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Realizing Government Best Value through the Business Development Process

Realizing Government Best Value through the Business Development Process. Dale Norwood PFM Consulting “Keeping Customers First”. President Obama on Small Business. “Small businesses are the backbone of our economy. They are central to our identity as a nation.”

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Realizing Government Best Value through the Business Development Process

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  1. RealizingGovernment Best Value through the Business DevelopmentProcess Dale Norwood PFM Consulting“Keeping Customers First”

  2. President Obama on Small Business • “Small businesses are the backbone of our economy. They are central to our identity as a nation.” • Small businesses create two out of every three jobs in this country. So our recovery depends on them. And if we want to keep America moving forward, we need to keep investing in our small businesses. This is, by the way, more important than just our economy” Remarks by the President on the Small Business Jobs Initiatives, 28 July 2010

  3. Small Business Program Goals

  4. What is “Best Value” • “Best value“: the expected outcome of an acquisition that, in the Government's estimation, provides the greatest overall benefit in response to the requirement. • FAR 1.102-1(b), Best value must be viewed from a broad perspective and is achieved by balancing the competing interests So How Do We Achieve Best Value???

  5. Risk = Cost Key is to finding Balance!

  6. Business Development Allows Contractors to: • Understand at the “Program/Project Level” when potential RFP opportunities will occur and what the requirements are

  7. What’s in a Name • Everybody knows: • Lockheed Martin • Raytheon • Boeing • BAE Systems • SAIC • Northrop Grumman • Johnson Controls Have Requirements Knowledge

  8. What’s in a Name • How many know: • Facchina Global Solutions • S&K Global Solutions • Paladin Data Solutions • Applied Technical Solutions • WESMAR Electronics • SSR Engineering • +1,000 others Need to Gain Requirements Knowledge

  9. Business Development/Capture Process

  10. RFP Notification

  11. RFP Notification • Fed Biz Ops: Typically 15-30 Days Notice • What needs to be accomplished in 15-30 Days? • Understand requirement • Build Teaming Agreements • Determine Cost for Deliverables • Draft the Proposal • Corporate Review of Draft • Finalize Proposal • Submit Proposal Remember the Balancing Act?

  12. What can Contracting Officers Do? • Enable Requirements Knowledge • We have to meet • Push Customer for Earlier Notification • Pre-Solicitations?

  13. PFM Contact Information Dale Norwood PFM Consulting 360-731-9473 (mobile) dalenorwood@q.com dale.norwood@pfm-llc.us

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