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SPONSORED BY:
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THEPSTEPRESENTS
DEPARTMENT OF JUSTICE
BUSINESS DEVELOPMENT CASE STUDY
THURSDAY JUNE 20, 2013
TODAY’S SCHEDULED WEBINAR WILL BEGIN SHORTLY
Today’s Sponsor
TODAY’S WEBINAR PANELISTS
James J. Baker (Jimmy) – Author of How to Win Business from the Government – A Tactical Guide to Understanding the US Federal IT Marketplacewww.jamesjbaker.com
Dr. Edward Saltzberg – President ERS Advisors / Capture Strategist. Former SAIC VP with over 30 years of Federal Contracting Experiencewww.ersadvisors.com
Chris McClellan – Partner Schmooz and LinkedIn Marketing Subject Matter Expertwww.schmooz.me
Sean Campbell - Senior Government Consultant, ePipelinewww.epipeline.com
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AGENDA
1. DOJ Overview - Ed2. DOJ Procurements and Top Contractors -
Sean3. Researching DOJ IT Budgets - Jimmy4. Creating a Meaningful DOJ Pipeline - Ed5. July 11th Webinar Preview - Can LinkedIn
really be used to market DOJ - Chris6. Special Offers 7. Questions & Answers
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When you are in any contest you should work as if there were -- to the very last minute -- a chance to lose it.
President Dwight D.
Eisenhower
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DR. EDWARD SALTZBERGCAPTURE STRATEGIST
Opening Comments
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THE YEARS AHEAD FOR DOJ . . .
THE UNITED STATES IS FACED WITH ENEMIES WHO SEEK TO STRIKE AT AMERICAN INTERESTS AND HARM AMERICAN PEOPLE, BOTH HERE AND ABROAD. USING EVERY AVAILABLE RESOURCE AND APPROPRIATE TOOL, DOJ WILL CONTINUE TO DISRUPT TERRORIST PLOTS, THWART POTENTIAL ATTACKS, AND PROSECUTE THOSE WHO SEEK
TO HARM THIS NATION AND ITS PEOPLE.
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SNAP SHOT
• DOJ is comprised of 40 components that have broad array from national security, law enforcement, and criminal justice responsibilities
• Judiciary Act of 1789 created the Office of Attorney General
• World’s largest law office.• $27.6B for FY 2014 Budget• $2.6B for FY 2014 IT Budget
Attorney General Eric Holder, Jr.
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STRATEGIC PLAN 2012-2016
• Key Focus:1. Prevent Terrorism and Promote the Nation’s
Security Consistent with the Rule of Law2. Prevent Crime, Protect the Rights of the American
People, and Enforce Federal Law3. Ensure and Support the Fair, Impartial, Efficient,
and Transparent Administration of Justice at the Federal, State, Local, Tribal, and International Levels
• DOJ very committed to achieving President’s goal of making DOJ the most transparent Administration in history through collaboration and open government strategy plan
http://www.justice.gov/publications/strategic-plans.html
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BREAKDOWN OF LEADERSHIP
Leadership Offices:• Attorney General• Deputy Attorney
General• Office of the
Associate Attorney General
• Office of the Solicitor General
Leadership Support• Office of Legal
Policy• Office of Legislative
Affairs• Office of Public
Affairs• Office of Tribal
Justice
04/21/23
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BREAKDOWN LAW ENFORCEMENT
• Federal Bureau of Investigation
• Drug Enforcement Agency
• Executive Office for the United States Attorneys
• United States Marshal Service
• Office of the Federal Detention Trustee
• INTERPOL Washington
• Criminal Division• Executive Office for
Organized Crime Drug Enforcement Task Forces
• Bureau of Alcohol, Tobacco, Firearms and Explosives
04/21/23
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BREAKDOWN MANAGEMENT & OVERSIGHT
• Justice Management Division
• Office of the Inspector General
• Office of Professional Responsibility
• Professional Responsibility Advisory Office
• To learn more about the breakdown of prisons, immigration, state and local assistance, and legal representation and advice, please visit:
http://www.justice.gov/jmd/mps/mission.htm
04/21/23
Today’s Sponsor
SEAN CAMPBELLePipeline
Procurement Landscape at DOJ
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USING ePipeline
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HOW ePipeline WORKS – PROFILE TREE
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TOP CONTRACTORS
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TOP CONTRACTS - PRE RFP
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FIVE YEAR BREAKOUT OF CONTRACTORS
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TOP PROCUREMENT FROM JULY 13- DEC 14
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DOJ NAICS
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DOJ OFFICE BREAKDOWN
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JAMES BAKERAUTHOR AND STRATEGIST
How to Read President’s IT Budget and Execute a Strategy
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TAKE AWAYS
① Know what is in the IT Budget② Review solutions you can bring to
current problems③ Know how to look up your competition④ Make sure your sales and marketing
rhetoric aligns with leadership vision and budget goals. Remember there are 53 organization that make up DOJ
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2014 IT BUDGET PRIORITIES
• Improve IT Investment Management• Streamline IT Operations• Share Information• Enhance Information Technology Security• Establish Enterprise Solutions• Performance and Accountability
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THE BUDGET
