© 2014 Bloomberg Finance L.P. www.bgov.com | @BGOV

Top 20 Federal Contract Opportunities in Fiscal 2015: BGOV Presentation

OCT. 7, 2014

AFZAL BARI Senior Technology Analyst

KEVIN BRANCATO Senior Defense Analyst

MIGUEL GARRIDO Quantitative Analyst

DANIEL SNYDER Government Contracts Specialist

JORGE UQUILLAS Quantitative Analyst

BRAD DOUGLAS Chief Operating Officer, Shipley Associates

Director of Government Sales Research EVAN CROEN

In conjunction with:

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EXECUTIVE SUMMARY

Bloomberg Government has compiled the largest fiscal 2015 opportunities » No program has issued a final request for proposal (RFP) » Many programs have issued requests for information or draft RFPs » Final RFP or substantial preparatory work (by both government and contractors) is

likely in fiscal 2015 Top opportunities mostly defense – 12 defense, eight civilian

» Army leads with four opportunities (two fewer than last year), including a major consolidation of service contracts and a $25 billion information technology program

» 18 of 20 opportunities have more than $1 billion in potential lifetime value » Most programs will issue indefinite delivery / indefinite quantity (IDIQ) multiple-

award contracts (MACs)

BGOV analysts will continue to track all 20 programs through the year » Subscribe to the Federal Contracts Digest and contracting newsletter to stay up to

date on important developments in large opportunities and existing contracts » Also check the Major Programs Procurement Dashboard for additional details

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TOP PROGRAMS: #1 THROUGH #10

Dollars in billions

Five of the top 20 programs are valued at more than $10 billion

Rank Agency Program name Acronym

Estimated potential

value Estimated RFP date

Estimated award date

1 Army Responsive Strategic Sourcing for Services RS3 $30 Q2, FY 2015 Q4, FY 2015

2 Army Information Technology Enterprise Solutions-3 Services

ITES-3S $25 Q2, FY 2015* FY 2016*

3 DHA Defense Medical Information Systems/Systems Integration, Design, Development, Operations, and Maintenance Services

D/SIDDOMS IV

$20 Q2, FY 2015 Q4, FY 2015

4 VA Transformation Twenty-One Total Technology Next Generation

T4NG $12** Q1, FY 2015* Q4, FY 2015*

5 DISA ENCORE III ENCORE III $12 Q3, FY 2015 Q3, FY 2016*

6 Army Global Tactical Advanced Communications Systems

GTACS $10 Q4, FY 2015* Q3, FY 2016*

7 GSA Human Capital and Training Solutions HCATS $5 Q2, FY 2015* Q1, FY 2016*

8 GSA Network Services 2020 NS2020 $4 Q2, FY 2015* Q3, FY 2016*

9 Army Warfighter FOCUS II WFF II $4 Q1, FY 2016 Q2, FY 2017

10 DHS Entry/Exit Transformation EXT $3 Q3, FY 2015* Q3, FY 2016*

* Indicates Bloomberg Government date estimate ** The VA revealed on Oct. 6 that the ceiling of T4NG will be $22.319 billion Notes: DHA – Defense Health Agency; VA – Department of Veterans Affairs; DISA – Defense Information Systems Agency; GSA – General Services Administration Source: Bloomberg Government Major Programs Procurement Dashboard

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TOP PROGRAMS: #11 THROUGH #20

Dollars in billions

A range of MACs for services, support, research, engineering and hardware

Rank Agency Program name Acronym

Estimated potential

value Estimated RFP date

Estimated award date

11 Air Force Joint Range Technical Services J-Tech II $1.7 Q2, FY 2015 Q3, FY 2016

12 Air Force Counter Narco-Terrorism Program Office CNTPO $1.6 Q2, FY 2015* Q4, FY 2015*

13 SOCOM Special Operations Command and the Special Operation Forces Information Technology Enterprise Contract

SITEC II $1.0 Q2, FY 2015 Q1, FY 2016

14 Navy Fielded Training Systems Support IV FTSS IV $1.0 Q2, FY 2015 Q3, FY 2016

15 Air Force Sustainment and Modernization of Optical and Radar Sensors

SMORS $1.0 Q2, FY 2015 Q2, FY 2016

16 HHS Unified Program Integrity Contractor UPIC $1.0 Q2, FY 2015* Q1 FY 2016*

17 DHS Next Generation Enterprise Computing Services NGECS $1.0 Q2, FY 2015* Q3, FY 2016*

18 DHS Enterprise Applications Development Integration and Sustainment

EADIS $1.0 Q1, FY 2015* Q3, FY 2015*

19 USACE Joint Test and Evaluation JT&E $0.9 Q2, FY 2015* Q3, FY 2016*

20 DOT Traffic Flow Management System 2 TFMS-2 $0.8 Q1, FY 2015* FY 2015

* Indicates Bloomberg Government date estimate Notes: SOCOM – U.S. Special Operations Command; HHS – Department of Health and Human Services; DHS – Department of Homeland Security; USACE – Army Corps of Engineers; DOT – Department of Transportation. Source: Bloomberg Government Major Programs Procurement Dashboard

