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Falling back in love with business development #LoveBDAgain

Last week’s American Institute of Architects (AIA) convention brought more than 18,000 attendees from around the globe to the Georgia World Congress Center in Atlanta. The three-day event featured more than 300 educational sessions/workshops and a massive expo with nearly 800 exhibitors.

As in years past, Deltek’s presence was in full force at this premier architecture, engineering and construction (AEC) event. In addition to showcasing Deltek solutions on the expo floor,  Senior Product Marketing Specialist Megan Miller led a seminar titled “Fall in Love with Business Development Again” to a packed crowd on Thursday afternoon.

 

Alongside Wallace Engineering’s Brad Thurman, PE, FSMPS, CPSM, Miller covered the common pain points identified by business developers and presented tips on how to reengage the industry and win more business.

 

A 2014 study by the Society for Marketing Professional Services Society (SMPS) – “The Seller-Doer Model: Is it Really Taking Hold – and Is It Working?” – revealed that 63 percent of firms surveyed reported an increase in the number of seller-doers in their company, where employees are not only responsible for business development (BD), but also sales, technical, marketing and client support. However, only 4 percent of companies considered their seller-doers as “highly effective.”

 

A major obstacle with this growing seller-doer model is the lack of time devoted to business development when having to wear multiple hats. Miller stressed that “business development is the lifeblood of your organization,” and Thurman reminded attendees that BD is not about sales, but about “nurturing relationships.”  

 

Many attendees reported they simply don’t have enough hours in the day to dedicate to BD, and they often find themselves doing tasks they don’t enjoy, such as cold calling, expense reports, and attending meetings. Thurman and Miller provided several practical tips for spending more time on the tasks you love and blocking time for business development.

 

Miller also touted the importance of being more selective in business development. Statistics show it takes 100 cold calls to get one lead; therefore, companies should narrow their prospect lists and truly nurture that network. Taking the time to learn about a potential client and their needs before approaching them goes a long way in distinguishing your organization from the rest. 

GovWin IQ offers several solutions to help business developers learn about potential clients and narrow their prospect list in the public sector. GovWin IQ’s Government Snapshots tool combines government data with Deltek’s expert analysis and forecasting tools to provide vendors with key information on spending, population, agency contacts, employment, bids, and more so that they can make informed business decisions in their target markets.

 

GovWin IQ Lead Alerts act as the first hint of a project for business developers. Our analysts are scouring government websites and reviewing state and local capital improvement plans (CIP) on a daily basis to identify new projects across all vertical markets and provide updates on past CIP initiatives. Lead Alerts help you identify projects planned years in advance so you can start building relationships with prospects early.

 

Further, GovWin IQ’s newly expanded contract awards database offers business developers deep insight into current contracts across the state and local market, expiring agreements that may be rebid, as well as bid tabulations/bidders lists offering strong competitive intelligence.

 

Learn more about GovWin IQ solutions with a free trial

 

April Line-Up: What's New This Month - Deltek's Top 20 Federal Opportunities for FY 2015

While there were no solicitations released from Deltek's list of annual top federal opportunities for FY 2015 this month, there were two opportunities that had significant announcements published:

· The contracting office for the State Department's WPS-2 issued a pre-solicitation notice on April 17; the pre-solicitation conference is scheduled for May 22.

· The Army announced in the Tactical Network Industry Forum Slides that the CHS-5 draft RFP is expected to be released in December 2015.

Also worth noting is that solicitation release dates were delayed for four opportunities. Details are provided below, with each opportunity's original rank in the Top 20 Federal Opportunities for FY 2015 report and a link to additional details available in GovWin IQ.

Solicitations Released to Date: Nine

#12 GNS: RFP released on April 1, proposals due June 1, 2015. –GovWin IQ# 118117

#2 RS3: The solicitation for the $37.4B procurement was released on March 25, with proposals due May 6. Up to 50 awards are expected in July. –GovWin IQ# 54023

#9 ESPC: The solicitation was released on March 23, with proposals due May 13, 2015. –GovWin IQ# 109872

#20 ICP Core: The solicitation was released March 13; proposals are due May 12, 2015. The government anticipates an award in October 2015. –GovWin IQ# 44732

#16 M&O of the National Security Campus Formerly Known as the Kansas City Plant: Solicitation released December 12; proposals due February 10, 2015. –GovWin IQ# 45419

