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Copyright © 2015 Richter & Company LLC. All Rights Reserved.
Services to Help You Win Services to Help You Win
Effective Competitive Analysis Support
V 15-1
Copyright © 2015 Richter & Company LLC. All Rights Reserved.
Richter & Company
2
Our Mission
Copyright © 2015 Richter & Company LLC. All Rights Reserved.
Richter & Company
3
Our Value Proposition
• We collect data ethically; we do not misrepresent our services or capabilities
• We turn raw data into intelligence – news you can use – not fluff filling a report
• We challenge your assumptions by presenting an unbiased view of each opportunity, free from external and internal influence
We help you win!
• We identify innovative ways to expand the “Win Zone”, moving the competition away from price alone
Capabilities
Bid
Pric
e
MinimumCompliance
MaximumCapability
MinimumReasonable
MaximumBudget
AddressableBudget
FormalRequirements Gold plating
Informal Requirements(desired features)
The Win Zone
The Win Zone
Capabilities
Bid
Pric
e
MinimumCompliance
MaximumCapability
MinimumReasonable
MaximumBudget
AddressableBudget
FormalRequirements Gold plating
Informal Requirements(desired features)
The Win Zone
The Win Zone
Copyright © 2015 Richter & Company LLC. All Rights Reserved.
Richter & Company
4
Our Services Cover the Spectrum…
Our goal is to Help You Win! Services are offered on an exclusive basis, quoted per job as firm fixed price or T&M
RFPDRFP
Market Research
Opportunity Identification
Lessons Learned
Teaming Analysis
Strategy, Message & Theme Development
Price To Win Analysis
Proposal Preparation
Competitive Analysis
Market Long-Term Opportunity Capture Team Pre-Proposal Proposal Post-Submittal Segmentation Positioning Assessment Development Preparation Development Activities
Black Hat Facilitation
Color ReviewsRichter & Company core services
Services offered through trusted partners
Capture Management
Copyright © 2015 Richter & Company LLC. All Rights Reserved.
Richter & Company
…and We Never Cross the Line
• We work with open-source data – not the client’s • We refer client-facing work to partners whose results and ethics we trust • We support one client exclusively on any program • The result: you get the help you need, without conflicts of interest
5
Copyright © 2015 Richter & Company LLC. All Rights Reserved.
Richter & Company
6
Consistent Process, Clear Results
Prepare Detailed Analysis of Key
Competitors
Detailed Solution Detailed Teaming Solution Cost & Price
Evaluated Bid Price
Identify & Analyze the Overall
Competitive Field
Primes, Subs, Vendors Key People
Strategies & Solutions Roles & Workshare
Past Performance
Develop and Test RFP-based Models
RFP-based Evaluation RFP-based Pricing
Wrap Rates WBS-based BOE & BOM
Identify and Analyze pWin
Enhancers
Gaming Opportunities Gap Analysis & Teaming
Solution Enhancements Discriminators/Messages
Design To Cost
Plan work based on specific Client
Requirements
Baseline the Opportunity and
Customer
Opportunity Description Budget and Funding
Key People Key Requirements
Trends, Drivers & Issues
SWOT/Five Forces/etc Presence & Mindshare
Price To Win Winning Price Window
Evaluate and Rank Key Competitors
Document Lessons Learned Prepositioned
Knowledge
Primary Research
Secondary Research
Open Source Information
Phase 1 Phase 2
Copyright © 2015 Richter & Company LLC. All Rights Reserved.
Richter & Company
7
Our Innovative Tools Turn Raw Data into Actionable Information
Tech
nica
l Val
ue
Political Value
High Overall valueHigh Technical value
High Political valueLow Overall valueTech
nica
l Val
ue
Political Value
High Overall valueHigh Technical value
High Political valueLow Overall value
The Richter & Company Value SquareTM The basic Value SquareTM is adaptable to your needs,
providing at-a-glance information to help you make
informed decisions.
Technical Capability
Pric
e C
ompe
titiv
enes
s
Comcast $31
RCN$5
$70
VerizonQwest$99
AT&T$762
Sprint$98
Analysis: Current Marketshare vs Program Requirements
Technical Capability
Pric
e C
ompe
titiv
enes
s
Comcast $31
RCN$5
$70
VerizonQwest$99
AT&T$762
Sprint$98
Analysis: Current Marketshare vs Program Requirements
Copyright © 2015 Richter & Company LLC. All Rights Reserved.
Richter & Company
8
Consistent Models + Current Data = Accurate Analyses
Standard processes and
models populated with well-
researched and timely data provide
repeatable, accurate and
defensible results
Contractor Government Contractor Government Contractor Government Contractor Government(Plant) Site Site (Plant) Site Site (Plant) Site Site (Plant) Site Site
Theoretical Evaluation ResultsComposite wrap rate without fee
Composite hourly price without feeWrap Rate Parameters
FringeTOTAL Fringe 37.30% 37.93% 39.35% 39.35% 35.31% 34.81% 37.24% 37.24%
OverheadTOTAL Overhead 22.07% 12.05% 25.11% 17.11% 24.88% 14.58% 16.22% 3.72%
G&ATOTAL G&A 8.71% 8.52% 9.35% 9.35% 10.13% 10.13% 6.65% 6.65%
Wrap Rate (without Fee) 1.82 1.68 1.91 1.78 1.86 1.70 1.70 1.52Hourly Rate $58.09 $53.50
Work HoursPaid Productive Work Hours per Year 1,883 1,888 1,920 1,840Uncompensated Overtime Hours per Year 0 0 0 0Total Work Hours with Uncompensated Overtime 1,883 1,888 1,920 1,840Estimated number of Indirect FTEs 3 5 2 1
Other Labor-related ParametersHolidays (days) 10.0 10 10 10Sick Leave (days) 1.5 3 0 0Personal/Vacation (days) 13.5 10 10 20Other Paid Time Off (days) 0.5 1 0 0Annual Labor Rate Escalation 2.8% 2.8% 2.8% 2.8%Shift Differential (Evening) 10.0% 10.0% 10.0% 10.0%Shift Differential (Night) 15.0% 15.0% 15.0% 15.0%Weekend Differential 10.0% 10.0% 10.0% 10.0%Holiday Differential 15.0% 15.0% 15.0% 15.0%Average annual salary (before burden) $60,000Total staffing targets 0 50 0 15 0 35
0.0 50.0 0.0 15.0 0.0 35.00.0% 50.0% 0.0% 15.0% 0.0% 35.0%
Overall Workshare %
Roles Prime Small sub Small subProgram Management Major roles Major rolesMajor roles
Overall Staffing
100.0
Blended Rates
$53.501.68
0 100
Blended Wrap Rate ModelPrime
1.78
50.0%50.0%
Large Teammate
1.70 1.52
Small Teammate
35.0%15.0%
Copyright © 2015 Richter & Company LLC. All Rights Reserved.
