mcnulty & associates capabilities...bs in ee, & ms in engr’g management. michael e....
TRANSCRIPT
Engineer • Consult • Capture
mcnultyassociatesinc.com
McNulty & Associates Capabilities
Michael E. McNulty2015
McNulty and Associates, Inc. Proprietary
McNulty & Associates Overview Offerings
– Price to Win Analysis• LOE, Services, & Solutions
– Competitive Assessment, Intelligence, & Strategy
– Black Hat Support– Wrap Rate Products– Wrap & Labor Trend Analysis
Customers– 9 of the Top 10 Federal IT
Contractors– Many mid-sized DoD
Contractors
17 Staff Members & Growing– Solutions Engineers &
Architects – Parametric Modelers & PTW
Analysts– CA/CI Experts– Wrap & Labor Rate Analysts
Independent Observations & Analysis Focused On Helping You Win!
Page 2
McNulty and Associates, Inc. Proprietary
Our Senior Team
Founder and Lead Analyst for McNulty & Associates, Inc. and Pwin Solutions, LLC.
Michael has 25+years of experience as a Business Development Executive, Capture Manager, Program Manager, Proposal Manager and Engineer specializing in Modeling & Simulation. Instrumental in providing Price to Win, Pricing Analysis, and Competitive Assessments on many successful procurements across all Military Services and US Federal Agencies. Holds BS in EE, & MS in Engr’gManagement.
Michael E. McNulty Gustavo Burnum Darren Kreitler William Hacker Deanna Greene Kim Bramlett
Lead CI / CA Analyst Over 32 years of
Business Development, Capture Management, and Program Operations. Experienced in Competitive Intelligence, Competitive Assessments, Price to Win. Education: BS The Citadel, BBA University of Georgia, MBA University of Phoenix.
Senior Analyst Darren has more than
25 years of financial analysis and cost estimating experience in the Defense, Telecom, and Insurance industries. Mr. Kreitler holds a BS in Finance from Missouri State University and an MBA from Rivier University.
Senior Analyst & Chief Engineer
Bill has 30 years of technical and program management experience in broad areas as weapons effects analysis, software development, system engineering, network communications, and activity-based costing. He is a member of the Project Management Institute (PMI), and International Cost Estimating, Analysis Association (ICEAA), and IEEE. He holds BS and MS degrees in Mechanical Engineering.
Lead WRAP Rate Analyst
B.S. Business Administration, Chemistry & Biology Minors Previous experience includes Operations and Accounting Manager at an Aerospace Consulting Firm.
Lead Labor Analyst Analysis of Labor
Categories, Rates, LOE PTW. Bachelors Degree in Quantitative Analysis, MS in Management.
McNulty and Associates has a Team of 17 Consultants
McNulty and Associates, Inc. Proprietary
CA/PTW Programs by Agency 2012-2015 (160 Engagements)
Page 4
Results: Our customers have won on average ~$100M per month over this timeframe.
McNulty and Associates, Inc. Proprietary
McNulty & Associates Products & Services
Competitive Intelligence & Assessment; with Optional Services:– Bid Strategy Development– Black Hat Support– Customer Win / Loss Assessment– Competitor Wrap Rate Comparison(s)
Wrap Rates at Corporate or Operating Unit Levels PTW Workbook & Analysis (in PowerPoint) …Fully Operable Products… Showing all Work & Assumptions
PDF FilesStrong Success
With 3 Tiers ofPTW Efforts
McNulty and Associates, Inc. Proprietary
Tactical C2 Systems
Operations Centers
Strategic and Intelligence Systems
Test and Training Ranges
Proven Process
Cloud Computing & Data Center Migration
Proven Process & Domain Expertise
Independent, Engineering Based, Parametric Modeling, PTW and CI/CA
McNulty and Associates, Inc. Proprietary
PTW
Top Down Analysis
After Award Review
CompetitorBottoms Up
Analysis
Competitive Intelligence
and Assessment
CA & PTW Process Overview
Proven, Repeatable Process
Engineering & Estimation Acumen Assure RFP Requirements are Met with Low-side Compliant Approach
Accurate Results Time and Again
Competitor & Customer Assessment withMock Evaluation
Bounding Estimates for Customer Should Cost
Includes Competitor Past Bid/Win Trend Analysis
Customer Funding Analysis
Independent, Engineering Based, Parametric Modeling, Estimating and Pricing
McNulty and Associates, Inc. Proprietary