#7 CFT: Solicitation released on December 2; proposals due February 3, 2015. –GovWin IQ# 66838

#3 T4NG: Solicitation released on November 19; proposals due December 19, 2014. – GovWin IQ# 104683

#11 KC10 CLS Engine Support: Solicitation released on November 7; proposals due January 28, 2015. –GovWin IQ# 88677

#19 KC10 CLS Airframe Support: Solicitation released on November 7; proposals due January 28, 2015. –GovWin IQ# 65969

Solicitations Pushed to Later Date:

#10 HCaTS: On May 4, the contracting office stated that the final solicitations are now anticipated to be released by the end of June 2015. Previously, the solicitations had been anticipated to be released on May 19. Deltek has updated the opportunity report milestones accordingly. For more information on the HCaTS unrestricted vehicle, please refer to Opportunity Report ID: 121350. For more information on the HCaTS SB vehicle, please refer to Opportunity Report ID: 121353. –GovWin IQ# 113795

#17 ProTech: The contracting office stated that the draft RFP is slated to be issued in Summer 2015 with the final RFP being released in late 2015. As a result, Deltek changed its anticipated solicitation release date from May 2015 to November 2015. –GovWin IQ# 78803

#18 IRES: The contracting office announced new dates for the IRES acquisition. A draft RFP is anticipated to be issued in August 2015. Industry Day #2, the Site Visit, and one-on-one meetings are anticipated to be held in August. The pre-proposal conference is scheduled to be held and the final RFP is anticipated to be released in January 2016. Deltek has updated the opportunity report milestones accordingly.–GovWin IQ# 42435

#14 ESD II: According to information provided by the CMS OSDBU, a draft RFP may be posted in early May 2015 for industry review and feedback. An Industry Day may take place in early June 2015 and the final RFP may be released in mid June 2015. All of these dates are subject to change. Deltek is confirming the dates with the contracting office and has changed the estimated solicitation date from May 2015 to June 2015. –GovWin IQ# 118153

Updated Quick View of Deltek's Top 20 Federal Opportunities for FY 2015 *Government Estimate

RANK

AGENCY

PROGRAM NAME

DELTEK EST. RFP DATE

DELTEK EST. AWD DATE

DELTEK EST. VALUE

GovWin IQ ID

1

GSA

ALLIANT II UNRESTRICTED

Nov-15

Jul-17

$50 Billion

106639

2

Army

RESPONSIVE STRATEGIC SOURCING FOR SERVICES (RS3)

Mar 25, 2015 Released

Jul-15*

$37 Billion

54023

3

VA

TRANSFORMATION TWENTY ONE TOTAL TECHNOLOGY PROGRAM NEXT GENERATION (T4NG)

Nov 19, 2014 Released

Dec-15*

$22.3 Billion*

104683

4

DOD

DEFENSE HEALTH INFORMATION TECHNOLOGY SERVICES GENERATION I IDIQ (DHITS GEN I)

Oct-15

Jun-16

$10 Billion*

53177

5

Army

INFORMATION TECHNOLOGY ENTERPRISE SOLUTIONS 3 SERVICES (ITES-3S CHESS)

Sep-15

Dec-16

$12 Billion*

64990

6

DOD

ENCORE III

Sep-15

May-16

$12.2 Billion

110485

7

USAF

CONTRACT FIELD TEAM MAINTENANCE (CFT)

Dec 2, 2014 Released

Jan-16*

$11.4 Billion*

66838

8

State

WORLDWIDE PERSONAL PROTECTION SERVICES 2 (WPS2)

May-15

Sep-15

$10 Billion

93195

9

DOE

ENERGY SAVINGS PERFORMANCE CONTRACT (ESPC)

Mar 23, 2015 Released

Dec-15

$1.0 Billion

109872

10

GSA

HUMAN CAPITAL AND TRAINING SOLUTIONS (HCaTS)

June-15*

Dec-15*

$5 Billion

113795

11

USAF

KC10A CONTRACTOR LOGISTICS SUPPORT ENGINE SUPPORT CONTRACT

Nov 7, 2014 Released

Apr-16

$4.4 Billion*

88677

12

DOD

GLOBAL NETWORK SERVICES (GNS)

