Content Proprietary to Waypoint © 2008 Waypoint Waypoint Overview C HARTED R EVENUE G ROW TH ™
Content Proprietary to Waypoint© 2008 Waypoint
Waypoint Overview
CHARTED REVENUE GROWTH™
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Waypoint Understands the Depth of Business Capture
Perceived Challenge
Actual Challenge
The Business Capture Challenge
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Waypoint Overview
Waypoint brings an end-to-end, unifying approach to theactivities that drive top-line revenue; grounded in a businessphilosophy that continuity and integration of people andprocess (IP), enabled by technology, materially increase ROIon B&P spending and probability of win.
Waypoint Solutions: Market Assessment & Strategy Portfolio & Pipeline Optimization Capture & Proposal Leadership
Charted Revenue Growth™
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The Waypoint Course™
The lifecycle of complex, competitive procurements
Need Definition ProcurementConcept Start-up SystemDesign & Development
BUYER CUSTOMER
SELLER CONTRACTOR
Design Develop Produce/Deliver SupportMarketing Strategy Proposal Contract
FeasibilityStudy
RequirementsFunding RFP Contract
ProjectKick-o ff
Stage 1Review(CDR)
Stage 2Review(PDR)
Stage NReviewM
A
RKET
PR
OGRAM
CYC
LE
S
Award
Pre-Award Post-Award
Need Definition ProcurementConcept Start-up SystemDesign & Development
BUYER CUSTOMER
SELLER CONTRACTOR
Design Develop Produce/Deliver SupportMarketing Strategy Proposal Contract
FeasibilityStudy
RequirementsFunding RFP Contract
ProjectKick-o ff
Stage 1Review(CDR)
Stage 2Review(PDR)
Stage NReviewM
A
RKET
PR
OGRAM
CYC
LE
S
Award
Pre-Award Post-Award
Outcomes-based approach methodology
Waypoint’s hands-on pre-award business services create revenue growth for clients selling into the Federal, State & Local government, and commercial markets where new business is won through a structured, competitive procurement process.
Enterprise-wide, life cycle focus Full system accountabilityAlignment of resources to outcomes
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Waypoint’s Qualifications
Domain business capture & program management experience Federal DoD - Army, Navy, Air Force, Marines, DLA Federal Civil - DHS, DOJ, DISA, FEMA State & Local - Welfare, Justice & Public Safety, Tax & Revenue, and GA Commercial – Aerospace, Telecom, Healthcare, Life Sciences, Finance
Participated in hundreds of winning large business capture and proposal response efforts over the past 25 years
DHS - US VISIT DLA - Business Systems Modernization DHS – EAGLE State of IL - Unemployment Insurance System Modernization
Deep knowledge of the buyer and their needs across multiple horizontal competencies
IT software & hardwareSystems Integration & trainingProcess improvement & automation
Outsourcing and Operations & Maintenance Commercial & Military hardwareManufacturing
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Waypoint’s Seller Solution Process
Integration of Win/Loss and Lessons Learned To Deliver Repeatable Results
Technology Enabled Data Refinement intoActionable Intelligence to Drive Strategy
MarketAssessment
MarketSegmentation
PortfolioOptimization
Bid/No-bidAnalysis
InvestmentDecisions
PipelineOptimization
BusinessCapture
ProposalDevelopment
ContractAward
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Seller Solutions
Need Definition ProcurementConcept
MarketStrategy
Selling/Shaping
CompetitiveReview
QualifyLeads Targets Bid/
No-bidNegotiations/
BAFOProposalStrategy
ProposalManagement Orals
InfoGathering
FeasibilityStudy
Architect/Requirements
AcquisitionStrategy
DraftRFP
RFP/ITB Evaluations NegotiationsDown-
selectFundingMARKET
Award
Portfolio & Pipeline Optimization
Capture Planning & Proposal Leadership
Market Assessment & Strategy
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Market Assessment & Strategy
Data to Intelligence Solution Components
Market Assessment Product/Solution Strategy Pricing Strategy Corporate Communications Strategy Enterprise Performance/Capability Assessment
Value Delivered Confirmation of market needs (solutions developed to solve real
problems) Solution strategy aligned to market needs Mitigation of enterprise delivery success barriers Synchronized brand, marketing/communications, and public
