ost global solutions capabilities statement
TRANSCRIPT
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 1
Helping your business grow through capture &
proposal consulting, training, and process
improvement
OST Capabilities
Statement
OST Global Solutions, Inc.
Tel: 301-384-3350
www.ostglobalsolutions.com
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 2
OST Global Solutions, Inc. Profile Metro Washington DC proposal house and
government contractor helping businesses
grow organically through end-to-end BD
support and training
Bid & Proposal Academy
with a certification program
and courses attended by the
top Federal contractors
900+ fully vetted capture and proposal
managers, technical writers, graphic
artists, orals coaches, editors, subject
matter experts, and other proposal support
Track record supporting
18 out of the top 20
Federal Contractors,
winning $19 Billion
since 2005
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 3
Meet Select Members of Our Team
Olessia Smotrova-Taylor, AF.APMP
President/CEO and BD/Capture SME
• Won $18 billion in new business
• President of APMP-NCA
• 18 years of BD experience
• Author of “How to Get Government
Contracts”
Alex Brown, AM.APMP
Director of Services, BD SME
• 17 years in government and
commercial markets, with 13
years in BD
• Special Events Chair on APMP-
NCA Board
Erin Hoefer
Business Development Manager
• 7 years of experience in proposal
management and writing
• 87% win rate competing for ARRA and
federal contracts
Julia Pochekueva, MBA, AM.APMP
Marketing and Operations Manager
• 8 years of experience in marketing
and business administration
• Experience at Grant Thornton
• Technology Chair on the Board of
Directors of APMP-NCA
Michael McLoughlin, AM.APMP
Consulting Division Coordinator
• 4 years of experience in research
and developing pipelines for
government contractors and writing
proposals
Team of 20 and a pool of 900+ 1099 professionals
Robert Katz
Business Developer, Instructor
• 23 years of Business Development
experience
• Background at Lockheed Martin and
support to top 20 government contractors
• Paramedic, firefighter
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 4
Commitment to Professionalism in Business Development
• Dedication to the profession through high level of involvement in the Association
of Proposal Management Professionals (APMP)
• Corporate partner of the APMP National Capital Area (NCA) Chapter
• 3 staff on NCA Board of Directors
• Olessia is the chapter
President in 2012-2013 and
a speaker at numerous
APMP events since 2007
• Alex is Events Chair
responsible for APMP-NCA’s
award-winning events,
article writer and event
speaker
• Julia is APMP-NCA’s
Technology chair, and former
Executive Summary eZine
Chair and editor
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 5
Select OST Customers
Large
• Accenture • AECOM • Aegis • Akal Security • Alban Engine Power Systems • ASRC • JHU Applied Physics Laboratory • CSC • Booz Allen Hamilton • B&R Construction • Day & Zimmermann • Dell • DynCorp International, Inc. • Eagle Systems & Services • HP • IBM • Lockheed Martin • McDonald, Dettweiler & Associates • Northrop Grumman • Raytheon • Unisys
Mid-Tier
• AVT Simulation • Delphinus Engineering, Inc. • IntegriGuard • LSI • Management Concepts • MTCI • SecuriGuard, Inc.
• STG , Inc. • GMD Solutions • PSS • Oberthur Card Systems • TMC • Gregg Protection Services • Watan Group • Veritas
Small
• Anautics, Inc. • Big Sky • GS5, LLC • CBAIA • DAI • Diverse Technologies, Inc. • Barbaricum, LLC • Blue Canopy • i2S, Inc. • CATI Training Systems • Cortechs, Inc. • GlobalNet Services, Inc. • Leonie Industries • Lincoln Group • Lux Consulting • Millennium Group • Mind Over Machines • Offspring Solutions • QTC Management, Inc. • Smisson-Cartledge Biomedical
Support to customers of all size and process maturity
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 6
Bid Experience with Such Government Agencies and Entities As:
Comprehensive federal experience, as well as commercial, state, and local proposals
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 7
• $3 Billion CMS Enterprise Systems Development IDIQ for Northrop Grumman (won
together with the 2 sample task orders over $70 M)
• $2 Billion FDA ELMS IDIQ bid for GNSI
• $750 Million Veterans Administration (VA) Ft. Howard Development for a consortium of
construction companies
• $495 Million IDIQ JIEDDO Support Services for GS5
• $495 Million IDIQ Hull, Mechanical, Electrical and Electronic Systems Alterations on
Surface Ships, Submarines, Other Water-Borne Craft and Shore-Based Commands, U.S.
Navy for Delphinus Engineering
• $190 Million US Army NETCOM for STG, Inc.
• $80 Million ACC6 Dupont Fabrose Data Center for Alban Caterpillar
• $42 Million US Army ATEC IT Support Services for STG, Inc.
• $30 Million PAC-TNOSC US Army IT Support Services for STG, Inc.