Opportunity-Specific CA / CI CA Research from Publicly
Available Sources Investigation & Conclusions
Tailored to the Specific RFP Requirements
Scoring of Each Competitor Against the Section M Evaluation Criteria
Evaluation of “Pricing Advantage” through Wrap Rate Comparisons
All Focused on Who We Think Will Win and Why
Helps Define Your Bid Strategy
EvalCriteria
Total Pts
Comp A Pts Comp B Pts Comp C Pts Comp D Pts
Tech 14 Blue 14 Blue 14 Blue 14 Blue 14
Mgt 13 Blue 13 Green 10 Green 10 Blue 13
Staffing 12 Green 9 Green 9Green
9 Green 9
Transition 11 Green 8 Blue 11 Green 8 Green 8
Corp Exp./ Past Perf
10 Acceptable
10 Acceptable
10 Acceptable
10 Acceptable
10
Price / Cost
40 Low 40 High 0 Med 22 High 6
Risk LowMidHigh
Moderate (must recruit & transition
Low (in place now)
Moderate (must recruit & overcome prev. removal)
Moderate (mustrecruit & transition)
Total Pts 100 94 54 73 60
McNulty and Associates, Inc. Proprietary
Customer / Competitor Black Hat Facilitation
Black Hat is a tool used to Ghost/Validate what the Customers are saying their Wants/Needs and how the Competitors will satisfy the Wants/Needs– Customer: Organization, SSEB, Hot Buttons, Current/Past Issues,
Requirements, Wants vs Shalls/Needs, Identification of key decision makers and influencers, Lessons learned, Program deliverables, requirements, schedule, buying trend, and risks
– Competitor: Organization, Business Case, Bid Tendencies, Past Performance, Technical Approach, Marketing Approach, Teaming Approach, Management Approach, Customer Intimacy, and Pricing Strategy
Keys to a successful Black Hat are:– Strong Facilitator– Customer/Competitor Subject Matter Experts (SME)– Prep Work
Black Hats can be hosted one-on-one or in groups– Groups are preferred since it stimulates cross discussion
McNulty and Associates, Inc. Proprietary
Top Down Analysis Customer Funding & Top Down PTW Target
Leverages Customer & Industry Re-compete Observations– Even incumbents are taking 25%-35% reductions
to keep the work– Customer / Industry Award Trends may be
included on separate tab– Based off of past bidding/Award Trends (6 – 12
month look back) Top Down Therefore Presents and Compares
– Historical Funding & Govt Should Cost– Top Down PTW Target
Contract Year Orig Ceiling Amts Funded Amts Top Down TargetBase Yr 46,095,137.48$ 27,777,880.00$ Option Yr 1 48,249,348.10$ 55,726,760.00$ Option Yr 2 47,877,742.20$ 68,793,330.00$ Option Yr 3 46,971,814.50$ 74,070,540.00$ Option Yr 4 48,083,713.90$ 67,359,610.00$ New Base 51,000,000.00$ Option 1 51,510,000.00$ Option 2 52,025,100.00$ Option 3 52,545,351.00$ Option 4 53,070,804.51$
Totals 237,277,756.18$ 293,728,120.00$ 260,151,255.51$
Historical $: Mods & PoP
McNulty and Associates, Inc. Proprietary
Labor Categories M&A Labor Categories
Administrator – Associate Administrative Assistant I
Administrator – Intermediate Administrative Assistant III
Administrator – Senior Administrative Assistant IV
Applications Systems Analyst – Associate Applications Systems Specialist I
Applications systems Analyst – Intermediate Applications Systems Specialist III
Applications Systems Analyst – Senior Applications Engineer V
Business Systems Analyst - Associate Business Systems Analyst I
PTW Workbook Overview & Key Artifacts Reference Architecture & Bill of Materials Labor Tabs
– Category Descriptions, DL & Loaded Rates
Program Plan & SEER Tabs CLIN Pricing Tab(s) Top Down Tab(s) Comparison Tab
– Top Down & Bottoms Up Comparison across Competitors
After Award Review Tab Case Notes / Revision History All Artifacts Build Up to Final Product: => M&A PTW Recommendation
– Based on detailed Bottoms Up, influenced by CA insights & Top Down
McNulty and Associates, Inc. Proprietary
Outputs – Bottoms Up Analysis Pricing in CLIN Formats
– For direct comparison with your pricing
Usually Includes Fee % Input for Top Level Gaming
Cost Drivers
Competitor Comparisons
Clin Item # BASE PERFORMANCE PERIOD
CLINType Unit
Indicator for Not To
Exceed (NTE)
ThresholdsCLIN TOTAL
(Not Fillable)
Target Cost (from CLINs Rollup Tab)
Target Profit (Bidders Fill Out)
Target Price (Target Cost + Target Profit)
Ceiling Percentage (Not Fillable)
Ceiling Price (Target Cost *
Ceiling Percentage)