relations plans Better utilization of Market Phase investments = Higher ROI
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Market Assessment & Strategy Process
Market Process GovernanceManagement and Quality Assurance
Macro(Industry & Function)
Market Assessment & Segmentation
Market Segment Trends & Drivers
Analysis
Product/Solution
Gap AnalysisM
Total AddressableMarket (TAM) Dataset
Specific AddressableMarket (SAM) DatasetResearch Data
Qualify Market Quantify Market
Repurpose Or Rebuild Product/ Solution
Decisions
Solution InvestmentAnalysis & Priority
Market InvestmentAnalysis & Priority
Rebuild
Repurpose
Fiscal Year Plans
Target Clients
Target Opportunities
InvestmentReview &Approval
FundingPlans
Prioritize & Fund
Ops Data
Mkt Data
M
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Portfolio & Pipeline Optimization
Opportunities to Targets Solution Components
Business Capture Assessment Client & Program Opportunity Strategy Opportunity Pipeline Leadership (programs) Sales Strategy Competitive Intelligence Analysis and Review Bid/No-Bid Decision Support Targeted Opportunity Strategy
Value Delivered Improved use of sales and business development resources (focus on the right
opportunities and clients Higher conversion rate of opportunities to Capture Phase Consistent use of corporate brand in client-facing activities and Win Strategies Improved sales and business development capabilities: people, processes, tools
and budgets Early elimination of low win-probability pursuits Higher quality of targeted pursuits = Higher ROI
WIN
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Portfolio & Pipeline Optimization Process
Portfolio Process GovernanceManagement and Quality Assurance
M
Win/Loss DataTarget Clients
Target Opportunities
Portfolio Planning
FundingPlans
Ops Data
Mkt Data
C
Portfolio Segmentation
Analysis
Client Relationship Management
MARCOM Effort
Contact Mgmt
Competitive IntelM
Event
Dri
ven
Pursuit Readiness Assessment
Pursuit Planning
Opportunity Capture Strategy
DevelopmentBid / No-Bid Analysis
RFISOW
BH
Ops Data
No-Bid Bid
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Capture Planning &Proposal Development Leadership
Targets to Awards Solution Components
Win Strategy Validation Proposal Development Leadership Price To Win Leadership Color Team Reviews Post Delivery (of proposal) Activities
Value Delivered Higher win rate Improved use of capture/proposal resources Early and ongoing detection of strategy misalignments Improved execution readiness Improved alignment of pricing decisions with customer and market
factors Improved proposal team morale and productivity Highest proposal quality for dollars invested = Higher ROI
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Capture Solution Process
Management and Quality AssurancePrice-To-Win (PTW) Support
Capture Process Governance
Capture Planning
Win Strategy
Validation
Proposal Outline
Content Plan
TemplateDRFP
Proposal Baselines Development
CP
Authors Arrive
Content Plan
PrototypeC
Proposal Baselines Development
RFP
Draft FinalGT
BT
Win/ Loss
End Game
Orals, ENs & BAFO
YTRT
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What Makes Waypoint Unique
Client serving professionals with deep experience in the client’s industry
An intense focus on the client’s success for the full life cycle of the target programs
Solutions that are contemporary, integrated and automatedSupported By Northern Virginia Solution CenterTechnology Enabled Virtual Capture/Proposal
Teams An internal culture focused on success, openness
and uncompromising integrity Attentiveness to the cultural and business needs of
our clients
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Why Choose Waypoint
Our Solution addresses full range of business capture activities We built our solution using industry best practices
Augmented by decades of business capture, proposal development, evaluation, delivery execution experience
We reduce proposal author “blank paper panic” Provide templates, tools, workflows, and job aids for proposal staff Solution Center support for peaks & valleys
We support remote as well as on-site proposal
contributors and reviewers Waypoint delivers:
Qualified, experienced people focused on winning Increased business capture efficiency Higher opportunity win rates Top-line revenue growth