deltek insight 2011: deltek business development overview
TRANSCRIPT
04/18/20232
Project Manufacturing
Human Resources
Project Management
Financial Management
Enabling Success
©2011 Deltek, Inc. All Rights Reserved
Winning More Business
Reducing the Cost of Compliance
Increasing Project Visibility
Improving Cash Flow
CRM and Capture Management
Teaming Solutions
Market Intelligence
Business Performance Management
Know More
Win More
Do More
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Project Manufacturing
Human Resources
Project Management
Financial Management
Win More
©2011 Deltek, Inc. All Rights Reserved
CRM and Capture Management
Teaming Solutions
Market IntelligenceWin More
Do More
Opportunity Identification
Customer & Pipeline Mgmt
TeamingProposal
Development
Business Performance Management
Know More
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Agenda Government Contracting Challenges and Trends Deltek Business Development Overview Deltek Information Solutions GovWin CRM GovWin Supplier Management GovWin Contracts and Task Order
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GovCon Challenges Finding new business Improving win rates Building optimal capture teams Improving efficiency Eliminating communication issues, errors and redundancy
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Multi-Award Task Order SpendingTask order spending continues to increase
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Response Times on Task Orders
Source: INPUTBased on 11,800 task orders across 18 contract vehicles
Rapid response times are required.
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Opportunity Value
0
20
40
60
80
100
120
140
160
180
200
FY 2007 FY 2008 FY 2009 FY 2010 FY 2011
New Opportunities
Recompetes
High impact proposals are more important than ever
$88
$29
$96
$24
$120 $180 $128
$14$117 $120
$142
Source: INPUT
Tota
l C
on
trac
t C
eili
ng
Val
ue
($B)
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Deltek BD Solution
Market and Opportunity
Research
Opportunity and Proposal Management
Supplier and Partner
Management
Contracts and Task Order
Management
Financial Management and Delivery
INPUT + FedSources
GovWin Costpoint / GCS
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Leveraging the GovWin Network
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28,000 Members14,000 Companies
And Growing Every Day
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General BD Sessions
Session Title Room Timeslot AreaBD-106 Capture Management Best
PracticesLincoln A May 18 2011
2:00PM - 3:00PMBD
General
BD-204 BD Panel Discussion: Strategic Bid and Capture Techniques for Winning Federal Contracts
Lincoln A May 18 2011 4:30PM - 5:30PM
BD General
BD-110 GovWin Enterprise Solutions Overview: Win More Business
Lincoln D May 18 2011 8:30AM - 9:30AM
BD General
BD-103 Product Roadmap for INPUT and GovWin
Lincoln D May 18 2011 9:45AM - 10:45AM
BD General
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Market Intelligence Bringing industry leading research
and services from INPUT and FedSources together
Over $500 billion per year in federal, state, and local opportunities
Find and win opportunities Leverage existing task orders,
GWACs and IDIQs Build go to market plans which
position your company for growth
$500 BillionPer year in active opportunities
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Opportunities and Updates
Breaking News
The Air Force has a new requirement for its 16 Major Initiatives.
The Contracting Office released Amendment #10 on February 15th, 2011. The purpose of the Amendment is to revise Section E of the RFP and to extend the due date for Proposals. Oral Presentation Materials and Proposals are now due at 10:30 AM EST on February 22, 2011.
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Market Intelligence SessionsSession Title Room Timeslot
BD-102 The Ins and Outs of the Federal Budget Process
Lincoln A May 17 2011 2:00PM - 3:00PM
BD-100 The Federal Procurement Process Revealed Lincoln C May 17 2011 3:15PM - 4:15PM
BD-105 INPUT Solutions Overview - What We Do Lincoln D May 17 2011 3:15PM - 4:15PM
BD-104 Government Contracting Outlook Lincoln A May 17 2011 4:30PM - 5:30PM
BD-203 How to Qualify and Pursue Federal Opportunities
Lincoln A May 18 2011 8:30AM - 9:30AM
BD-203 How to Qualify and Pursue Federal Opportunities
Lincoln A May 19 2011 9:45AM - 10:45AM
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“GovWin CRM has improved our win rates, our forecast accuracy, and our business development effectiveness. The improvement in win rates, all by itself, means $400,000 in additional revenue for every $10MM that we pursue.”
