Federal Market Outlook MSC Industry Day Bill Gormley May 25 th & 27 th, 2010.
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Transcript of Federal Market Outlook MSC Industry Day Bill Gormley May 25 th & 27 th, 2010.
Federal Market Outlook
MSC Industry Day
Bill Gormley
May 25th & 27th, 2010
2
Overview
• Federal Market
• Schedule Tips
• MSC Auburn Snapshot
• MSC BD Opportunities
• Strategic Takeaways
Federal Market
Federal Market
• Fiscal year selling – October 1 to September 30• Largest buyer of services & products in the world• 4.5 million full time employees • Offices all over the world• FY2010 budget $756.4B (Addressable obligations) • $545.6 billion in other direct obligations• FY2011 budget $720.1B (Addressable obligations)• $599.9 billion in other direct obligations
4
GFY 2009 (47% addr)
GFY 2010 (58% addr)
GFY 2011 (55% addr)
GFY 2012 (56% addr)
GFY 2013 (56% addr)
GFY 2014 (56% addr)
CAGR GFY
10-11
CAGR GFY
10-14
Contractor-addressable obligations $715.2B $756.4B $720.1B $698.5B $709.0B $727.4B -4.8% -1.0%Other direct obligations $797.8B $545.6B $599.9B $545.5B $556.0B $571.6B 9.9% 1.2%
$0B
$200B
$400B
$600B
$800B
$1,000B
$1,200B
$1,400B
$1,600B
Fede
ral O
blig
ation
s (Sp
endi
ng)
Federal Addressable Market
Source: WMG analysis of GFY2011 President’s Budget, based on net contractor addressability and future outlays; does not include investments, loans, interest, or grants
The new equilibrium is
subtle, but real
$100B drop in OCO$200B drop
in ARRA
5
GFY 2009
GFY 2010
GFY 2011
GFY 2012
GFY 2013
GFY 2014
CAGR GFY 10-
11
CAGR GFY 10-
14
Prof services (incl R&D) $123.3B $129.6B $109.8B -15.2%Other white collar services $114.9B $116.2B $123.3B 6.1%Blue collar O&M services $93.4B $95.8B $106.2B 10.9%Medical services $22.4B $28.3B $29.6B 4.7%Telecomm $11.7B $14.5B $15.1B 4.3%Consumable products $145.0B $169.8B $156.6B -7.8%Investment products $162.5B $160.3B $146.5B -8.6%Real Property $42.0B $42.0B $33.0B -21.5%Totals $715.2B $756.4B $720.1B $698.5B $709.0B $727.4B -4.8% -1.0%
$0B
$100B
$200B
$300B
$400B
$500B
$600B
$700B
$800B
Cont
ract
or-a
ddre
ssab
le s
pend
ing
Federal Addressable Market
Source: WMG analysis of GFY2011 President’s Budget, based on net contractor addressability6
Schedule Tips
Schedule Tips
Atlanta 40+Baltimore 40+Boston 30+Chicago 60+
Cleveland 20+Dallas 20+Denver 20+Detroit 20+
Honolulu 20+Houston 20+
Kansas City 20+Los Angeles 50+Minneapolis 20+
New York City 60+Norfolk area 20+
Oakland 20+Oklahoma City 20+
Philadelphia 50+Pittsburgh 20+St Louis 20+
SLC/Ogden 20+San Antonio 30+San Diego 30+
San Francisco 20+Seattle 20+
Washington, DC 330+
There
are 26 cities
in the U.S.
