Realizing Government Best Value through the Business Development Process

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RealizingGovernment Best Value through the
Business DevelopmentProcess

• Dale Norwood
• PFM ConsultingKeeping Customers First

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President Obama on Small Business

• Small businesses are the backbone of our
  economy. They are central to our identity as a
  nation.
• Small businesses create two out of every three
  jobs in this country. So our recovery depends on
  them. And if we want to keep America moving
  forward, we need to keep investing in our small
  businesses. This is, by the way, more important
  than just our economy

Remarks by the President on the Small Business
Jobs Initiatives, 28 July 2010
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Small Business Program Goals
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What is Best Value

• Best value the expected outcome of an
  acquisition that, in the Government's estimation,
  provides the greatest overall benefit in response
  to the requirement.
• FAR 1.102-1(b), Best value must be viewed from a
  broad perspective and is achieved by balancing
  the competing interests

So How Do We Achieve Best Value???
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Risk Cost
Key is to finding Balance!
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Business Development Allows Contractors to

• Understand at the Program/Project Level when
  potential RFP opportunities will occur and what
  the requirements are

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Whats in a Name

• Everybody knows
• Lockheed Martin
• Raytheon
• Boeing
• BAE Systems
• SAIC
• Northrop Grumman
• Johnson Controls

Have Requirements Knowledge
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Whats in a Name

• How many know
• Facchina Global Solutions
• SK Global Solutions
• Paladin Data Solutions
• Applied Technical Solutions
• WESMAR Electronics
• SSR Engineering
• 1,000 others

Need to Gain Requirements Knowledge
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Business Development/Capture Process
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RFP Notification
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RFP Notification

• Fed Biz Ops Typically 15-30 Days Notice
• What needs to be accomplished in 15-30 Days?
• Understand requirement
• Build Teaming Agreements
• Determine Cost for Deliverables
• Draft the Proposal
• Corporate Review of Draft
• Finalize Proposal
• Submit Proposal

Remember the Balancing Act?
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What can Contracting Officers Do?

• Enable Requirements Knowledge
• We have to meet

• Push Customer for Earlier Notification
• Pre-Solicitations?

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PFM Contact Information

• Dale Norwood
• PFM Consulting
• 360-731-9473 (mobile)
• dalenorwood_at_q.com
• dale.norwood_at_pfm-llc.us