spot the best opportunities with an affinity score-card
DESCRIPTION
Get your free 21 Day VisibleThread Free Trial - http://www.visiblethread.com/products/evaluate/ Britt Bochiardy & Jim Creutz, FIT Systems with Fergal McGovern, CEO, VisibleThread. In this presentation, we'll be looking into Business Justification, the process and how it all works. You'll be able to find out how much time is saved, how stakeholder visibilty and continous process indicators are improved. We can also find out how VisibleThread can help 'Post Process' in compliance matrix creation, document structure validation and more. So, what do we do? VisibleThread develops document analysis software that identifies complex and non-transparent language in documents. The software cuts many hours from the proposal review process and increases pWin. You can use it to support color-team reviews. It scans MS Office and PDF docs for liability concerns, aligns consistent language across proposal documents, and provides oversight throughout proposal development. Our major customers are many of the top 100 federal contractors, as well as small businesses.TRANSCRIPT
Britt Bochiardy & Jim Creutz, FIT Systems
With:
Fergal McGovern, CEO, VisibleThread
Spot the Best Opportunities with anAffinity Scorecard
Today’s Agenda
Part 1: Business Intro - Britt Bochiardy– Business Justification
– 5 minutes
Part 2: How it works – Jim Creutz– The process & how it all works
– 40 minutes
Q & A
Business Benefits1. The challenges of many Small and Medium Businesses:
• How to maximize limited time and resources• Changing environment• Getting to a Smart Decision that is not driven by
Ego• Capability Gap Analysis
2. Must determine quickly whether to Prime, Team or “No-Bid”• Affinity Scorecard process allows us to determine
quickly which opportunities to focus on3. Simply put, it saves us time by objectively indicating
which ones NOT to develop a capture strategy for…• Works for Task Order Responses & Proposals
The process
How it worksSet up
• Pick a set of “indicators” to capture our core competencies. • Assign weights to each indicator and save in Affinity Scorecard
“Weights” sheet. • Create a VisibleThread Concept Scan Reference Practice with those
indicators.
For each opportunity• Upload the acquisition documents (RFI, SOW, PWS, etc.) to a VT
Document Set and Run Visible Thread concept scan.• Download the results file (as a .csv)• Put the results into the Affinity Scorecard Sheet• Interpret the results• Dig deeper into the opportunity or skip it!
Some Definitions
Definitions: Categories
• A “Category” is a set of “Indicators”• We picked three:• Business Attributes: key characteristics typically appearing
in our market space• Experience: our past and current programs and customer-
centric catch phrases• Technical: core technical strengths and technologies that
define us
Definitions: Indicators
• “Indicator” is specific word or phrase of interest to us. • “Attractor identifiers”
items drawing us to an opportunity (Small Business, SDVOSB, etc.)• “Detractor identifiers”
items that might be a challenge us alone (high level clearances, cost plus, etc.)
• Attractors have positive weights (1-5), detractors have negative weights ( -1 to -5)
• We’ve picked 125 Indicators in three categories as our baseline.
Set up
Indicator List Example (abridged)Category Indicator Weight Category Indicator Weight Category Indicator Weight
Business Attributes 541511 2 Experience Austin Automation Center 1 Technical application development 1Business Attributes 541512 2 Experience Benefits Delivery Network 1 Technical architecture 1Business Attributes 541513 2 Experience C&P 1 Technical tracking system 1Business Attributes 541519 2 Experience Compensation Pension 1 Technical automated scripting 1Business Attributes 8(a) 5 Experience FASS 1 Technical automated testing 1Business Attributes CAGE 1 Experience ORM 1 Technical batch testing 1Business Attributes disadvantaged business 1 Experience Shared Corporate Database 1 Technical BMC ProactiveNet 1Business Attributes DUNS 5 Experience VAA tools 1 Technical Borland 1Business Attributes Facility Clearance -2 Experience VACO 5 Technical BUSINESS ANALYSIS 1
Business Attributes FFP 2 Experience VBA 5 Technical business process 1Business Attributes FL Manage Services 1 Experience VBA Applications 5 Technical Capacity Planning 1Business Attributes ISO 1 Experience VBA Corporate 5 Technical ClearQuest 1Business Attributes Minority Business 1 Experience Vet. Benefits Administration 5 Technical CM 1Business Attributes SBA 1 Experience VETSNET 1 Technical Code Generators 1Business Attributes SDVOSB 1 Experience VR&E 1 Technical configuration management 1Business Attributes SEAPORTe 1 Technical custom tools 3
Technical Independent Verification 1Technical IT services 1Technical IV&V 1Technical JAVA EE 1Technical knowledge management 1Technical maintainability 1Technical metrics development 5Technical OLTP 3Technical Oracle Data Base 5Technical PERFORMANCE testing 1Technical PMAS 1Technical Project Management 1Technical QA 1Technical testing schedule 2Technical training 1Technical Transaction Processing 1
Step 1. Creating the Concept ListVT screen shot
VT Concept Scan Reference Practice (abridged)
For each opportunity
Get the documents, upload to VT folder
Get the documents: Sources
• Deltek GovWinIQ• FBO (www.FedBizOpps.gov)• State and Municipality Sites• GSA • Your favourite location
Run VT Concept Scan. Export ‘concept tracking.csv’
Run the VT Concept Scan, export results
Examine Charts and Metrics
Pursue, Team or No-Bid?
Some examples (from last 4 weeks)
The Process: MetricsMetrics PROGRAM NAME S32Gtotal indicator hits (S) 404
Indicators scanned (N) 125
attractors found (wi>0) 29
detractors found (w=i<0) 1
Weighted score attractor frequency 511
Weighted score detractor frequency -4
Max indicator frequency 95
Indicator with max freq. documentation
Average Frequency 13.5
VisibleThread Concept List Y:\S32G\S32G_Concept Tracking.csv
Number of words 1525
Weight File used FIT Systems Weights 3-13-2012.csv
Solicitations – S32G and ITESS
BIDNO BID
Solicitations: FS-IVV-VA and NITC
BIDNO BID
Solicitations: ORM RE-BID and VIRTUAL CONTACT IVV
BID TEAM
Interpreting the Objective ResultsMetric Interpretation Rank in the “Look Deeper”
Decision
Weighted score of attractors found Higher is better High
No. of attractors found Higher is better MediumNo. of detractors found Lower is better Medium
Weighted score of detractors found
Lower absolute value is better
Medium (seek mitigation approach)
Maximum indicator name/ frequency
Good if indicator is an attractor. Medium
Number of words
Larger content & good matches is good. A small document may not have complete requirements
Medium
Summary I
• Time Savings• The six examples took about 10 minutes to process.
• Stakeholder Visibility is improved• Gap Analysis
• As a Prime: who else do we need on the team and what strengths do the need?
• As a Sub: what can we bring to the party?• Continuous Process refinement
• Improve the Indicators, tailor for different vertical markets
• Build combined Indicator lists for potential team/sub relationships
• Apply the analysis to programs you’ve already won• Track the bid/no-bid decisions
Summary II
• Post “process” with VisibleThread• Full range of compliance matrix creation• Document Structure validation for responsiveness• Sharpened strategic and competitive focus• Improved quality of writing
• Make better use of the market intelligence you may be paying for!
Q & A
3 minute demos: http://www.visiblethread.com/products/demo/
Our Blog: http://www.visiblethread.com/blog/
Free trial: www.visiblethread.com
Mail [email protected] to learn more about VisibleThread