April 1, 2015 Released

Dec-15

$4.0 Billion*

118117

13

GSA

NORTHEAST INFRASTRUCTURE SOLUTIONS (NIS)(NS2020)

Jul-15

Mar-16

$4.0 Billion*

105781

14

HHS

ENTERPRISE SYSTEM DEVELOPMENT UMBRELLA (ESD-II)

Jun-15

Sep-15

$4.0 Billion

118153

15

Army

COMMON HARDWARE SYSTEMS 5 (CHS-5)

Feb-16

Aug-16

$2.5 Billion

96504

16

DOE

MANAGEMENT AND OPERATION OF THE NATIONAL SECURITY CAMPUS FORMERLY KNOWN AS THE KANSAS CITY PLANT

Dec 12, 2014 Released

Jun-16

$9.0 Billion

45419

17

Commerce

PROFESSIONAL AND TECHNICAL SUPPORT SERVICES CONTRACT VEHICLE (PRO-TECH)

Nov-15

Apr-16

$3.0 Billion*

78803

18

DOD

INTEGRATED RESEARCH DEVELOPMENT FOR ENTERPRISE SOLUTIONS (IRES)

Jan-16*

Aug-16*

$5.8 Billion*

42435

19

USAF

KC10A CONTRACTOR LOGISTICS SUPPORT DEPOT MAINTENANCE AIRFRAME CONTRACT

Nov 7, 2014 Released

Apr-16

$2.3 Billion*

65969

20

DOE

AEC IDAHO CLEAN CONTRACT CORE PROJECT (ICP CORE)

Mar 13, 2015 Released

Jan-16

$1.58 Billion*

44732

March Line-Up: What Happened This Month - Deltek's Top 20 Federal Opportunities for FY 2015

A monthly rundown of activity for Deltek's Top 20 Federal Opportunities for FY 2015

Talk about March Madness! Three major solicitations were released in March and one was released on April 1, resulting in a total of nine solicitations featured in Deltek's annual top federal opportunities for FY 2015 being released so far this fiscal year.

Five solicitation released dates were pushed, two of which have reduced ceiling values.

Details of the month's updates to the Top 20 Federal Opportunities for FY 2015 follow, but here's the scorecard for March (as of April 1, 2015):

· Four solicitations released, with a combined ceiling value of $44B

· Solicitation release dates delayed for five opportunities

· Two opportunities' ceiling value reduced

Details are provided below, with each opportunity's original rank in the Top 20 Federal Opportunities for FY 2015 report and a link to additional details provided by GovWin IQ.

Solicitations Released to Date: Nine

#12 GNS: RFP released on April 1, proposals due May 18, 2015. Deltek estimates awards to be made in December 2015. –GovWin IQ# 118117

#2 RS3: The solicitation for the $37.4B procurement was released on March 25, with proposals due April 24. Up to 50 awards are expected in July. –GovWin IQ# 54023

#9 ESPC: The solicitation was released on March 23, with proposals due April 29, 2015. Deltek estimates awards to be made in January 2016. –GovWin IQ# 109872

#20 ICP Core: The solicitation was released March 13; proposals are due May 12, 2015. The government anticipates an award in October 2015. –GovWin IQ# 44732

#16 M&O of the National Security Campus Formerly Known as the Kansas City Plant: Solicitation released December 12; proposals due February 10, 2015. –GovWin IQ# 45419

#7 CFT: Solicitation released on December 2; proposals due February 3, 2015. –GovWin IQ# 66838

#3 T4NG: Solicitation released on November 19; proposals due December 19, 2014. – GovWin IQ# 104683

#11 KC10 CLS Engine Support: Solicitation released on November 7; proposals due January 28, 2015. –GovWin IQ# 88677

#19 KC10 CLS Airframe Support: Solicitation released on November 7; proposals due January 28, 2015. –GovWin IQ# 65969

Solicitation Dates Pushed to Later Date:

#10 HCaTS: The Draft RFPs were released for HCATS and HCATS SB on March 18, 2015. A Presolicitation Conference is planned for May 14, in Washington D.C. The final solicitations are expected on May 19, 2015. As a result, Deltek dates have been updated accordingly. For more information on the HCaTS unrestricted vehicle, please refer to Opportunity Report ID: 121350. For more information on the HCaTS SB vehicle, please refer to Opportunity Report ID: 121353. –GovWin IQ# 113795

