“The money is out there, but the fish won’t jump in the boat…just because you’re eligible to do business with the federal government, it doesn’t mean they’re going to start throwing money at you.” – Bill Jaffe, Nov 2011
Welcome back! And to our new friends, welcome! I feel honored to take over this blog where my friend, co-worker and partner-in-crime Bill Jaffe spent so much of his time over the past nine years.
It’s an exciting time for me personally to take over something as important as this blog, as a way to help out the small business and government contracting community as a whole. I’ve been a part of that community for one way or another for over 32 years as both an Army officer and as a government contractor.
So I find these contracting issues very important, and I’m dedicated to this blog’s cause of sharing information, resources, and experience. I plan on using the blog as a learning tool for others, and as a learning tool for me as we go through this journey together on the blog.
The goals of the blog will remain the same, which are to:
- Raise awareness of small business issues in federal contracting
- Give back to the federal small business contracting community
- Give a voice to other small and mid-tier businesses and their advocates
- Provide a resource for small business offices to provide to the companies they serve
Please feel free to contact or connect with me on LinkedIn. I welcome your requests for topics I can talk about on this blog, and I also welcome some of our long-standing partners to bring new topics that they’d like to discuss with our small business audience. And there are a lot of people who haven’t provided input in the past and I’d welcome that as well.
You can read more about me on the TAPE site. In the meantime, just know that I’ve worked with both small and large companies in the past, all government contractors, so I bring that mix of the large and small, seeing how both can work together to be successful. And working together is always the best solution, in my opinion.
John B. Moore Senior Vice President, Chief Growth Officer
Alexandria, Va. – With profound sadness, Technical and Project Engineering, LLC (TAPE) announces that Executive Vice President/Chief Growth Officer William “Bill” W. Jaffe passed away on August 31 at age 71. While his death was sudden and unexpected, Bill had been in ill health in the preceding months.
After a 25-year consulting, management, and executive career including stints at Marriott Corporation, Amtrak, CACI, and 8(a) contracting firms, Bill co-founded TAPE in 2003 shortly after marrying Louisa Long Cullem (now Louisa Jaffe).
While Bill wore many hats in helping to build TAPE into a respected government contracting firm, his true passion was business development, particularly putting together teams to pursue contracting opportunities. As many of his colleagues within TAPE and among our partner firms know, Bill rarely saw a contract opportunity that he did not think TAPE and the right team could successfully pursue, win, and execute. Bill had an infectious enthusiasm and work ethic, often perfecting proposals and holding meetings seven days per week and sending emails in the early morning hours. He was legendary for rarely saying “no” to a teammate’s request for support. True to form, Bill spent the weekend before his death supporting a quick-turn Army opportunity and was working into the afternoon of August 31.
With Louisa’s being a service-disabled veteran of the Women’s Army Corps and U.S. Army Reserve, Bill was also passionate about hiring veterans to allow them to continue their service to our country.
Bill had many hobbies and interests including a love of science fiction/fantasy. He enjoyed interacting with a broad community of board game players in the railroad genre. Additionally, Bill loved buying and selling games and books on eBay. He was a very fast reader and could consume an enormous amount of extracurricular reading each week.
As much as Bill loved government contracting, he cherished his roles as husband, father, and “Papa Bill” to his grandchildren. Bill is survived by his wife Louisa, daughter Karen, stepdaughters Jen (Zach) and Sarah (Tim), and step grandchildren Solomon, Max, and Claire. He also is survived by his brother Todd and sisters Maralyn and Lynn. He is predeceased by his son Bill Sydney Jaffe.
The TAPE Family feels the loss of Bill keenly.
Bill’s family created this Life Tributes page at https://www.jeffersonfuneralchapel.com/obituaries/William-Jaffe/#!/TributeWall to make it easy to share your condolences and memories.
TAPE is a CVE-Verified SDVOSB/8(m) Economically Disadvantaged Woman-Owned Small Business with ISO 9001:2015 certification. The company helps keep the nation safe and strong by providing technology services, training and readiness solutions, and management consulting to the Federal Government.
Nearly 20,000 members strong, the National Contract Management Association (NCMA) is the world’s leading resource for professionals in the contract management field.
