content proprietary to waypoint© 2008 waypoint waypoint overview

15
Content Proprietary to Waypoint © 2008 Waypoint Waypoint Overview C HARTED R EVENUE G ROW TH

Upload: dennis-hancock

Post on 27-Dec-2015

234 views

Category:

Documents


2 download

TRANSCRIPT

Page 1: Content Proprietary to Waypoint© 2008 Waypoint Waypoint Overview

Content Proprietary to Waypoint© 2008 Waypoint

Waypoint Overview

CHARTED REVENUE GROWTH™

Page 2: Content Proprietary to Waypoint© 2008 Waypoint Waypoint Overview

Content Proprietary to Waypoint© 2008 Waypoint Pg. 2

Waypoint Understands the Depth of Business Capture

Perceived Challenge

Actual Challenge

The Business Capture Challenge

Page 3: Content Proprietary to Waypoint© 2008 Waypoint Waypoint Overview

Content Proprietary to Waypoint© 2008 Waypoint Pg. 3

Waypoint Overview

Waypoint brings an end-to-end, unifying approach to theactivities that drive top-line revenue; grounded in a businessphilosophy that continuity and integration of people andprocess (IP), enabled by technology, materially increase ROIon B&P spending and probability of win.

Waypoint Solutions: Market Assessment & Strategy Portfolio & Pipeline Optimization Capture & Proposal Leadership

Charted Revenue Growth™

Page 4: Content Proprietary to Waypoint© 2008 Waypoint Waypoint Overview

Content Proprietary to Waypoint© 2008 Waypoint Pg. 4

The Waypoint Course™

The lifecycle of complex, competitive procurements

Need Definition ProcurementConcept Start-up SystemDesign & Development

BUYER CUSTOMER

SELLER CONTRACTOR

Design Develop Produce/Deliver SupportMarketing Strategy Proposal Contract

FeasibilityStudy

RequirementsFunding RFP Contract

ProjectKick-o ff

Stage 1Review(CDR)

Stage 2Review(PDR)

Stage NReviewM

A

RKET

PR

OGRAM

CYC

LE

S

Award

Pre-Award Post-Award

Need Definition ProcurementConcept Start-up SystemDesign & Development

BUYER CUSTOMER

SELLER CONTRACTOR

Design Develop Produce/Deliver SupportMarketing Strategy Proposal Contract

FeasibilityStudy

RequirementsFunding RFP Contract

ProjectKick-o ff

Stage 1Review(CDR)

Stage 2Review(PDR)

Stage NReviewM

A

RKET

PR

OGRAM

CYC

LE

S

Award

Pre-Award Post-Award

Outcomes-based approach methodology

Waypoint’s hands-on pre-award business services create revenue growth for clients selling into the Federal, State & Local government, and commercial markets where new business is won through a structured, competitive procurement process.

Enterprise-wide, life cycle focus Full system accountabilityAlignment of resources to outcomes

Page 5: Content Proprietary to Waypoint© 2008 Waypoint Waypoint Overview

Content Proprietary to Waypoint© 2008 Waypoint Pg. 5

Waypoint’s Qualifications

Domain business capture & program management experience Federal DoD - Army, Navy, Air Force, Marines, DLA Federal Civil - DHS, DOJ, DISA, FEMA State & Local - Welfare, Justice & Public Safety, Tax & Revenue, and GA Commercial – Aerospace, Telecom, Healthcare, Life Sciences, Finance

Participated in hundreds of winning large business capture and proposal response efforts over the past 25 years

DHS - US VISIT DLA - Business Systems Modernization DHS – EAGLE State of IL - Unemployment Insurance System Modernization

Deep knowledge of the buyer and their needs across multiple horizontal competencies

IT software & hardwareSystems Integration & trainingProcess improvement & automation

Outsourcing and Operations & Maintenance Commercial & Military hardwareManufacturing

Page 6: Content Proprietary to Waypoint© 2008 Waypoint Waypoint Overview

Content Proprietary to Waypoint© 2008 Waypoint Pg. 6

Waypoint’s Seller Solution Process

Integration of Win/Loss and Lessons Learned To Deliver Repeatable Results

Technology Enabled Data Refinement intoActionable Intelligence to Drive Strategy

MarketAssessment

MarketSegmentation

PortfolioOptimization

Bid/No-bidAnalysis

InvestmentDecisions

PipelineOptimization

BusinessCapture

ProposalDevelopment

ContractAward

Page 7: Content Proprietary to Waypoint© 2008 Waypoint Waypoint Overview

Content Proprietary to Waypoint© 2008 Waypoint Pg. 7

Seller Solutions

Need Definition ProcurementConcept

MarketStrategy

Selling/Shaping

CompetitiveReview

QualifyLeads Targets Bid/

No-bidNegotiations/

BAFOProposalStrategy

ProposalManagement Orals

InfoGathering

FeasibilityStudy

Architect/Requirements

AcquisitionStrategy

DraftRFP

RFP/ITB Evaluations NegotiationsDown-

selectFundingMARKET

Award

Portfolio & Pipeline Optimization

Capture Planning & Proposal Leadership

Market Assessment & Strategy

Page 8: Content Proprietary to Waypoint© 2008 Waypoint Waypoint Overview

Content Proprietary to Waypoint© 2008 Waypoint Pg. 8

Market Assessment & Strategy

Data to Intelligence Solution Components

Market Assessment Product/Solution Strategy Pricing Strategy Corporate Communications Strategy Enterprise Performance/Capability Assessment