#13 NIS/NS2020: On March 12, the government issued a special notice indicating that the contracting office is currently focusing on the$50B GSA Enterprise Infrastructure Solutions (EIS) acquisition (GovWin IQ # 115836). Currently, no additional information is available regarding the NIS. As a result, Deltek has changed the solicitation date to July 2015. –GovWin IQ# 105781

#14 ESD II: Deltek analysts confirmed that no recent activity has taken place. Because the CO was unable to provide a solicitation timeframe; as such, Deltek changed the estimated solicitation date from April 2015 to May 2015. –GovWin IQ# 118153

Solicitation Dates Pushed to Later Date and Ceiling Values Reduced:

#4 DHITS: Per the industry day slides published in February, the draft RFP is anticipated to be released on or about September 15, 2015. The RFP is anticipated to be released on or about October 14, 2015. Awards are anticipated to be made on or about June 23, 2016. In the industry day slides, the ceiling value was published as $10B, which is a reduction from original estimated value of $20B. Deltek has updated the dates and values accordingly.–GovWin IQ# 53177

#5 ITES-3S: The ceiling value was reduced from $20 billion to $12 billion, per information provided at the AFCEA NOVA Army IT Day held on February 4, 2015. The Draft RFP is currently projected to be issued in Q3FY15. As a result, Deltek changed the estimated RFP release date to September 2015. Additionally, the Government has requested a 36 month extension on the ordering period for ITES-2S. –GovWin IQ# 64990

Updated Quick View of Deltek's Top 20 Federal Opportunities for FY 2015 *Government Estimate

RANK

AGENCY

PROGRAM NAME

DELTEK EST. RFP DATE

DELTEK EST. AWD DATE

DELTEK EST. VALUE

GovWin IQ ID

1

GSA

ALLIANT II UNRESTRICTED

Nov-15

Jul-17

$50 Billion

106639

2

Army

RESPONSIVE STRATEGIC SOURCING FOR SERVICES (RS3)

Mar 25, 2015 Released

Jul-15*

$37 Billion

54023

3

VA

TRANSFORMATION TWENTY ONE TOTAL TECHNOLOGY PROGRAM NEXT GENERATION (T4NG)

Nov 19, 2014 Released

Dec-15*

$22.3 Billion*

104683

4

DOD

DEFENSE HEALTH INFORMATION TECHNOLOGY SERVICES GENERATION I IDIQ (DHITS GEN I)

Oct-15

Jun-16

$10 Billion*

53177

5

Army

INFORMATION TECHNOLOGY ENTERPRISE SOLUTIONS 3 SERVICES (ITES-3S CHESS)

Sep-15

Dec-16

$12 Billion*

64990

6

DOD

ENCORE III

Sep-15

May-16

$12.2 Billion

110485

7

USAF

CONTRACT FIELD TEAM MAINTENANCE (CFT)

Dec 2, 2014 Released

Jan-16*

$11.4 Billion*

66838

8

State

WORLDWIDE PERSONAL PROTECTION SERVICES 2 (WPS2)

May-15

Sep-15

$10 Billion

93195

9

DOE

ENERGY SAVINGS PERFORMANCE CONTRACT (ESPC)

Mar 23, 2015 Released

Dec-15

$1.0 Billion

109872

10

GSA

HUMAN CAPITAL AND TRAINING SOLUTIONS (HCaTS)

May-15*

Aug-15*

$5 Billion

113795

11

USAF

KC10A CONTRACTOR LOGISTICS SUPPORT ENGINE SUPPORT CONTRACT

Nov 7, 2014 Released

Apr-16

$4.4 Billion*

88677

12

DOD

GLOBAL NETWORK SERVICES (GNS)

April 1, 2015 Released

Dec-15

$4.0 Billion*

118117

13

GSA

NORTHEAST INFRASTRUCTURE SOLUTIONS (NIS)(NS2020)

Jul-15

Mar-16

$4.0 Billion*

105781

14

HHS

ENTERPRISE SYSTEM DEVELOPMENT UMBRELLA (ESD-II)

May-15

Sep-15

$4.0 Billion

118153

15

Army

COMMON HARDWARE SYSTEMS 5 (CHS-5)

