Get your free 21 Day VisibleThread Free Trial - http://www.visiblethread.com/products/evaluate/ Britt Bochiardy & Jim Creutz, FIT Systems with Fergal McGovern, CEO, VisibleThread. In this presentation, we'll be looking into Business Justification, the process and how it all works. You'll be able to find out how much time is saved, how stakeholder visibilty and continous process indicators are improved. We can also find out how VisibleThread can help 'Post Process' in compliance matrix creation, document structure validation and more. So, what do we do? VisibleThread develops document analysis software that identifies complex and non-transparent language in documents. The software cuts many hours from the proposal review process and increases pWin. You can use it to support color-team reviews. It scans MS Office and PDF docs for liability concerns, aligns consistent language across proposal documents, and provides oversight throughout proposal development. Our major customers are many of the top 100 federal contractors, as well as small businesses.

1. Britt Bochiardy & Jim Creutz, FIT Systems
With:
Fergal McGovern, CEO, VisibleThread
Spot the Best Opportunities with an
Affinity Scorecard

2. Today’s Agenda
 Part 1: Business Intro - Britt Bochiardy
– Business Justification
– 5 minutes
 Part 2: How it works – Jim Creutz
– The process & how it all works
– 40 minutes
 Q & A

3. Business Benefits
1. The challenges of many Small and Medium Businesses:
• How to maximize limited time and resources
• Changing environment
• Getting to a Smart Decision that is not driven by
Ego
• Capability Gap Analysis
2. Must determine quickly whether to Prime, Team or
“No-Bid”
• Affinity Scorecard process allows us to determine
quickly which opportunities to focus on
3. Simply put, it saves us time by objectively indicating
which ones NOT to develop a capture strategy for…
• Works for Task Order Responses & Proposals

4. The process

5. How it works
Set up
• Pick a set of “indicators” to capture our core competencies.
• Assign weights to each indicator and save in Affinity
Scorecard “Weights” sheet.
• Create a VisibleThread Concept Scan Reference Practice with
those indicators.
For each opportunity
• Upload the acquisition documents (RFI, SOW, PWS, etc.) to a
VT Document Set and Run Visible Thread concept scan.
• Download the results file (as a .csv)
• Put the results into the Affinity Scorecard Sheet
• Interpret the results
• Dig deeper into the opportunity or skip it!

6. Some Definitions

7. Definitions: Categories
• A “Category” is a set of “Indicators”
• We picked three:
• Business Attributes: key characteristics typically appearing
in our market space
• Experience: our past and current programs and customer-
centric catch phrases
• Technical: core technical strengths and technologies that
define us

8. Definitions: Indicators
• “Indicator” is specific word or phrase of interest to us.
• “Attractor identifiers”
• items drawing us to an opportunity (Small Business,
SDVOSB, etc.)
• “Detractor identifiers”
• items that might be a challenge us alone (high level
clearances, cost plus, etc.)
• Attractors have positive weights (1-5), detractors have
negative weights ( -1 to -5)
• We’ve picked 125 Indicators in three categories as our
baseline.

