Services

Federal Market Approach - Metamorphoses

"In planning, never a useless move; in strategy, no step taken in vain." 

"The skillful warriors made themselves invincible." 

- Sun Tze, The Art of War

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Has your company developed a step-by-step executive strategic plan for its proactive success in the federal market place?  Does it know exactly what it will take to attract, make, and keep the U.S. federal government their largest customer during the next twelve (12) months?

The Ovid Group's in depth research will enable your company to minimize or eliminate competition by obtaining and applying actionable, multi-dimensional knowledge that successfully supports their government contracting activities.

TOG will work with your company to create a comprehensive, yet easy to understand and simple to execute strategic plan for making your company a "provider of choice" to its target markets' contracting community during the next twelve (12) months. 

This executive strategic plan will be entitled "Metamorphoses." "Metamorphoses" will be an actionable road map that will provide your company with the situational awareness it needs at all times. Such situational awareness is paramount because it will allow your company to effectively and efficiently pursue and win federal government contracts in a manner that is both repeatable and consistent. "Metamorphoses" will consist of a combination  of the following (8) eight parts:

1. The Play Book - A Recipe for Winning.

"Winning is not a sometime thing: it's an all the time thing. You don't win once in a while; you don't do the right things once in a while; you do them right all the time. Winning is a habit. Unfortunately, so is losing." - Vince Lombardi

The leading government contractors use a simple process to win government contract after government contract: invest resources early and use decision milestones to funnel opportunities. Defense Contract Audit Agency (DCAA) studies show that the majority of contract award winners:

a. Invested 57% of total expense before final RFP release;
b. Spent 25% during RFP response; and
c. Spent 17% after proposal submittal.

In short, the simple process these leaders use is as follows:

1. Opportunity Creation or Identification
2. Opportunity Qualification
3. Opportunity Pursuit
4. Solution Development
5. Proposal Development
6. Post-Proposal Activity

If this process is so simple, why do companies not win all the time? Because companies fluctuate in their ability to consistently maintain the discipline necessary to execute the strategy properly, do not recognize when the process needs to be tailored, do not establish proper customer intimacy at all levels, and do not start the process early enough.

The Ovid Group will develop for your company, a custom-designed proposal process workflow system that addresses all of these issues and, more importantly, bridges the entire process from opportunity creation or identification to capture strategy to proposal strategy. Such a system will allow your company to:

1. Target the best opportunities to pursue
2. Engage in disciplined capture and proposal planning
3. Know the user's focus and needs
4. Understand the buyers and what they value
5. Know the key decisions makers and understand how they think; and
6. Standardize their ability to consistently win.

2. The Bid/No-Bid Decision - A "No-Blind Bids" Approach

"He who excels in conquering his enemies triumphs before threats materialize."  - Sun Tze, The Art of War

The most successful government contractors only bid on opportunities that they know about prior to FBO.gov announcement and have helped - in a completely ethical manner -  influence the government’s requirement planning. This simple, repeatable, and effective "bid/no-bid decision-making" process reduces bid and proposal costs while improving revenues and profits by increasing bid-win ratios. This system involves a customized: 

1. Top 10 Opportunity Elements Diagnostic Checklist
2. Top 10 Risk Elements Diagnostic Checklist
3. Opportunity—Risk Assessment Tool
4. Opportunity—Risk Assessment Grid

This bid/no-bid decision-making process is paramount to real federal government contracting success because it allows your company to conduct opportunity and risk assessments using simple yet effective tools and techniques. Such assessments will allow your company to completely understand each individual opportunity and its associated risks, and, therefore, make informed decisions to pursue (bid) or pass (no bid).  Since all assessments will be done in an unbiased and objective manner, your company will have the ability to consistently make good decisions on how to prioritize opportunities and commit scarce resources.

3. SWOT Analysis - Minimizing or Eliminating Competition Ahead of Time

"So it is said that if you know others and know yourself, you will not be imperiled in a hundred battles; if you do not know others but know yourself, you win one and lose one; if you do not know others and do not know yourself, you will be imperiled in every single battle." - Sun Tze, The Art of War

At all times, your company needs to be able obtain and apply actionable, multi-dimensional knowledge in order to enact timely decisions that support their government contracting activities. This capability is called situational awareness that will allow your company to manage or make decisions about the federal market place as whole rather than evaluating a decision, such as bidding or not bidding, in a narrow context. 