WHERE TO FIND THE IT BUDGET
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2010 – 2015 IT STRATEGIC PLAN
• Share business solutions• Share information• Share infrastructure• Strengthen IT Security• Strengthen IT Management• Evolve the business model for IT• Stronger cross organization coordination• Prepare for evolving cyber security threats
Read the plan in detail at: http://www.justice.gov/jmd/ocio/2010itplan/10it-strategic-plan.pdf
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DOJ IT Budget Overview
• 317 budget lines• IT Budget is $2.6B with over
$506M in DME• Take time research what DOJ
is spending it money on• The data on the right
represents significant budget investments in the following technologies:
– Video and Data– Enterprise Architecture– Infrastructure and
Maintenance– Surveillance– Tech Refreshment– Security– Cloud-VPN– Digital Collection– Data Sharing / Collaboration– Intrusion Prevention– Land Mobile Radio
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1. SHORT LIST OF WHAT YOUR FIRM DOES
2. USING THE CONTROL & FIND FEATURE, MATCH WHAT YOUR FIRM DOES TO BUDGET LINE ITEMS
3. LOOK FOR OPPORTUNITIES THAT ARE DME FUNDED. DME= NEW MONEY
4. ALSO LOOK AT DEALS THAT HAVE CONSISTENT YEAR AFTER YEAR FUNDING (RECOMPETE)
5. TIE IN BUDGET LINE ITEMS TO EXHIBIT 300S, POINT OF CONTACT AND ANNOUNCED DEALS
YOUR ASSIGNMENT
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LOOK AT ALL THE COLUMNS
• Spend time understanding the key areas associated with a line item• Review tab how exhibit 53 is coded• Also look at CPIC process
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FPDS.GOV – LOOK UP A CONTRACT
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300’S• Head out to www.itdashboard.gov• Click on portfolio and then click on investments• Click on Justice• Click on investment tab• Under bureau tab click on project
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NEXT CLICK ON LINK FOR 300
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BUSINESS CASE – WHAT TO LOOK FOR
1. Overview on the purpose of the investment
2. Mapping to Exhibit 533. Overview how
investment works with EA goals
4. Snap shot of the ROI5. Overview on mandates
and audits associated with business case
6. Provides overview on progress of investment
7. Funding summary8. Prime contracts
associated with business case
Today’s Sponsor
DR. EDWARD SALTZBERGEstablishing and Managing a DOJ Bid
Pipeline
Strategies to Capture Justice Business
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PIPELINE MANAGEMENT DEMO
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PIPELINE MANAGEMENT
From ePipeline to Qualified Bid Backlog
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LEVERAGING LINKEDIN TO DRIVE GOVERNMENT BUSINESS
Join Chris next month with Jimmy and Ed on July 11th WebinarRegister now at http://www.publicsectortechnologyexchange.com/2013_Events.html
CHRIS MCCLELLANLINKEDIN MARKETING SME
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MARKETING TO DOJ ON LINKEDIN
CHRIS MCCLELLAN
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Special Offers from Today’s Speakers
Today’s Sponsor
30 Day Free BAT Trial
Full Feature Pipeline ManagerComplete bid capture and pipeline management systemAnalytics, management tools, staff actions, plot proposalsLoad and manage your opportunity dataExport records if you don’t buy the systemHalf Price Server Version - $5,000 (one time charge, free set up assistance, optional $750 annual maintenance agreement) Half price Single User Version - $495 (applicable to firms under $5 million) Free weekly TrainingMoney back guarantee
Signup for trial at - http://www.ersadvisors.com/software
Business Acquisition TrainingLearn how to use pipeline analyticsLearn how to establish and manage a meaningful bid listLearn how to organize and execute a bid capture program
,
ERS ADVISORS’ OFFER
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Order Today on AmazonKindle Edition $4.99Paperback $16.95
Contact James Baker for customized training and strategy support for your team at 703.303.4233 or [email protected]
Free 30-Minute Consulting Session with James Baker and your company. Email your Amazon or Kindle Receipt to [email protected] before June 30 to schedule session.
Book reviews and training videos at www.governmentbusinessbook.biz
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FREE TRIAL FOR 3 DAYS
[email protected] / 678.461.0299
SPECIAL OFFER FROM e pipeline
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UPCOMING WEBINARSUpcoming series this summer:
– July 11th Leveraging Linked In in the Public Sector Marketplace. Leveraging research, strategy and LI to grow your business
– July 25th Social Media Boot Camp, Leveraging the Power of Social Media in the Government Marketplace with special guest Mike Hackmer, Social Web Tactics
– 3 part series on leveraging your GSA schedule to win new business in September
www.ersadvisors.com www.publicsectortechnologyexchange.com
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Audience Questions
James J. Baker (Jimmy) – Author of How to Win Business from the Government – A Tactical Guide to Understanding the US Federal IT Marketplacewww.jamesjbaker.com
Dr. Edward Saltzberg – President ERS Advisors / Capture Strategist. Former SAIC VP with over 30 years of Federal Contracting Experiencewww.ersadvisors.com
Chris McClellan – Partner Schmooz and LinkedIn Marketing Subject Matter Expertwww.schmooz.me
Sean Campbell - Senior Government Consultant, e pipelinewww.epipeline.com