Each year NCMA holds their annual World Congress which is the nation’s premier training event for contract management, procurement, and acquisition professionals. Participants from both government and industry backgrounds gather to learn about critical issues challenging our industry.
This year’s World Congress was from 28-31 July 2019, when more than 2,500 contract management professionals from across the federal government, state and local government, private industry and education gathered in Boston, MA. This year’s theme was, “Shaping Acquisition: Modern, Adaptive, Connected.”
An engaging list of main stage speakers included Suzanne Vautrinot, president of Kilovolt Consulting Inc., who spoke about balancing risk with opportunity, as well as a Workforce Challenges panel consisting of several key acquisition leaders in the federal government. They offered their thoughts on innovative ways to make today’s workforce more flexible and nimbler and the use of enabling technologies such as AI and “workforce bots.”
Other mainstage sessions included a panel discussion on managing change and some of the emerging challenges facing government acquisition and a keynote by Stacy Cummings, Principle Deputy Assistant Secretary of Defense, Acquisition Enabler, US Dept of Defense. She emphasized the ultimate goal of DoD to modernize its acquisition process and introduced attendees to the Adaptive Acquisition Framework, a flexible acquisition process that is tailorable based on the operational need to have capability delivered.
A new innovation was the use of “Exchange Sessions,” which were informal discussions led by a moderator to focus in on a topic of interest to attendees. These exchange sessions were set in groups of 10-20 and allowed participants to share best practices and ask questions of each other regarding how to overcome a variety of acquisition challenges.
While the conference provided an opportunity to network and learn there was also an opportunity to celebrate NCMA’s 60th anniversary at the Boston Institute of Contemporary Art with live music, dinner and an extraordinary view across Boston Harbor.
TAPE LLC’s SVP and Chief Operating Officer Ted Harrison moderated a panel at this year’s event entitled, “What do the 809 Panel Recommendations Mean for Small Business?” The Section 809 Panel has made several recommendations aimed at refocusing DOD’s small business program. While many have extolled the bold recommendations that would allow the government to purchase “readily available” items more like the purchasing department in private industry, still others have sounded the clarion call to stop what some perceive as the destruction of the DOD small business programs. This panel sought to find the truth in a discussion with representatives from the 809 Panel, DOD small business, and industry.
TAPE actively supports NCMA in several ways. TAPE COO Ted Harrison is a Board Director on NCMA’s National Board and TAPE CEO Louisa Jaffe is on NCMA’s Board of Advisors and has supported NCMA for many years. As well, Ted Harrison was the event chair for the annual Government Contract Management Symposium in December 2018 in Washington, DC.
This is a guest post by TAPE’s Information Systems Analyst Jeff Long.
The Serious Game Design Workshop occurred on the last day of the Interservice/Industry Training, Simulation and Education Conference (I/ITSEC), an annual five-day convention held in Orlando, Florida. The TAPE group in attendance included Business Analyst Walt Long, CEO and President Louisa Jaffe, and our PM TRASYS contract team.
The I/ITSEC showroom floor had closed when we walked into the workshop and were greeted by our two instructors for the day: Peter Smith, an assistant professor of game design at the University of Central Florida, and Vance Souders, founder of Plas.md, a creative studio focused on developing innovative immersive solutions for health, wellness and education for DoD, government, and commercial entities.
This was an excellent experience that I think didn’t got the attention it deserved. I believe everyone from beginners to advanced would benefit from this high-level overview about making a “serious” learning game (definition below). The entire course was done with pen and paper, with no programming required.
One engineer at our table commented that it was great to see non-game designers interested in the inner workings of what can be a complicated process to understand. “We don’t see enough manager types in these classes but I noticed we have a great mix today.”
So what is a serious game? A serious or applied game is a game designed for a primary purpose other than pure entertainment, typically for training.
We began with a high-view concept of what kind of planning and stages it takes to make a simple serious game. Then we were split into various groups, taking on roles related to instruction (instructional designers, trainers, and instructors), game (game designers, game developers, and producers), subject matter experts (who might have experience with procedures/tactics/equipment regarding a profession, or other processes to be used as curriculum within a game), and technical/management (software developers, managers, and artists). Each participant chose a role and we acted in that role over a series of 15 exercises throughout the day.
