North Central Region NCWC

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North Central Region NCWC
NISH National Business Development

• Wednesday, August 18, 2009
• Chicago, IL

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Agenda

• National Business Development Update Rhett Linke

2. Tools and Resources How we can help Ryan
Blackman
3. New Business Line Initiatives Things to
Consider Ryan Blackman
4. Non-AbilityOne Business Development Update
Rhett Linke
5. Question and Answer Session
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Rhett LinkeExecutive Director
NISH National Business Development 2009 Update
and Highlights
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National Business Development Organization in FY09

• FY09 has been an exciting and active year!
• Approval and launch of three new lines of
  business
• Expansion of Non-AbilityOne Business Development
  and the launch of a commercial custodial pilot
  program
• Several staff changes
• Involvement in several new business initiatives
• DODx2
• ARRA
• Seaport-e
• Contract Close-out

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FY09 NBDO Scorecard

• New Scorecard and Goal Structure developed and
  implemented in FY09
• Format developed based on the Process Based
  Leadership Model
• Key focus areas include
• Support for Strategic LOB PL Additions
• Federal Customer Relationship Development/Sales
  support
• Project Development Support
• NPA Capacity/Cabability Development
• Customer Satisfaction
• Training

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National Business Development FY09 YTD
Scorecard Results

• PL Additions in Strategic LOBs 27
• FTEs from PL Additions in Strategic LOBs 333
• Federal Customer Interactions Completed/Supported
  116
• NPA Customer Interactions Completed/Supported
  230
• Project Development Support Actions for Strategic
  LOB Projects 224
• Strategic LOB Training Events 41
• Customer Satisfaction Rating for LOB Training
  Events 90

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FY09 Organizational Changes

• The NBDO Business Unit is in the process of
  finalizing a complete re-structuring to include a
  focus on both Services and Products, along with
  Non-AbilityOne Business Development, and support
  for the DoD Doubling Strategic Initiative
• As part of this re-alignment, we have added 3 new
  business lines, and will incorporate five new Key
  Account Management Positions for DoD, USDA, VA,
  DHS, and GSA
• New business lines include
• Hospitality Services
• Complete Facility Management (David Lyons)
• Disability Awareness Training and Consulting
  (Nicole Hansma)
• Additional changes include the incorporation of
  two new national approaches to core business
  lines, and integration of NISHs Marketing team.
  The new national approach to core LOBs include
• - Custodial Services (John Carmichael)
• - Food Services (Mike Kanady)

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Business Line Updates
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National Business Development Highlights Laundry
Services

• Projects in Development - 5 key
  projects/initiatives, including
• Expanded contract with US Air Force Academy and
  Goodwill of Colorado Springs
• Exploration of partnering with Great Plaines
  Enterprises and City of San Francisco for a 6
  million pound/year laundry project with growth
  potential to surrounding Federal Customers
• Projects going on to the Federal Supply
  Schedule...and then AbilityOne
• Department of Veterans Affairs Medical Center,
  Wilmington, DE
• US Navy , Camp Lejeune, (Various contracts for
  linens, hospital, base, and uniforms/rags)
• Projects saved (from purchase exception)
• Fort Campbell, KY
• Blanchfield Army Hospital (SERCO)

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National Business Development Highlights Contact
Center Services

• Project Support Department of State
• Massive ramp-up in staffing required from March
  go live until today
• Contract grew from about 140 agents on go live
  date to over 280 today just at the Lansing site.
  The entire requirement now has 476 with a target
  of 513 agents
• Contact Center Business development is very
  active
• Dept. of Labor
• FEMA
• MEDCOM
• Capacity/Capability Development
• 200 NPAs have indicated interest in this LOB
• Multiple training sessions and webinars held in
  2009
• Contact Center Services business planning class
  scheduled for August 25th-27th.

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National Business Development Highlights Fleet
Management

• Projects in Development - several key
  projects/initiatives, including
• Ft. Carson Shuttle Service _at_ Evans Army
  Hospital
• Custom and Border Protection / Indo, CA Vehicle
  Washing
• DVA Vehicle Maintenance Edward Hines Jr. VA
  Hospital (customer brief scheduled for July 30th)
• GSA (WA) Vehicle Marshalling
• US Air Force Wright Patterson AFB Vehicle
  Maintenance
• Government Fleet Magazine recognized 2 fleet
  projects in the Top 100 Best
• US Fleets contest for 2009. Tinker AFB (1st time
  winner) and Ft. Riley (2nd
• time winner).

