APPLYING KNOWEDGE MANAGEMENT TECHNIQUES & RESOURCES TO BUSINESS DEVELOPMENTPaul Johnson, President/CEO Highliner Consulting Group

INTEGRATING MARKET INTELLIGENCE WITH BUSINESS DEVELOPMENT METHODOLOGIESJamie Bratten, President and CEO, EZGovOpps

Presentation for the National 8(a) Association

BUSINESS DEVELOPMENT KNOWLEDGE MANAGEMENT

Networking, Lead Generation, & Opportunity Identification• Networking, Lead Generation & Opportunity Identification• Marketing & Advertising Strategy Development & Implementation• Coordinating and Formalizing Business Intelligence• Proposal Development• Meeting Facilitations

NETWORKING IS KEY FOR ALL BUSINESS DEVELOPMENT ACTIVITIES AND “PERSON-TO-PERSON” INTERACTION IS THE MOST COST EFFECTIVE APPROACH. GOVERNMENT CONTRACTING COMPANIES NEED TO HAVE CONNECTIONS & PRESENCE TO THE FOLLOWING:

• Federal, Tribal, State & Municipal contracting & procurement officials• Key Business-To-Business events, trade shows, conferences, & events• Membership to key organizations which promote & facilitate business with 8(a), HUBZone

and DBE companies• Key subcontractors, vendors, project owners and industry participants• Key political, economic and business leaders.• Local presence where Federal contract dollars are spent.

NETWORKING, LEAD GENERATION & OPPORTUNITY IDENTIFICATION

LEAD GENERATION & OPPORTUNITY IDENTIFICATION IS IMPORTANT TO TAKE IT FROM THE “MEET & GREET” TO ACTUAL TANGIBLE OPPORTUNITIES AND ULTIMATELY A CONTRACT:

How it is currently done:• Searches are performed on project boards (business intelligence

websites) to scan for work utilizing NAICS codes.• Identification of key organizations and events which should be met or

attended.• Face-to-Face discussions, follow-ups and maintaining contacts to track

opportunities.• Scope is limited to limitation of personnel and focus of current

companies represented• Only attending one event at a time – can be “hit or miss”.

Key Knowledge Management Components for Business Development

Contact Management: • Customer Resource Management (CRM)• Contact Capture (Card Scanning)

Business Intelligence:• Dynamic Search Engines – subscription services• B2G/B2B Conferences & Networking

Capture Management• Pipeline Management• Collaborative Workspaces

Collateral Management Systems• Statement of Qualifications (SOQ)/Line cards• Proposals and previous responses• Resumes (individual & corporate)

Opportunity

Contact Mgmt.

Business Intel

Capture Mgmt.

Collateral Mgmt.

Business Development Knowledge Management Cycle

Keys to a Successful Contact Management System (CRM) Program

CRM• Is your CRM compatible with your e-mail client?• Do you have a central repository of corporate contacts?• Is there a written policy regarding contact retention?• Pros/Cons of not providing company e-mails/cell phones• Does your IT staff have a clear understanding of your intended use, output and

the basic compatibilities of the program?

Popular Commercial Options• Salesforce• SugarCRM• Microsoft Dynamics• Insightly

Keys to a Successful Contact Management System (CRM) Program

Contact Capture• Is your CRM compatible with your card scanning application?• Does your card scanning application allow you to make notes?• Does your card scanning application allow you to connect with your e-mail

client?• Does your card scanning application allow you to connect social media

applications such as LinkedIn, Facebook and Twitter?• Does your card scanning application have an “enterprise” offering?

Popular Commercial Options• CardMunch• PowerContacts - ScanBizCard• Neat

Keys to a Successful Business Intelligence (BI) Program

Strategic Capabilities• Can research buying habits of your or see agency forecasts?• Can you identify the contract vehicles utilized by buyers? • Does it have micro & macro research capabilities?• Does it provide the necessary level of detail to develop an effective pipeline

management program within your organization?• Does it allow for key contact export and is that format compatible with your CRM?• Does it allow for dynamic updates to key contacts, opportunity and award statuses?• Build in a method and approach to tie in B2G/B2B conference & networking

contacts.