Our first task was in the realm of analysis. Before we could make a game we had to ask ourselves a few questions: What purpose does it serve and who would be the audience? What’s our game concept? What are our learning objectives? What are we assessing? These great questions helped focus our plan of attack. Without knowing these basics it would have been easy to go off the rails. Each group collaborated to answer these questions and develop the initial idea of what their serious game could be.
Next we moved on to core design. Here we would take our assessments and begin to develop a story, one that was relevant to the interest of the audience we identified during the analysis. The next step was to figure out how we would take the learning objective and teach our audience the required skills.
This is where a creative mind can go just about anywhere. In general gaming there is almost an infinite number of genres, with new ideas showing up daily. My four favorites are role-playing games (RPG), real-time strategy (RTS), first-person shooters (FPS), and virtual reality (VR). A quick Google search of any of those terms will reveal countless games to find inspiration for your game.
Finally, we asked this very important question: What shouldn’t be in our game? It’s easy to lose yourself in a wish list of features, but each feature will need to be created and with limited resources having too large of a scope can run your project over budget and behind on development time. Having an ambitious project is great, but don’t go overboard, especially if it’s your first rodeo. Distilling your ideas so not to overburden the player will result in a better gaming experience.
Here we started with a small discussion about common pitfalls. The instructors provided a helpful overview of the concept of design patterns. This is about establishing reusable systems so people don’t end up reinventing the wheel. (See this excerpt from Robert Nystrom’s Game Programming Patterns for more on the concept of design patterns.) Using these wherever possible will help ensure that your game design is easier for your team to create, understand and implement.
In experience design, we explicitly define and iteratively refine each of these learning game elements: goals, control, actions, assessment, guidance, and feedback. Each of these concepts help the player understand and move through your serious game.
In this stage we did a mental walkthrough of the game from the player’s perspective. We wanted to identify issues that the player could experience, such as edge-cases, poor performers, “gaming the game,” or bored players. You want to be a devil’s advocate to find anything that breaks immersion, flow, or buy-in.
Finally, we tried throwing a wrench into the works like what might happen when real life intervenes, like what happens when a customer doesn’t think the game is fun, or wants to go deeper? Or when students don’t like the game or it isn’t producing the desired learning outcomes? What if it takes too long to play? Or your budget is reduced or money runs out before you finish creating the game? What if the players aren’t taking the game seriously?
Any of these problems have the potential to tank the entire project. While we can’t predict or avoid every problem, we can imagine these situations and try to have a plan when possible.
I personally hope they bring this workshop back and that we see a larger group there for 2018. If you are interested in making a serious game, this workshop was designed around a book called Design and Development of Training Games Practical Guidelines from a Multidisciplinary Perspective, edited by Talib S. Hussain and Susan L. Coleman. If they don’t have another workshop in 2018 or you can’t make it to I/ITSEC, this book might be for you.
Good luck and have fun!
This is a guest post by Walt Long, Business Analyst at TAPE, LLC.
In this post we’ll continue our recap of the 2017 Interservice/Industry Training, Simulation and Education Conference (I/ITSEC), in Orlando, Florida, the world’s largest modeling, simulation, and training conference.
While we were there, we visited Marines conducting a training exercise as part of the 2017 Operation Blended Warrior (OBW), a yearlong collaborative, live-virtual-constructive (LVC) planning and execution event that culminates during I/ITSEC with the purpose of uncovering and documenting the challenges in the rapid development and integration of diverse simulation systems and components.
We’re proud that this work was supported by our Orlando TAPE office in Research Park. There, we provide contracted subject matter experts to support the Program Manager Training Systems (PM TRASYS) program office. In this specific case, we provided analysts who supported the set up, execution, and breakdown of the OBW demonstration at I/ITSEC.
In a video for I/ITSEC TV, OBW Manager Kent Gritton discussed the need for this type of event:
“There are multiple ways of doing training: you can do it live where you actually jump into your aircraft and go fly with your actual system itself; you can do it virtually, where you are in a simulator actually controlling the event – it’s a man-controlled event; or you can do it in constructive where it’s a computer controlled event.
