Waypoint Overview 2008 Waypoint Content Proprietary to

Waypoint Overview © 2008 Waypoint Content Proprietary to Waypoint

Waypoint Understands the Depth of Business Capture Perceived Challenge Actual Challenge The Business Capture Challenge © 2008 Waypoint Content Proprietary to Waypoint Pg. 2

Waypoint Overview Waypoint brings an end-to-end, unifying approach to the activities that drive top-line revenue; grounded in a business philosophy that continuity and integration of people and process (IP), enabled by technology, materially increase ROI on B&P spending and probability of win. Waypoint Solutions: Ø Market Assessment & Strategy Ø Portfolio & Pipeline Optimization Ø Capture & Proposal Leadership Charted Revenue Growth™ © 2008 Waypoint Content Proprietary to Waypoint Pg. 3

The Waypoint Course™ Waypoint’s handson 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. ØEnterprise-wide, life cycle focus ØFull system accountability ØAlignment of resources to outcomes Outcomes-based approach methodology The lifecycle of complex, competitive procurements © 2008 Waypoint Content Proprietary to Waypoint Pg. 4

Waypoint’s Qualifications Ø Domain business capture & program management experience Ø Federal Do. D - Army, Navy, Air Force, Marines, DLA Ø Federal Civil - DHS, DOJ, DISA, FEMA Ø State & Local - Welfare, Justice & Public Safety, Tax & Revenue, and GA Ø Commercial – Aerospace, Telecom, Healthcare, Life Sciences, Finance Ø Participated in hundreds of winning large business capture and proposal response efforts over the past 25 years Ø DHS - US VISIT Ø DLA - Business Systems Modernization Ø DHS – EAGLE Ø State of IL - Unemployment Insurance System Modernization Ø Deep knowledge of the buyer and their needs across multiple horizontal competencies ØOutsourcing and Operations & Maintenance ØIT software & hardware ØCommercial & Military hardware ØSystems Integration & training ØProcess improvement & automation ØManufacturing © 2008 Waypoint Content Proprietary to Waypoint Pg. 5

Waypoint’s Seller Solution Process Technology Enabled Data Refinement into Actionable Intelligence to Drive Strategy Market Assessment Portfolio Optimization Market Segmentation Investment Decisions Bid/No-bid Analysis Business Capture Pipeline Optimization Contract Award Proposal Development Integration of Win/Loss and Lessons Learned To Deliver Repeatable Results © 2008 Waypoint Content Proprietary to Waypoint Pg. 6

Seller Solutions Market Assessment & Strategy © 2008 Waypoint Portfolio & Pipeline Optimization Content Proprietary to Waypoint Capture Planning & Proposal Leadership Pg. 7

Market Assessment & Strategy Data to Intelligence Ø Solution Components Ø Ø Ø Market Assessment Product/Solution Strategy Pricing Strategy Corporate Communications Strategy Enterprise Performance/Capability Assessment Ø Value Delivered Ø Confirmation of market needs (solutions developed to solve real problems) Ø Solution strategy aligned to market needs Ø Mitigation of enterprise delivery success barriers Ø Synchronized brand, marketing/communications, and public relations plans Ø Better utilization of Market Phase investments = Higher ROI © 2008 Waypoint Content Proprietary to Waypoint Pg. 8

Market Assessment & Strategy Process Qualify Market Quantify Market Ops Data Macro (Industry & Function) Market Assessment & Segmentation Market Segment Trends & Drivers Analysis Product/ Solution Gap Analysis Mkt Data Research Data Total Addressable Market (TAM) Dataset Specific Addressable Market (SAM) Dataset M Market Process Governance Management and Quality Assurance Solution Investment Analysis & Priority M ild Repurpose bu Or Rebuild Re Fiscal Year Plans Product/ R ep Solution ur Decisions po se Market Investment Analysis & Priority Target Opportunities Investment Review & Approval Funding Plans Target Clients Prioritize & Fund © 2008 Waypoint Content Proprietary to Waypoint Pg. 9

Portfolio & Pipeline Optimization Opportunities to Targets Ø Solution Components Ø Ø Ø Ø 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 WIN Ø Value Delivered Ø Improved use of sales and business development resources (focus on the right opportunities and clients Ø Higher conversion rate of opportunities to Capture Phase Ø Consistent use of corporate brand in client-facing activities and Win Strategies Ø Improved sales and business development capabilities: people, processes, tools and budgets Ø Early elimination of low win-probability pursuits Ø Higher quality of targeted pursuits = Higher ROI © 2008 Waypoint Content Proprietary to Waypoint Pg. 10

Portfolio & Pipeline Optimization Process Target Opportunities M Funding Plans Client Relationship Management Portfolio Planning Target Clients M Portfolio Segmentation Analysis Mkt Data Ops Data MARCOM Effort Contact Mgmt Win/Loss Data Competitive Intel Portfolio Process Governance Management and Quality Assurance Event Driven Pursuit Readiness Assessment Opportunity Capture Strategy Development Bid / No-Bid Analysis No-Bid RFI SOW © 2008 Waypoint BH Pursuit Planning Ops Data Content Proprietary to Waypoint Bid C Pg. 11

Capture Planning & Proposal Development Leadership Targets to Awards Ø Solution Components Ø Ø Ø Win Strategy Validation Proposal Development Leadership Price To Win Leadership Color Team Reviews Post Delivery (of proposal) Activities Ø Value Delivered Ø Ø Ø 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 Ø Improved proposal team morale and productivity Ø Highest proposal quality for dollars invested = Higher ROI © 2008 Waypoint Content Proprietary to Waypoint Pg. 12

Capture Solution Process Authors Arrive P Win Strategy Validation Capture Planning Content Plan Template Proposal Outline C DRFP Proposal Baselines Development Capture Process Governance Management and Quality Assurance Price-To-Win (PTW) Support RT C Content Plan YT Prototype Draft Content Proprietary to Waypoint Final BT RFP Proposal Baselines Development © 2008 Waypoint GT End Game Orals, ENs & BAFO Win/ Loss Pg. 13

What Makes Waypoint Unique Ø Client serving professionals with deep experience in the client’s industry Ø An intense focus on the client’s success for the full life cycle of the target programs Ø Solutions that are contemporary, integrated and automated Ø Supported By Northern Virginia Solution Center Ø Technology Enabled Virtual Capture/Proposal Teams Ø An internal culture focused on success, openness and uncompromising integrity Ø Attentiveness to the cultural and business needs of our clients © 2008 Waypoint Content Proprietary to Waypoint Pg. 14

Why Choose Waypoint Ø Our Solution addresses full range of business capture activities Ø We built our solution using industry best practices Ø Augmented by decades of business capture, proposal development, evaluation, delivery execution experience Ø We reduce proposal author “blank paper panic” Ø Provide templates, tools, workflows, and job aids for proposal staff Ø Solution Center support for peaks & valleys Ø We support remote as well as on-site proposal contributors and reviewers Ø Waypoint delivers: Ø Ø © 2008 Waypoint Qualified, experienced people focused on winning Increased business capture efficiency Higher opportunity win rates Top-line revenue growth Content Proprietary to Waypoint Pg. 15