with more than
20,000 Federal Employees
8
Schedule Tips
• Research Pays Off• Goal…identify agency prospects that buy/need
what you sell• Resources
Agency websites Government market focused periodicals Market intelligence portals Trade shows Agency Industry Days
9
Schedule Tips
• Agencies, in general, are risk averse when it comes to new vendors/solutions. The best strategy for winning government business is to prepare your case. List of user references Agency users (Federal, State or Local) Awards or certifications received Project overviews that can detail reduced costs,
increased value or validate efficiencies
10
MSC - Auburn Snapshot
MSC Schedules
Total MSC Schedules $ales FY09
Schedule FY05 FY06 FY07 FY08 FY09
Growth from Previous
Year
874 $3,099,178,356 $3,493,207,862 $3,835,955,800 $4,276,135,028 $4,578,638,816 7%
871 $2,340,409,251 $2,728,884,158 $2,822,056,139 $2,774,294,764 $2,946,654,659 6%
874 V $449,649,884 $593,534,975 $648,179,147 $736,751,314 $876,942,514 19%
CORP $1,013,115,062 $963,106,000 $880,395,686 $929,440,347 $856,394,205 -8%
899 $380,471,726 $358,419,414 $338,483,883 $376,953,107 $380,042,962 1%
738 II $123,421,942 $145,078,595 $145,309,801 $109,047,575 $126,601,754 16%
Total $7,406,246,221 $8,282,231,004 $8,670,380,456 $9,202,622,135 $9,765,274,910 6.11%
12
MOBIS SIN Sales Trend FY09
SIN SIN Description FY07 FY08 FY09Growth from
Previous Year
874 1 Consulting Services $2,940,132,871 $3,247,924,917 $3,313,727,821 2.03%
874 2 Facilitation Services $94,973,226 $95,601,401 $103,278,004 8.03%
874 3 Survey Services $112,469,158 $119,542,148 $176,497,894 47.64%
874 4
Training Services: Instructor Led Training, Web Based Training and Education Courses,
Course Development and Test Administration
$89,262,866 $63,488,146 $105,637,229 66.39%
874 5 Ancillary Supplies and/or Services $8,858,820 $6,037,355 $11,268,622 86.65%
874 6 Acquisition Management Support $38,748,711 $44,808,429 $55,680,407 24.26%
874 7 Program and Project Management $318,849,351 $396,309,823 $551,136,396 39.07%
874 8 DAU and FAI Certified DAWIA and FAC
Acquisition Workforce Training for GS-1102 and non-1102 Personnel
n/a n/a $1,649,362 n/a
874 9 Off-the-Shelf and Customizable Print, Audio,
and Visual Instructional Training Devicesn/a n/a $19,115,504 n/a
874 99 New Services $2,753,868 $992,185 $1,512,416 52.43%
27 100 Teaching Machines/Devices $67,127,126 $76,470,652 $70,115,599 -8.31%
27 200 Prepared Printed Instructional Material $2,055,820 $3,702,186 $2,957,927 -20.10%
27 300 Prepared Audio & Visual Instructional Material,
Multi-Media Program Kits$14,520,794 $19,431,917 $18,568,478 -4.44%
27 400 Instructor Led Training $111,487,996 $131,592,402 $82,878,513 -37.02%
27 500 Course Development and Test Administration $28,063,778 $53,512,159 $58,646,297 9.59%
27 600 Acquisition Training for 1102's $4,194,848 $4,822,946 $5,968,347 23.75%
Grand Total $3,833,499,233 $4,264,236,666 $4,578,638,816 +7.37%
13
MOBIS SIN $ales Trend FY09
Source: SSQ and WMG Analysis
Consulting Services$3,313,727,821
72.37%
Facil itation Services$103,278,004
2.26%
Survey Services$176,497,894
3.85%Training Services
$105,637,2292%
Ancil lary Supplies and/or Services
$11,268,6220.25%
Acquisition Management Support
$55,680,4071.22%
Program and Project Management$551,136,396
12.04%
DAU/FAIand FAC Acquisition Workforce Training
$1,649,3620.04%
OTS & Customizable Print, A/VInstructional Training
Devices$19,115,504
1%
New Services$1,512,416
0.03%
Other SINS$239,135,161
5.22%
14
PES SIN $ales Trend FY09
SIN SIN Description FY07 FY08 FY09Growth from
Previous Year
