Washington Defense Corporation Formal Business Proposal 11.23.16

By: Serena Washington, MSM, PhD(c)11/23/2016

ManTech Proprietary

Joint Service Army Aviation Officer – Military Intelligence J2Federal Business Development, Capture Manager, MSMBusiness Consulting Psychologist, PhD Candidate

Serena Washington

Outline

Executive Summary Mission Statement Services The Opportunity Corporate Capabilities & KSA’s History of Successful Ventures Value Add Federal Agency Relationships Marketing Plan Ethics in Action Summary

Core Strengths and Competencies Business Development at Top SI Firms Entrepreneur, Book of Business, Federal Expert 15+ years experience in DOD (8 years Defense

Contractor in Sales roles) Army Aviation/ MI Background/ Air Force Support Top Secret/ SCI Washington DC footprint $1B Wins over career Shipley Standardized Best Practices Seasoned Staff Officer, 15C35, MI Aviator, J2 + J3

4

Executive Summary

Mission Statement: To increase brand awareness, cultivate new clients, drive innovative people to your workforce while diversifying revenue streams in order to gain market share in the high end technology services industries to include IT Infrastructure, Systems Engineering, Systems Integration, Software, Cyber & Mission Support, Test and Evaluation, Sustainment & Modernization.

Business Philosophy: Diversify. Diversification of Client Base Reduces Risk over time.

5

Mission Statement

Think of Serena For…

Partnership

Services Value Hierarchy

Managed Services Consulting (Outsourcing)

Federal Business Development (Contracting/Sub-contracting with Federal or State Agencies)

I/O

What is the Service? Staff Augmentation & Recruiting, Business Development (Sales), Capture, Proposal, Acquisition Management Services in Federal Industry acquiring contracts for IT Managed Services, Logistics, Cyber & Mission Support, Program Management, IV&V, Sustainment & Modernization, and Acquisitions.

Direct placement, Contract to Hire, Hourly Services, Time and Materials, Firm Fixed Price (Award Fee), Cost Reimbursement (Cost-Plus), IDIQ, Task Orders, JV

Prime Teaming Arrangements/ Strategy/ Win Theme Development/ Customer Relationship Building

End to End Sales Process Management/ Acquisition Lifecycle Process Improvement

8

Opportunity

Strategic Market Analysis Proposal Development and Win Theme Strategies Business Development Support, Pursuit Prioritization,

and Pipeline Management Capture Management & Strategy Execution Teaming Agreements & Competitive Intelligence Price-To-Win, Cost Estimating Customer Understanding Enhancement Revenue Generation Management Transaction / Contract Management Mergers and Acquisitions Support

9

Core Capabilities

Aviation Sustainment, Modernization, Weapons, Sensors

Training, Development & Simulation Program Management, Optimization, IV&V Systems Engineering, Integration, Cyber, Software Integrated Trade & Supply Chain Management Intelligence Analysis & Support Security Advisory & Management Services Counterdrug, Counter-Narcoterrorism, Counter-

Terrorism Homeland Security, Defense, Irregular Warfare

10

Knowledge Skills and Abilities

11

The Business Development Life Cycle

Build Relationships

and Grow Business

Value Add = Consultative Sales Approach

Securing Clients = Consultative Process

ClientConsultant

13

Opportunity Capture Planning

Value Add = Shipley Certified

Capturing Business – Strategies for positioning with customers on major programs and pursuits

Managing Proposals – Methods and tools for managing complex, strategic proposal efforts

Writing Proposals – Best practices for developing win strategies and themes, creating compelling content, and applying customer focused language

Business Management Areas: Decision Gates and Reviews Winning Executive Summaries Pricing to Win Winning with Task Orders Positioning to Win (Sales Effectiveness) Winning Sales Writing

15

Large Capture Team Structure

16

Small Capture Team Structure

Value Add = Capture Management

Value Add = Increase ROI

19

Value Proposition

Driving the opportunity plan into a progressive favored position while increasing probability of win creates a platform of business continuity, desired level of interaction with key stakeholders, and capturing new business in order to increase ROI and market share through a formalized proven system of successful wins.

Why is this now an opportunity? Teammate is too narrow in customer base. Becoming increasingly diverse in customer base is a priority.

What is the business concept that will address this need or take advantage of the opportunity? Exceptional Proposal Craft, Win Theme Development, and Articulation of Value Proposition to New Customers, Enhancing Understanding of Portfolio into New Federal Markets by bidding on Federal contracts in a Prime, Sub or JV role, while sustaining fixed income by preserving customers through relationship enhancement, cost savings, and prototyping of new services.

Is the market large and growing? Large and growing

20

Opportunity

21

Federal Agency Relationships

22 Value Add = Teaming Tactics Techniques Procedures

Competitive Intelligence

Reach Information Officers, Executives, COTRs Secure new clients through face to face sales

presentations, referrals and Industry Events Use Existing Relationships, Professional Groups

and outlets to meet New Government Officials Market Vision and Expertise in Social Media, the

web, panel discussions, trade-shows, brand management strategies, newsletters

Focused Marketing Campaigns

23

Serena’s 1st Year Marketing Plan

Integrity – You can rely upon my advice Communication – Timely and unbiased Customer Care – I value your clients Results – I strive to achieve superior results in

every situation Connections – I know the right people Shared Values – Corporate culture & values to be

preserved and cultivated Honesty – Truth in Business

24

Ethics in Action

Drives new business growth 10% - 15% annually Captures $100M+ with Proven Track Record US Army + DOD + Intel + Aviation + Weapons Best Practices, Agile and Adaptable Identifies New Markets to compete in, capture

management, proposal management, customer relationship management, transaction management

Develops Win themes, Bookings Goals & Metrics Writes Winning Proposals, Technical & Pricing Clarifies capture priorities and principles Large Business Acquisition Process (BAP) Expert

25

Summary

26

Contact

Serena WashingtonBusiness Development Consultant

[email protected]