The Ovid Group will develop an internal and external SWOT Analysis System for your company that will allow it to constantly and consistently:

1. Examine their true current situation
2. Capitalize on strengths
3. Overcome their weaknesses
4. Identify all external opportunities
5. Mitigate and prepare for all threats in its field
6. Set course for future business planning and development.

This SWOT Analysis System will allow your company to consistently:

1. Distinguish and differentiate itself from the pack;
2. Locate and qualify REAL opportunities that it can win; and
3. Understand the NEW infrastructure governing or players involved in the procurement of its products and services. 

4. Competitor Analysis - Complete Situational Awareness Training

"The skillful commander takes up a position in which he cannot be defeated and misses no opportunity to master his enemy." - Sun-Tze, The Art of War

In government contracting, companies cannot rely on the logic of the past to win future awards. Therefore, after a company understands the market place in which operates, it must know the enemy. This includes areas such as goals and objectives, strengths and weaknesses, business development patterns, internal inconsistencies, marketing and selling capabilities, strategies, tactics, and political ties.

The Ovid Group's competitive analysis training will allow your company will determine:

1. Who the real players are (your competitors);
2. Exactly where they are doing business (Buying office locations);
3. Exactly with whom are they doing this business (Buyers, which will lead to decision-makers);
4. By what means (Contract types and vehicles);
5. What is the estimated dollar value of this business (Competitor sales totals);
6. What capabilities do these companies have on and off of GSA schedule, government, non-government? (Diversification)

By understanding its competition as well as itself, your company will then be able to truly "know" the situation in as objective and realistic a manner as possible, understand the situation in context, and therefore reaching the following decisions:

1. This is how we beat this company;
2. This is where we can beat them;
3. This is where we join them;
4. This is how we join them;
5. This is why we pass entirely.

In the end, The Ovid Group's competitive analysis will allow your company to maximize its probability of success regardless of the scenario because the framework and foundation for making effective decisions and taking the right actions is firmly entrenched.

5. Superior Competitive Proposal.

The companies that consistently win federal government contract awards submit competitively superior proposals time and time again.  These companies have left "proficiently and sufficiently" written proposals behind forever. Instead their proposal offers employ the idea of best value strategically as a component of every aspect, volume, and section and sell best value - experience, expertise, past performance - cover-to-cover. 

These are proposals that break away from the pack in a big way.  They anticipate and mitigate lobbying, 2 star help, and dirt cheap pricing with brilliance, compliance, and responsiveness in a hard-hitting technical portion that is accompanied by a compliance matrix and a value stream mapping system that screams "total best value."

These are solution- and customer-centric proposals that tie known value benefits for the customer to specific solution features. Such proposals require ample time and strategic writing expertise.  The Ovid Group develops superior competitive proposal templates that allow companies to address the three (3) key personnel objectives and reviewers and therefore allow smooth passage through their all three (3) important gates:
 
1. Passing the three-minute review (initial “technical” evaluation) to move into the next phase of the process, the three-hour review; and
 
2. Maximizing the evaluation rating during the three-hour review (subsequent, more detailed “technical” review) by communicating a variety of best-value propositions and overcoming any reviewer rejections based on biases, order of reading, area of interest, or reading fatigue.
 
3. Convincing the final three-minute reviewer (source-selection authority/decider) that your proposal, based upon best value and not just low cost, should be awarded the contract.
 
TOG’s insures that potential corporate or personnel discriminators are approached as a potential basis for best-value selling and in the end, provide companies with a substantial competitive advantage in the procurement competition.  TOG’s approach allows companies to organize and assemble its corporate resources and capabilities for superior competitive proposals ahead of time, thus unlevel the playing field, and, therefore, position themselves to win, and win consistently.

6. Complete Marketing Material Analysis, Critique, Report, and Recommendations.

"The Phantom Punch." Muhammad Ali vs. Sonny Liston - May 25, 1965, Lewiston, Maine. 

Midway through the first round, Liston fell to the canvas. Referee Jersey Joe Walcott, a former world heavyweight champion himself - confused after Ali refused to go to a neutral corner and instead stood over Liston yelling at him to get up while posing over him fists in the air celebrating the knockdown - took 20 seconds to figure out what to do. By then, Liston had gotten to his feet and resumed boxing. Nat Fleischer, publisher of The Ring, finally told Walcott that Liston had spent more than the requisite 10 seconds on the canvas, and then Walcott stopped the fight - awarding Ali a first-round knockout.

