From one Small Business to another

1
From one Small Business to anotherWhat weve
done andWhat weve Learned
2

• What weve done .

3
Business Development

• Relationship Building
• Federal Business Readiness Assessment
• Solution Validation
• Go-to-Market Planning
• Sales Channel Development
• Thought Leadership
• Account Planning
• Pipeline Development and Maintenance
• Pre-RFP Support
• Opportunity Analysis and Validation
• Strategic Recruiting

4
Capture Management

• Capture Plan Preparation
• Strategic Capture Recruiting
• Gap Analysis
• Competitive Analysis
• Teaming Strategy and Formation
• Call Plan Development
• Contract Vehicle Identification
• Win Themes Development
• Price-to-Win Analysis
• Bid Proposal Planning
• Red Team Preparation and Facilitation
• Final Contract Negotiation Support

5
Proposal Review Preparation

• Compliance Matrix Development
• Proposal Plan Development
• Proposal Writing
• Proposal Editing
• Graphics Support

6
Business Operations
7
Financial Operations
8

• What weve learned .

9
Via Growth through Acquisition

• Valuation difficult to ascertain or greatly
  over-valued
• Weak support structures
• Founders/Leaders working on the wrong things
• Business development weak always a goal, no
  concrete actions
• Little to no real pipeline
• Weak relationships close teammates not real
• Limited writing talent
• Limited past experience and relationships
• More discipline needed on follow-ups and
  opportunities
• Operating agreements non supportive/compliant
• Employment agreement liabilities

10
To operate successfully

• Teammates new, develop a network
• Contract vehicles
• Opportunities aggressive pipeline development
• Refresh/Build new qualifications
• Diversify enter new accounts
• Establish regular communications
• Develop budgets Annual, Quarter Monthly
• Get in the market conferences, visits,
  teammates, strategy sessions
• Actually write bid
• Drive valuation revenue, EBITDA, backlog,
  qualifications, pipeline, leadership

11
To operate successfully (Continued)

• Repair, strengthen relationships
• Reach out to big guys
• Pricing is critical
• Overhead and GA
• Cost control
• Accounts receivable
• Payment terms with customers and vendors
• Banking relationships
• Funding options
• Utilize ALL AVAILABLE RESOURCES
• SBA
• PTAC
• Etc.

12
Whatever road you choose to follow, allow
yourself plenty of time for exploring your
options and determining the best path for you to
follow.
13
Select Members of Our Team
Bob Luby Managing Director, True North Equities Former VP of IBM Global Business Services, in charge of the Public Sector Consulting Practice (1.18B in revenue) Retired Navy Captain (20 years) Naval Academy Graduate Robert.Luby_at_tru-nor.com
Brian Cairns Director, True North Equities Former Deputy Chief of Staff and Founding Member of the Department of Homeland Security (DHS) Former Director of DHS Business Development at IBM and SAIC Former Deputy Secretary at the Commonwealth of PA, Department of Community and Economic Development
Helen Thompson Director of Operations, True North Equities 30 years experience in operations management for complex healthcare, public and private sector organizations Former Operations Manager for IBMs 1,000-person Global Business Services Public Sector Consulting Practice Helen.Thompson_at_tru-nor.com