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National Business Development Highlights Secure
Mail/Digital Document Services

• Line of Business Support
• New SM/DDS Consultant Contracts Established
  IDIQ support
• Business Plan Support Task Order currently in RFQ
  process (potential consultants include Booze
  Allen Hamilton, Accenture, and Pragmatic
  Solutions)
• Business Line Expansion
• Air Force BITC National AF Mailroom foot print
• Support for business development activities at
  Rock Island
• Arsenal, DFAS
• Current Initiatives and Highlights
• Healthcare IT Support
• Consolidated Remote Delivery Site (CRDS) Best
  Practices/Lessons Learned Activity
• AbilityOne Secure Mail services feature in MAIL
  Magazine spring-summer issue

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National Business Development Highlights Supply
Chain Solutions

• Project Development Support
• U.S. Navy, Norfolk Virginia Beach, VA
• Estimated value is 2,500,000. with approximately
  45 FTEs
• USDA FSIS Food Safety and Inspection Service
  Opportunity
• This opportunity is estimated at 2 million and
  33 FTEs
• DSCP Third Party Logistics (3PL) Warehousing for
  Clothing Textile
• This contract has a current value of 15 million
  dollars and approximately 80-100 FTEs
• FISC Jacksonville Warehousing and Distribution
  Opportunity
• Proposal submitted through the FSS on May 22nd
  to provide WD services for six locations, three
  in TX, one in SC and two in Florida

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National Business Development Highlights Secure
Document Destruction

• Working with the IRS on a National contract
  solution which would include more than 500 new
  IRS locations
• This opportunity provides service coverage in
  all US major population centers opening up
  potential for other nationwide Federal
  opportunities
• Recent inquiries from Federal agencies
  including the Census Bureau, Department of
  Veterans Affairs, and the Social Security
  Administration
• Focus on the development of a Secure Document
  Destruction Business Plan and best practices
  guide for FY09

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National Business Development Highlights
National Food Service

• AbilityOne Food Service is experiencing a
  resurgence in activity!
• Shaw AFB Food Attendant Service Approx. 1.2
  Mil, 25 FTE
• Ft Bragg Food Attendant Service Approx. 5.0
  Mil, 100 FTE
• Dover AFB Food Attendant Service Approx. 1.2
  Mil, 25 FTE
• Eglin AFB Food Attendant Service Approx. 2.5
  Mil, 50 FTE
• Support for existing projects to include
• Technical support and assistance with facility
  redesign
• Development of alternate feeding proposals

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National Business Development Highlights
Marketing

• Secured and executed 3 speaking opportunities
  which resulted in 600 contracting professionals
  hearing about AbilityOne, and an article in the
  Edwards Air Force Base newspaper and website
• Completed 12 DAU bus tours, which resulted in 420
  contracting officers touring and/or learning
  about an AbilityOne CRP, and a TV news spot on
  Fox 54 news in Huntsville, AL
• Exhibited at 13 trade shows, which resulted in
  10,300 exposures

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New Lines of Business Initiatives

• The NBDO has launched the following new
  initiatives in FY09
• Central Facilities Management
• Responsible for total management of a
  facility/base, to include activities such as
  HVAC, elevator maintenance, roadway
  maintenance/repair, utility system maintenance,
  etc
• May require multiple, specialized Subcontractors
  (ref Operations Memorandum No. 21)
• Current successes experienced with the US Army at
  Ft. Bliss, and NARA in Boston, MA
• Hospitality Services
• Provides operational management/support of
  training and government lodging facilities
• Similar to running a hotel, with services that
  may include custodial, grounds maintenance,
  housekeeping, food service, and laundry services

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New Initiatives DoDx2

• At the 2008 NISH National Conference, Mr. Shay
  Assad, the Department of Defense Director for
  Defense Procurement and Acquisition Policy and
  Strategic Sourcing, publicly committed to support
  the doubling of DoD spending on AbilityOne
  products and services over the next five years
• Additionally, Mr. Assad issued a Letter of
  Support in September, re-stating his support for
  the AbilityOne with all key DoD procurement
  personnel
• In May 2008, NISH initiated a DoD Doubling
  Strategy Team to support this initiative in
  conjunction with the Committee for Purchase Staff
  

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New Initiatives DoDx2

• The strategy team is currently working on
  developing a strategic plan to present to Mr.
  Assad and his staff in support of the DoD
  Doubling commitment. The plan will include a
  tactical approach as well as ideas/recommendations
  for high level support and/or policy guidance
• In addition to the Strategy team, NISH is
  participating in an AbilityOne Tiger Team, in
  conjunction with the Committee Staff and NIB to
  address the following issues related to the DoD
  Doubling initiative
• Potential changes to the Federal Acquisition
  Regulations (FAR)
• Mentor ProtégéDoD and AbilityOne
• Small Business Collaboration

