Inexa Presentation[1]
- 2. What’s keeping you awake at night? Your last quarters’ earnings? The Administration Change? The size of your pipeline? Staffing issues? Business growth or profit margins? Some of all of the above!
- 3. The Perfect Storm is upon us. How will you sail through it? Societal Changes Ecological Forces Economic Cycles Government Agendas Technology Innovations Competitive Landscape Your Company
- 4. The INEXA group was founded on the principles of helping companies develop or energize their business growth strategy in the Federal marketplace. Many factors influence how organizations react to the marketplace. The INEXA group has developed a methodology that considers external and internal factors within a corporation to create an Enterprise approach to capturing new business.
- 5. The big picture of how we do it: Executing Strategy Services Why this market? How to win in this market? Growing profits? Creating Opportunities Federal Business Development Environmental Scanning Who to pursue and why? Where do you deploy valuable Marketing dollars Federal Capture Qualification Capture planning Teaming Competitiveness (Price to Win) Proposal development GrowFedSales Federal sales training. Closing more sales. Organic growth Creating Fed Channels Federal Products and Services
- 6. The Circle of Pain…how do you break it? P&L Strategic Plan Closable Pipeline
- 7. The INEXA Group plugs in at any point INEXA group services Strategy Services Fed BD group Execution of Strategy Fed Capture group Fed Proposal group Growing Federal Sales Vetting, hiring and training salespeople. Coaching for maximum revenue production. FedChannel Development group FedProduct & Services group FedFacilitators group
- 8. FedBD group “ What is the difference between Sales & BD?” There is a big difference that can have a huge impact on your revenue growth if you don’t have the right people and approach FedBD group will establish a methodology within your organization to develop business opportunities that play to your core competencies Provide experienced BD consultants to establish and qualify a pipeline of opportunities that your organization can pursue Use the Step Review process to vet all opportunities Provide feedback in assessing the current BD staff to increase opportunities to pursue
- 9. FedCapture group FedCapture has proven processes and methodologies that can help your organization win task orders or large complex, full and open competitions Our experienced team of Capture Managers work within the organization to drive the following efforts: Work with BD on qualification Establish teaming partners Establish Black Hats to determine weaknesses of the competition Determine the Price to Win
- 10. FedProposal group FedProposal group has experienced proposal managers trained in the Shipley method of developing responses to Federal requests for proposals (RFP) Support the Transition from Capture to Proposal Phase Lead all color review teams Hold off on writing until we know what we need to write Drive the writing process after outlines have been approved! Lead the production and delivery of the winning proposal response!
- 11. GrowFedSales™ group $66B+ in Public Sector Sales IT sales available in 2008 and you need to find and close every sale you can! You have hired sales people, paid for sales training and have a CRM and forecasting system in place. However, the sales people are not routinely and effectively closing sales or building a pipeline of qualified opportunities. Use a Federal Sales Coach™ early and often to increase your success rate Studies from the Corporate Executive Board show that salespeople and sales managers produce more revenue and experience fewer turnovers when their company uses and external Sales Coach
- 12. FedChannelDevelopment group The INEXA group has a large array of relationships with proven winners in the Federal market: System Integrators (mid and top tier) Women Owned Business (WOB) Service Disabled Veteran Owned Businesses (SDVOB) Small Disadvantaged Businesses (SDB) 8(a) certified These relationships are made available to all of our clients in pursuit of Federal marketplace opportunities
- 13. FedProduct & Services group Oblicore and Exalt Solutions are current product delivery clients we support to penetrate the Public Sector market Establish product and services on a GWAC ID/IQ and GSA schedules INEXA group works with several top tier distributors who can facilitate your government contracting, marketing, and delivery of services to your Federal customers. Drive lead generation
- 14. FedFacilitators group FedFacilitators group can help organizations who need to change to better compete in the Federal Marketplace What do these two words mean to you now: “Transition” and “Change”? Many times they equate to discomfort, uncertainty and resistance If you are responsible for initiating or leading any of the following, your initiative will have measurable success from the start by using FedFacilitators Executive career development Planning, coordinating, scheduling and executing virtual coaching sessions Planning and facilitating meeting, cluster training and teleconference training Training environment modernization
- 15. Summary INEXA group has a proven and adaptable set of services that can increase your revenues and profits whether you are just starting in the Federal marketplace or a multi-billion dollar system integrator. Our professional consultants have a deep understanding of the marketplace and are available to work with your organization to grow your top and bottom line!