APMP 2016 Introductions Brian Lindholm CEO of

#APMP 2016

Introductions Brian Lindholm, CEO of Fed. Savvy Strategies, LLC a management consulting firm specializing in competitive intelligence, market research and capture support. brian. lindholm@fedsavvystrategies. com, www. fedsavvystrategies. com Melynda Benlemlih, Principal Human Capital Consultant, C 2 Technologies, Inc. a human capital consulting firm specializing tools and technologies to improve performance. mbenlemlih@c 2 ti. com, www. c 2 ti. com Moderator: Ros Angus, Director of BD, Proposal Development Consultants, Networking Chair, APMP NCA chapter r. angus@proposaldc. com a staffing solutions consulting firm specializing in finding the right talent to meet business development resource needs in the Federal, state & local markets. #APMP 2016

Objectives • Articulate what a Black Hat meeting is and can be. • Learn how to conduct a Black Hat that sharpens what you already do. • Apply a systematic approach that builds consistency in your process. • Getting to know you and each other…. #APMP 2016

What is a Black Hat Review? q Expose competitors’ strengths and weaknesses q Anticipate a competitor’s “high threat” win strategy q Better understand your competitors in order to know what you need to do adjust your strategy #APMP 2016

The Evolutionary Chain of Black Hats Typical Traditional • Informal • Compare notes • No measurement of outcome • Formal, but loosely structured • Facilitated • Tends to use Socratic method • Light preparation of CI • Fair capture of learning #APMP 2016 Optimal • Formal, very structured • Creates / uses customer map • Facilitated and group based • Gaming style * • Significant preparation for CI • Formal capture of learning • End Black Hat with formal review of findings vs. your capture strategy

What is an Optimal Black Hat Review? q q q Expose competitors’ strengths, weaknesses, probably win strategy Identify how to stand out in a hyper-competitive environment Increase consistency in your process Increase objectivity in your decision-making Get better results faster, enhance your chance to win BONUS: Build teams! #APMP 2016

Stand-up Poll What type of Black Hat review do you do today? Typical Black Hat reviews Traditional Black Hat reviews Optimal Black Hat reviews Most proposal teams already make significant efforts to conduct effective Black Hat reviews. #APMP 2016 7

How to Conduct a Optimal Black Hat Review? 5 step process: Step 2: Conduct Pre-Work Step 4: Facilitate Workshops Step 3: Step 1: Design Workshop Select Your Team Activities #APMP 2016 Step 5: Conduct Follow-Up Activities

Step 1: Select Your Team Key Factors: • Diversity in thought and perspective is Key • Think about disciplines: capture, technical, customer knowledge, competitor knowledge. Key Questions: • Who has experience with this technical work? • Who knows the customer well? • Who knows the competitors? #APMP 2016

Step 2: Conduct Pre-Work Key Factors: • Gather competitive intelligence • Research client stakeholders and needs • Conduct environmental scan of client organization/program Key Questions: • Where do we have gaps in our information? • How can we find information to close these gaps? #APMP 2016

Example: Competitor profile – pre-work • • Shape the content for a specific context People and organization Outside relationships Messaging Demonstrated capabilities Trends in pricing SWOT analysis relevant to the opportunity #APMP 2016

Step 3: Design Workshop Activities Key Factors: Key questions: • What activities will get us the information we need? • How much time to we have for the workshop? • Will people be traveling in to participate? Remote? • What space can we use? #APMP 2016

Example: Stakeholder Influence Map Pier One End Users of Programs Imports Ms. Meyer Supplies Manager Project Staff Interior Design Firms Clie nt Spa ce Mr. Taylor Shipping Manager nt Co Mr. Lyle Team Lead Key Weft Ms. POC Mr. Jones Dir, Basket Dir. , Fire Kiln Mr. Anders Weaving Dept. COR Ms. Gill Dir, Contracts Key Staff ce pa r. S to c ra Teaming Partners Mr. Smith Dir, Fire Kiln Services Ace Finishers Inc. Other Competitors #APMP 2016 Ms. Jones Craftsmen Unlimited Ms. Howard Marketing Manager

Step 4: Facilitate Workshops Key Factors: • Objective facilitation focuses on the process and achieving intended workshop outcomes • Black Hat Work shops are also an opportunity for teambuilding Key questions: • Do I have a high level of trust with this group? • Do I need to contribute to the discussion? • Is this a highly contentious group or are there sensitive issues? #APMP 2016

Step 5: Post Workshop Follow up Key Factors: • Capitalize on the momentum you’ve created • Execute an action plan • Compare what you learned during the Black Hat to your existing strategy and where to improve your solutions Key questions: • How do we need to change our capture strategy? • Was this Black Hat workshop worth it? • What decisions can be made after this Black Hat? #APMP 2016

Are You Ready? How important is this opportunity to your business? How much time do you have before the RFP comes out? What do you know about the opportunity now? Do you have the necessary participants available? • How do you know they’re the right ones? • Have you confirmed their availability? • Have you done and shared the pre-session CI work? • • Is this even appropriate or useful to do? #APMP 2016

Black Hat Workshop Check List Do you have the right participants available? Have you confirmed their availability? Will anyone be traveling? Will anyone be calling-in? Have you conducted the pre-work? Have you shared it with the participants? Have you developed the workshop agenda? Do you have enough time for the activities? Do you have enough time for post-workshop activities? Have you determined who will facilitate? Have you considered benefits of teambuilding? Have you allocated resources to implementing action plans? #APMP 2016

Remember… “Would You Buy From You? ” “Perfect competitive intelligence doesn’t exist. ” “Preparing for a Black Hat review is like baking a cake. . . ” …the better quality ingredients you use …the more delicious your cake will be! #APMP 2016

#APMP 2016

Resources for Visual and Interactive Workshops Gamestorming by Dave Gray, Sunni Brown, James Macanufo Idea Forge: (gamestorming use) http: //www. youtube. com/watch? v=NIf 7 M 83 IWe. A Visual Meetings by David Sibbet How Graphics, Sticky Notes & Idea Mapping Can Transform Group Productivity http: //www. youtube. com/watch? v=LOYhd. DXPVds Fast. Company Visual Listening Transforming Meetings http: //ow. ly/g. C 3 LS Shape Your Thinking TEDx. Windy. City, Brandi Agerbeck http: //royblumenthal. com/wordpress/shape-your-thinking-brandy-agerbeck-at-tedxwindycity-youtube/ https: //www. pinterest. com/cognitiveagile/ #APMP 2016

Stakeholder Influence Map End Users of Programs nt Spa ce Project Staff Clie Key POC Key Staff nt Co c ra r. S to ce pa Teaming Partners Other Competitors #APMP 2016

Graphic Roadmap MILESTONES/DATES ACTIVITY TRACKS Conduct Research • Task • Task ACTIVITY Melynda • • • Task OVERALL GOALS Task • Goal OWNER Technical SMEs • • Task • Task • • Task • Goal Task ACTIVITY • Goal Brian OWNER Teaming Partners • Goal • • Task Task • • Task Task • Goal ACTIVITY Robert OWNER CHALLENGES • Challenge #APMP 2016 • Challenge @The Grove