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#1 – RESPONSIVE STRATEGIC SOURCING FOR SERVICES (RS3)

» RS3 will consolidate follow-ons to several multibillion-dollar MACs, including the Army’s Strategic Services Sourcing (S3) and Rapid Response Third Generation (R23G)

» The Army Contracting Command-Aberdeen Proving Ground (ACC-APG) made a number of significant changes to its first RFI, including redefining the scope and structure. RS3 would provide a broad range of complex C4ISR-related knowledge-based services

» ACC-APG is considering dividing the services on RS3 into five primary categories: engineering; research, development, test and evaluation; logistics; systems engineering and technical assistance (SETA); and education and training

» RS3 will consist of an unrestricted track and a

separate small-business set-aside suite. All SETA task orders, as well as all tasks valued at less than $10 million, will be awarded through the small-business suite

Description Details Program

Responsive Strategic Sourcing for Services (RS3)

Estimated value $30 billion

Agency DOD, Army

RFP release date

Q2, FY 2015 (government estimate)

Award date Q4, FY 2015 (government estimate)

Contract duration

10 years

Incumbents

Strategic Services Sourcing (S3)

Rapid Response Third Generation (R23G)

Warrior Enabling Broad Sensor Services (WEBS)

Technical, Administrative and Operations Support Services (TAOSS)

Technical Information Engineering Services (TIES)

Classification R - Professional, administrative and management support services

RFI – Request for Information; C4ISR – Command, Control, Communications, Computers, Intelligence, Surveillance and Reconnaissance

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#5 – ENCORE III

» ENCORE III will provide IT solutions for the Defense Department, including Command and Control (C2), intelligence, mission support areas, the Global Information Grid (GIG) and the DOD Information Network (DoDIN)

» ENCORE III will replace ENCORE II, which runs through 2018 and is one of the largest MACs in the federal government

» The government is starting the re-compete process very early, possibly to build in time for complexity delays and protests

» ENCORE III will not include stand-alone

telecommunications, hardware or software licenses

» The agency hasn’t yet decided on an acquisition strategy but will probably include a separate small-business lane, depending on the responses they receive

Description Details Program ENCORE III

Estimated value $12 billion

Agency DOD, Defense Intelligence Systems Agency

RFP release date

Q3, FY 2015 (government estimate)

Award date Q3, FY 2016 (BGOV estimate)

Contract duration

10 years

Incumbents ENCORE II 33 contracts ($5.9 billion in spending to date)

Classification R – Professional, administrative and management support services

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#7 – HUMAN CAPITAL AND TRAINING SOLUTIONS (HCATS)

» HCATS will replace the Office of Personnel Management’s existing Training and Management Assistance (TMA) contract vehicle, providing industry best practices in human resource (HR) training / development and human capital management services

» OPM was originally responsible for facilitating the

re-compete acquisition procedures and abruptly canceled the procurement in February 2014 while proposals were being reviewed

» In April 2014, OPM and the General Services Administration signed a memorandum of understanding forming a partnership to grant GSA contracting authority to acquire HR training and development and human capital management services

» HCATS will combine two OPM acquisition vehicles, the current Training and Management Assistance IDIQ and a small Recruitment and Branding blanket purchase agreement

» An industry day is planned on Oct. 30

Program Human Capital and Training Solutions (HCATS)

Estimated value $5 billion

Agency General Services Administration

RFP release date

Q2, FY 2015 (BGOV estimate)

Award date Q1, FY 2016 (BGOV estimate)

Contract duration

Seven years

Incumbents OPM Training Management and Assistance

53 contracts ($3.5 billion spending to date)

Classification R – Professional, administrative and management support services

Description Details

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#12 – COUNTER NARCO-TERRORISM PROGRAM OFFICE (CNTPO)

» CNTPO contracts for the development, deployment, and provision of technology to engage, disrupt, and deter narcoterrorism worldwide

» CNTPO provides its services to law enforcement, Defense and civilian agencies, and partner nations

» CNTPO has a variety of contract vehicles available

» The largest, a $3.9 billion CNTPO MAC with an ordering period expiring in fiscal 2016, is being split across four new MACs – two in the Army and two in the Air Force