The Ovid Group will work with your company to make sure that its brand is stunning and screams with a quick, chopping punch to the eyes and head: "Problem-Solving Solution-Providing Partner."

In Hollywood and on Broadway, they say, "It is all about image." We have all been told, "You only get one (1) chance to make a good first impression." Despite this advice, most government contractors approach the world's largest customer with marketing materials that look less than first rate and do not even convey the information the government is seeking.

The Ovid Group will work with your to sure that all aspects of their marketing materials work harder. The Ovid Group's comprehensive marketing material analysis includes a comprehensive critique, report, and an A-Z list of recommendations and solutions for your company's:

- Web site(s);
- Introductory package;
- Complete capabilities statement package;
- Prime contractor registration template;
- Online and print catalogs;
- PDFs;
- PowerPoints; and
- Audio/Visual presentations.

These harder working materials will:

- Promote business development
- Build and extend credibility 
- Create a longer lasting impression
- Differentiate your company's service, management, and past performance components
- Assist in generating publicity, public relations, advertising, and sales

In the end, these harder working marketing materials will allow your company to consistently conceptualize their message, concisely tell their story and therefore tell the viewer why they should choose your company.

7. Complete Capabilities Package

Those skilled in war can make themselves invincible ..." - Sun Tze, The Art of War

The Ovid Group will develop for your company a complete, comprehensive capabilities package that immediately begins best-value messaging and selling. This capabilities package will be used at different times during the proposal process workflow system and bid/no-bid decision-making process.

Specifically, this capabilities package will include the following:

Introduction of Your Company:
Who you are
What you do
Summary statement of advantages

Product Overviews:
Summary of Product/Service/Skills
Technical Specifications
Benefits & Advantages
Support and Service 

Corporate Overview:
History
Experience in Industry
Competitive Overview 
Corporate Philosophy/Mission/Core Values
Corporate Structure
Leadership Overview/Bios
Corporate Qualifications
Review of Skills/Services
Partnerships/VARs
Contract Vehicles

Advantage/Benefits:
Industry Overview
Position/Advantages of Company
Key Benefits to customer/consumers (geared toward target audience)

Past Performance:
Specific Skills
Support and Service
Customers
Case Studies

Marketing Summary:
Why customer should buy statement
Contact information
Ordering information

8. GSA Contract Preparation and Management
A General Services Administration (GSA) Federal Supply Service (FSS) Schedule contract is quickest and easiest vehicle for selling products and services to the government.  In essence, they are the ultimate closing vehicle.  The Ovid Group, Inc. will get your company its own GSA FSS Schedule contract in the most efficient and effective manner possible. 

Stage 1: Consultation and Strategy Development
The Ovid Group assesses your company's goals and objectives for the federal market place and custom builds GSA FSS Schedule contract approach to meet those. 

Stage 2: Proposal Preparation and Submission
The Ovid Group will effectively and efficiently manage the entire application process -- from completion of forms for signature to preparation of all representations, disclosures, subcontracting plans, and price lists. 

Stage 3: Proposal Negotiations and Award
The Ovid Group will negotiate pricing, terms and conditions in alignment with your organizational objectives and guidelines. 

Stage 4: GSA Advantage! Support
The Ovid Group's experts handle the initial review, coding, and submission of your GSA FSS Schedule contract to the GSAAdvantage! website. 

Stage 5: GSA Contract Management
The maintenance and support of your GSA FSS Schedule contract is vital to your overall business objectives and success in the government marketplace. The Ovid Group provides flexible, tailored, maintenance and support services -- working with you to determine the best business model for your organization.

9. Additional Necessary Contracting Vehicles
The Ovid Group will get your company its own DOD Emall, Veterans Administration, or State Multiple Awards Schedule (MAS) contract in the most efficient and effective manner possible. 

10. Front and Back Office Solutions
The Ovid Group offers four (4) front and back end office solutions that assist companies increase profits, improve effecttiveness and efficiency, and reduce costs when marketing and selling to the federal government. These four (4) solutions are: 

1. Government Business Receptionist
2. Government Business Liaison
3. E-Commerce Marketing/Sales Database and Shopping Cart
4. Dedicated Website Hosting Solution