sullivan international group, inc the protégé perspective presented by: steven e. sullivan ceo,...

Sullivan International Group, Inc

The Protégé Perspective


Presented By: Steven E. Sullivan

CEO, Sullivan International Group, Inc


Presentation Agenda The Protégé Perspective

Presentation Agenda The Protégé Perspective

1. Who Should be a Protégé? 1. Who Should be a Protégé?

2. What is your end objective? 2. What is your end objective?

3. Where will the work occur? 3. Where will the work occur?

4. When will it happen? 4. When will it happen?

5. Why be a protégé? 5. Why be a protégé?


Speaker Background Speaker Background

• US Navy Retired – Submarine Force

• 20 Years experience in environmental, health and safety program management

• Multiple professional certifications

• Bachelor of Science – SIU

• Member - multiple professional organizations

• Volunteer extraordinaire!


• Sullivan History – Started in 1998 – Comm. & Gov – Industry focus– 8(a) & SDVO

• Service Offering – Engineering– Technology – Management & Logistics

Introduction Introduction


Sullivan Today Sullivan Today • 110 Employees

• Offices: – San Diego CA– San Francisco CA– Reno NV – Barstow CA– Clarksville TN– Atlanta GA – Columbia SC– Washington DC


Recognition & AwardsRecognition & AwardsGSA Small Prime Contractor of the Year - 2003Multicultural Heritage Award - 2003EBJ Fastest Growing Environmental Firm - 2003AEP Advanced Technology Solution Award - 2003SDBJ Fastest Growing Company in San Diego - 2004EBJ Silver Medal Award Winner - 2004 SDBJ Best Company to Work for in San Diego - 2004Nunn Perry Award Winner (US Navy / NAVFAC) - 2004 SDCC Business Excellence Award - 2004


• Understanding when to pursue a mentor

• Company size & fit (Size standards)

• Industry & specialties

• Ability to respond to service levels

• Added value

• Negotiation

• Availability

Who Should be a Protégé? - Timing Who Should be a Protégé? - Timing


• Who will I dance with?

• What are their motives?

• Have I worked with them before?

• What is their track record?

• Who are you dealing with?

• Is it the right fit?

• Subcontracting opportunities?

Who Should be a Protégé? – Partners Who Should be a Protégé? – Partners


• Win Win strategy

• Red flags – RFP driven– Technology interest – Client interest – Regional interest

• A balanced position = success!!

Who Should be a Protégé? – Partners Who Should be a Protégé? – Partners


• Create a list of possible candidates

• Prioritize (active relationships at the top)

• Interviews / research

• Pro’s & Con’s

• Partnering breadth and depth

• Compare against long term growth plans

• Be candid – ask why us?

• DoD vs. SBA?

Who Should be a Protégé? – ResearchWho Should be a Protégé? – Research


• Crawl, stumble and fall…..

• Nine months and no baby!!

• Re-focus

• TTEMI

• The agreement

• Winning work

• Problems & solutions

Who Should be a Protégé? – Sullivan Story Who Should be a Protégé? – Sullivan Story

TTEMI


• DoD Mentor Protégé – Developmental Assistance– Milestones– Metrics– Subcontracts– Schedule – Additional Information

Who Should be a Protégé? – Sullivan Story Who Should be a Protégé? – Sullivan Story

Handout Review


TimingTiming PartnerPartner Research Research

Who Should be a Protégé? – ReviewWho Should be a Protégé? – Review

Your mentor can be the catalyst to help grow your company or can cripple your ability to compete and waste precious resources. The more

you plan up front, the better chance you have for success!!


• Just need the work?

• Want to build out additional business competencies?

• Want to grow a new service offering or product line?

• Want to create a presence in a new geographical area?

• Develop a new client account?

What is your end objective? What is your end objective?


Creating your Mentor Protégé Business Plan: Summary of your business objectiveIdentify & research the business

environment > is this really the right market??Provide a detailed explanation of what you

will accomplish and hope to gain from this

mentor protégé effort > what will you gain?Create your action plan!!

What is your end objective? – The Plan What is your end objective? – The Plan


• New York City!?!?• Culture shock • Travel expenses• Internal presentations• Team building • Socials • Communication • Creating a mission & vision

Where will the work occur?? Where will the work occur??

Collaboration equalsnew business and

increased revenue for both mentor & protégé


• Does the timing make sense?

• Are there additional preparation requirements for the mentor protégé to be a success?

• Does it match your company growth plan and objectives?

• Do you have feedback from management and the technical folks?

When will it happen? When will it happen?


• New work

• New relationships

• New technical competencies

• Greater corporate exposure

• Strengthen existing competencies

• Refine business practices

• Learn from a leader

Why be a protégé? Why be a protégé?


Why?

Who?What?

Where?

When?

Successful Partner

Selection

Successful Partner

Selection

The Protégé – Decision CycleThe Protégé – Decision Cycle

Timing + Partner Review + Research =


QuestionsQuestions

sullivan international group, inc the protégé perspective presented by: steven e. sullivan ceo,...

Documents

sullivan international

sullivan history

sullivan ceo

protg perspective slide

sullivan story ttemi

research slide

timing slide

growing company