Feb-15

Jul-16

$2.5 Billion

96504

16

DOE

MANAGEMENT AND OPERATION OF THE NATIONAL SECURITY CAMPUS FORMERLY KNOWN AS THE KANSAS CITY PLANT

Dec 12, 2014 Released

Jun-16

$9.0 Billion

45419

17

Commerce

PROFESSIONAL AND TECHNICAL SUPPORT SERVICES CONTRACT VEHICLE (PRO-TECH)

Aug-15

Apr-16

$3.0 Billion*

78803

18

DOD

INTEGRATED RESEARCH DEVELOPMENT FOR ENTERPRISE SOLUTIONS (IRES)

Oct-15*

Aug-16*

$5.8 Billion*

42435

19

USAF

KC10A CONTRACTOR LOGISTICS SUPPORT DEPOT MAINTENANCE AIRFRAME CONTRACT

Nov 7, 2014 Released

Apr-16

$2.3 Billion*

65969

20

DOE

AEC IDAHO CLEAN CONTRACT CORE PROJECT (ICP CORE)

Mar 13, 2015 Released

Oct-15*

$1.58 Billion*

44732

Federal Shared Services Marketplace Goes Public

Since the spring of 2013, government agencies have been able to find and buy shared service offerings through an online database called Uncle Sam’s List. The site was launched by the Chief Information Officers Council as part of a strategy to promote use of shared services. By August 2013, over 100 shared services were listed, and the total number was still growing. Now, those shared service listings are being made public to improve government-industry collaboration. 

The Office of Management and Budget (OMB) issued its Shared Services Strategy in 2012. The plan outlined steps for agencies to take toward reducing over $46 billion in duplicative IT investments, focusing on commodity IT purchases as well as government-wide and intra-agency shared services. In the four months following the strategy release, agencies faced a series of deadlines to advance enterprise planning and the Shared-First approach. Since the initiative launched, agency adoption of shared services through Uncle Sam’s List has simplified acquisition and delivered cost savings. For example, by consolidating computer buying contracts, the Department of Commerce was able to cut its spending on desktop computers by 35 percent and achieve over $200 million annually in administrative costs. 

The information-gathering phase of promoting shared services involved collecting data about what agencies are paying for different products and services. Gathering that data proved valuable early on by highlighting the broad range in prices the government has paid for the same capability. Different agencies were paying anywhere from $21 to $98 per month for identical cellphone plans. That knowledge allows agencies to identify the lower end of the spectrum and target moving toward that price point. To date, Uncle Sam’s List has been maintained within the MAX.gov internal government collaboration site. Initially, the community was entirely maintained by the CIO Council’s Shared Services subcommittee, who determined which service areas, providers, and contracts got listed. That, however, is about to change. 

On September 16, 2014, Federal Computer Week reported that Uncle Sam’s List will be going public. Over the next weeks, version 1.2 of Uncle Sam’s List will get updated with an XML feed. Once the database is public, federal and commercial providers will be able to feed into the list. Building on interview comments from the co-chairman of the CIO Council’s Shared Services Task Force, the article suggests that the move is expected to encourage “a balanced and competitive environment.” 

Vendor Implications 

Easier access to data about federal and commercial commodity IT and service offerings will undoubtedly impact market competition. The ability for industry to access and add to the database will create new opportunities for vendors to provide IT services to agencies targeting agile delivery. The move could also provide vendors with greater visibility into competition within the federal commodity IT and service marketplace. The clearinghouse of services could allow greater insight into the business opportunities around shared services and reframe how vendors characterize markets for their products and services, raising vendor profiles as well as making it easier to identify common requirements being met through shared services.

----------------------------------

Originally published in the GovWin FIA Analysts Perspectives Blog. Follow me on Twitter @FIAGovWin.

 

Deltek Pulse: Health and human services month in review, July 2014

In July, the health and human services team saw the release of nearly 700 solicitations with either health care or social services as a primary vertical. This is a dramatic drop from the 1,709 solicitations released in June and 1,170 released in May. The high numbers over the past few months could indicate that states were working hard to issue solicitations before the end of the fiscal year. States were not under the same pressure last month and may still be deciding what projects to move forward this year based on agency priorities and budget limitations.

The word cloud below represents the frequency of terms in solicitations released in July 2014. The common use of the words “management” and “testing” may indicate that states are taking preliminary steps to implement new IT systems in the coming months. 