Richter & Company
Training Services • Seminars provide relevant information focused on winning business in today’s
hyper-competitive market place
• Offered at convenient locations in Maryland and Virginia • All courses may be taught as a private seminar at your facility, tailored to your
specific opportunities and markets • Current courses:
Gathering and Analyzing Competitive Intelligence Developing the Top-down Price To Compete Developing the Opportunity-based Price to Win Developing Defensible Bases of Estimate Performing Effective Black Hat Reviews
• Courses in development: Investigative Techniques for Competitive Analysis Building Work Breakdown Structures to Manage Costs Winning Pricing Strategies in Today’s Lowest-Price World CI/PTW Bootcamp
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Copyright © 2015 Richter & Company LLC. All Rights Reserved.
Richter & Company
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Superior Service = Successful Clients
Copyright © 2015 Richter & Company LLC. All Rights Reserved.
Richter & Company
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Spanning the Federal Market
Representative programs " Air Force C-5 ATS, KC-46 ATS, KC-135 TS " DHS SBInet, IFT, RVSS and SILS " DIA SITE and SIA-2 " FBI NGI " GSA NETWORX " HHS Medicare A-B MAC " INSCOM DLITE, OMNIBUS III " Intelligence Community Data Center " NASA SCNS " Navy Ship to Shore Connector " NGA GEOINT Data Services " State WPPS II and WPPS III " USSOCOM SOFSA " VA ADEPT III
U.S. Citizenship and Immigration Services
U.S. Customs and Border Protection
Copyright © 2015 Richter & Company LLC. All Rights Reserved.
Richter & Company
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Randy Richter President
• Professional Experience: – Founder and Principal Consultant, Richter & Company – Executive Consultant, Shipley Associates – Principal Consultant, Lohfeld Consulting Group – Senior Consultant, CAI/SISCo – Senior Associate, Kelly, Anderson & Associates – VP Strategic Business Development, Integrated Communication Solutions – Director, Systems Engineering, Unisphere Networks – Network Architect, Overseas Private Investment Corporation – Manager, End User Computing, MNC Information Services – Manager, Microsystems, Calculon – Director, Client Support, The CBORD Group
• Education: – B.S., Cornell University – M.S., SUNY-Cortland
Mr. Richter’s experience includes 35+ years of progressively more challenging technical and business development positions
Copyright © 2015 Richter & Company LLC. All Rights Reserved.
Richter & Company
Beth Keswani Executive Consultant
Professional Experience: – Senior Competitive Pricing/Intel Analyst, Deloitte – Senior Competitive Analyst, The Avascent Group – Electrical Engineer, L-3 Communications
Education: – M.S., Duke University – B.S., University of North Texas
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Key Team Members
Bob Miller Executive Consultant
Professional Experience: – Business Area Director, Northrop Grumman – Program Manager, Northrop Grumman – Project Manager and Senior Analyst, TRW – Investigator, Department of the Army IG
Education: – M.S., Troy State University – B.A., Vanderbilt – Northrop Deal To Win Graduate – Six Sigma Green Belt
Scott Patton Executive Consultant
Professional Experience: – Business Operations Manager, Lockheed Martin Energy
& Security Services – Finance Manager, General Electric Aviation – Manager, Pricing & Financial Analysis, Smiths Aerospace – Senior Manager, Business Management, Orbital
Sciences Corporation Education:
– M.S., Hood College – B.S., College of William and Mary
Al Fier Executive Consultant
Professional Experience: – Sector Director, Position To Win, Northrop Grumman
Information Systems – Position To Win Business Development Director,
Northrop Grumman Information Systems – Director, Business Development Operations, Lockheed
Martin Transportation and Security Solutions Education:
– B.S., New York Institute of Technology
Copyright © 2015 Richter & Company LLC. All Rights Reserved.
Richter & Company
14
We partner with industry leaders to add value across the business development lifecycle – without risk of
conflicts of interest
We Team With the Best to Help You Win
MCS Miller Consulting Services, LLC
Copyright © 2015 Richter & Company LLC. All Rights Reserved.
Richter & Company
15
Why Richter & Company?
• We provide professional analyses and outstanding service at an affordable price.
• We provide business intelligence that is effective and useful.
• The bottom line: We help you win!
Copyright © 2015 Richter & Company LLC. All Rights Reserved.
Richter & Company
For more information … Chris Richter Vice President, Operations Everedy Square 6 North East Street Suite 203 Frederick, MD 21701 301/514-2176 cell 301/845-7300 office [email protected] www.RichterAndCompany.com