Value Delivered Confirmation of market needs (solutions developed to solve real

problems) Solution strategy aligned to market needs Mitigation of enterprise delivery success barriers Synchronized brand, marketing/communications, and public

relations plans Better utilization of Market Phase investments = Higher ROI

Page 9: Content Proprietary to Waypoint© 2008 Waypoint Waypoint Overview

Content Proprietary to Waypoint© 2008 Waypoint Pg. 9

Market Assessment & Strategy Process

Market Process GovernanceManagement and Quality Assurance

Macro(Industry & Function)

Market Assessment & Segmentation

Market Segment Trends & Drivers

Analysis

Product/Solution

Gap AnalysisM

Total AddressableMarket (TAM) Dataset

Specific AddressableMarket (SAM) DatasetResearch Data

Qualify Market Quantify Market

Repurpose Or Rebuild Product/ Solution

Decisions

Solution InvestmentAnalysis & Priority

Market InvestmentAnalysis & Priority

Rebuild

Repurpose

Fiscal Year Plans

Target Clients

Target Opportunities

InvestmentReview &Approval

FundingPlans

Prioritize & Fund

Ops Data

Mkt Data

M

Page 10: Content Proprietary to Waypoint© 2008 Waypoint Waypoint Overview

Content Proprietary to Waypoint© 2008 Waypoint Pg. 10

Portfolio & Pipeline Optimization

Opportunities to Targets Solution Components

Business Capture Assessment Client & Program Opportunity Strategy Opportunity Pipeline Leadership (programs) Sales Strategy Competitive Intelligence Analysis and Review Bid/No-Bid Decision Support Targeted Opportunity Strategy

Value Delivered Improved use of sales and business development resources (focus on the right

opportunities and clients Higher conversion rate of opportunities to Capture Phase Consistent use of corporate brand in client-facing activities and Win Strategies Improved sales and business development capabilities: people, processes, tools

and budgets Early elimination of low win-probability pursuits Higher quality of targeted pursuits = Higher ROI

WIN

Page 11: Content Proprietary to Waypoint© 2008 Waypoint Waypoint Overview

Content Proprietary to Waypoint© 2008 Waypoint Pg. 11

Portfolio & Pipeline Optimization Process

Portfolio Process GovernanceManagement and Quality Assurance

M

Win/Loss DataTarget Clients

Target Opportunities

Portfolio Planning

FundingPlans

Ops Data

Mkt Data

C

Portfolio Segmentation

Analysis

Client Relationship Management

MARCOM Effort

Contact Mgmt

Competitive IntelM

Event

Dri

ven

Pursuit Readiness Assessment

Pursuit Planning

Opportunity Capture Strategy

DevelopmentBid / No-Bid Analysis

RFISOW

BH

Ops Data

No-Bid Bid

Page 12: Content Proprietary to Waypoint© 2008 Waypoint Waypoint Overview

Content Proprietary to Waypoint© 2008 Waypoint Pg. 12

Capture Planning &Proposal Development Leadership

Targets to Awards Solution Components

Win Strategy Validation Proposal Development Leadership Price To Win Leadership Color Team Reviews Post Delivery (of proposal) Activities

Value Delivered Higher win rate Improved use of capture/proposal resources Early and ongoing detection of strategy misalignments Improved execution readiness Improved alignment of pricing decisions with customer and market

factors Improved proposal team morale and productivity Highest proposal quality for dollars invested = Higher ROI

Page 13: Content Proprietary to Waypoint© 2008 Waypoint Waypoint Overview

Content Proprietary to Waypoint© 2008 Waypoint Pg. 13

Capture Solution Process

Management and Quality AssurancePrice-To-Win (PTW) Support

Capture Process Governance

Capture Planning

Win Strategy

Validation

Proposal Outline

Content Plan

TemplateDRFP

Proposal Baselines Development

CP

Authors Arrive

Content Plan

PrototypeC

Proposal Baselines Development

RFP

Draft FinalGT

BT

Win/ Loss

End Game

Orals, ENs & BAFO

YTRT

Page 14: Content Proprietary to Waypoint© 2008 Waypoint Waypoint Overview

Content Proprietary to Waypoint© 2008 Waypoint Pg. 14

What Makes Waypoint Unique

Client serving professionals with deep experience in the client’s industry

An intense focus on the client’s success for the full life cycle of the target programs

Solutions that are contemporary, integrated and automatedSupported By Northern Virginia Solution CenterTechnology Enabled Virtual Capture/Proposal

Teams An internal culture focused on success, openness

and uncompromising integrity Attentiveness to the cultural and business needs of

our clients

Page 15: Content Proprietary to Waypoint© 2008 Waypoint Waypoint Overview

Content Proprietary to Waypoint© 2008 Waypoint Pg. 15

Why Choose Waypoint

Our Solution addresses full range of business capture activities We built our solution using industry best practices

Augmented by decades of business capture, proposal development, evaluation, delivery execution experience

We reduce proposal author “blank paper panic” Provide templates, tools, workflows, and job aids for proposal staff Solution Center support for peaks & valleys

We support remote as well as on-site proposal

contributors and reviewers Waypoint delivers:

Qualified, experienced people focused on winning Increased business capture efficiency Higher opportunity win rates Top-line revenue growth