Popular Commercial Options• GovWinIQ• EZGovOpps• BidSpeed

Keys to a Successful Capture Management Program

• Does your capture management strategy balance risk/reward and reflect your corporate risk tolerance?

• Have you identified your “Go/No-Go” strategies?• Are you too reliant upon a single capture management approach or do you blend both

human intelligence with business intelligence from subscriptions services?• Have you identified a corporate strategy towards balancing your marketing strategies?• Have you put your organization in the strongest and strategically advantageous

position?• Do you have a “lessons learned “ methodology and approach for evaluating both wins

and losses?• Does your system allow for collaborative workspaces in a corporate intranet space?

Popular Commercial Options• GovWinIQ• EZGovOpps• Domo

Keys to a Successful Collateral Management System

Strategic Capabilities• Is your collateral management system dynamic? Does it allow search ability?• Does your collateral management system have version control?• Does your collateral management system allow for collaboration?• Is your collateral readily available?• Do you have an internal process to create buyer specific collateral?• What do you consider collateral? (SOQs, proposals, resumes, graphics, etc.)• Is your collateral management system compatible with your capture management ,

business intelligence and contact management systems?

Popular Commercial Options (mobile portability)• Knowledge Tree• Box• DropBox

NETWORKING, LEAD GENERATION & OPPORTUNITY IDENTIFICATION

What a Knowledge Management System will do:

• Expand the scope of identifying key organizations and events which should be met or attended and provide enough man-power to effectively track each event.

• Enhance Face-to-Face discussions by knowing your customer, follow-ups and maintaining contacts to track opportunities – incorporate current

• Properly record, track and sort “leads vs. opportunities” and build in a effective “lessons learned” method and approach.

• Broaden the scope for all federal and tribal contracting opportunities and know where the federal and tribal dollars are being spent.

COORDINATING AND FORMALIZING BUSINESS INTELLIGENCE

Companies typically pay considerable membership fees for business intelligence tools, but most don’t know how to get the full benefits of the system. In addition, there are several sources (which are free) which provide additional information on “What is out there and what is coming up?” but lack forecasting ability, as well as contact and collateral management capabilities.

What a Knowledge Management System will do:• A coordinated effort to effectively track all opportunities and develop

“Opportunity Lists” and hold bi-weekly or monthly Go/No-Go meetings• Develop a system to effectively document, organize/sort and direct key

contacts, opportunities, and establish effective “follow-up” procedures.• Develop a running “Key Contact List” of all business

contacts/opportunities for all subsidiaries and not rely to heavily upon “personal relationships” of individuals.

• Utilize a CRM tool to allow you track ROI and build a contact database.

Sample of Public Solicitations Available

Sample of Public Data

Another example of Free Public Data Sources

Another Example of a Free Public Data Source

Legitimate Market Intelligence Tools possess over 1000 different Sources for Opportunities and Data Intel

A Sampling of Some of the Available Sources Available

FOIA.gov recovery.gov

dsbs.sba.gov usaspending.gov

recovery.gov acquisition.gov

sam.gov sba.gov

gsa.gov gsaadvantage.gov

neco.navy.mil seaport.navy.mil

whitehouse.gov itdashboard.gov

performance.gov usa.gov

dibbs.bsm.dla.mil usagovernmentspending.com

Dashboard Overview of Opptys

Snapshot of File Cabinet/Pipeline Module

Sample of Contracting Specialist Bio

Sample of Company Intel

Example of Targeting Agencies & Analysis

Contracts Forecasting Overview

Manage the Proposal Process

Collaboration Center Shared File View

Thank you for your time.

Both Jamie and Paul will be available during the conference to answer any questions or provide greater detail of topics discussed within this presentation.