestions on how
to expand the scope of work will be developed. Current project management
and technical staff will be consulted on the agencies needs and direction.
Specific assignments will be made to the key management and technical staff.
Our consultants will be made available for client visits, if so desired.
3. Determining your Core Business Offering
We will jointly determine your current service offering
and how they match up to what the government is buying. Core business services
are sometimes difficult to express. A core business is not just where you
want to take your firm, but also where you've been. Remember, the government
wants to know what you have done not what you'd like to do. Your services
will repackage to match what the government buyer solicitation requirements.
4. Pipeline Construction
Your business revenue goals will be the starting point
for constructing a pipeline of solicitations for future business. Targeted
bids will be based upon two objects (1) maximizing probability of winning
and (2) meeting revenue goals.
| (1) |
A pipeline pyramid will be constructed.
The pyramid will help you identify enough opportunities to meet your revenue
goals and also bring discipline to the bidding process. |
| (2) |
Opportunities will be categorized
in four quadrants. |
a. Selling what we know
where we are
b. Selling something new where we are
c. Selling what we know to someone new
d. Selling something new to someone new
5. Capture Management & Proposal Support
We will support your run up to the proposal writing
process. We will identify the best subcontractors to support your prime
contract opportunities. We will also find key personnel to propose on the
bid, especially the project manager. When you are subcontracting we will
identify the best team to join. We will provide you with support in approaching
prime contractors and develop the presentation material need to land on
the best team. Plus, we will help you negotiate the best deal and share
of the work.
PBM will support your proposal effort. We can prepare
your technical and cost proposals. We will also teach your staff how to
write quality proposals that improve your chances of winning. Remember,
the chances of winning are in direct relationship to sticking to bidding
the projects that are in your core competency and your ability to focus
your capture plan efforts.
