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Content Proprietary to Waypoint© 2008 Waypoint Waypoint Overview
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Content Proprietary to Waypoint© 2008 WaypointPg. 2 Waypoint Understands the Depth of Business Capture Perceived Challenge Actual Challenge The Business Capture Challenge
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Content Proprietary to Waypoint© 2008 WaypointPg. 3 Waypoint Overview Waypoint brings an end-to-end, unifying approach to the activities that drive top-line revenue; grounded in a business philosophy that continuity and integration of people and process (IP), enabled by technology, materially increase ROI on B&P spending and probability of win. Waypoint Solutions: Market Assessment & Strategy Portfolio & Pipeline Optimization Capture & Proposal Leadership Charted Revenue Growth™
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Content Proprietary to Waypoint© 2008 WaypointPg. 4 The Waypoint Course™ The lifecycle of complex, competitive procurements Outcomes-based approach methodology Waypoint’s hands- on pre-award business services create revenue growth for clients selling into the Federal, State & Local government, and commercial markets where new business is won through a structured, competitive procurement process. Enterprise-wide, life cycle focus Full system accountability Alignment of resources to outcomes
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Content Proprietary to Waypoint© 2008 WaypointPg. 5 Waypoint’s Qualifications Domain business capture & program management experience Federal DoD - Army, Navy, Air Force, Marines, DLA Federal Civil - DHS, DOJ, DISA, FEMA State & Local - Welfare, Justice & Public Safety, Tax & Revenue, and GA Commercial – Aerospace, Telecom, Healthcare, Life Sciences, Finance Participated in hundreds of winning large business capture and proposal response efforts over the past 25 years DHS - US VISIT DLA - Business Systems Modernization DHS – EAGLE State of IL - Unemployment Insurance System Modernization Deep knowledge of the buyer and their needs across multiple horizontal competencies IT software & hardware Systems Integration & training Process improvement & automation Outsourcing and Operations & Maintenance Commercial & Military hardware Manufacturing
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Content Proprietary to Waypoint© 2008 WaypointPg. 6 Waypoint’s Seller Solution Process Integration of Win/Loss and Lessons Learned To Deliver Repeatable Results Technology Enabled Data Refinement into Actionable Intelligence to Drive Strategy Market Assessment Market Segmentation Portfolio Optimization Bid/No-bid Analysis Investment Decisions Pipeline Optimization Business Capture Proposal Development Contract Award
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Content Proprietary to Waypoint© 2008 WaypointPg. 7 Seller Solutions Portfolio & Pipeline Optimization Capture Planning & Proposal Leadership Market Assessment & Strategy
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Content Proprietary to Waypoint© 2008 WaypointPg. 8 Market Assessment & Strategy Data to Intelligence Solution Components Market Assessment Product/Solution Strategy Pricing Strategy Corporate Communications Strategy Enterprise Performance/Capability Assessment Value Delivered Confirmation of market needs (solutions developed to solve real problems) Solution strategy aligned to market needs Mitigation of enterprise delivery success barriers Synchronized brand, marketing/communications, and public relations plans Better utilization of Market Phase investments = Higher ROI
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Content Proprietary to Waypoint© 2008 WaypointPg. 9 Market Assessment & Strategy Process Market Process Governance Management and Quality Assurance Macro (Industry & Function) Market Assessment & Segmentation Market Segment Trends & Drivers Analysis Product/ Solution Gap Analysis M Total Addressable Market (TAM) Dataset Specific Addressable Market (SAM) Dataset Research Data Qualify MarketQuantify Market Repurpose Or Rebuild Product/ Solution Decisions Solution Investment Analysis & Priority Market Investment Analysis & Priority Rebuild Repurpose Fiscal Year Plans Target Clients Target Opportunities Investment Review & Approval Funding Plans Prioritize & Fund Ops Data Mkt Data M
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Content Proprietary to Waypoint© 2008 WaypointPg. 10 Portfolio & Pipeline Optimization Opportunities to Targets Solution Components Business Capture Assessment Client & Program Opportunity Strategy Opportunity Pipeline Leadership (programs) Sales Strategy Competitive Intelligence Analysis and Review Bid/No-Bid Decision Support Targeted Opportunity Strategy Value Delivered Improved use of sales and business development resources (focus on the right opportunities and clients Higher conversion rate of opportunities to Capture Phase Consistent use of corporate brand in client-facing activities and Win Strategies Improved sales and business development capabilities: people, processes, tools and budgets Early elimination of low win-probability pursuits Higher quality of targeted pursuits = Higher ROI WIN
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Content Proprietary to Waypoint© 2008 WaypointPg. 11 Portfolio & Pipeline Optimization Process Portfolio Process Governance Management and Quality Assurance M Win/Loss Data Target Clients Target Opportunities Portfolio Planning Funding Plans Ops Data Mkt Data C Portfolio Segmentation Analysis Client Relationship Management MARCOM Effort Contact Mgmt Competitive Intel M Event Driven Pursuit Readiness Assessment Pursuit Planning Opportunity Capture Strategy Development Bid / No-Bid Analysis RFI SOW BH Ops Data No-BidBid
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Content Proprietary to Waypoint© 2008 WaypointPg. 12 Capture Planning & Proposal Development Leadership Targets to Awards Solution Components Win Strategy Validation Proposal Development Leadership Price To Win Leadership Color Team Reviews Post Delivery (of proposal) Activities Value Delivered Higher win rate Improved use of capture/proposal resources Early and ongoing detection of strategy misalignments Improved execution readiness Improved alignment of pricing decisions with customer and market factors Improved proposal team morale and productivity Highest proposal quality for dollars invested = Higher ROI
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Content Proprietary to Waypoint© 2008 WaypointPg. 13 Capture Solution Process Management and Quality Assurance Price-To-Win (PTW) Support Capture Process Governance Capture Planning Win Strategy Validation Proposal Outline Content Plan Template DRFP Proposal Baselines Development C P Authors Arrive Content Plan Prototype C Proposal Baselines Development RFP DraftFinal GT BT Win/ Loss End Game Orals, ENs & BAFO YT RT
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Content Proprietary to Waypoint© 2008 WaypointPg. 14 What Makes Waypoint Unique Client serving professionals with deep experience in the client’s industry An intense focus on the client’s success for the full life cycle of the target programs Solutions that are contemporary, integrated and automated Supported By Northern Virginia Solution Center Technology Enabled Virtual Capture/Proposal Teams An internal culture focused on success, openness and uncompromising integrity Attentiveness to the cultural and business needs of our clients
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Content Proprietary to Waypoint© 2008 WaypointPg. 15 Why Choose Waypoint Our Solution addresses full range of business capture activities We built our solution using industry best practices Augmented by decades of business capture, proposal development, evaluation, delivery execution experience We reduce proposal author “blank paper panic” Provide templates, tools, workflows, and job aids for proposal staff Solution Center support for peaks & valleys We support remote as well as on-site proposal contributors and reviewers Waypoint delivers: Qualified, experienced people focused on winning Increased business capture efficiency Higher opportunity win rates Top-line revenue growth
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