» The two Air Force MACs, which haven’t yet released an RFP, are having their acquisition strategies finalized

» AF MACs probably will use LPTA for source selection, with small-business and large-business pools. There will be a 40 percent small-business subcontracting goal for large businesses

» Existing MAC is global: $2.2 billion in Afghanistan, $192 million in Pakistan, $171 million in South Korea and $110 million in Mexico

Program Counter Narco-Terrorism Program Office (CNTPO)

Estimated value $1.6 billion

Agency DOD, Air Force

RFP release date

Q2 FY 2015 (BGOV estimate)

Award date Q4 FY 2015 (BGOV estimate)

Contract duration

Seven years

Incumbents

Counter Narco-Terrorism Program Office ($3.9 billion spending to date) Lockheed Martin Corp. (W9113M07D0006) Northrop Grumman Corp. (W9113M07D0007) Raytheon Co. (W9113M07D0008) Academi Holdings LLC (W9113M07D0005) Rockwell Collins Inc. (W9113M07D0009)

Classification 541 - Professional, scientific, and technical services

Description Details

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#14 – FIELDED TRAINING SYSTEMS SUPPORT (FTSS IV)

» FTSS IV will provide the Navy and other customers with a wide range of complex and non-complex training systems support activities • Complex activities include contractor operations

and maintenance services (COMS) and contractor instructional services (CIS)

• Ancillary services include training device modifications and relocations, systems management, spares and product support

» Industry day was held on July 15; a draft RFP is

expected to be released in November and a pre-proposal site visit is expected in December

» One RFP will be released for two lots of contracts • Lot 1 – unrestricted competition for complex

programs (goal of five or more contracts) • Lot 2 – small-business set-aside, non-complex

programs (goal of three or more contracts)

» RFP will use real and representative task requirements for proposal submissions • Lot 1: F/A-18 COMS and CIS • Lot 2: C-9B COMS and CIS

Description Details Program

Fielded Training Systems Support IV (FTSS IV)

Estimated value $1 billion ($1.3 billion ceiling)

Agency DOD, Navy

RFP release date

Q2, FY 2015 (government estimate)

Award date Q3, FY 2016 (government estimate)

Contract duration

Five years, plus three one-year options

Incumbents

FTSS III ($980 million ceiling) • 13 incumbents • $47 million in obligation in fiscal 2013, and

$50 million fiscal 2014 YTD • Base period ends in 2016, option available FTSS II ($800 million ceiling) • 11 incumbents • $59 million in obligation in fiscal 2013, and

$22 million fiscal 2014 YTD

Classification J – Maintenance, repair and rebuilding of equipment

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OTHER PROGRAMS TO KEEP ON YOUR RADAR

Alliant and Alliant Small Business on the horizon » Acquisition planning is underway for re-competes of GSA’s two large IT GWACS

New giant GSA Professional Services Schedule expected in fiscal 2015 » GSA will overhaul its professional services schedules by consolidating several multibillion-dollar

MACs, including MOBIS, FABS, and PES, into a new mega-schedule starting in January 2015

UCLASS to move forward » Congress is forcing the Navy to settle on a mission and requirements for future unmanned

carrier-launched airborne surveillance and strike (UCLASS) pilotless aircraft » Lockheed Martin, Boeing Co., General Atomics and Northrop Grumman will compete for program » The fiscal 2015 budget request has $2.7 billion allocated through fiscal 2019 for the effort Global C4ISR Installation on-boarding soon » On Aug 21, SPAWAR SYSCOM issued an RFP for up to three new companies to join the Sea

Enterprise II MAC, which is used to install systems bought using MACs such as CANES and Pillars. With $516 million in orders over four years and a ceiling of $1.4 billion, there should be sufficient headroom for all task orders through the Feb. 9, 2019, end date

Program and Systems Support (PASS) MACs on the way » NAVAIR intends to solicit a five-year IDIQ suite of MACs collectively worth up to $496 million » Acquisition will support agencies in the areas of project, program and portfolio (PPP)

management

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BGOV RESOURCES CAN HELP CONTRACTORS DIG DEEPER INTO THESE OPPORTUNITIES Business development

» Major Programs Procurement Dashboard » Awards and Opportunities Search » Bid Tracker » Partner Finder

Research » Contract Intelligence Tool » Contracts Search » Small Business Dashboard

Exclusive BGOV analyst content » Actionable market and MAC analyses to

track and prepare for opportunities » Timely budget- and policy-oriented

analyses » Relevant insights on a variety of topics

affecting contractors » Webinars offering a wealth of actionable

information

Government sales resources Other resources on BGOV.com News & analysis

» BGOV Analysis and Insights » Bloomberg BNA » News

Legislation » Congress Tracker » BGOV Bill Summaries » CRS Reports

Regulation

» Federal Register » Code of Federal Regulations » Regulation Comment Search

© 2013 Bloomberg Finance L.P.