871 1 Strategic Planning for Technology
Programs/Activities$732,762,926 $741,591,517 $738,155,468 -0.46%
871 2 Concept Development and requirements
Analysis$272,162,586 $277,091,889 $238,799,389 -13.82%
871 3 System Design, Engineering and Integration $804,011,868 $904,897,075 $1,059,326,593 17.07%
871 4 Test and Evaluation $260,013,714 $233,188,952 $187,294,670 -19.68%
871 5 Integrated Logistics Support $239,471,451 $190,578,838 $219,763,469 15.31%
871 6 Acquisition and Life Cycle Management $407,640,865 $418,260,175 $481,138,427 15.03%
871 7 Construction Management $15,544 $22,176,643 142570.12%
871 99 Introduction to New Products/Services $0 $0 $0 0.00%
Grand Total $2,716,063,410 $2,765,623,990 $2,946,654,659 +6.55%
15
Strategic Planning for Technology
Programs/Activities$738,155,468
25%
Concept Development and requirements
Analysis$238,799,389
8%
System Design, Engineering and
Integration$1,059,326,593
36%
Test and Evaluation$187,294,670
6%
Integrated Logistics Support
$219,763,4698%
Acquisition and Life Cycle Management
$481,138,42716%
Construction Management$22,176,643
1%
Introduction to New Products/Services
$00%
PES SIN $ales Trend FY09
16
LOGWORLD SIN $ales Trend FY09
SIN SIN Description FY07 FY08 FY09Growth from
Previous Year
874 501 Supply and Value Change
Management$278,829,981 $347,349,180 $479,752,319 38.12%
874 502 Acquisition Logistics $37,941,139 $14,495,656 $20,285 -99.86%
874 503 Distribution and Transportation
Logistics Services$92,890,967 $122,990,813 $122,886,177 -0.09%
874 504 Deployment Logistics Services $50,443,212 $48,791,337 $46,090,341 -5.54%
874 505 Logistics Training Services $9,572,353 $13,718,224 $14,563,069 6.16%
874 506 Ancillary Supplies and/or
Services$344,200 $487,381 $511,559 4.96%
874 507 Operations & Maintenance
Logistics Management and Support Services
$176,190,856 $184,947,381 $213,118,764 15.23%
874 597 Ancillary Repair and Alterations n/a n/a $0 n/a
874 599 Introduction of New Services $884,812 $0 $0 0.00%
Grand Total $647,097,520 $732,779,972 $876,942,514 +19.67%
17
LOGWORLD SIN $ales Trend FY09
Supply and Value Change Management
$479,752,31954.71%
Acquisition Logistics$20,285
0.00%
Distribution and Trnsportation Logistics
Services$122,886,177
14.01%
Deployment Logistics Services
$46,090,3415.26%
Logistics Training Services$14,563,069
1.66%
Ancillary Supplies and/or Services
$511,5590.06%
Operations & Maintenance Logistics Management and
Support Services$213,118,764
24.30%
18
Environmental SIN $ales Trend FY09
SIN SIN Description FY07 FY08 FY09Growth from
Previous Year
899 1 Environmental Consulting $196,487,859 $201,608,415 $205,997,761 2.18%
899 2* Environmental Compliance Services $38,610,065 $42,912,879 $36,564,739 -14.79%
899 3 Environmental Training Services $4,293,431 $5,512,982 $8,740,454 58.54%
899 4* Waste Management Services and
Software$20,833,460 $13,894,499 $14,026,390 0.95%
899 5 Materials and Waste Recycling and
Disposal Services$1,966,190 $4,618,683 $3,890,425 -15.77%
899 6* Remote Advisory Services $1,675,569 $2,320,443 $3,268,118 40.84%
899 7 Geographic Information (GIS)
Services$18,653,432 $22,932,476 $26,990,598 17.70%
899 8 Remediation and Reclamation
Services$48,390,711 $81,825,478 $80,211,005 -1.97%
899 99 New Technology $9,072,800 $579,870 $353,472 -39.04%
Grand Total $339,983,517 $376,205,725 $380,042,962 +1.02%
*SINS 899-2, 899-4 and 899-6 are reserved for deletion. No offers will be accepted for these SINS. Any services previously sited under these SINS has been consolidated with any or all of the remaining SINS under this Schedule.
