Sponsored By:

1. DEPARTMENT OF JUSTICE BUSINESS DEVELOPMENT CASE STUDY THURSDAY JUNE 20, 2013 THE PSTE PRESENTS TODAY’S SCHEDULED WEBINAR WILL BEGIN SHORTLY Today’s event will begin shortly Sponsored By:

2. TODAY’S WEBINAR PANELISTS James J. Baker (Jimmy) – Author of How to Win Business from the Government – A Tactical Guide to Understanding the US Federal IT Marketplace www.jamesjbaker.com Dr. Edward Saltzberg – President ERS Advisors / Capture Strategist. Former SAIC VP with over 30 years of Federal Contracting Experience www.ersadvisors.com Chris McClellan – Partner Schmooz and LinkedIn Marketing Subject Matter Expert www.schmooz.me Sean Campbell - Senior Government Consultant, ePipeline www.epipeline.com

3. Agenda • DOJ Overview - Ed • DOJ Procurements and Top Contractors - Sean • Researching DOJ IT Budgets - Jimmy • Creating a Meaningful DOJ Pipeline - Ed • July 11th Webinar Preview - Can LinkedIn really be used to market DOJ - Chris • Special Offers • Questions & Answers

4. When you are in any contest you should work as if there were -- to the very last minute -- a chance to lose it. President Dwight D. Eisenhower

5. Opening Comments DR. EDWARD SALTZBERGCAPTURE STRATEGIST

6. THE YEARS AHEAD FOR DOJ . . .THE UNITED STATES IS FACED WITH ENEMIES WHO SEEK TO STRIKE AT AMERICAN INTERESTS AND HARM AMERICAN PEOPLE, BOTH HERE AND ABROAD. USING EVERY AVAILABLE RESOURCE AND APPROPRIATE TOOL, DOJ WILL CONTINUE TO DISRUPT TERRORIST PLOTS, THWART POTENTIAL ATTACKS, AND PROSECUTE THOSE WHO SEEK TO HARM THIS NATION AND ITS PEOPLE.

7. SNAP SHOT • DOJ is comprised of 40 components that have broad array from national security, law enforcement, and criminal justice responsibilities • Judiciary Act of 1789 created the Office of Attorney General • World’s largest law office. • $27.6B for FY 2014 Budget • $2.6B for FY 2014 IT Budget Attorney General Eric Holder, Jr.

8. Strategic Plan 2012-2016 • Key Focus: • Prevent Terrorism and Promote the Nation’s Security Consistent with the Rule of Law • Prevent Crime, Protect the Rights of the American People, and Enforce Federal Law • Ensure and Support the Fair, Impartial, Efficient, and Transparent Administration of Justice at the Federal, State, Local, Tribal, and International Levels • DOJ very committed to achieving President’s goal of making DOJ the most transparent Administration in history through collaboration and open government strategy plan http://www.justice.gov/publications/strategic-plans.html

10. Breakdown of Leadership Leadership Offices: • Attorney General • Deputy Attorney General • Office of the Associate Attorney General • Office of the Solicitor General Leadership Support • Office of Legal Policy • Office of Legislative Affairs • Office of Public Affairs • Office of Tribal Justice

11. Breakdown Law Enforcement • Federal Bureau of Investigation • Drug Enforcement Agency • Executive Office for the United States Attorneys • United States Marshal Service • Office of the Federal Detention Trustee • INTERPOL Washington • Criminal Division • Executive Office for Organized Crime Drug Enforcement Task Forces • Bureau of Alcohol, Tobacco, Firearms and Explosives

12. Breakdown Management & Oversight • Justice Management Division • Office of the Inspector General • Office of Professional Responsibility • Professional Responsibility Advisory Office • To learn more about the breakdown of prisons, immigration, state and local assistance, and legal representation and advice, please visit: http://www.justice.gov/jmd/mps/mission.htm

13. Procurement Landscape at DOJ SEAN CAMPBELLePipeline

14. Using ePipeline

15. HOW ePipeline WORKS – PROFILE TREE

16. Top Contractors

17. Top Contracts - Pre RFP

18. Five Year Breakout of Contractors

19. Top Procurement from July 13- Dec 14

20. DOJ NAICS

21. DOJ Office Breakdown

22. How to Read President’s IT Budget and Execute a Strategy JAMES BAKERAUTHOR AND STRATEGIST

23. Take aways • Know what is in the IT Budget • Review solutions you can bring to current problems • Know how to look up your competition • Make sure your sales and marketing rhetoric aligns with leadership vision and budget goals. Remember there are 53 organization that make up DOJ

24. 2014 IT BUDGET PRIORITIES • Improve IT Investment Management • Streamline IT Operations • Share Information • Enhance Information Technology Security • Establish Enterprise Solutions • Performance and Accountability