• $20 Million Professional Monitoring Services bid to the Canadian Government for Gregg
Protection Services
Select Wins
A small sampling of our wins since 2005: from a few million to several billion
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 8
What Our Customers Say About Us
• “We would like to thank you for working with us. We won the last
contract when we used this service and would happy to
recommend it to anyone that wants to win. We are very happy with
your work as well as your company's customer service and
professionalism.” Steven Marlin, Director of Logistics / Contracts
Officer, Hewad Dost Group (HDG)
• “You did in 10 hours what I have been working on for 1.5 years.
Great job! Thanks for all your help.” Cliff Ingari, Senior Vice
President, AVT Simulation
Select references from our customers
• “Your hard work was the major reason we won this bid. (C-TNOSC).” Diane E. Justice, Vice President,
Defense Sector, STG, Inc.
• "OST Global Solutions training and webinars hit the mark every time. The curriculum is focused on the
needs of business development professionals in a hyper-competitive marketplace. They not only
identify the most common pitfalls, but also demonstrate in detail just how to write winning proposal
sections. The recommendations are succinct and actionable.“ Ciro Pinto-Coelho, Director, Strategy &
Business Development, Raytheon Company
• "Thanks for all you did to bring order and discipline to our rapid proposal response. I especially
appreciate your patience as we worked through the intensity of bringing the proposal to a final
response. Your contributions were noted by our SVP and COO.” Jay Carroll, Director, GWAC
Programs, STG, Inc.
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 9
OST Government Contracting Practice
• Focus in the areas of acquisition support,
training, logistics, writing, business process
reengineering, human capital, and staff
augmentation
• Current contract with Aurora TRICARE
Management Authority in Colorado, providing
acquisition support
• Current contract with the Smithsonian
Institution, providing writing support
• Awardee of the US Coast Guard BPA
supporting CG-44 providing acquisition
support and logistics services
• Past performance providing training services
to NASA Ames and Langley
• Past performance providing training services
to the Johns Hopkins Applied Physics
Laboratory
OST is an EDWOSB that partners with our select business customers in
pursuing high win probability government contracts as a team
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 10
Holistic and Practical Approach to Capture
OST Capture Process
We apply a common-sense capture process that removes unnecessary steps and focuses
on the most important success factors
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 11
OST Proposal Process
Integration
Phase
Planning
Phase
Predecessor: Capture Process
Read
RFP
Make Bid-No-
Bid Decision
Prepare
for Kick-
Off
Conduct Kick-
Off to Reach 9
Goals
•Annotated Outline
•Assignments
•Work Packages
•Compliance Checklist
•Style Guide
•Background Materials
•Briefing
Brainstorm &
Research
Develop
Work
Packages
Prepare
Draft
1
In-Process
Review(s)
Conduct
Pink
Team
In-Process
Review(s)
Prepare
Draft
2
Prepare
Draft
N
Conduct
Red
Team
•Pink Team
Recovery
•Outline
Frozen
DTP,
Edit
•Red Team
Recovery
•Decision
to proceed
Prepare
Final
Draft
DTP,
Edit
Writing
Phase Polishing
Phase
Read-
Out-
Loud
Conduct
Gold Team
Print,
Check,
Deliver
Production
Phase
Implement Post-
Delivery Win
Strategy
Collect Lessons
Learned
Attend
Debrief
Update
Lessons
Learned
Post-Proposal
Phase
Successor: Project Delivery
Process that Includes Capture of
Additional Scope and Projects
Award
We employ a disciplined process leveraging the latest proposal best practices
Our goal is to be fully compliant and to give the Customer compelling reasons
why you should win, because there is no second place in proposals™
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 12
Quality Control Processes
Best Practices
Checklists and Templates
Formal and Informal Reviews Quality Control
Quality by
Design
Pink Team, Red Team, Peer Review, Gold Team, Read-out-loud
Review, In-Process Reviews, Call-Response Book Check
Style guide, editing checklist, proposal section brainstorming
checklists, production checklist, submission checklist, and other tools
Compliant annotated outline, comprehensive kick-off,
daily management, just-in-time status checks, and other
best practices
Our quality control covers all the bases to ensure compliant, compelling, and polished
proposal products
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 13
Established Infrastructure to Support Your BD Efforts
• 4,300 sq ft proposal and
training facility in Rockville,
MD
• Central Desktop – 256-bit
high grade encryption with
optional extra security virtual
collaboration and document
sharing package
• GoToMeeting – video
conference package
• Teleconference bridge
• Video-teleconferencing and
instant messaging
Boosting productivity by 30% to save time and cut costs for virtual proposals, and
providing professional support at our state-of-the-art proposal and training center
Virtual workspaces
Offices, and Training and
Proposal Center in Rockville, MD
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 14
Competent Help for Any Pursuit Type and Size
• 900+ qualified professionals:
• Business Developers, Capture Managers, Proposal
Managers, Coordinators, Writers, Editors, Desktop
Publishers, Graphic Artists, Price Strategists, Price to Win
Experts, Pricers, Color Team Reviewers, Orals Coaches,
Schedulers, SMEs, and other proposal experts