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Ryan BlackmanSenior Deputy DirectorNational
Business Development
National Business Development Tools and
Resources How we can help
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National Business Development Tools and
Resources How we can help

• In addition to supporting the growth of new
  strategic lines of business, The National
  Business Development Organization is an
  additional NPA resource during these difficult
  economic times
• A significant piece of our role is helping NPAs
  to ascertain the best business decisions for
  launching new lines of business, as well as
  helping to provide market data and resources in
  support of the growth of capacity and capability
• Additionally, the NBDO has been involved in
  several other initiatives to help identify new
  opportunities and/or available resources through
  several of the new Federal initiatives launched
  since January (ARRA)

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Environmental Scan North Central Region

• What the numbers mean Time to build capability
  and capacity
• June 2009 Unemployment rates in the NC Region
• Illinois 10.3
• Indiana 10.7
• Iowa 6.2
• Michigan 15.2
• Minnesota 8.4
• Ohio 11.1
• Wisconsin 9.0
• National Average 9.5

National Average Unemployment for persons with
disabilities? 15.1
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Environmental Scan North Central Region

• Significant State and Commercial Business Impacts
• Illinois State Budget Crunch
• Dramatic cuts to Social Services Budgets
• Reduced funding for many NPA organizations
• Ohio Budget Shortfall - 733M - 1.9B by mid 2010
• Auto industry issues impacting Michigan, Ohio,
  Indiana, etc

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Illinois Budget Cuts Example

• A suit was filed in Cook County Circuit Court
  June 2009 by Equip For Equality, Inc. in response
  to DHS' Division of Developmental Disabilities
  plan that will eliminate services to 30,000
  consumers, and DHS' Division of Mental Healths
  plan to eliminate access to services to 57,800
  individuals in need of mental health services
• Many of the individuals affected by the cuts have
  psychiatric, developmental and physical
  disabilities
• The suit claims the budget cuts violates the
  American with Disabilities Act, Medicaid Act, and
  Illinois law, and wants an injunction prohibiting
  the department heads from implementing the
  proposed reduction in services to disabled
  individuals
• NPAs having to turn away people who need
  services So what can be done?

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Other Cuts

• Minnesota has capped enrollment at current levels
  for a program that provides expanded health
  services and care coordination for people with
  disabilities
• Ohio plans to close two mental health facilities
• Michigan has capped or reduced funding for
  programs that serve people who have disabilities
• Data Source Center on Budget and Policy
  Priorities

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How we can Help NISHs ARRA Initiative

• American Recovery and Reinvestment Act NISHs
  Role
• To support our NPA community in understanding and
  accessing the resources available through the
  ARRA, NISH has launched an internal initiative to
  provide awareness, support, and assistance
  regarding the American Recovery and Reinvestment
  Act
• A dedicated resource has been assigned to
  monitoring all ARRA activity, as well as
  bi-monthly conference calls are held to share new
  information internally to help keep NISH staff
  informed on new aspects of the programs available
• NISH staff have created an ARRA manual The
  American Recovery and Reinvestment Act of 2009
  and Your CRP to assist NPAs in accessing the
  resources available to them (available on the
  NISH extranet)

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How we can Help NISHs ARRA Initiative

• Additional actions taken by NISH include
• Developed a brief best practices guide for NPAs
  that have custodial projects in GSA Federal
  buildings to assist them in accommodating and
  working with GSA/PBS during renovation and
  construction projects funded by ARRA money
• Collaborated with the CFP to include information
  about ARRA on their website
• Researched the ARRA funding that the various
  Federal Government Agencies/Departments are
  receiving and how this may affect the various
  AbilityOne lines of business and create potential
  employment opportunities.
• Researched and distributed to the NISH Regions
  construction projects for DOD and GSA/PBS by
  location and dollar amount of ARRA funding
• Presented at the NISH Training Conference Big
  Ideas event on how to use various resources to
  research ARRA opportunities for NPAs.