25. Where to Find the IT Budget The Budget http://www.itdashboard.gov/

26. 2010 – 2015 IT STRATEGIC PLAN • Share business solutions • Share information • Share infrastructure • Strengthen IT Security • Strengthen IT Management • Evolve the business model for IT • Stronger cross organization coordination • Prepare for evolving cyber security threats • Read the plan in detail at: http://www.justice.gov/jmd/ocio/2010itplan/10it-strategic-plan.pdf

27. DOJ IT Budget Overview • 317 budget lines • IT Budget is $2.6B with over $506M in DME • Take time research what DOJ is spending it money on • The data on the right represents significant budget investments in the following technologies: • Video and Data • Enterprise Architecture • Infrastructure and Maintenance • Surveillance • Tech Refreshment • Security • Cloud-VPN • Digital Collection • Data Sharing / Collaboration • Intrusion Prevention • Land Mobile Radio

29. Your Assignment 1. SHORT LIST OF WHAT YOUR FIRM DOES2. USING THE CONTROL & FIND FEATURE, MATCH WHAT YOUR FIRM DOES TO BUDGET LINE ITEMS3. LOOK FOR OPPORTUNITIES THAT ARE DME FUNDED. DME= NEW MONEY4. ALSO LOOK AT DEALS THAT HAVE CONSISTENT YEAR AFTER YEAR FUNDING (RECOMPETE)5. TIE IN BUDGET LINE ITEMS TO EXHIBIT 300S, POINT OF CONTACT AND ANNOUNCED DEALS

31. LOOK AT ALL THE COLUMNS • Spend time understanding the key areas associated with a line item • Review tab how exhibit 53 is coded • Also look at CPIC process

32. FPDS.GOV – LOOK UP A CONTRACT

33. 300’S • Head out to www.itdashboard.gov • Click on portfolio and then click on investments • Click on Justice • Click on investment tab • Under bureau tab click on project

34. Next Click on link for 300

35. BUSINESS CASE – WHAT TO LOOK FOR Overview on the purpose of the investment Mapping to Exhibit 53 Overview how investment works with EA goals Snap shot of the ROI Overview on mandates and audits associated with business case Provides overview on progress of investment Funding summary Prime contracts associated with business case

36. Strategies to Capture Justice Business DR. EDWARD SALTZBERGEstablishing and Managing a DOJ Bid Pipeline

37. Pipeline management demo

38. Pipeline Management From ePipeline to Qualified Bid Backlog

39. CHRIS MCCLELLANLINKEDIN MARKETING SME Join Chris next month with Jimmy and Ed on July 11th Webinar Register now at http://www.publicsectortechnologyexchange.com/2013_Events.html LEVERAGING LINKEDIN TO DRIVE GOVERNMENT BUSINESS

40. Marketing to DOJ on LinkedinChris McClellan

41. Special Offers from Today’s Speakers

42. ERS Advisors’ Offer 30 Day Free BAT Trial • Full Feature Pipeline Manager Complete bid capture and pipeline management system Analytics, management tools, staff actions, plot proposals Load and manage your opportunity data Export records if you don’t buy the system Half Price Server Version - $5,000 (one time charge, free set up assistance, optional $750 annual maintenance agreement) Half price Single User Version - $495 (applicable to firms under $5 million) Free weekly Training Money back guarantee Signup for trial at - http://www.ersadvisors.com/software • Business Acquisition Training • Learn how to use pipeline analytics • Learn how to establish and manage a meaningful bid list • Learn how to organize and execute a bid capture program ,

43. Order Today on Amazon Kindle Edition $4.99 Paperback $16.95 Free 30-Minute Consulting Session with James Baker and your company. Email your Amazon or Kindle Receipt to james@jamesjbaker.com before June 30 to schedule session. Book reviews and training videos at www.governmentbusinessbook.biz Contact James Baker for customized training and strategy support for your team at 703.303.4233 or james@jamesjbaker.com

44. SPECIAL OFFER FROM e pipeline FREE TRIAL FOR 3 DAYSSEAN.CAMPBELL@EPIPELINE.COM / 678.461.0299

45. Upcoming Webinars Upcoming series this summer: • July 11th Leveraging Linked In in the Public Sector Marketplace. Leveraging research, strategy and LI to grow your business • July 25th Social Media Boot Camp, Leveraging the Power of Social Media in the Government Marketplace with special guest Mike Hackmer, Social Web Tactics • 3 part series on leveraging your GSA schedule to win new business in September www.ersadvisors.com www.publicsectortechnologyexchange.com

46. Audience Questions James J. Baker (Jimmy) – Author of How to Win Business from the Government – A Tactical Guide to Understanding the US Federal IT Marketplace www.jamesjbaker.com Dr. Edward Saltzberg – President ERS Advisors / Capture Strategist. Former SAIC VP with over 30 years of Federal Contracting Experience www.ersadvisors.com Chris McClellan – Partner Schmooz and LinkedIn Marketing Subject Matter Expert www.schmooz.me Sean Campbell - Senior Government Consultant, e pipeline www.epipeline.com