• Several hours, days, or months in duration, full or part time
• IDIQs, short turnaround page-limited Task Orders, or
regular requirements contracts support
• Rate ranges to meet your budget
• Turnkey proposals, staff augmentation, or just-in-time
support
• On-site, virtual, or blended (in-person and remote) support
• Cleared proposal personnel available
• Various experts: from those who can craft an entire proposal
on their own to those able to run 100+ person team on a
multi-billion dollar deal
We bring support tailor-fit to your requirements
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 15
Just-In-Time Proposal Services Menu
• Delegate some or all of these tasks to us as needed, leaving you the time to concentrate on other important work:
- Shred the RFP and prepare compliance checklist
- Build the draft annotated outline
- Prepare and later update the compliance matrix
- Set up proposal template and style sheets
- Pre-build storyboards or writers’ work packages
- Prepare a kick-off package and conduct kick-off
- Conduct just-in-time training
- Organize and conduct proposal reviews and capture reviewers’ feedback
- Edit and polish your final proposal
If you are strapped for budget or time, get professional help in a targeted capacity
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 16
BD Services Program to Generate Leads and
Transform Your Company into a BD Machine
4. Provide directions and mentorship on how to
position the company best to win during
capture and proposal development
3. Perform initial customer, intel, win strategy,
competition, and teaming analysis to qualify
opportunities
2. Generate leads and maintain your
pipeline to discover great opportunities
that fit your capabilities
1. Set a clear strategy and transform
your company into a bid-winning
machine through process redesign
BD Services Program is an overhaul of your approach to
growth and an outsourced Federal Business Development
solution to help you find government contracting
opportunities in your core competency areas, and maximize
your chances of winning them
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 17
BD Services Span the Federal BD Lifecycle, with
Focus on Typical BD Functions
Begin Business
Development
Process
Set Up the Company
to Do Business with
the Government 1.0
Conduct Strategic
Business
Development
Planning Session
Perform Market
Research
Enough Info to Make
Decisions?
No
Build the
Opportunities
Pipeline
Yes
Stand up Your
Marketing Campaign
to the Feds &
Partners
Yes
Check for Strategic Fit
Qualify Each
Individual
Opportunity
Conduct Capture Prepare Proposal
Perform Business
Development During
Project Execution
End Business
Development
Process
2.0 3.0
4.0
5.0
6.0 7.0 8.0
9.0
Focus Area
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 18
Process Improvement
Perform in-depth evaluation of business
development capabilities: conduct
interviews and review proposals, processes, tools, organization, and other aspects and
artifacts
Identify existing and future
competitors and establish relevant
benchmarks
Develop a custom set of processes, procedures,
checklists, and templates, and a
final set of recommendations
regarding your organization, tools,
and processes
Perform staff training in new
processes to institutionalize
them
Helping you assess where you are as compared to industry best practices, and chart a path
forward to drastically improve your business development organization performance
Conduct gap analysis to
determine missing components
Establish a baseline above the
threshold and recommend
improvements
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 19
On-Site Classes, Webinars, and Corporate Training
• Topics ranging from Business Development,
Capture, and Proposal Management to Proposal
Writing, Solution Development, Orals, IDIQs and
Task Orders, and finer points of advanced business
development topics
• Training as the gold standard of the proposal
industry, with Bid & Proposal Academy Certification
• Master classes taught by industry-leading proposal
professionals
See our entire schedule of courses and catalog at
www.ostglobalsolutions.com/training/schedule
• Materials serving higher retention, and providing a reference you will keep
reusing
• Web-based training available for your dispersed workforce
• Available for on-site corporate training at your location
• We can customize courses to fit your needs and industry
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 20
Bid & Proposal Academy Certification for Proposal Professionals Five certification tracks with comprehensive skill-building courses
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 21
http://www.ostglobalsolutions.com/training/self-study-courses
Self-Study Courses and Helpful Resources
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 22
Contact Us to Get Started
- Alex Brown, Director of Services
- Olessia Smotrova-Taylor, President/CEO
Office: (301) 384-3350
Email: [email protected]
Address: 7361 Calhoun Place, Suite 560
Rockville, MD 20855
We are a full life-cycle proposal house
that offers all the help you need:
• Capture and Proposal Consulting
Services
• Business Development Services as part
of our Growth Catalyst Program
• Proposal evaluation, benchmarking, and
process improvement
• Training (Corporate Onsite Training,
Classroom Public Workshops, and
Webinars)
Get OST as a strategic asset and your partner in helping you turbo-charge your
growth as a government contractor
If you would like additional information about any of our services or FREE
business development resources, visit our website:
www.ostglobalsolutions.com