As one can see from the below map, California, New Jersey and Texas saw the largest number of health and human services-related opportunities, followed by Virginia and Louisiana. Wyoming and West Virginia had no related activity.

Notable Opportunities

  • Texas released an RFP for electronic benefits transfer (EBT) services on July 10 for the Supplemental Nutrition Assistance Program (SNAP) and Temporary Assistance for Needy Families (TANF) program. The state is seeking a single vendor approach to replace Texas EBT's current multi-vendor approach for the upcoming EBT-4 period.
  • Vermont released an RFP for a care management (CM) solution that includes software design, development, implementation and technical support services. The CM solution will help with early identification of member health care needs and coordination of care and results reporting. The solution will be built on MITA 3.0 compliant architecture meeting CMS’ Seven Conditions and Standards.
  • Washington state released an RFP for the WIC Cascades Project, which will involve the replacement of the state’s aging WIC information system with a modified version of the Mountain Plains State Agency Model (MP SAM) WIC system, and the implementation of online WIC EBT functionality.
  • Florida issued an RFP for project management consultant services for the MMIS, DSS, and fiscal agent rebid. The selected vendor will provide project management office services to help ensure procurement efforts and the resulting new fiscal agent contract are completed without disruption of service to Medicaid recipients or providers of services.
  • Oregon released an RFP for child support enforcement automated system (CSEAS) modernization implementation services on July 9. The implementation contractor will assist in the design, development, implementation, operation and maintenance, and transition to a modernized, statewide child support automated system.
  • Massachusetts released an RFP for a next generation health care information system on July 15. This system will support the management of client service authorization determinations, client enrollment, benefit management, provider contracting and payment processes for contracted services, utilization, and outcomes management. The primary agencies served by this procurement include the Department of Developmental Services (DDS), the Department of Mental Health (DMH), and the Department of Public Health, Bureau of Public Health Facilities.
  • Vermont issued an RFP for a prescription drug monitoring system (VPMS) on July 15. The state is seeking ongoing operation, maintenance and upgrading of its VPMS that provides mechanisms for collecting and uploading data on all Schedule II, III and IV controlled substances dispensed by Vermont licensed pharmacies, and responding to provider and pharmacy inquiries and queries about dispensing records of individual patients.

Analyst’s Take

The summer procurement season for state and local governments in the health and human services market may not be as active as previous months, but things will probably heat up again toward the end of August and early fall as states move forward with system modernization and replacement efforts. States are continuing to move forward with WIC EBT implementation efforts, as well as modernizations of existing health care and human services IT systems. Deltek will continue to monitor upcoming IT projects to bring you all the latest business opportunities in the state and local markets.

You can learn more about current procurement opportunities in the GovWin IQ State and Local Opportunities database. Not a Deltek subscriber? Click here to learn more about Deltek's GovWin IQ service and gain access to a free trial.

 

 

 

 

State and Local Regional Top Opportunities for FY 2014

Deltek’s recently published State and Local Regional Top Opportunities for FY 2014 Report shines light on state and local contracting from a regional standpoint, spanning all verticals (health care, social services, justice and public safety, homeland security, transportation and general government). Using the GovWinIQ opportunities database, the free report analyzes the quantity and value of projects in each region across all vertical areas, and also takes a closer look at how the verticals are represented in each of the four regions. The top opportunities highlighted in the report were selected for their representation of major technologies within the six vertical areas and their illustration of state and local contracting as a whole. 

GovWinIQ Active Opportunities and Leads

Key takeaways from our regional analysis of state and local contracting opportunities include:

  • The South has the highest number of projects per region (662) as well as the highest total value of projects per region ($15.2 billion), mainly due to the inclusion of Texas, Virginia and Florida. Southern states, especially Florida, often utilize regional projects and initiatives and later implement them statewide.
  • The Midwest has the highest average value per project ($23.3 million), but the lowest number of total projects (423). Midwest states are innovators for cooperative contracts (WSCA) and many generic term contracts.
  • The Northeast has an interim number of projects (514) as well as interim average value per project ($22.2 million). Northeast states are often early adopters and innovators for federally mandated initiatives.