19
Environmental SIN $ales Trend FY09
Environmental Consulting$205,997,761
54.20%
Environmental Compliance Services
$36,564,7399.62%
Environmental Training Services
$8,740,4542.30%
Waste Management Services and Software$14,026,390
3.69%
Materials and Waste Recycling and Disposal
Services$3,890,425
1.02%
Remote Advisory Services$3,268,118
0.86%
Geographic Information (GIS) Services$26,990,598
7.10%
Remediation and Reclamation Services
$80,211,00521.11%
New Technology$353,472
0.09%
20
Language SIN $ales Trend FY09
SIN SIN Description FY07 FY08 FY09Growth from
Previous Year
382 1 Translation Services $42,667,398 $33,273,261 $38,496,711 15.70%
382 2 Interpretation Services $97,307,579 $70,690,918 $77,676,448 9.88%
382 3 Training and Education Materials $4,577,328 $5,405,007 $9,142,932 69.16%
382 4 Comprehensive Linguistic Analytical
Support Services (CLASS) n/a n/a $1,151,229 n/a
382 5 Services for the Visual and Hearing
Impairedn/a n/a $984 n/a
382 99 New Item Technology $124,788 $114,118 $133,450 16.94%
Grand Total $144,677,093 $109,483,304 $126,601,754 +15.64%
21
Language SIN $ales Trend FY09
Source: SSQ and WMG Analysis
22
Translation Services$38,496,711
30.41%
Interpretation Services$77,676,448
61.35%
Training and Education Materials$9,142,932
7.22%
Comprehensive Linguistic Analytical Support Services
$1,151,2291%
New Item Technology$133,450
0.11%
MSC BD Opportunities
GSA Schedule Sales
24
Overall Schedules Market Potential
2009 Percentage Growth
Auburn 5%
Crystal City 11%
Ft. Worth 3%
Kansas City .5%
New York 1%
Philadelphia 1%
25
MSC Schedule Market Potential
2009 Percentage Growth
874- MOBIS 7%
871 - PES 6%
874V LOGWORLD 19%
899-ENVIRONMENTAL SERVICES 1%
738 II - LANGUAGE 16%
CORP -8%
26
$60B GSASchedule Potential,
41%
$85B MSCPotential,
59%
2011 Budget Schedule Market Potential
• Operations and Maintenance – NAVY (874 – BD Opportunity) Blue collar services, supplies and materials for contingency operations Net addressability for FY11 - $26.4M
• National Oceanic and Atmospheric Administration – DOC (899 – BD Opportunity)
White collar services to expand the National Environmental Satellite, Data, and Information Service and other NOAA programs
Net addressability for FY11 - $1.1M
• Flood Control Systems – USACE (899 – BD Opportunity) Equipment purchases and facilities improvements Net addressability for FY11 - $1.1B
27
2011 Budget Schedule Market Potential
• National Nuclear Security Administration – DOE (899 - Opportunity) Blue collar services to support reduction of surplus fissile
materials in U.S. and Russia Net addressability for FY11 - $2.7M
• Flood Control and Coastal Emergencies – USACE (899 – BD Opportunity) Equipment purchases for restoring flood control measures;
facilities improvements in flood control and hurricane systems Net addressability for FY11 - $1.1M
28
2010 Opportunities
PRE-RFP• The US Army Intelligence and Security Command (INSCOM) Directorate of • Contracting (DOC) has a requirement for Department of Defense Language Interpretation and Translation
Enterprises (DLITE) • Solicitation Number: W911W410R0011 Estimated Value: $15M • Responses Due: 7/1/2010 (est.) POC: Sung Park (703-428-4674)
PRE-RFP • The Government intends to negotiate an indefinite quantity/indefinite delivery type contract for supply chain
management services and material utilizing a third party logistics (3PL) provider in support of Fleet and Industrial Supply
• Solicitation Number: N0018910R0012 Estimated Value: Unavailable• Responses Due: 7/29/2010 (est) POC: Marlene Chambley (757-443-1362)
PRE-RFP • The National Institutes of Health (NIH), NIH Business System (NBS) is seeking project management
organization services to improve the NBS Program Management Office (PMO) accountability, transparency and compliance with DHHS/NIH Enterprise Performance Life Cycle (EPLC) requirements applicable for all NIH Business System initiatives.
