GTSC Annual Meeting 2014: BD Exchange

GTSC Annual Meeting 2014: Business Development Exchange

1. THE Government Technology & Services Coalition Success in the FEDERAL HOMELAND & National Security markets Business Development Exchange

2. Five Types of Meetings: Insight Mentoring CEO to CEO Roundtables Capacity Building Market Solutions Series services www.GTSCoalition.com

3. Drivers : Contracting Market=More competition for every deal Contract Consolidation: Eagle II, TABSS etc. requires teaming relationships to play if not a Prime; strong subs to win work if you are a Prime Strength in Numbers: Mid-tier to Mid-tier, Mid-Tier to small, & small to small relationships can create scale to better compete and pool limited and precious BD resources Push to Small B usiness: Mid-tiers need smalls more than ever with such a large percentage of work going small. Strategic Relationships: Strong interest in teaming relationships that are strategic and enduring…not transactional. Easier, cheaper and lower risk to go to market repeatedly with a small group of reliable partners Deal Sourcing: Cover more ground to find new deals and opportunities Business development exchange www.GTSCoalition.com

4. Accomplishments Building the Op-Tempo 4 meetings during 2014, solid core group of companies engaged Established capability exchange portal Establishing the strategy Established BD Exchange Steering Committee to provide guidance & strategic direction Tactical execution Conducting systematic deal analysis and discussions with an initial emphasis on DHS Formal teaming arrangements & associated pursuits are underway Business development exchange www.GTSCoalition.com

5. Looking Ahead to 2015 Filling capability gaps Looking to add companies that fill particular niches related to capability, markets and vehicles Going to market together more often Pro-actively identifying deals for joint pursuits before they happen Working to shape deals based on shared intel Leveraging the GTSC platform Creating awareness of credible firms with government buyers Shaping procurement strategies to the benefit of GTSC members Business development exchange www.GTSCoalition.com