From a vertical and regional standpoint, key takeaways include:

Justice and Public Safety (JPS) and Homeland Security (HS) Verticals

  • The Northeast has the highest concentration of JPS contracting opportunities
  • In the Midwest, most JPS initiatives occur at the local level (Ohio, Ill., Wis.)
  • FirstNet will be a huge driver for state broadband initiatives nationwide

Health Care (HC) and Social Services (SS) Verticals

  • Eighty-three percent of active HC/SS opportunities are for statewide systems
  • Consortiums are increasingly popular nationwide for social services IT systems, including WIC MIS, SNAP/TANF EBT, and UI systems
  • Most local-level HC/SS opportunities are for electronic health/medical records or vital records

General Government (GenGov) Vertical

  • The South has the most active opportunities in the GenGov vertical (35.4 percent), followed by the West (24.6 percent), Northeast (21.6 percent), and Midwest (18.3 percent)
  • Data center consolidation/modernization, disaster recovery services, server virtualization, and cloud services are expected to be popular technologies/services procured over the next few years
  • California, Illinois and Texas have the most active GenGov opportunities, while active GenGov opportunities out of Pennsylvania, Virginia and California have the highest total value

Deltek is hosting a free webinar on the State and Local Regional Top Opportunities for FY 2014 Report on November 7, 2013, at 2 p.m. EST. The webinar will delve into all three state and local verticals, providing insight into some specific projects and overall trends for fiscal year 2014. To register for the webinar, please click here!

 

 

The nation’s capital preps IT endeavors for years to come: Education a primary focus

As part of ongoing efforts to expand GovWin IQ’s State and Local Lead Alerts product, Deltek analysts have been researching capital improvement plans (CIPs) nationwide to uncover potential business opportunities for vendors across vertical markets.
This month, we’ve focused heavily on Washington, D.C.’s fiscal year (FY) 2014-2019 CIP, which includes more than 100 IT and/or IT professional services projects in the years to come. These projects range from general IT upgrades, cybersecurity modernization, to crime-fighting technology.
From a vertical standpoint, general government services and education (primary/secondary) comprise the bulk of opportunities in the nation’s capital, as depicted in the graph below.

Education is clearly a major focus for D.C. in the coming fiscal cycles, with more than $9 million allocated toward IT projects for public schools. While details on specific technology requirements are minimal, the current CIP lists more than 70 elementary, middle and high schools with funds assigned to audio-visual and IT upgrades through FY 2019. Considering the heads up before the start of the 2014 fiscal year, vendors should take note of the facilities listed and begin building relationships with school officials to determine the types of IT projects planned, specific budgets, timelines, and how they can assist.
Drilling D.C.’s CIP down to a requirements level, Deltek identified more than 25 primary and secondary offerings that run the gamut from laptops, to geographic information systems, to surveillance equipment. Here is a look at the top 10 identified IT requirements.

Values of the projects detailed range from $250,000 for server consolidation, $4.1 million for enterprise resource planning services, to $28 million for enhanced 911 communications upgrades.
As a reminder, state and local leads coverage includes:
  • 50 states
  • 366 metropolitan statistical areas (Nearly 3,000 cities and counties)
  • Special districts, public universities, and independent school districts
Projects details in a Lead Alert include:
  • Project value: Funding identified by government agency
  • Lead year(s): The year or range of years a project is budgeted
  • Associated documents: The source from which the lead was generated (budget, CIP, article, etc.)
  • Key contact(s): Primary and secondary contacts associated with a project
  • Project ID: Government-specified project number or code
  • Related GovWin IQ content: Tracked Opportunities, Bid Notifications and Lead Alerts
  • Primary and secondary offerings
  • Vertical classification
For more details on Lead Alerts, check out our recent blog.
GovWin IQ subscribers can read further about the projects listed in the provided links. Non-subscribers can gain access with a GovWin IQ free trial

Deltek pulse: General government services June review

After a sprint in May to push through last-minute procurements before the end of the fiscal year, the state and local summer slowdown officially began in June. The summer months (June through August) are when many government officials and procurement officers take vacation time, which leads to deferred projects and fewer solicitations. As Deltek’s GovWin IQ database shows, the four-month trend of increased solicitation releases ended last month. Only 1,509 IT-related general government solicitations were captured in June, which is a 16.6 percent decrease from May.  