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How we can Help NISHs ARRA Initiative

• Additional ARRA resources and information can be
  found at
• http//www.recovery.gov
• http//www.recovery.org
• http//www.stimuluswatch.org/project/by_state
• http//www.grants.gov
• - So far, 12 NPAs have received grants through
  the ARRA for their organizations

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National Business Development Tools and Resources

• How we can help grow your business

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National Business Development Tools and
Resources for Growth

• Before we begin
• What is your organizations risk tolerance?
• While its easy to get excited about new business
  ventures, all NPAs need to be absolutely sure of
  their ability to handle the risk before launching
  any new line of business solution
• For every success story of a NPA entering a new
  business, there are just as many stories of NPAs
  who couldnt launch or maintain a new business
  venture
• NISHs goal as your BD resource is to provide you
  information and assistance to help you make an
  informed decision that mitigates risk as much as
  possible

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Considerations for Developing New Business

• Things to consider
• What internal supports do you have to develop a
  new line of business?
• What type of financing do you have to support a
  new initiative?
• How well does your organization handle risk?
• What is the market like in your area and what are
  the new trends for economic development?
• How well are your other business areas performing
  and if there are underperforming, how does that
  impact youre your organizations ability to
  support new ventures?

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Considerations for Developing New Business

• Focus on Capacity and Capability Development
• Once you identify a business line of interest
• Research market in your area
• Put together a draft business plan highlighting
  cost of operations and staffing needs
• Work with NISH Regional BD Staff and LOB Managers
  for support
• Get your Board approval to move forward
• Dont underestimate the time resources involved
• Enlist the help of a local business partner to
  reduce start up costs and tap into their expertise

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National Business Development Tools and
Resources for Growth

• What we provide to assist you in analyzing and
• launching new business ventures
• Dedicated line of business program managers with
  industry expertise
• Introductory training classes and webinars
  (Fleet, Contact Center Services) for strategic
  lines of business
• LOB specific industry studies
• Local market analysis (Laundry Services, Secure
  Document Destruction, etc)

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National Business Development Tools and
Resources for Growth

• What we provide to assist you in analyzing and
• launching new business ventures
• On-site technical support and assistance for new
  and existing contracts
• - LOB specific industry information and
  resource data (associations, out-side training
  events, conferences)
• In-depth technical training programs for building
  expertise (SDD boot camp, Laundry Services NAILM
  training series)
• Contract development support and assistance (cost
  and pricing assistance, SOW development,
  Technical and Quality plan development)

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National Business Development Tools and Resources
for Growth What you can do

• Let us know what new business lines your
  organization has had success with and would like
  to grow
• Attend our line of business training sessions at
  the NISH National Conference
• Participate in NISH surveys and let us know your
  thoughts on current and potential line of
  business initiatives

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Non-AbilityOne Business Line Update
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Non-AbilityOne Highlights

• Recent NISH Board Actions
• Expansion of NISH Board Policy 2.1
• Commercial Custodial Pilot
• Fee authorization for commercial/non-AbilityOne
  business development work
• Focus on growth of jobs for PWD
• NISH Board Chairman Jim Barone is focused on
  significant job growth targets for NISH in FY09
  and beyond

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Non-AbilityOne Business Development

• NISH continues to work on the development of an
  approach to Non-AbilityOne (commercial) business,
  reinforced by the recent Board approval/support
  for a commercial fee structure and initial pilot
  project
• Business Development Director Greg Braniff
  continues to work on developing relationships
  with commercial companies, as well as trying to
  incorporate a category for nonprofit agencies
  within the established categories for commercial
  supplier diversity

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Non-AbilityOne Business Development

• Key Activities and Highlights within
  Non-AbilityOne Business Development
• 5 major Federal Subcontract opportunities being
  development
• Total value of Federal Prime Contracts are over
  3.18B per year
• Relationship development to include NDAs,
  teaming agreements and possible MOUs with 8 key
  large Federal Contractors
• Development of the NPA to NPA Purchasing Portal
• Exploration of NPA Group purchasing solutions
• Completion of the first commercial custodial
  pilot and identification of a second pilot
  opportunity

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Non-AbilityOne Business Development New
Initiatives

• The National Business Development Organization
  launched a new Disability Awareness Consulting
  Services initiative in FY09
• One of NISHs first true commercial activities,
  this new initiative is focused on providing
  consulting and training support for disability
  awareness with commercial companies
• This is one of two new fee-based initiatives
  where NISH will be able to generate revenue
  outside of the AbilityOne program fee structure

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National Business Development Highlights
Disability Awareness Training and Consulting

• Two pilot projects in progress
• Providing services for free in partnership with
  national organizations to develop service and
  build brand
• This will allow us to obtain valuable feedback
  from customers and better develop a marketing
  plan and fee schedule
• Auntie Annes Pretzels
• Walgreens

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Open Discussion and Q A

• Thank you for your participation!
• Enjoy the rest of the 2009 North Central NCWC
• Rhett Linke Ryan Blackman
• Executive Director Senior Deputy Director
• National Business Development National Business
  Development
• 571-226-4672 847-789-8408
• rlinke_at_nish.org rblackman_at_nish.org