Deltek Insight 2011: Deltek Business Development Overview

BD – 107

Deltek Business Development Overview

Brian Groves

Director, Product Marketing

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

04/18/20233

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

04/18/20234 ©2011 Deltek, Inc. All Rights Reserved

Agenda Government Contracting Challenges and Trends Deltek Business Development Overview Deltek Information Solutions GovWin CRM GovWin Supplier Management GovWin Contracts and Task Order


GovCon Challenges Finding new business Improving win rates Building optimal capture teams Improving efficiency Eliminating communication issues, errors and redundancy


Multi-Award Task Order SpendingTask order spending continues to increase


Response Times on Task Orders

Source: INPUTBased on 11,800 task orders across 18 contract vehicles

Rapid response times are required.


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)


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

04/18/2023

Leveraging the GovWin Network

10 ©2011 Deltek, Inc. All Rights Reserved

28,000 Members14,000 Companies

And Growing Every Day


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


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


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.


Agency Info

04/18/2023

Task Order Analysis



Market Intelligence SessionsSession Title Room Timeslot

BD-102 The Ins and Outs of the Federal Budget Process


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



“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


Import from:•INPUT•FedSourc

es•Centurion

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Manage Activities and Workflow


04/18/2023

Save Time on Proposals


Resumes and Past Performance

Info

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Manage Contract Data



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


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


Overwatch

BD-207 Positioning Your Organization for Growth with GovWin/Costpoint CRM


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


IBM Federal


“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


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

http://www.google.com/imgres?imgurl=http://kwbc.fm/shop/images/MSWord.jpg&imgrefurl=http://kwbc.fm/shop/index.php?main_page=index&cPath=4&usg=__UnbzXubdSfJ2x1ZD_QayJx66qdk=&h=328&w=300&sz=21&hl=en&start=3&zoom=1&itbs=1&tbnid=uWomGpxmnDaeIM:&tbnh=118&tbnw=108&prev=/images?q=ms+word&hl=en&sa=X&rls=com.microsoft:en-us&tbs=isch:1&prmd=ivnsb&ei=uzY3TdesKsOAlAeF9p3VAg


Find Partners Quickly


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


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


Task Order Management

BD-112 Strategic Teaming with GovWin Contracts and Task Order Management



BD-109 Best Practices in Supplier and Partner Management with GovWin


Teaming

BD-111 Lock In Optimal Teaming Partners and Lock Out Your Competition with GovWin Supplier Management


Teaming



Teaming


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.”

04/18/2023

Receive Opportunities


Automated Arrival of Task Orders and Updates

http://www.input.com/index.cfm


Distribute Requirements


Review Responses


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


Teaming & Task Order SessionsSession Title Room Timeslot Area



Teaming

BD-108 Beat out the Competition: End-to-End Task Order Management With GovWin and INPUT



BD-112 Strategic Teaming with GovWin Contracts and Task Order Management



BD-109 Best Practices in Supplier and Partner Management with GovWin


Teaming

BD-111 Lock In Optimal Teaming Partners and Lock Out Your Competition with GovWin Supplier Management


Teaming



Teaming

04/18/2023

To Learn More


Sales contact info:

[email protected]

800.456.2009 (ask for Minetta Minor)

My contact info:

[email protected]

703-995-2445

mailto:[email protected]

mailto:[email protected]

04/18/2023

Questions


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