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Speakers
Jennifer EastmanOperations Manager, Business Development, URS
Jason DombrowskiURS
Rachel Miller Solutions Architect, Deltek
Opportunity Focus with Capture Management
Managed pipeline Healthy pipeline – real
opportunities Focus on quality opportunities Invest in the right deals – “must
win” Increased win rate and revenue Accurate forecasting
More wins
Specific for project oriented environmentsSpecific for project oriented environments
Customer Focus with Capture Management
Enterprise collaboration between BD, Operations and Executive Management
Corporate messaging – targeted presentation Single message to the customer Identify and understand customer
requirements before RFP Strategy development before every
customer call No ad hoc calling to strategic
customers
“GovWin allows users to view and analyze multiple layers of information for decisive action”
“Total enterprise visibility”
Knowledge Repository –Are you here today?
Decentralized sources of information Can’t share opportunity, contract, contact or
customer data Sales and BD turnover every 1-2 years taking
history and strategy with them Lost contacts and opportunities
Spend most of your free time walking the halls or sorting through email to find key program opportunity intelligence
What was your strategy thelast time?
Who was your team? Lessons learned?
We can’t find information we need to make fast, smart business decisions:
Knowledge Repository with CM
Centralized knowledge base 24/7 access Share opportunity, contract, contact
or customer data Strategy and history are corporate
assets Spend time fine-tuning intelligence
and strategy not trying to find disparate data
“Integration with Costpoint allows us (BD) to manage Bid & Proposal (B&P) spending, its like my B&P checkbook”
“GovWin improves data visibility and efficiency across the enterprise”
| Company Confidential |
AnalysisData Sources
Other Corp. Systems
SharePoint
BD Toolbox
2013 URS BD Tools & Processes - Deltek
Vision 2.0 – FS(Regular & Mobile)
Contracts & Task Order
Business Capture Center
Group Sites Proposal Sites Support Sites Opportunity Workflow
FS Reports
Deltek CRM
AnalyticsDashboards
Contracts SP Sites
User Input
Vision 2.0 (EC / IE / Flint)
11
Combined Metrics Report (Corporate)
| Company Confidential |
Lifecycle
Opportunity ID’d (GovWin IQ, CaTO
FedBiz Ops, etc)
Opportunity Tracked (Vision &
Costpoint)
Proposal Managed (SharePoint)
Lessons Learned Saved (Vision &
SharePoint)
Analysis (Analytics, Metrics)
122013 URS BD Tools & Processes - Deltek
| Company Confidential |
What we’re trying to achieve…
Empower Users Standardization Ease of Use
Embrace New Tech & Standards Expiration & Archiving
132013 URS BD Tools & Processes - Deltek
| Company Confidential |
Rollout? Timeline? Project Plan?
Phase 1
(Q3 12)
•Adapted modified version of Vision for FS and went live in July 2012•Installed MODI tool for PowerPoint extraction
Phase 2
(Q4 12)
• Upgraded to Version 7.0• Installed GovWin IQ import
Phase 3
(Q1/Q2 13)
• Incorporated Deltek Contracts and Task Order Database (CaTo)• Launched Deltek Analytics Package
Future
• Integration with Sharepoint, CostPoint• Implementing a mobile solution
142013 URS BD Tools & Processes - Deltek
| Company Confidential |
Lessons Learned
Sell executives early, often, &
regularly
Talk to your users, communication is
Key
Let your users know you’re on
their side
Don’t expect miracles – people will always do the
minimum
Turn data into information
Show your users value in the tools with BD process
152013 URS BD Tools & Processes - Deltek
Deltek Road Tour
San Diego, CA - April 30 Colorado Springs, CO - May 2 Fort Worth, TX - May 7 Huntsville, AL - May 14 Tampa, FL - June 4 Philadelphia, PA - June 11 Boston, MA - June 13