commission perspective – maximizing abilityone opportunities
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Commission Perspective – Maximizing AbilityOne Opportunities . Kimberly Zeich . Presentation Agenda . Commission Perspective Making a Strong Business Case Critical Steps in Procurement List (PL) Process Price Sensitive Environment Checklist for Success Takeaway. Commission Perspective. - PowerPoint PPT PresentationTRANSCRIPT
1 | 2013 NIB/NAEPB National Conference and Expo
2 | 2013 NIB/NAEPB National Conference and Expo
Commission Perspective – Maximizing AbilityOne
Opportunities Kimberly Zeich
3 | 2013 NIB/NAEPB National Conference and Expo
Presentation Agenda Commission Perspective Making a Strong Business Case Critical Steps in Procurement List (PL)
Process Price Sensitive Environment Checklist for Success Takeaway
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Commission Perspective Current business environment
Budget austerity Protest mentality
Decisions: Defensible, documented Procurement standards met
GAO: Ensure adequate oversight Employment growth objectives
Engagement and advocacy
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“A rising tide lifts all boats …
… a receding tide forces all boats
to deeper waters.”
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Make a Strong Business Case
Understand customer/sponsor needs Business line / market analysis Suitability for the Procurement List ETS: To claim, or not to claim Document differentiating factors Realistic market share & timeline
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Critical Steps in PL Process Price Negotiation
Provide timely price or cost data Expect to “Sharpen your pencil”
Addition Package Submission/Analysis Know and meet timelines Be prepared/available to demonstrate
suitability and answer questions Phase-in request justification Subcontracting documentation
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Price Sensitive Environment See slide 1: Budget austerity
LPTA vs. Fair Market Price vs. Mission Cost
Perception that AbilityOne is “too expensive” or negotiations too time-consuming
• Submit price proposal on time
• Explain how the price was developed
• Demonstrate understanding of customer’s position during negotiations
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Checklist for Success Business case: Do your homework;
Plan strategic approach PL process: Work with NIB to ensure
timely inputs and responses Price sensitivity: Hone your pricing, based
on market data and analysis; support with documentation
Persevere!
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Takeaway
“We can’t control the wind… but we can adjust our sails.”
How do we adjust the sails?
Let’s get those SALES!
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Contacts
Kim ZeichDeputy Executive [email protected]
Barry LinebackDirector, Business [email protected]