FFP CLIN Price (from CLINs Rollup Tab)
0001 Phase-In FPIF U.S. Dollar $2,654,092.82 ########## ########### 120.00% $2,654,092.820002 Contract Data Requirements List (CDRLs) FFP U.S. Dollar $29,163.62 $29,163.620003 Contract Manpower Reporting (CMR) FFP U.S. Dollar $29,163.62 $29,163.62NA NA NA NA0004 Enterprise (ES) Base Core Services FPIF U.S. Dollar $0.00 $0.00 $0.00 120.00% $0.000005 ES Additional Core Services CPFF U.S. Dollar NTE $6,000,000.000006 ES Deployment Core Services T&M U.S. Dollar NTE $1,000,000.000007 ES Base Supported Sites Services FPIF U.S. Dollar $0.00 $0.00 $0.00 120.00% $0.000008 ES Additional Supported Sites Services CPFF U.S. Dollar NTE $6,000,000.000009 ES Deployment Supported Sites Services T&M U.S. Dollar NTE $2,000,000.000010 Transport (TX) Base Core Services FPIF U.S. Dollar $3,728,064.36 ########## $621,344.06 ########### 120.00% $3,728,064.360011 TX Additional Core Services CPFF U.S. Dollar NTE $3,000,000.000012 TX Deployment Core Services T&M U.S. Dollar NTE $1,000,000.000013 TX Base Supported Sites Services FPIF U.S. Dollar $2,234,812.15 ########## $372,468.69 ########### 120.00% $2,234,812.150014 TX Additional Supported Sites Services CPFF U.S. Dollar NTE $3,000,000.000015 TX Deployment Supported Sites Services T&M U.S. Dollar NTE $2,000,000.00
Indicator for Not To
McNulty and Associates, Inc. Proprietary
Company DACIS ABC-123Operating Unit Services - Civil . CAGE 7Z342Location: 1234 West Road DUNS 12345678
Hometown, VA 23456Industry Sector Information TechnologyFiscal Year They are based on the latest 10-Q public fi l ing with analysis of the latest earnings call on public record dated 10/25/13.
Fringe Field/Site (% ) Plant (% ) Field/Site (% ) Plant (% ) Field/Site (% ) Plant (% ) Field/Site (% ) Plant (% )Holidays/Vacation/Sick 11.0% 11.0% 11.0% 11.0% 11.0% 11.0% 11.0% 11.0%Personal Absence/Other PTO 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4%Employer FICA 9.9% 9.9% 9.9% 9.9% 9.9% 9.9% 9.9% 9.9%Workers' Compensation 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3%Health Insurance 10.6% 10.6% 10.6% 10.6% 10.6% 10.6% 10.6% 10.6%Life Insurance 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4%Pension Plan/Retirement 3.6% 3.6% 3.4% 3.4% 3.3% 3.3% 3.2% 3.2%AD&D 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1%Salary Continuation 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0%Short/Long Term Disability 0.6% 0.6% 0.6% 0.6% 0.6% 0.6% 0.6% 0.6%Miscellaneous 0.0% 0.8% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0%
Total Fringe 36.8% 37.6% 36.6% 36.6% 36.6% 36.6% 36.5% 36.5%
Overhead Salaries and Wages 2.1% 4.8% 2.1% 4.5% 2.0% 4.4% 2.0% 4.3%Depreciation/Amortization 3.4% 5.2% 3.4% 5.2% 3.4% 5.2% 3.4% 5.2%Occupancy Allocation 5.1% 18.3% 5.1% 17.4% 5.0% 16.9% 4.8% 16.5%Miscellaneous 0.9% 1.5% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0%
Total Overhead 11.5% 29.6% 10.6% 27.1% 10.4% 26.5% 10.2% 25.9%
G&A Salaries and Wages 2.4% 2.4% 2.4% 2.4% 2.4% 2.4% 2.4% 2.4%IR&D (Costs - All) 2.4% 2.4% 2.3% 2.3% 2.3% 2.3% 2.2% 2.2%B&P (Costs- All) 0.9% 5.5% 0.8% 5.2% 0.8% 5.1% 0.8% 5.0%Employee Stock/Options 1.3% 1.8% 1.3% 1.8% 1.3% 1.8% 1.3% 1.8%Miscellaneous 0.0% 0.8% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0%
Total G&A 7.0% 12.9% 6.8% 11.7% 6.7% 11.5% 6.6% 11.3%
WRAP Rate 1.63 2.01 1.61 1.94 1.61 1.93 1.60 1.91
2.40%MPS Rate
Current Material Handling Estimate
Cost Elements
Organization Information:
Increasing Level of Importance and Potential $ Contribution
Copyright © 2014 by McNulty and Associates, Inc.
Business As Usual ** Operating Unit(Adding < 10%) **
Sector(Adding 10-25%) **
Corporate Level Strategic(Adding > 25%) **
WRAP Rate Products Provides All Important
Elements in Buildup of– Fringe– Overhead– G&A– At Govt & Contractor
Sites
Addressed to Business Unit Level
Spans Spectrum from– Business as Usual, to– Strategic Importance
Includes Material Handling M&A Proprietary Process &
Analytics
13Independent, highly accurate WRAP Rate Calculations – Public Sources Only
Engineer • Consult • Capture
mcnultyassociatesinc.com
McNulty and Associates, Inc.292 Main Street, Suite 2
Groton, MA 01450Office: 978-272-1131
Michael E. McNultyKim Bramlett
Contact Information