Below is a three-month (April-June) snapshot of the top 11 most common IT solicitation releases captured in the GovWin IQ state and local database: 

The dashboard below breaks down June’s 1,509 IT-related solicitations, which were captured in Deltek's GovWin IQ database, by residing state, requesting agency, and government type:

Here is a look at current tracked general government IT opportunities:

Arizona’s Maricopa County Community Colleges District (MCCCD) released a student portal technology request for proposals (RFP). The district intends to acquire or license a software system and implementation services for the purpose of providing a single student portal for students at all 10 Maricopa Colleges and two skill centers. Final proposals are currently under evaluation. The contract will run for a five-year term, with two, one-year renewal options. An award is planned for September 2013.

The University of Connecticut in Storrs released an RFP seeking a high-performance computing cluster system. The university, in partnership with the state of Connecticut, is embarking on ambitious plans to develop the new UConn Technology Park and Bioscience CT, with a focus on advanced manufacturing, materials genomics, computational human genomics and personalized medicine. Vendor support for this product, in terms of both technical and research expertise, will be a priority. Proposals are currently under evaluation.

Pennsylvania’s Office of Elementary and Secondary Education (OESE) released an RFP seeking a vendor for the continued maintenance, content development, enhancement, training, and support services for its standards aligned system (SAS). The system, developed by the Pennsylvania Department of Education, is a comprehensive, researched-based resource to improve student achievement. It identifies six elements that impact student achievement: standards, assessments, curriculum framework, instruction, materials and resources, and safe and supportive schools. Schools and educators across Pennsylvania are supported in their efforts to implement SAS by the development of a state-of-the-art portal. Proposals are due August 13, 2013.

June’s market analysis

The general government team produced a blog series on the rise of big data tools such as business intelligence and analytics solutions in the state and local government market:

·         Wednesday, June 19,  Proliferation of data collection drives business intelligence contracting market – Analyst Derek Johnson started off the blog series by writing a piece on how state and local governments are using business intelligence tools with big data (large data sets) to assist in policy and decision-making to improve government operations and services.

·         Thursday, June 20, Business intelligence procurement landscape – Analyst Alexandra Howden continued the series with a piece that focused on existing business intelligence opportunities in the state and local market, highlighting requirements and specifications found in solicitations.

·         Friday, June 21, State and local government market analysis: Business intelligence/analytics solutions – Analyst Randi Powell concluded the blog series with an overview on how state and local governments have increased procurement activity for business intelligence tools and analytics solutions over the past three years.

GovWin IQ subscribers can read further about these projects in the provided links. Non-subscribers can gain access with a GovWin IQ free trial.

 

 

 

The business of business development in leaner times

As talking heads debate how the sequester will affect the economy, companies around the beltway are working to determine how it might damage their bottom line. Will they be directly affected? Will the “trickle down” eventually bite them? It’s very likely that many cannot afford the risk or choose not to take it, so they are looking to cushion any potential blow.
 
When budgets are tight it is easy to consider Business Development as overhead that should be eliminated; but just like the “trickle down” will eventually bite you, so will reduction of your Business Development resources. Though it may help with short term revenue projections, long-term growth and stability cannot be sacrificed for instant gratification. A thorough understanding of the market, especially when agencies are working tirelessly to rebalance their smaller budgets, is critical in order to get ahead of opportunities and align your internal resources.
 
Understanding how agencies and their budgets will be affected by the cost cutting and how they plan to absorb these cuts will not only put you ahead of the curve in terms of preparing for upcoming opportunities, but it will also inform you about what has been moved to the backburner. Resources saved are resources earned. For example, as it stands currently, the Navy’s operations and maintenance accounts will be reduced by more than $4B, its IT expenditures will be cut by 25% and at least a half dozen “new start” multi-year procurement projects will be deferred. Anticipating and knowing about these delays will prevent you from wasting business development valuable resources where they are not needed.
 
GovWin Consulting specializes in understanding each agency’s priorities and can work with your company to help uncover where that department or agency plans to shift its focus and funding.  With less budget to go around it is critical to develop an action plan in order to best position your company’s products or solutions. Communicating the values and messages that resonate with your intended audience and understanding their current financial hardships, can be the difference in winning new business. Our team delivers in-depth strategic targeting department and agency solutions tailored to your company’s business priorities and sales goals. For more information concerning GovWin Consulting’s capabilities please visit our website.