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Combining their experience, SAP and Dassian, a certified SAP software and development partner, identified five critical areas of transparency for government contractors to help them in the following ways.
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Five Critical Areas of Transparency Considered Best Practices of
Successful Government Contractors(must have’s in today’s environment)
Housekeeping/Logistics• Webinar Duration ‐ 60 minutes• Four Speakers• Q&A – Last 10 minutes
– Use the Chat Feature to Submit Questions
• Presentation ‐ Slideshare.net/Dassian• Recorded Webinar – http://bit.ly/dassiansap
3/14/2013 ©Copyright 2013 Dassian Inc. Page 2
Agenda• Introduction • Overview of the GOVCON Market and the Five Areas of Critical Transparency
• USIS – Managing to the Market• How SAP/Dassian are Enabling Government Contractors• Q&A
3/14/2013 ©Copyright 2013 Dassian Inc. Page 3
IntroductionThe Government Contracting Environment Today• Uncertainty due to the Federal budget crisis • Shrinking budgets, lower margins, and diminished profitability
for government contractors• Niche markets within government services are strong and
growing, including cybersecurity; intelligence; intelligence, surveillance and reconnaissance (ISR); specialized capabilities such as cloud computing, virtualization, analytics; health care; and energy.
This Webcast will showcase how transparency into your business can help you “weather the storm”, increase your competitive position, control costs, increase revenue, identify opportunity, ready you for the future, and steer your business towards increased profitability.
3/14/2013 ©Copyright 2013 Dassian Inc. Page 4
• Dan Murphy – Dassian, President & CEO
• Barb McElnea – Dassian, Director Solution Management
• Paul Constantakis – USIS, Director Financial Applications
• Patrice Cappello – SAP, Industry Principal –Professional Services
3/14/2013 ©Copyright 2013 Dassian Inc. Page 5
Speakers
5 Critical Areas of Transparency
3/14/2013 ©Copyright 2013 Dassian Inc. Page 6
Market Force Market Challenge/Opportunity
Area of Transparency Needed to Address Challenge
Uncertainty (budget issues, continuing resolutions, sequestration, etc.)
Fewer Contracts,Decreased Margins, Contract Delays
Optimize what you have with visibility at the lowest project level
“Flat is the new up” (flat or decreasing budgets)
Staff cuts, IncreasedCompetition, Efficiency Demands, Flat Revenues
Identify problems before they become problematic –thresholds/alerts
Increased Competition for Fewer Contracts
Consolidation, Efficiency Demands, Need for Real Time Trusted Information
Visibility into what type project and area of your business is most profitable – total cost ownership
Low Cost/High Quality Do More With Less, Need to streamline management of supply chain
Visibility into contract data and synchronization across entire supply chain
Anticipation in Commercial Sector, Space could be interesting
Decrease/Increasing Budgets, Shift in Areas of Spending/Contract Awards
Optimizing your solution to allow for government contracting compliance
Transparency at Lowest Level
3/14/2013 ©Copyright 2013 Dassian Inc. Page 7
• Ability to view costs at any level in the WBS
• Visibility to total cost ownership
• Reporting on variance against plan
5 Critical Areas of Transparency
3/14/2013 ©Copyright 2013 Dassian Inc. Page 8
Market Force Market Challenge/Opportunity
Area of Transparency Needed to Address Challenge
Uncertainty (budget issues, continuing resolutions, sequestration, etc.)
