Working with Large Partners and Surviving!

1. Working with Large Partners and Surviving! Jay Jones Vice President Government Solutions Siemens Enterprise Communication

2. What are you/they looking for? Don’t come empty handed Traps that you can avoid Understand the Client/Contract SB Contract Vehicle Talent Resources Mentor-Protégé Relationships

3. Don’t come empty handed Ensure you bring value to them Client relationships – Details Be prepared to work There are no free lunches SB Contract opportunities – give now to get later Rate improvement Develop relationships within the Larger Partner SB Office – Your Advocate

4. Traps That You Can Avoid Work with Large Partner with good repetitions when dealing with SB Talk to the client SB Office to see which Large Partner are best to partner with (they KNOW) Make sure ALL AGREEMENTS are in writing Trust is difficult to establish but harder to maintain without communication Talk to CURRENT SB that the Large Partner uses – seek a list of the top three SB they use

5. Understand the client/contract Depth of client relationship key to your success Contract opportunities for Large Partners important in this changing environment Use your knowledge of the client to “wow” the prime Know what you know – Never bring me what you think; bring me what you know

6. SB Contract Vehicles Use this as your opportunity to bring value – Federal agencies need SB and so to Large Partners Partner successfully with SB contracts to establish long-term relationship and your opportunity to get on much larger contracts

7. Talent Resource Potential resources for Large Partner Understand the model that works – chargeable resources with ability for future hire Three chargeable resources – Large Partners get authorization to hire one

8. Mentor-Protégé Relationship This is the last step in the relationship process not the first Be a great Protégé – make sure your Mentor does there job Develop relationships within the Large Partner