General Session Darryl B. Moody, Senior Vice President, Homeland Security BearingPoint, Inc.

2. Subcontracting – Small Business Goals & OpportunitiesHomeland Security General Session Darryl B. Moody, Senior Vice President, Homeland Security BearingPoint, Inc. December 8, 2003 4:15-5:15 PM NCMA 22nd Annual East Coast Educational Conference Understanding Competition, Enhancing Small Businesses, and Getting Best Value

3. Homeland Security Defined • A vast set of inter-related missions, operational responsibilities, performed by all levels of government, many private sector entities, our international partners, and our citizens • Fundamental objectives are to • Prevent terrorist attack • Reduce vulnerabilities to terrorism • Minimize damage and facilitate recovery from attacks • Rapidly evolving set of missions and approaches as we better understand these new requirements NCMA 22nd Annual East Coast Educational Conference Understanding Competition, Enhancing Small Businesses, and Getting Best Value

4. BearingPoint’s Perspective on Homeland Security • Huge national and international focused effort motivated be the terrorist attacks on 9-11-01 • Governmental response that touches lives of individuals like none other before • Major mobilization of intellectual and productive energies to combat an elusive foe and the results of their deeds • Impetus to question and revisit some basic tenets of how we should operate as a nation and member of the global society - and the very difficult trade-offs we must make NCMA 22nd Annual East Coast Educational Conference Understanding Competition, Enhancing Small Businesses, and Getting Best Value

5. Three Communities are Converging Pre 9-11-01 Post 9-11-01 Intel Intelligence Emergency Response HLS Response Law Enforcement Enforce Demands new levels of integration, cooperation, and coordinated operations by new and existing entities Traditionally performed by separate communities, disparate systems and processes, and very different cultures. NCMA 22nd Annual East Coast Educational Conference Understanding Competition, Enhancing Small Businesses, and Getting Best Value

6. Homeland Security Stages • Initialize - React to 9-11. Accept need for new paradigms. • Plug gaping holes and fix obvious problems • Stabilize - Getting used to it. • Rationalize the roles and responsibilities • Deal with the realities of scale and scope • Institutionalize - Settle in for the long run. Build infrastructure. • Accept the realities of life as a major governmental agency and initiative • Apply the good things that structured bureaucracy can provide • Drive to predictability • Optimize - Rationalize performance and resources. • Process performance • Expectations and results versus resources NCMA 22nd Annual East Coast Educational Conference Understanding Competition, Enhancing Small Businesses, and Getting Best Value

7. Where Things Stand… • Actual reorganization of governmental agencies to better address the new converging communities • Virtual reorganizations to implement new reality of cooperation and collaboration • Coming to grips with the reality of the challenges, the vulnerabilities and risks, the scale and scope, and the gaps • Defining and specifying required processes and technologies • Building and rationalizing the organizations that will manage HLS efforts NCMA 22nd Annual East Coast Educational Conference Understanding Competition, Enhancing Small Businesses, and Getting Best Value

8. Homeland Security Challenges • Addressing the daunting challenge of data/information integration - at the required scope and scale. • Establishing new organizations and operations - under high pressure and scrutiny. • Ensuring nearly perfect performance of new and unproven processes immediately out of the gate - no margin for error. • Building consensus on specific definitions and approaches to Homeland Security problems to include tough policy questions of security versus privacy/civil liberties and convenience. • Intelligent and deliberate application of technologies - many peddlers. • Doing all this while making us more secure today! NCMA 22nd Annual East Coast Educational Conference Understanding Competition, Enhancing Small Businesses, and Getting Best Value

9. The HLS Marketplace Today… • Great demand for first responder capabilities at the local level (communications capabilities, protective gear, sensors and detection equipment, etc.) • IT and business advisory services demand has been relatively slow in taking off, but lucrative for select firms • The future influx of opportunities should occur within the next 6-12 months • Services requirements to support planning and operations for HLS agencies are taking off • Very quick turn-around RFPs out of DHS • The economy, tightened federal budgets, and the nature of this mission have made Homeland Security a highly competitive environment. NCMA 22nd Annual East Coast Educational Conference Understanding Competition, Enhancing Small Businesses, and Getting Best Value