Fewer Contracts,Decreased Margins, Contract Delays
Optimize what you have with visibility at the lowest project level
“Flat is the new up” (flat or decreasing budgets)
Staff cuts, IncreasedCompetition, Efficiency Demands, Flat Revenues
Identify problems before they become problematic –thresholds/alerts
Increased Competition for Fewer Contracts
Consolidation, Efficiency Demands, Need for Real Time Trusted Information
Visibility into what type project and area of your business is most profitable – total cost ownership
Low Cost/High Quality Do More With Less, Need to streamline management of supply chain
Visibility into contract data and synchronization across entire supply chain
Anticipation in Commercial Sector, Space could be interesting
Decrease/Increasing Budgets, Shift in Areas of Spending/Contract Awards
Optimizing your solution to allow for government contracting compliance
Thresholds & Alerts
3/14/2013 ©Copyright 2013 Dassian Inc. Page 9
• Ability to set thresholds• Ability to be alerted then a threshold
is exceeded• Ability to report on multiple metrics
• Ability to set thresholds• Ability to be alerted when a threshold
is exceeded• Ability to report on multiple metrics
5 Critical Areas of Transparency
3/14/2013 ©Copyright 2013 Dassian Inc. Page 10
Market Force Market Challenge/Opportunity
Area of Transparency Needed to Address Challenge
Uncertainty (budget issues, continuing resolutions, sequestration, etc.)
Fewer Contracts,Decreased Margins, Contract Delays
Optimize what you have with visibility at the lowest project level
“Flat is the new up” (flat or decreasing budgets)
Staff cuts, IncreasedCompetition, Efficiency Demands, Flat Revenues
Identify problems before they become problematic –thresholds/alerts
Increased Competition for Fewer Contracts
Consolidation, Efficiency Demands, Need for Real Time Trusted Information
Visibility into what type project and area of your business is most profitable – total cost ownership
Low Cost/High Quality Do More With Less, Need to streamline management of supply chain
Visibility into contract data and synchronization across entire supply chain
Anticipation in Commercial Sector, Space could be interesting
Decrease/Increasing Budgets, Shift in Areas of Spending/Contract Awards
Optimizing your solution to allow for government contracting compliance
Business Profitability Analysis
3/14/2013 ©Copyright 2013 Dassian Inc. Page 11
5 Critical Areas of Transparency
3/14/2013 ©Copyright 2013 Dassian Inc. Page 12
Market Force Market Challenge/Opportunity
Area of Transparency Needed to Address Challenge
Uncertainty (budget issues, continuing resolutions, sequestration, etc.)
Fewer Contracts,Decreased Margins, Contract Delays
Optimize what you have with visibility at the lowest project level
“Flat is the new up” (flat or decreasing budgets)
Staff cuts, IncreasedCompetition, Efficiency Demands, Flat Revenues
Identify problems before they become problematic –thresholds/alerts
Increased Competition for Fewer Contracts
Consolidation, Efficiency Demands, Need for Real Time Trusted Information
Visibility into what type project and area of your business is most profitable – total cost ownership
Low Cost/High Quality Do More With Less, Need to streamline management of supply chain
Visibility into contract data and synchronization across entire supply chain
Anticipation in Commercial Sector, Space could be interesting
Decrease/Increasing Budgets, Shift in Areas of Spending/Contract Awards
Optimizing your solution to allow for government contracting compliance
Align Supply with Contract Visibility
3/14/2013 ©Copyright 2013 Dassian Inc. Page 13
Purchase Orders with Contract Clauses
Purchase Orders with Contract Clauses
Priority Sales Order
Contract Clauses
Contract T & C’s
Visibility to customer contract terms and conditions is critical to properly manage your supply chain.‐ Prime contract ‐ CAS contract‐ Priority Orders DPAS rating
Synchronizing communication within supply chain to coordinate all efforts
5 Critical Areas of Transparency
3/14/2013 ©Copyright 2013 Dassian Inc. Page 14
Market Force Market Challenge/Opportunity
Area of Transparency Needed to Address Challenge
Uncertainty (budget issues, continuing resolutions, sequestration, etc.)
