DB4 Consulting Corporate Overview
1 like310 views
DB4 Consulting, LLC provides support services for government contractors, offering expertise in areas such as pipeline management, strategic business development, and proposal support. With over 125 years of combined experience in government and contracting, the firm aims to help clients win contracts through a proprietary analysis method called 'the six c's.' Their approach emphasizes not only competitive bids but also effective management of resources and risk, ensuring tailored support to meet client needs.
DB4 Consulting Corporate Overview
- 1. Corporate Overview Consulting Services For Government Contractors February, 2011
- 2. How Are you Charting Your Course ? DB4 Consulting, LLC is a support organization dedicated to the needs of the government contractor. Combining years & years of government & vendor experience, we provide end to end support to firms that need to deliver world-class services to government clients, yet may not have the full time resources available to fill specific gaps.
- 3. Services Offered • Competitive Pipeline Management – CPM © • Strategic Business Development • Capture Management – Full Life Cycle Operation – Black Hats, Competitive Analysis, Bid / No-Bid Support – Our Process: Vetting “The Six C’s”© • Proposal Management & Support – Full support, from running it to writing it • Merger & Acquisition Integration Support – You know, the hard part – making it work afterwards
- 4. Value Added • 24 years in government, 16 years of contract management and industry experience • MBA trained, but schooled in hard knocks • Led teams on 18 major pursuits over 10 years, winning in excess of $ 1.2 Billion in awards • Mentored numerous successful small businesses • Competed in Full & Open arena (successfully) as an executive with two emerging 8(a)’s • Multiple consultant reach-back for additional support • PMI & ITIL trained, TS cleared, Incorporated & Insured
- 5. High Level View - BD Cycle Strategic Planning Pipeline Award, Development Implementation & Service Delivery Opportunity Identification Opportunity Proposal Qualification Development Bid / No-Bid Decision Capture Management
- 6. How Do We Qualify A Bid ? We review each opportunity in Credibility six specific areas (shown on the Capacity right) which we call Capability “The Six C’s”© Compelling This is our proprietary process of analyzing new business Champion opportunities to focus our Competition clients resources to winnable bids Copyright 2011 DB4 Consulting, LLC – All Rights Reserved, All Data Proprietary
- 7. Mind Your C’s Examples : Credibility Credibility is the ability of your firm to convince customers, prospective team members, and your own Capacity employees, that the bid you submit will be seriously evaluated by the customer. Capability You’ve heard this in other ways: “They didn’t have the chops for it” Compelling “We thought their bid lacked the gravitas we desired” “They’re too small to prime that job” Champion Capability refers to the actual job itself. Does it Competition require technical capabilities you don’t have? Does it require facilities, certifications, clearances, or other specialized differentiators that you need to acquire or team for? Does this job put your firm at risk in any way? These examples are a very, very small subset of the full process Copyright 2011 DB4 Consulting, LLC – All Rights Reserved, All Data Proprietary
- 8. Plans Transition How the “ 6 C’s “ Support the Plans Proposal Management Plan Credibility Customer Capacity Each Plan Provides Building Blocks For The Next Plan Capability Compelling Champion Customer Capture Management Plan Competition Outline Credibility Customer Compliance Matrix Business Development Capacity Plan Proposal Directive Capability Standard Terms Credibility Compelling Schedule Champion Customer Champion Customer Program Requirements Competition Competition Writer’s Packages Copyright 2011 DB4 Consulting, LLC – All Rights Reserved, All Data Proprietary
- 9. What’s A Pipeline ? For This Notional Case, Assume A Desire To Win $ 50 M In New Business This Year For A Small or Mid-Tier Firm (2 - 3 BDers, 1 Capture Manager, limited proposal resources…………… 12-18 Months 6-12 Months 3-6 Months 0-3 Months Identify Qualify Pursue Prepare Propose DELIVER WIN Proposal Management Capture Management Business Development $ 50 M $ 150 M $ 225 M Desired $ 350 M Pursue & Bids = Wins(dWin) $ 500 M Qualify = 1 ½ times Prepare = 1 ½ dWin X pWin Identify = 10 the number to times Bids times dWin Pursue Copyright 2011 DB4 Consulting, LLC – All Rights Reserved, All Data Proprietary
- 10. Components Of Growth Operations Business Development M&A Capture Supports All Phases GWACs / IDIQs & Schedules (Revenue) Add-ons @ 3-5% $ $ Backlog (Declines Over Time) (Time) Copyright 2011 DB4 Consulting, LLC – All Rights Reserved, All Data Proprietary
- 11. A Suggested Approach Adopt a graduated strategy to spending your B & P $$$ TIME CONSULTANT HOURS 100 % For A Specific Procurement: 75 % 25 % 0% Copyright 2011 DB4 Consulting, LLC – All Rights Reserved, All Data Proprietary
- 12. Summary • Government Business Specialists • 125 Years Of Gov’t & Integrator Experience • Focused Services • Flexible Pricing • Proven Performance • Expertise Delivered – Where You Need It – When You Need It – At The Right Price