Michael Bowlds | Putting Together Small Business Teams
1. “Small Business Teaming for Larger Contracts”
NCRC Conference April 18, 2012
Helping You Reach Your Peak!
2. Small Business Teaming
Helping You Reach Your Peak!
What is Peak Performance – Literally?
Peak – The point of greatest development, value, or intensity
Performance - The way in which someone or something functions
Peak Performance Tips Throughout Presentation!
4. Key Considerations:
Helping You Reach Your Peak!
Small Business Teaming:
• Contracts are Larger
• Procurement Force is Smaller
• Competition Far More Intense
• Mistakes are Costly
5. Key Considerations:
Helping You Reach Your Peak!
S.M.A.R.T.
• Specific
• Measurable
• Achievable
• Realistic
• Time- Sensitive
6. Key Considerations:
Helping You Reach Your Peak!
Specific:
• Know Why You Are Teaming
• Define Roles (when possible)
• Define Pursuits
• Define Coverage Costs
• Proposal Expenses
• Research/Bus Dev
7. Key Considerations:
Helping You Reach Your Peak!
Measurable:
• Set Goals
• Growth
• Financial
• Penetration
• Evaluate Consistently
8. Key Considerations:
Helping You Reach Your Peak!
Achievable:
• Align Win Ratios
• Research Vehicles
• Understand Competition
9. Key Considerations:
Helping You Reach Your Peak!
Realistic:
• Start Early
• Plan for Losses
• Ensure Appropriate Strategy
• Match Team to Goal
• Be prepared to Educate (COs/PMs)
10. Key Considerations:
Helping You Reach Your Peak!
Time Sensitive:
• Start Early (2 Year Windows)
• Align Procurement Cycles
• Define Exits
11. Relationship Based Business Development
Module 1
Targeted Communications
Helping You Reach Your Peak!
Focus for Great Small Business Teaming:
Stay SMART:
Specific
Measurable
Achievable
Realistic
Time-Sensitive
12. Business Development & Capture Management
Contact Information
Helping You Reach Your Peak!
Mountaintop Marketing Group, LLC
8070 Georgia Avenue
Suite 310
Silver Spring, MD 20910
Michael Bowlds
President
Direct: (301) 563-6137
Phone: (301) 830-8191
Fax: (301) 830-8301
mbowlds@mountaintopmarketing.com
www.mountaintopmarketing.com
training@mountaintopmarketing.com
Editor's Notes
12/16/2010 Copyright 2010 MOUNTAINTOP MARKETING GROUP. ALL RIGHTS RESERVED. Module I: Performance Management
12/16/2010 Copyright 2010 MOUNTAINTOP MARKETING GROUP. ALL RIGHTS RESERVED. Module I: Performance Management
12/16/2010 Copyright 2010 MOUNTAINTOP MARKETING GROUP. ALL RIGHTS RESERVED. Module I: Performance Management