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“Small Business Teaming for Larger Contracts”
      NCRC Conference April 18, 2012
                                                Helping You Reach Your Peak!
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!
Small Business Teaming

                                         Helping You Reach Your Peak!


                     How Do You Focus?
Key Considerations:
                               Helping You Reach Your Peak!




             Small Business Teaming:

    •   Contracts are Larger
    •   Procurement Force is Smaller
    •   Competition Far More Intense
    •   Mistakes are Costly
Key Considerations:
                                   Helping You Reach Your Peak!




                      S.M.A.R.T.

    •   Specific
    •   Measurable
    •   Achievable
    •   Realistic
    •   Time- Sensitive
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
Key Considerations:
                                    Helping You Reach Your Peak!




                      Measurable:

    • Set Goals
        •   Growth
        •   Financial
        •   Penetration
    • Evaluate Consistently
Key Considerations:
                                    Helping You Reach Your Peak!




                      Achievable:

    •   Align Win Ratios
    •   Research Vehicles
    •   Understand Competition
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)
Key Considerations:
                                        Helping You Reach Your Peak!




                      Time Sensitive:

    •   Start Early (2 Year Windows)
    •   Align Procurement Cycles
    •   Define Exits
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
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

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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!
  • 3. Small Business Teaming Helping You Reach Your Peak! How Do You Focus?
  • 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

  1. 12/16/2010 Copyright 2010 MOUNTAINTOP MARKETING GROUP. ALL RIGHTS RESERVED. Module I: Performance Management
  2. 12/16/2010 Copyright 2010 MOUNTAINTOP MARKETING GROUP. ALL RIGHTS RESERVED. Module I: Performance Management
  3. 12/16/2010 Copyright 2010 MOUNTAINTOP MARKETING GROUP. ALL RIGHTS RESERVED. Module I: Performance Management