Capture Management for Project Based Companies

April 23, 2013

Speakers

Jennifer EastmanOperations Manager, Business Development, URS

Jason DombrowskiURS

Rachel Miller Solutions Architect, Deltek

Agenda

The Capture Management Advantage Case Study: URS Q & A

Opportunity Focus with Capture Management

Managed pipeline Healthy pipeline – real

opportunities Focus on quality opportunities Invest in the right deals – “must

win” Increased win rate and revenue Accurate forecasting

More wins

Specific for project oriented environmentsSpecific for project oriented environments

360 View of the Customer

View Customer History and Enterprise Insight While Working Opportunities

Customer Focus with Capture Management

Enterprise collaboration between BD, Operations and Executive Management

Corporate messaging – targeted presentation Single message to the customer Identify and understand customer

requirements before RFP Strategy development before every

customer call No ad hoc calling to strategic

customers

“GovWin allows users to view and analyze multiple layers of information for decisive action”

“Total enterprise visibility”

Knowledge Repository –Are you here today?

Decentralized sources of information Can’t share opportunity, contract, contact or

customer data Sales and BD turnover every 1-2 years taking

history and strategy with them Lost contacts and opportunities

Spend most of your free time walking the halls or sorting through email to find key program opportunity intelligence

What was your strategy thelast time?

Who was your team? Lessons learned?

We can’t find information we need to make fast, smart business decisions:

Knowledge Repository with CM

Centralized knowledge base 24/7 access Share opportunity, contract, contact

or customer data Strategy and history are corporate

assets Spend time fine-tuning intelligence

and strategy not trying to find disparate data

“Integration with Costpoint allows us (BD) to manage Bid & Proposal (B&P) spending, its like my B&P checkbook”

“GovWin improves data visibility and efficiency across the enterprise”

04/18/2023

URS Federal Services (FS)BD Tools OverviewDeltek Webinar

Intro

2013 URS BD Tools & Processes - Deltek 10

| Company Confidential |

AnalysisData Sources

Other Corp. Systems

SharePoint

BD Toolbox

2013 URS BD Tools & Processes - Deltek

Vision 2.0 – FS(Regular & Mobile)

Contracts & Task Order

Business Capture Center

Group Sites Proposal Sites Support Sites Opportunity Workflow

FS Reports

Deltek CRM

AnalyticsDashboards

Contracts SP Sites

User Input

Vision 2.0 (EC / IE / Flint)

11

Combined Metrics Report (Corporate)

| Company Confidential |

Lifecycle

Opportunity ID’d (GovWin IQ, CaTO

FedBiz Ops, etc)

Opportunity Tracked (Vision &

Costpoint)

Proposal Managed (SharePoint)

Lessons Learned Saved (Vision &

SharePoint)

Analysis (Analytics, Metrics)

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| Company Confidential |

What we’re trying to achieve…

Empower Users Standardization Ease of Use

Embrace New Tech & Standards Expiration & Archiving

132013 URS BD Tools & Processes - Deltek

| Company Confidential |

Rollout? Timeline? Project Plan?

Phase 1

(Q3 12)

•Adapted modified version of Vision for FS and went live in July 2012•Installed MODI tool for PowerPoint extraction

Phase 2

(Q4 12)

• Upgraded to Version 7.0• Installed GovWin IQ import

Phase 3

(Q1/Q2 13)

• Incorporated Deltek Contracts and Task Order Database (CaTo)• Launched Deltek Analytics Package

Future

• Integration with Sharepoint, CostPoint• Implementing a mobile solution

142013 URS BD Tools & Processes - Deltek

| Company Confidential |

Lessons Learned

Sell executives early, often, &

regularly

Talk to your users, communication is

Key

Let your users know you’re on

their side

Don’t expect miracles – people will always do the

minimum

Turn data into information

Show your users value in the tools with BD process

152013 URS BD Tools & Processes - Deltek

Q & A

16

Deltek Road Tour

San Diego, CA - April 30 Colorado Springs, CO - May 2 Fort Worth, TX - May 7 Huntsville, AL - May 14 Tampa, FL - June 4 Philadelphia, PA - June 11 Boston, MA - June 13