Fewer Contracts,Decreased Margins, Contract Delays
Optimize what you have with visibility at the lowest project level
“Flat is the new up” (flat or decreasing budgets)
Staff cuts, IncreasedCompetition, Efficiency Demands, Flat Revenues
Identify problems before they become problematic –thresholds/alerts
Increased Competition for Fewer Contracts
Consolidation, Efficiency Demands, Need for Real Time Trusted Information
Visibility into what type project and area of your business is most profitable – total cost ownership
Low Cost/High Quality Do More With Less, Need to streamline management of supply chain
Visibility into contract data and synchronization across entire supply chain
Anticipation in Commercial Sector, Space could be interesting
Decrease/Increasing Budgets, Shift in Areas of Spending/Contract Awards
Optimizing your solution to allow for government contracting compliance
Industry Focused Solution
3/14/2013 ©Copyright 2013 Dassian Inc. Page 15
Rapidly Implement CAS & Contract Compliance for Government Contracting
SF1034 & SF1035 Invoice Forms
Incurred Cost Submission, CPR Reports
Pre‐Defined CAS Accounting, and Disclosure Statement
Training, Testing, and Process Documentation
Cost Plus, T&M, FFP Contracts & Automated Billing
Timekeeping & Payroll
Contract Flow Down
USIS – Self Service• USIS is a data company, our ability to acquire, analyze, and
turn around our own data makes us better.• Self Service Reporting
– Acquiring data use to be a development effort– Self Service BI tool suite
• Detailed real time information across the enterprise– Ability to add necessary management insight at lowest levels– Timesheets, work locations, individual productivity
• Dassian technology allows for transparency on the individual timesheet, including labor hours and work locations.
• Contract level reporting is important to our customers. • The combined Dassian and SAP BI suite allow for a greater
level of transparency into our business.
3/14/2013 ©Copyright 2013 Dassian Inc. Page 16
USIS – Satisfying the Customer• Transparency allows USIS to react faster
– Change position / focus of effort– Problem areas– Meet contract requirements (Awards vs. Fines)
• Maintaining the highest levels of customer satisfaction builds content in the context of supporting how critical transparency is to our business‐ Daily Forecast ‐ Decreasing backlog allows for proper timing according to the contracts
• Lower costs while increasing value• Delivering on an on‐time, on‐budget, high quality end‐user
mission• The proper level of detail and ease in which we can retrieve
and analyze the data allows us to increase the level of customer satisfaction.
3/14/2013 ©Copyright 2013 Dassian Inc. Page 17
© 2013 SAP AG or an SAP affiliate company. All rights reserved. 18
What is SAP Seeing Today?Gov Con and Professional Services Challenges
Lack of visibility and control of talent and resources
• Inefficient allocation of resources based on skills across geographical or organizational boundaries and availability
• Quality and profitability issues in project execution due lack of optimization of skill fit in resource assignment
• Not using sub-contractors strategically
Bidding on the wrong contracts• Lack of visibility into effective
rates• Lost time bidding on the less
profitable contracts• Expense bidding on lost
contracts erodes profitability
Poor visibility to performance• Lack of visibility and insight into operational
performance (i.e. project, service line, contract, etc)• Difficult to balance opportunities for growth with cost of
risk avoidance• Insufficient planning capabilities (i.e. talent , finances, IT
costs, etc.)•
High cost of and lack of visibility intoservice delivery• Lack of standardization of service processes• Insufficient allocation of costs to projects or contracts• Lack of speed and accuracy in invoicing process• Inefficient sourcing and service procurement• Inaccurate WIP management and invoicing
© 2013 SAP AG or an SAP affiliate company. All rights reserved. 19
Effective Resource Management Attract and retain top talent Develop the right skill sets and manage talent Use subcontractors more strategically to…
Increase resource utilization Improve margin on subcontractors
Service Delivery Excellence Automate and streamline processes that support the full project lifecycle
Optimize resource and subcontractor staffing Real time insight into project performance Timely and accurate billing
Capture Management Focus on most profitable contracts Better insight into rates and level of effort
to bid work more accurately Focus on profitable contracts & services
to: Increase win rate Increase margins
Subcontractors
Enterprise Performance Management Become compliant and maintain status Forecast demand and revenue accurately Real time access to business performance
What is SAP Doing to Address These Challenges?