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UPCOMING RELATED EVENTS Live Event: Breakfast Briefing – Army Budgets, Opportunities & the Future – Oct. 14, 2014 (7:30 a.m.-9:30 a.m.)

» Join BGOV analysts to discuss the prospects for the Army budget in fiscal 2015 as it makes its way through Congress, upcoming major contracting opportunities, and the future of the Army’s budget in fiscal 2016 and beyond.

Webinar: A Data-Driven Approach to Partnering: Part II – Oct. 22, 2014 (2 p.m.-3 p.m.) » Join BGOV for the second of our two-part complimentary webinar series which explores in

real-time how attendees can use data and tools to make informed teaming decisions that will result in more business opportunities.

» In partnership with Lohfeld Consulting Group

BGOV events

© 2014 Bloomberg Finance L.P.

Sign up for all events at www.about.bgov.com

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Qualifying Your Bid Opportunities

Webinar Presenter: Brad Douglas COO, Shipley Associates bjdouglas@shipleywins.com

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Why Qualify Your Bid Opportunities?

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BD Lifecycle: Opportunity Assessment Phase

• Research opportunity, customer, and competition to determine win potential

• Confirm alignment with capabilities and strategic direction

Decision to assess (qualify) the opportunity

Decide to pursue opportunity

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BD Lifecycle: Capture Planning Phase

• Prepare, review, and implement capture plan to influence customer

• Move from unknown to known to preferred position with customer

Decision to pursue

Decide to plan proposal

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Customer Milestones

Draft RFP

Final RFP

Proposals Due Award

BD Phase Market

Segmenta-tion

Long-Term Positioning

Opportunity Assessment

Capture Planning

Proposal Planning

Proposal Develop-

ment

Post-Submittal Activities

Qualification and Decision

Gates

Marketing/ Campaign Interest Pursuit Preliminary

Bid Bid

Validation Proposal Submittal

Final Offer

Color Team Reviews

Blue Team

Black Hat

Pink Team

Red Team Green Team

Gold Team

White Hat

Key Documents

• Multi-year strategic plan

• Annual operating plan

• Marketing plan

• Opportun-ity analysis report

• Capture plan

• Capture plan

• Story-boards

• Mockups

• Story-boards

• Mockups • Final draft

proposal

• Proposal revision

• Lessons learned

• Contract

Bid Qualification at Key Milestones

6 5 4 3 2 1 0

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Don’t Be Afraid to “No-Bid” Anywhere During Opportunity Qualification

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Qualification Decision at the “Interest” Level

The Interest Decision verifies that an identified opportunity fits your organization’s strategic direction and capability.

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Qualification Questions at Early Interest Phase

Category Questions

Opportunity Is the opportunity real and funded? Do we know the potential project owner’s perception of us?

Fit Does this opportunity support our strategic, annual operating, account, or marketing plans?

Positioning Does the customer know we are considering this opportunity? Are we an incumbent? If not, have we been actively calling on the prospect?

Customer Mission Do we thoroughly understand the customer’s mission?

Competition Do we know who potential competitors are likely to be? Can we team with a competitor if necessary? Are there alternatives to our likely solution?

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Pursuit Qualification Decision

The Pursuit Decision analyzes customer, opportunity, and competitor intelligence to decide whether to advance to capture planning.

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Qualification Questions at Pursuit Phase Category Questions

Business Case

Do we have adequate business development resources to aggressively develop the opportunity?

Are there acceptable profit margins or other strategic reasons for wanting to win?

Does the opportunity conflict with other contracted or expected work?

Decision-Makers, Issues/Hot Buttons

Do we know the key decision-makers and their issues and hot buttons?

Do the key decision-makers know us?

Contractor Role and Responsibilities

Do we have a clear understanding of our anticipated role? Are there any potential conflicts of interest for us?

Competition Have we identified probable competitors?

Competitive Position Do customer requirements match our competencies? Have we established a price to compete? Do we have a baseline solution aligned to the price to compete?

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Preliminary Bid Qualification Decision

The Preliminary Bid Decision assesses win strategy, competitive position, technical solution, and price to win, determining whether to plan a proposal.

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Category Questions

Contract Schedule Do we have a clear understanding of the deliverables and schedule?

Evaluation Process Are we sure of the evaluation process to be used?

