Content Proprietary to Waypoint© 2008 Waypoint Waypoint Overview

Content Proprietary to Waypoint© 2008 WaypointPg. 2 Waypoint Understands the Depth of Business Capture Perceived Challenge Actual Challenge The Business Capture Challenge

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™

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

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

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

Content Proprietary to Waypoint© 2008 WaypointPg. 7 Seller Solutions Portfolio & Pipeline Optimization Capture Planning & Proposal Leadership Market Assessment & Strategy

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

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

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

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

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

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

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

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