GovWin CRM
Improve win rates Improve forecast accuracy Streamline opportunity,
proposal, forecasting, and contract data management related activities
Share intelligence through a single knowledge repository
Improve workflow, forecasting, reporting, and compliance
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Import Opportunities
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Import from:•INPUT•FedSourc
es•Centurion
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Save Time on Proposals
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Resumes and Past Performance
Info
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Customer Results Custom queries in five minutes instead of a week
Configuration changes in five minutes instead of two weeks
Thousands of hours per year in time savings
Win rate increase worth $400,000 for every $10M pursued
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CRM SessionsSession Title Room Timeslot Company
BD-205 Deltek Connector for GovWin/Costpoint CRM – Streamlining the Costpoint/CRM Integration
Lincoln D May 17 2011 2:00PM - 3:00PM
Deltek
BD-208 Moving from “Home Grown” Opportunity Management to GovWin/Costpoint CRM
Lincoln C May 17 2011 2:00PM - 3:00PM
Concurrent Technologies
BD-114 GovWin/Costpoint CRM Product Roadmap Lincoln C May 17 2011 4:30PM - 5:30PM
Deltek
BD-206 Improving GovWin/Costpoint CRM Adoption & BD Efficiency with INPUT, MS Outlook, and MS Office
Lincoln A May 18 2011 3:15PM - 4:15PM
Overwatch
BD-207 Positioning Your Organization for Growth with GovWin/Costpoint CRM
Lincoln C May 18 2011 3:15PM - 4:15PM
Salient Federal Solutions
BD-202 Managing and Configuring GovWin/Costpoint CRM for Success
Lincoln C May 18 2011 8:30AM - 9:30AM
IRG (L3)
BD-113 GovWin/Costpoint CRM Fundamentals Lincoln C May 18 2011 9:45AM - 10:45AM
Deltek
BD-115 GovWin/Costpoint CRM and Connect for Microsoft Outlook
Lincoln C May 18 2011 11:00AM - 12:00PM
Deltek
BD-201 Using INPUT and GovWin/Costpoint CRM for Business Development Success
Lincoln D May 18 2011 11:00AM - 12:00PM
NCI
BD-210 Using Workflow to Improve Business Development and GovWin/Costpoint CRM Results
Lincoln C May 19 2011 8:30AM - 9:30AM
Cambridge Systematics
BD-300 GovWin/Costpoint CRM Advanced Fundamentals Lincoln D May 19 2011 9:45AM - 10:45AM
Deltek
BD-113 GovWin/Costpoint CRM Fundamentals Lincoln C May 19 2011 11:00AM - 12:00PM
Deltek
BD-209 Using GovWin/Costpoint CRM to Support Contract Data Management, Compliance, and Reporting
Lincoln C May 18 2011 2:00PM - 3:00PM
IBM Federal
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“GovWin Supplier Management has helped us reduce search times for sub-contractors from weeks to minutes. GovWin excels at finding golden needles in a haystack. Nothing else comes close.”
GovWin Supplier Management
Create winning teams in days, not weeks
Improve the efficiency of your partner and supplier network
Team with confidence – with the Supplier Verification System
Meet and report on commitments to diversity and small business goals
Establish strategic partnerships that contribute to long term growth
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Save Time and Improve Quality
2. Deltek verifies key attributes using public and private data sources
TraditionalPartner Management
StreamlinedPartner Management
SupplierDB
Partner info tracked in spreadsheets, MS Word Docs, and on paper
Verification of partner info is time consuming and incomplete
High time expenditure for DB that is often out of date
1. Partners supply and update their information
3. Supplier DB is always up to date
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Customer Results Searches that take minutes instead of weeks
Ability to compete for and win additional business
Time savings on partner db maintenance
Leverage of business partners across divisions
Development of partners that provide long term revenue potential
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Teaming & Task Order SessionsSession Title Room Timeslot Area
BD-101 Best Practices for Teaming in the Federal Contracting Market
Lincoln A May 17 2011 11:00AM - 12:00PM
Teaming
BD-108 Beat out the Competition: End-to-End Task Order Management With GovWin and INPUT
Lincoln D May 18 2011 2:00PM - 3:00PM
Task Order Management
BD-112 Strategic Teaming with GovWin Contracts and Task Order Management
Lincoln D May 18 2011 3:15PM - 4:15PM
Task Order Management
BD-109 Best Practices in Supplier and Partner Management with GovWin
Lincoln A May 18 2011 11:00AM - 12:00PM
Teaming
BD-111 Lock In Optimal Teaming Partners and Lock Out Your Competition with GovWin Supplier Management
Lincoln A May 19 2011 8:30AM - 9:30AM
Teaming
BD-101 Best Practices for Teaming in the Federal Contracting Market
Lincoln A May 19 2011 11:00AM - 12:00PM
Teaming
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GovWin Contracts and Task Order Improve capture rates on GWAC,
IDIQ, and task order related contracts
Make faster, better bid/no bid decisions
Streamline internal and external teaming processes
Save time and improve quality when managing task orders
Demonstrate thought leadership and innovation through a GWAC or IDIQ related center of excellence
“With GovWin Contracts and Task Order, we are making more informed bid / no bid decisions, and are competing for and winning business that we couldn’t have in the past.”
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Receive Opportunities
30 ©2011 Deltek, Inc. All Rights Reserved
Automated Arrival of Task Orders and Updates
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Customer Results Responding to and winning more business
Task order response times in days instead of a week+
One teaming database with requests and responses
Fewer no-bid decisions
Improved visibility into what agencies are spending and where
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Teaming & Task Order SessionsSession Title Room Timeslot Area
BD-101 Best Practices for Teaming in the Federal Contracting Market
Lincoln A May 17 2011 11:00AM - 12:00PM
Teaming
BD-108 Beat out the Competition: End-to-End Task Order Management With GovWin and INPUT
Lincoln D May 18 2011 2:00PM - 3:00PM
Task Order Management
BD-112 Strategic Teaming with GovWin Contracts and Task Order Management
Lincoln D May 18 2011 3:15PM - 4:15PM
Task Order Management
BD-109 Best Practices in Supplier and Partner Management with GovWin
Lincoln A May 18 2011 11:00AM - 12:00PM
Teaming
BD-111 Lock In Optimal Teaming Partners and Lock Out Your Competition with GovWin Supplier Management
Lincoln A May 19 2011 8:30AM - 9:30AM
Teaming
BD-101 Best Practices for Teaming in the Federal Contracting Market
Lincoln A May 19 2011 11:00AM - 12:00PM
Teaming
04/18/2023
To Learn More
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Sales contact info:
800.456.2009 (ask for Minetta Minor)
My contact info:
703-995-2445
04/18/2023
Questions
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