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The Protégé Perspective

The Protégé Perspective. Presented By: Steven E. Sullivan CEO, Sullivan International Group, Inc. Presentation Agenda The Protégé Perspective. 1. Who Should be a Protégé? . 2. What is your end objective? . 3. Where will the work occur? . 4. When will it happen? . 5. Why be a protégé? .

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The Protégé Perspective

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  1. The Protégé Perspective Presented By: Steven E. Sullivan CEO, Sullivan International Group, Inc Sullivan International Group, Inc

  2. Presentation AgendaThe Protégé Perspective 1. Who Should be a Protégé? 2. What is your end objective? 3. Where will the work occur? 4. When will it happen? 5. Why be a protégé?

  3. Speaker Background • US Navy Retired – Submarine Force • 20 Years experience in environmental, health and safety program management • Multiple professional certifications • Bachelor of Science – SIU • Member - multiple professional organizations • Volunteer extraordinaire!

  4. Introduction • Sullivan History • Started in 1998 • Comm. & Gov • Industry focus • 8(a) & SDVO • Service Offering • Engineering • Technology • Management & Logistics

  5. Sullivan Today • 110 Employees • Offices: • San Diego CA • San Francisco CA • Reno NV • Barstow CA • Clarksville TN • Atlanta GA • Columbia SC • Washington DC

  6. Recognition & Awards • GSA Small Prime Contractor of the Year - 2003 • Multicultural Heritage Award - 2003 • EBJ Fastest Growing Environmental Firm - 2003 • AEP Advanced Technology Solution Award - 2003 • SDBJ Fastest Growing Company in San Diego - 2004 • EBJ Silver Medal Award Winner - 2004 • SDBJ Best Company to Work for in San Diego - 2004 • Nunn Perry Award Winner (US Navy / NAVFAC) - 2004 • SDCC Business Excellence Award - 2004

  7. The Protégé Perspective

  8. Who Should be a Protégé? - Timing • Understanding when to pursue a mentor • Company size & fit (Size standards) • Industry & specialties • Ability to respond to service levels • Added value • Negotiation • Availability

  9. Who Should be a Protégé? – Partners • Who will I dance with? • What are their motives? • Have I worked with them before? • What is their track record? • Who are you dealing with? • Is it the right fit? • Subcontracting opportunities?

  10. Who Should be a Protégé? – Partners • Win Win strategy • Red flags • RFP driven • Technology interest • Client interest • Regional interest • A balanced position = success!!

  11. Who Should be a Protégé? – Research • Create a list of possible candidates • Prioritize (active relationships at the top) • Interviews / research • Pro’s & Con’s • Partnering breadth and depth • Compare against long term growth plans • Be candid – ask why us? • DoD vs. SBA?

  12. Who Should be a Protégé? – Sullivan Story • Crawl, stumble and fall….. • Nine months and no baby!! • Re-focus • TTEMI • The agreement • Winning work • Problems & solutions TTEMI

  13. Who Should be a Protégé? – Sullivan Story • DoD Mentor Protégé • Developmental Assistance • Milestones • Metrics • Subcontracts • Schedule • Additional Information Handout Review

  14. Who Should be a Protégé? – Review Your mentor can be the catalyst to help grow your company or can cripple your ability to compete and waste precious resources. The more you plan up front, the better chance you have for success!! Timing Partner Research

  15. What is your end objective? • Just need the work? • Want to build out additional business competencies? • Want to grow a new service offering or product line? • Want to create a presence in a new geographical area? • Develop a new client account?

  16. What is your end objective?– The Plan • Creating your Mentor Protégé Business Plan: • Summary of your business objective • Identify & research the business environment > is this really the right market?? • Provide a detailed explanation of what you will accomplish and hope to gain from this mentor protégé effort > what will you gain? • Create your action plan!!

  17. Where will the work occur?? • New York City!?!? • Culture shock • Travel expenses • Internal presentations • Team building • Socials • Communication • Creating a mission & vision Collaboration equals new business and increased revenue for both mentor & protégé

  18. When will it happen? • Does the timing make sense? • Are there additional preparation requirements for the mentor protégé to be a success? • Does it match your company growth plan and objectives? • Do you have feedback from management and the technical folks?

  19. Why be a protégé? • New work • New relationships • New technical competencies • Greater corporate exposure • Strengthen existing competencies • Refine business practices • Learn from a leader

  20. The Protégé – Decision Cycle Timing + Partner Review + Research = Who? What? Successful Partner Selection Why? Where? When?

  21. Questions

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