• Solicitation Number: NLM10115RSH Estimated Value: Unavailable• Responses Due: 6/28/10 (est.) POC: Raymond Hawkins (301-496-6546 )
29
2010 Opportunities
PRE-RFP
• The US Department of Housing and Urban Development, Office of Public and Indian Housing has a requirement for project management of a program administrator of the Disaster Housing Assistance Program (DHAP) Program. Services will be provided through an Indefinite Delivery, Indefinite Quantity (IDIQ) contract. Enterprises (DLITE)
• Solicitation Number: A2010PB0018 Estimated Value: $8M
• Responses Due: 8/13/2010 (est.) POC: Anna Loyd 202-402-7426
PRE-RFP
• The National Institute of Standards and Technology (NIST) will be acquiring Contractor Support services in connection with Health Information Technology (HIT) Project Management, Outreach Methods and Material and Program and Project Support.
• Solicitation Number: SB134110RQ0039 Estimated Value: Unavailable
• Responses Due: 7/31/2010 (est.) POC: Peter Staples (301-975-6219)
30
2011 Opportunities
EARLY STAGE • Requirement to provide interpretation of discussions and translation of documents to the U.S. Environmental
Protection Agency (USEPA) for management and staff during meeting between the USEPA personnel and international personnel
Solicitation Number: RFQDC1000138 Estimated Value: Unavailable Responses Due: Undetermined POC: Kelly Easterling (202) 564-8421
EARLY STAGE • The Department of Health and Human Services may have a requirement for a multi-media outreach campaign
to Spanish-speaking persons with Medicare and their health care influencers. Solicitation Number: Spanishadcampaign100232 Estimated Value: 2.62M Responses Due: Unavailable POC: Jason Forrester: (410) 786-
9088
EARLY STAGE • The Department of Veteran Affairs has a requirement for Supply (Value) Chain Transformation Program.
Solicitation Number: VA79810RI0068 Estimated Value: Unavailable Responses Due: Unavailable POC: Russel Grabill (301) 619-3011
31
2011 Opportunities
EARLY STAGE • The Department of Interior (DOI), US Geological Survey (USGS), might have a need for a contractor to provide
project management support for the geospatial line of business E-Gov initiative. • Solicitation Number: Unavailable Estimated Value: $5M • Responses Due: Unavailable POC: Melissa Gill: (703) 648-7368
EARLY STAGE • The National Science Foundation (NSF) has an ongoing requirement for Arctic Research Support and Logistics
Services. The contractor will work with NSF, principal investigators (researchers), other state and federal agencies, international organizations, and organizations that own/manage logistics resources and facilities in the Arctic, to develop operational plans and provide support services to research projects.
• Solicitation Number: Unavailable Estimated Value: $93.3M• Responses Due: 10/31/2011 POC: Mary Rouse (703) 292-4588
EARLY STAGE • Warner Robins Air Logistics Center (WR-ALC) has a requirement for Global Positioning System (GPS)
Engineering Services. This contractual effort will provide engineering services, logistics services, and program management to the Joint Service Support 407 SCMS/GULB team.
• Solicitation Number: KB09GPSENGMKTRSH Estimated Value: Unavailable• Responses Due: Unavailable POC: Ken Burke (478)926-5871
32
Strategic Takeaways
Strategic Takeaways
• The market is still wide open for MSC Schedules.
• GSA/Industry customer training.
• Acquisition cycle times are a “game changer” to increase market share.
34
35
Thank You!Bill Gormley, President & CEO
The Washington Management Group & [email protected]
202.833.1120www.washmg.com
www.fedsources.com
Questions?