© 2013 SAP AG or an SAP affiliate company. All rights reserved. 20
Industry Sub-segments Served Consulting Audit & Tax Legal IT Services/Outsourcing Business Services/Government Contractors
Collaboration with Customers ASUG (American SAP User Group) Professional
Services industry special interest group Executive Advisory Council Annual Industry Value Network Sapphire – SAP’s annual user conference
Professional Services Commitment Industry-specific market focus over 17 Years Dedicated sales, marketing, development organizations More than 20,000 Professional Services customers SAP for Professional Services industry solution
LargestInstalled Base
By Industry
Forums toCapture
Industry Needs
ServingKey Industry
Sub-segments
SAP for Professional ServicesRetaining our leadership in the Professional Services Industry
© 2013 SAP AG or an SAP affiliate company. All rights reserved. 21
Did You Know?SAP - Not Just for Large OrganizationsOver 75% of SAP installations worldwide are in companies with $1.5B or less in revenue…
~90% of SAP Professional Services Customers are companies with $1.5B or less in revenue
Total Customers:> 100,000
% SAP PROFESSIONAL SERVICESCUSTOMERS BY REVENUE
Annual sales
Large
Upper Mid
Lower Mid
Small
$1.5bil
$500mil -$1.49bil
$200 -$499mil
< $200mil
10%
4%
46%
40%
© 2013 SAP AG or an SAP affiliate company. All rights reserved. 22
SAP Professional Services Benchmarking InsightsExample: Managing Engagement Processes and Talent Supply Chain is Critical for Operational Efficiencies
Best Practice
Source: ASUG/SAP SCP Benchmarking Study, Based on Professional Services participants only (SAP Customers and Non-Customers)
Low Coverage
98 days“Fully Integrated Client to Cash processes allow for timely and accurate billing, facilitating prompt customer payment and improved customer sat.”
Influence of Best Practice Coverage on Key KPIs for Professional Services Companies
High Coverage
“Formal, globally applicable processes to manage and close the organizations financial records and provide reporting on a monthly basis”
4 days15 days
“Resources are the key asset for Service companies, as they represent the value proposition that you are offering to your client base. Continuously developing the employee base directly impacts satisfaction and retention. “
14%35% 60%
73%
76%
30 days120 days 75%““Automated processes for managing the Talent Supply Chain to ensure qualified candidates can be quickly identified and managed through the recruiting and on-boarding.process.”
X %Performance Improvement Opportunity
Effective Service Delivery
Month-End Closing Process
Streamline the Talent Supply Chain process
Employee Development and Retention Employee Turnover
Time to Close Books
Days Sales Outstanding
24 days
Time to Hire
16.5 %27.2 % 39%““Automated processes for managing operational aspects of a Professional Services firm have a direct impact on Sales, General and Administrative Expenses and overall profitability”
Efficient Operations & Support SGA Expense (% of Revenue)
Summary Points• Contractors that ready themselves with the right level of transparency enable
‐ Competitive position/insight‐ Identify problems before they become problematic
‐ Understand where best to spend precious marketing and B&P resources and dollars
• You can prosper and grow, do not accept “flat”, you just need to be enabled to do so
3/14/2013 ©Copyright 2013 Dassian Inc. Page 23
Q/AUse the Chat Feature to Submit Questions
3/14/2013 ©Copyright 2013 Dassian Inc. Page 24
Thank You!
3/14/2013 ©Copyright 2013 Dassian Inc. Page 25
•6900 East Camelback Rd. Suite 805Scottsdale, Arizona 85251
•Phone: 480‐922‐1700•Email: [email protected]
Dan MurphyDassian
President & CEO
Webcast Replay― http://bit.ly/dassiansap
Join our LinkedIn Group: SAP Dassian for Government Contracting
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