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ManTech Global Services NATO Operations

ManTech Global Services NATO Operations. NATO Ramps up as US and Coalition forces withdraw (Growing Market) ManTech holds a NATO/ NC3A BOA which restricts competition NATO wants more US firms working on NATO projects Real Money vs. IDIQ Contracts.

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ManTech Global Services NATO Operations

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  1. ManTech Global Services NATO Operations

  2. NATO Ramps up as US and Coalition forces withdraw (Growing Market) ManTech holds a NATO/ NC3A BOA which restricts competition NATO wants more US firms working on NATO projects Real Money vs. IDIQ Contracts ManTech has an EXCELLENT past performance with NATO ManTech will perform in hostile environments where many European firms will not Competitive advantage with Euro / Dollar exchange rates Average Business Unit profit is over 15% Less Formal RFP process and more room for negotiations Why Chase NATO Business

  3. ManTech NATORear & ForwardOrganizational Responsibilities NATO Rear NATO Forward • Colorado Springs • Intra-ManTech Coordination for NATO Bids • Team ManTech Approach to Bids • DSG, IS&T, SM&A, MSS • ITAR/EAR Reviews • Pre-Qualification of Bids (Pro-Active) • NATO Security/Clearance Coordination • NATO Proposal Support • NATO Biz / Ops, PM, CA, AP, AR and Finance • Brussels Office • The ManTech Interface to U.S. Mission • Support Documentation • Pre-Qualification of Bids (Pro-Active) • Facilitate Customer Visits • Marketing/Customer Relations • Foreign Teaming Relationships • Customer intelligence

  4. Differences inDoing Business With NATO • Firm Fixed Price (FFP) Proposals • Bid Bonds / Performance Bonds (Avg.10% of contract value) /Liquidated Damages • High use of Nationals of NATO nations as sub/consultants (Industrial Benefit Sharing) • Export Control Compliance (TAA’s and export licenses) • Pricing of large Material buys • Foreign Currency – Exchange Rates

  5. In a NATO FFP proposal Lowest compliant bid normally wins - NOT “Best Value” as in many US proposals However, Best Value is being used on a very limited basis during a two-year trial period. When NATO funds a project the monies allocated can NOT be used for any other project. Thus a project funded at $2m with a winning proposal of $1.5m leaves NATO an extra $.5m to use on the project (ECP’s awarded sole source to the contract holder) Is Firm Fixed Price (FFP) Really Firm Fixed Price? • Is a NATO FFP contract renegotiable?- Yes • In many FFP contracts we have gone back to NATO for additional compensation • A recent example would be the “Secure VTC “ Project • We requested and were granted over $130K which equates to 10% of the entire contract value

  6. Opportunity Identified Write to “Shall” - RFP Issued Statements for - Bid no Bid compliance - Bid & Performance ( What they asked for Bond not necessarily what Develop Pricing to Teaming interests requirements review they need ) ensure Lowest Price Identified NATO Reviews for Compliance Enter “Discussions” where contract price Implementation can be increased to deliver the functionality they Lowest Price actually need and Wins increase profit Opportunities also exist for additional revenue based on NATO not meeting assumptions stated in contract NATO Proposal Process Final Award

  7. Bonds What are the costs associated with Money tied up in bonds What are the opportunity costs in tying up the credit line Who should bear these costs Bid Bonds/ Performance Bonds Liquidated Damages Liquidated Damages • ManTech has never incurred any NATO related Liquidated Damages • In the last 25 years NATO has not imposed any Liquidated Damages on a contractor • If we are mismanaging a project and Liquidated Damages are imposed we have bigger problems than the Liquidated Damages

  8. Sub- contractors/ Consultant We need legal review of our US contracts being used in the EU Are they Binding Do we need to rewrite European Union (EU) Subs/Consultants Why Sub/Consultant heavy • NATO European Union Nationals are already authorized to work in EU countries – No work visa’s required, etc. • Considering our Wrap rates it is much more profitable to use Subs/Consultants while incurring lower start-up costs • Many NATO contracts begin with only a 3-month commitment and we can not incur the start up cost of bringing over a US employee

  9. Importance MGSC fully understands the liabilities involved and takes appropriate measures to insure Mantech is in compliance Export Control Compliance Corporate Review • MGSC gets corporate review and stance on all NATO proposals • Some reviews have been performed by outside parties at Gaert Sime’s request. • MGSC contract staff, in conjunction with corporate, has successfully obtained for various contracts: • TAA’s • DSP 73’s • DSP 5’s

  10. Important comparison On many US contracts we can only charge M/H ODC’s Pricing Issues Computer Equipment • To be competitive on bids with large amounts of “Commodity “ computer equipment we must bid what the market will bear (2% -3%) • On other projects where we are sole-sourced or performing in theater, we can get up to 20% fee.

  11. Foreign Currency – Exchange Rates Exchange Rate Issues • All contracts are NOT in US dollars • ManTech attempts to mitigate as much of the currency risk as possible by bidding in the currency in which we expect expenses to be incurred

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