Competition Do we know the customer’s perception of competitors? Has an objective bidder comparison been completed?

Subcontracting Do we have firm commitments from needed teammates?

Past Performance Do we have strong, relevant past performance? Management Does our management approach provide added value? Technical Does our technical solution provide added value or discriminators?

Discriminators, Themes

Are our discriminators unique and important to the customer? Can the customer justify selecting us based on our discriminators and

cost?

Pricing to Win Has a price to win been determined, and is it acceptable to management?

Opportunity Status Is the customer adhering to the expected schedule? If not, why not, and what does that tell us about the opportunity?

Qualification Questions at Preliminary Bid Phase

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Bid Validation Qualification Decision

The Bid Validation Decision confirms your tentative plan to prepare a bid after seeing the final request for proposals.

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Category Questions

RFP Analysis

Are announced RFP terms as anticipated and still acceptable? Does the RFP show evidence of influence by competitors? Based on published evaluation criteria, can the customer justify selecting

us?

Solution Are technical requirements in the RFP what we anticipated? Is our technical approach verified as acceptable to the customer? Are teammate roles clearly defined and formally agreed?

Proposal Readiness

Are the proposal schedule, budget, outline, and compliance checklist complete?

Is the proposal team identified? Has a draft executive summary been prepared? Has the price to win been updated based on the latest competitive

intelligence and RFP? Is our preliminary, bottom-up cost estimate consistent with the price to

win? Can the solution be profitably delivered at the price to win?

Issues Have all our internal issues been addressed and resolved?

Qualification Questions at Bid Validation Phase

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Last Words on Bid Qualification

Advance •Secure funding •Commit staff •Track results Archive

decision package

•Set schedule •Identify contingencies

Document lessons learned

End

Qualification Decisions

Defer

•Redirect resources

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Best Practice: Adopt a Bid Qualification Discipline

1 • Define a bid qualification process with

decision gates and reviews

2 • Fit your process to your environment

3 • Document roles and responsibilities

4 • Make your bid qualification process an

executive priority

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Contact Information:

Brad Douglas bjdouglas@shipleywins.com

888.772.9467 (WINS)

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Q&A Follow us on Twitter: @BGOV

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ABOUT THE BGOV ANALYSTS

Kevin Brancato is a Senior Defense Analyst with Bloomberg Government. Before joining Bloomberg, he was a management scientist at the RAND Corporation, where he analyzed weapon system costs and defense manpower policies. He received a B.A. in math from Columbia University and a Ph.D. in economics from George Mason University.

kbrancato@bloomberg.net +1 202 416 3385 @kevinbrancato

Afzal Bari is a Senior Technology Analyst with Bloomberg Government. He spent five years as a strategy consultant at the Corporate Executive Board. Bari has passed all three levels in the Chartered Financial Analyst program. He holds an MBA from Duke University and undergraduate degrees in information technology and government.

abari1@bloomberg.net +1 202 416 3409

@afzal_bari

Miguel Garrido is a Quantitative Analyst with Bloomberg Government. Before joining Bloomberg, he was an economic consultant for Edgeworth Economics, where he analyzed legal disputes and regulatory matters. Garrido graduated from Princeton University, where he majored in economics and studied political economy.

mgarrido8@bloomberg.net +1 202 416 3514

@MGarridoDC

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ABOUT THE BGOV ANALYSTS (CONTINUED)

Daniel Snyder is a Government Contract Specialist with Bloomberg Government. He has spent five years working in procurement consulting. He holds an undergraduate degree in political science from Siena College and is pursuing a M.S. in government contracts at The George Washington University.

dsnyder24@bloomberg.net +1 202 416 3527

@DanielSnyder22

Jorge Uquillas is a Quantitative Analyst with Bloomberg Government. He previously worked at the Antitrust Division of the U.S. Department of Justice as an economic research analyst performing statistical, regression and geographic analysis to support antitrust investigations. He holds an MBA from the University of Chicago Booth School of Business, an M.A. in economics from The George Washington University, and a B.S. from the University of Maryland.

juquillas@bloomberg.net +1 202 416 3542

@UquillasDC

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ABOUT BLOOMBERG GOVERNMENT

Bloomberg Government is a comprehensive web-based service that provides rich data, analytical tools, timely news and in-depth policy analysis, for those who need to understand the business impact of federal government actions. For more information, visit www.bgov.com or call +1 877 498 3587. Follow us on Twitter: @BGOV

DISCLAIMER Copyright 2014 Bloomberg Finance L.P. Not for redistribution except by an authorized BGOV user, and only as expressly permitted in the Bloomberg Government terms of service. All permitted uses shall cite BGOV as a source.

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