How Technology Can Help Win Government Bids
Post on 08-Apr-2017
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S K I P B L A C K B U R N
C E O , B I T S O L U T I O N S , L L C
S E P T E M B E R 1 0 , 2 0 1 5
Technology &
Sales
Agenda
Introduction
Collaboration success
Tracking Information
Can you explain Predictive Analytics?
Comments / Questions
Introduction
Greybeard
Experience
20-30 years of direct experience in various environments
Small – Gestalt, Netcom
Medium – Sarcom, TCS
Large - Accenture, IBM, SAIC
1-year 2-years 30 days
Capture Executive
Federal Sales Management Cycle
Typical Capture Progress Stages
Account Manager
The Opportunity Process
Proposal Manager
Collaboration Success
Keep Capture Software up to date at all times! Painful, not helpful to ME, too much time, not intuitive, so why do it?
Executives are asked on a regular basis… When will these deals close? What is chance of winning? What have we done there lately? When can we expect revenue? How much revenue?
This month? This quarter? This year?
This information comes from three places Capture Executive Software reports Weekly meetings to review deals Updates from Capture Execs
Collaboration Success
Who else needs to be in the loop? Division Capture team
Knowledge is power
Best (Worst) team mates
Industry whispers
Contracts team
Need to know size of team for workload
NDA status
TA agreements, promises
SubK work allocations
Finance team
Budget requests
Status of usage
Additional requests or returns
Collaboration Success
So How do we collaborate properly? Call/Meet directly if significant events occur Good or Bad As a Capture Executive, you are the eyes and ears of the company. You
know more about your deals than anyone in the company. Everyone needs to know significant changes. There is only a limited amount of budget allocated for Account & Capture
Management activities Includes
• Your time • Technical SME’s time • Travel OOP
There are always more deals than money It’s bad business to spend money on deals you are not likely to win It’s bad for the Capture Execs reputation
It’s the Capture Execs job to determine, ASAP, what your likelihood will be on each deal
What technology?
Phone/Text home
Update the Capture Executive software
Meet with Management for informal updates
Updates during group meetings
Be honest during your Gate Reviews
Don’t oversell your Pwin
Tracking Information
Did you know?
Only 9% of underperforming teams/companies update sales information from a mobile device?
91% don’t communicate well and the capture suffers
Tracking Information
What should you track?
All data collected in single source
Call Plan
Deal info
Dates
Answers to questions
Gate Reviews
Documents, files, ‘Power Map’
Teaming progress & contract status
Competition knowledge SWOT
Budget information
Key Personnel details
Account Power Map
11
Executive Dir
Greg Garcia
Sr. Enlisted
MSG Lester Long
Deputy Exec Dir
JB Barthiaume
Business Admin
Cathy White
Brenda Todd
Enterprise Mgmt
Joel Cassell
Debra Bouslog
Operations
Maria Levesque
Dan Batelka
Ops Support Div
Cedric Jackson
Support Services
Bill Barber
Ops Projects
Glen Kreher
Asset Mgmt
Leland Price
Transport Div
James Busby
Customer Care
Kay Sclater
David Shaddrix
Engineering
Gerald Reed
George Krenik
Enterprise Info
Darren King
John Meditz
Chief Technology
Tom Sasala
Enterprise Eng
Eric Cole
Voice
Nina Kelly
Core Eng
Marina Ibrahim
Deputy CIO/G6
Mike Krieger
Tech Controls
Bill Cook
Executive Dir, Resource
Pgms
Gerry O’Keefe
Clash
SSB
SSB Stated SSB
Assumed SSB
Dir, Architecture
Integ. CIO/G6
Ron Bechtold
Had Discussions
0
1
2
3
4
Doesn’t like us
Good relationship
Don’t know yet
Have met once
Knows who we are
Eng Management
Ilsa Aymar
Application Eng
Maurice Pierce
Rising Power
4
4
4
4 4
3
3
3
2 1
1
1
2
1
1
Network
Maurice Sutton
Video
Katrina Cummings
2
Tracking Information
How do you track all this information now? Emails Excel PPT Notebook C-drive folders, folders, folders In your head!
What software systems do you use? Excel – Single User PowerPoint – Single User Deltek – CRM only Octant – CRM only Pipelinedeals – CRM only Pipedrive – CRM only SalesForce – Custom $$’s Oracle – Custom $$’s Dynamics – Custom $$’s CaptureExec – Executive, Collaborative, Interactive
Tracking Information
What kind of Software do Capture Executives need/want?
Capture Executives
Collects the all right data
Measures how I am progressing on every deal
Tells me WHAT questions to ask and WHEN
Automates reporting and internal Gate reviews
Keeps data at my fingertips
Reminds me to update information
Easy to use
Tracking Information
What kind of Software do Executives need/want?
Management
Measures Activity/Productivity of Capture/Account Mgrs
Helps decide opportunities NOT to continue with
Manages accumulation of knowledge
Manages documents, information, process
Automates manual tasks for sales team
ISO-like repeatable process for new sales people
Transparent for all activities
Helps manage my business
Grades each Capture so I know what deals are working
Predictive Analytics
What is Predictive Analytics?
Data mining to display trends in the past to predict the future
A Management tool to help miss holes and scale mountains
It Helps project Sales information into correct forecasts It’s all about using technology to better run your business
Whether you are a public company managing the Street on a 90-day cycle or a Small Business owner hiring new employees
Predictive Analytics
Predictive analytics can help improve sales
Focused Opportunity Management
Focus on opportunities most likely to close
More Accurate Forecasts
Executives deliver more accurate forecasts
Next Best Action
Prediction of successful outcomes to recommend next best action
Close
So, what should you do?
Use technology to keep everyone updated
Use Phones and Tablets
Use Software that tracks ALL your needs easily
Attend meetings in person or remotely
Make certain Management is always kept updated
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