| Question |
Answer |
| Who identified the opportunity? |
R. Evans |
What is the composition of our sales team?
- Sales
- Solutions Architect
- Other Technical
- Product Manager
- Program Manger
- Proposal Manager
|
R Evans, Sales
G Stevens, Proposal Manager
D Brown, Solutions Architect
G Nelson, Project Manager
R Fuller, Senior Security Engineer |
| How early in the procurement cycle? |
9 months prior to RFP |
| Why does the opportunity exist? |
Re-bid of existing contracts |
| Funding available?/Budget |
Yes, $ 25 million |
Who do we know from the customer organization?
- Program
- Technical
- Stakeholders
|
Name: J Saunders Title: CIO Role in the procurement: Primary decision maker What does this person have to gain/lose from the procurement: His job Have we met with the person: Yes How many times: Formally (3) Informally (numerous) Have we presented our solution/capabilities: Yes Reaction to our presentation: Positive
Name: G Jeffery Title: Chief Security Engineer Role in the procurement: Secondary decision maker What does this person have to gain/lose from the procurement: His job Have we met with the person: Yes How many times: Informally (numerous) Have we presented our solution/capabilities: Yes Reaction to our presentation: Positive
Name: H Maynard Title: Head of Help Desk Unit Role in the procurement: Secondary decision maker What does this person have to gain/lose from the procurement: Her job Have we met with the person: Yes How many times: Informally (numerous) Have we presented our solution/capabilities: Yes Reaction to our presentation: Positive
Name: IT service users Title: N/A Role in the procurement: Several yet to be selected users will be on the evaluation committee What does this person have to gain/lose from the procurement: Effective IT services Have we met with the person: Yes How many times: Informally (numerous) Have we presented our solution/capabilities: Yes Reaction to our presentation: Positive |
| Do we know who wrote the RFP? |
A committee formed by the CIO |
Do we know who is on the evaluation committee?
- Program
- Technical
- Stakeholders
|
No, committee has not been designated.
Title:
Name:
Title:
Represents:
Have we met with the person:
Have we presented our solution/capabilities:
Reaction to our presentation:
|
| Who do we know outside the customer who has a relationship with the customer? |
N Olson, Chief Security Engineer at the National Cancer Institute knows us and is a professional acquaintance of G Jeffery, CSE at DOA. |
| Is this an existing contract? |
|
| Who is the incumbent(s)? |
System Services Inc. (large business)
Security Assurance Corp (large business) |
| Do we know what the customer thinks of the incumbent’s performance? |
Satisfied and their performance ratings appear solid |
| Is this a set-aside of a previously open procurement? |
Yes |
| What type of set-aside: Small business |
Small business |
| Can the incumbents re-bid under the set-aside? |
No |
| Does the customer have other bidders in mind? |
IBM has met with the CIO and CSE about the procurement. and has probably lined up a small business partner (partner unknown) |
Have we assisted the customer in defining the requirement?
- Budget
- White papers
- Specifications
|
No |
| What are the customer’s hot buttons concerning the procurement? |
Keeping the DOA network operational and computer support uninterrupted
Plugging security gaps
Improving the help desk function
Gaining control of hundreds of existing servers and applications |
| What does the customer fear going wrong? |
Interruption of IT services
Attacks on their network |
| How do we lessen these fears? |
Hire the incumbents as subcontractors under exclusive agreements |
| Why do we want to seek this opportunity? |
Large revenue increase, high probability of a win |
| Why would the customer choose us? |
They know and trust J Hughes, our Proposed Project Manager, and R Fuller, our proposed Senior Security Engineer |
| Negative factors in bidding |
Large proposal effort
IBM could be a formidable competitor
Subcontractors notorious for not assisting in proposal efforts |
| How much of our intelligence is fact rather than wishful thinking? |
Fact |