10. HLS Market Success Factors • Commitment to the HLS mission • Tolerance for high pressure and stress • “Down-board thinking” • Long term view • Willingness to partner - often with “unusual” partners • Completely relevant prior experiences • Existing relationships with client agencies and officials • Price competitiveness NCMA 22nd Annual East Coast Educational Conference Understanding Competition, Enhancing Small Businesses, and Getting Best Value

11. HLS Small Business Participation • Many small businesses followed their clients into the new DHS • Businesses recognize the competitive advantage afforded by working with Small Businesses and their ability to enhance capabilities/capacity for HLS initiatives • Significant large business efforts to proactively review and select Small Business partners, including: • Outreach to address specific needs • Responding to requests from Small Businesses • Proactively identifying Small Business/Hub Zone/SDB/Minority Owned designated businesses for future opportunities • Verifying qualifications and past performance • Entering into Mentor-Protégé relationships NCMA 22nd Annual East Coast Educational Conference Understanding Competition, Enhancing Small Businesses, and Getting Best Value

12. Small Business Partnering Review Model • Potential Subcontractors are reviewed through qualification “filters” of criteria important to the business • These filters are applied as needed for specific opportunities Small Business Designation Length of Time/Stability Expertise in Market Uniqueness of Product References Experience with Govt Insight /Penetration in Specific Market Price Partners NCMA 22nd Annual East Coast Educational Conference Understanding Competition, Enhancing Small Businesses, and Getting Best Value

13. Small Business Opportunities: DHS Programs • DHS is targeting 23% award to Small Business • DHS plans on hosting a series of local outreach sessions and workshops on doing business with the Department • Focus on Innovation • DHS Science and Technology division announced the Small Business Innovation Research (SBIR) program - limited to U.S. companies with 500 or fewer employees • Grants will provide $100,000 for six months of research into the scientific, technical and commercial merits behind a concept. If their ideas are successful, recipients of the grants then may apply for two-year, $750,000 awards to develop prototypes. NCMA 22nd Annual East Coast Educational Conference Understanding Competition, Enhancing Small Businesses, and Getting Best Value

14. Small Business Opportunities: HLS Missions NCMA 22nd Annual East Coast Educational Conference Understanding Competition, Enhancing Small Businesses, and Getting Best Value

15. Small Business Opportunities:HLS Missions (cont.) NCMA 22nd Annual East Coast Educational Conference Understanding Competition, Enhancing Small Businesses, and Getting Best Value

16. Example Small Business Partnering at BearingPoint • BearingPoint established its Small Business Partners Program • Provide an on-line ability for small businesses to register their company information, including skill sets in aspirations of becoming a sub-contractor to BearingPoint. It is our goal to help strengthen the positions of small businesses in the community by enabling them to participate in large government contracts or become a BearingPoint mentored company. • The Small Business Subcontractor Program serves the BearingPoint leaders as a small business referral service. • Formal Mentor/Protégé Program with Several Agencies • BearingPoint received the Department of the Treasury Mentor Protégé Team of the Year for 2002 award, for Outstanding Efforts in Support of "Success Partnerships" NCMA 22nd Annual East Coast Educational Conference Understanding Competition, Enhancing Small Businesses, and Getting Best Value

17. BearingPoint Small Business Partner Program NCMA 22nd Annual East Coast Educational Conference Understanding Competition, Enhancing Small Businesses, and Getting Best Value

18. Summary • Small Businesses are an important national resource • The homeland security mission will require the nation to leverage all relevant resources to protect the homeland • The DHS and its major commercial partners are committed to realizing the value of small business participation • We must remember that homeland security is much more than a “business opportunity” NCMA 22nd Annual East Coast Educational Conference Understanding Competition, Enhancing Small Businesses, and Getting Best Value

19. Questions? NCMA 22nd Annual East Coast Educational Conference Understanding Competition, Enhancing Small Businesses, and Getting Best Value