table 3 - FC Email this Article Printer Friendly Page

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