9. Set up

10. Indicator List Example (abridged)
Category Indicator Weight Category Indicator Weight Category Indicator Weight
Business Attributes 541511 2 Experience Austin Automation Center 1 Technical application development 1
Business Attributes 541512 2 Experience Benefits Delivery Network 1 Technical architecture 1
Business Attributes 541513 2 Experience C&P 1 Technical tracking system 1
Business Attributes 541519 2 Experience Compensation Pension 1 Technical automated scripting 1
Business Attributes 8(a) 5 Experience FASS 1 Technical automated testing 1
Business Attributes CAGE 1 Experience ORM 1 Technical batch testing 1
Business Attributes disadvantaged business 1 Experience Shared Corporate Database 1 Technical BMC ProactiveNet 1
Business Attributes DUNS 5 Experience VAA tools 1 Technical Borland 1
Business Attributes Facility Clearance -2 Experience VACO 5 Technical BUSINESS ANALYSIS 1
Business Attributes FFP 2 Experience VBA 5 Technical business process 1
Business Attributes FL Manage Services 1 Experience VBA Applications 5 Technical Capacity Planning 1
Business Attributes ISO 1 Experience VBA Corporate 5 Technical ClearQuest 1
Business Attributes Minority Business 1 Experience Vet. Benefits Administration 5 Technical CM 1
Business Attributes SBA 1 Experience VETSNET 1 Technical Code Generators 1
Business Attributes SDVOSB 1 Experience VR&E 1 Technical configuration management 1
Business Attributes SEAPORTe 1 Technical custom tools 3
Technical Independent Verification 1
Technical IT services 1
Technical IV&V 1
Technical JAVA EE 1
Technical knowledge management 1
Technical maintainability 1
Technical metrics development 5
Technical OLTP 3
Technical Oracle Data Base 5
Technical PERFORMANCE testing 1
Technical PMAS 1
Technical Project Management 1
Technical QA 1
Technical testing schedule 2
Technical training 1
Technical Transaction Processing 1

11. Step 1. Creating the Concept List
VT screen shot
VT Concept Scan Reference Practice (abridged)

12. For each opportunity

13. Get the documents, upload to VT folder

14. Get the documents: Sources
• Deltek GovWinIQ
• FBO (www.FedBizOpps.gov)
• State and Municipality Sites
• GSA
• Your favourite location

15. Run VT Concept Scan. Export ‘concept tracking.csv’

16. Run the VT Concept Scan, export results

17. Examine Charts and Metrics

18. Pursue, Team or No-Bid?

19. Some examples (from last 4 weeks)

20. The Process: Metrics
Metrics PROGRAM NAME S32G
total indicator hits (S) 404
Indicators scanned (N) 125
attractors found (wi>0) 29
detractors found (w=i<0) 1
Weighted score attractor frequency 511
Weighted score detractor frequency -4
Max indicator frequency 95
Indicator with max freq. documentation
Average Frequency 13.5
VisibleThread Concept List Y:S32GS32G_Concept Tracking.csv
Number of words 1525
Weight File used FIT Systems Weights 3-13-2012.csv

21. Solicitations – S32G and ITESS
BID
NO BID

22. Solicitations: FS-IVV-VA and NITC
BID
NO BID

23. Solicitations: ORM RE-BID and VIRTUAL CONTACT IVV
BID TEAM

24. Interpreting the Objective Results
Metric Interpretation Rank in the “Look Deeper”
Decision
Weighted score of
attractors found
Higher is better High
No. of attractors found Higher is better Medium
No. of detractors found Lower is better Medium
Weighted score of
detractors found
Lower absolute value is
better
Medium
(seek mitigation approach)
Maximum indicator name/
frequency
Good if indicator is an
attractor.
Medium
Number of words
Larger content & good
matches is good. A small
document may not have
complete requirements
Medium

25. Summary I
• Time Savings
• The six examples took about 10 minutes to process.
• Stakeholder Visibility is improved
• Gap Analysis
• As a Prime: who else do we need on the team and
what strengths do the need?
• As a Sub: what can we bring to the party?
• Continuous Process refinement
• Improve the Indicators, tailor for different vertical
markets
• Build combined Indicator lists for potential
team/sub relationships
• Apply the analysis to programs you’ve already won
• Track the bid/no-bid decisions

26. Summary II
• Post “process” with VisibleThread
• Full range of compliance matrix creation
• Document Structure validation for responsiveness
• Sharpened strategic and competitive focus
• Improved quality of writing
• Make better use of the market intelligence you may be
paying for!

27. Q & A

28.  3 minute demos: http://www.visiblethread.com/products/demo/
 Our Blog: http://www.visiblethread.com/blog/
 Free trial: www.visiblethread.com
 Mail sales@visiblethread.com to learn more about VisibleThread