Each of those capabilities are used for certain objectives in the training world. With the richness that [an LVC event] can provide by blending all these three together we have a better training environment for whatever we want to accomplish. Plus we have some warfare capabilities now that cannot be trained solely within the live realm and so it’s a necessity to go ahead and bring that virtual and constructive into the live domain so that we can train all of the capabilities of the new warfare platforms.”
Team TAPE devoted extensive time and effort over these many months in setting up the network infrastructure, developing the scenarios, and coordinating with multiple government and industry participants to execute the four-day Ground Scenario portion of OBW. Team TAPE’s professional presentation of the ground operations set a high mark of achievement and received many accolades from senior government and industry personnel.
Carlos Cuevas, project manager of Orlando team, shared the support team’s highlights from the training event:
• Operation Blended Warrior (OBW) is a unique forum to assist military services, industry and academia in meeting tough challenges associated with live-virtual-constructive simulation environments. I/ITSEC 2017 was an overwhelming success. PMTRASYS/TEAM TAPE were among the 38 government and industry organizations that participated.
• Team TAPE PTSS support to I/ITSEC/OBW was comprised of extensive coordination prior to IITSEC commencing. This included, but was not limited to loading specific software on designated laptops and creating and rehearsing scenarios in Virtual Battle Space (VBS), and working directly with the Reserve Detachment; these Marines would serve as the actual operators for the OBW demo.
• Upon I/ITSEC start, Team TAPE personnel participated in the setup of the TRASYS booth and assisted in booth duties as required throughout the week. During this time, several OBW scenarios or “vignettes” were executed; this required communication, coordination with other entities participating, as well as any last minute troubleshooting.
• At the conclusion of I/ITSEC, Team TAPE personnel assisted with the teardown of the booth, and return/accountability of the equipment utilized. Additionally, all provided detailed after-action report comments.
In the final post in this series, TAPE’s Information Systems Analyst Jeff Long will share his notes from the I/ITSEC Build a Game workshop.
This is a guest post by Walt Long, Business Analyst at TAPE, LLC.
In Fall 2017, I joined TAPE’s Information Systems Analyst Jeff Long, and CEO and President Louisa Jaffe Louisa Jaffe, as well as several others, for the Interservice/Industry Training, Simulation and Education Conference (I/ITSEC), an annual five-day convention held in Orlando, Florida. Orlando has many good facilities for large conventions and the nearby University of Central Florida (UCF) plays a major role in modeling and simulation research as well as implementation for the US Military.
From the official I/ITSEC webpage: “I/ITSEC is the world’s largest modeling, simulation, and training conference. Held near the beginning of December in Orlando, Florida, USA, I/ITSEC consists of peer-reviewed paper presentations, tutorials, special events, professional workshops, a commercial exhibit hall, a serious games competition, and STEM events for teachers and secondary students.
I/ITSEC is organized by the National Training and Simulation Association (NTSA), which promotes international and interdisciplinary cooperation within the fields of modeling and simulation (M&S), training, education, analysis, and related disciplines at this annual meeting. The NTSA is an affiliate subsidiary of the National Defense Industrial Association (NDIA). Hence, I/ITSEC also emphasizes themes related to defense and security.”
Having attended the previous year’s conference, I saw that there were some interesting evolutions happening on different fronts. In the few booths I visited where I experienced virtual reality (VR) thru a VR headset/goggles, I was able to see that VR comes a little further every year in sophistication.
Once you get past the fear of how you look to others who are outside of your virtual world, it is pretty amazing to put on VR goggles and really experience how real everything looks that you are seeing in the virtual world. You can usually look in any direction and see detail that stretches out quite a ways. It’s always fun to see what folks come up with each year in the way of virtual landscapes.
The other type of software that impressed me was a set of learning games in the Serious Games Showcase & Challenge section, as described on the I/ITSEC website: “The Serious Games Showcase & Challenge (SGS&C) celebrates the use of games and game technology as a delivery medium for instructional material. The Challenge is divided into categories: Business, Government, Student, Mobile, and Special Emphasis. After a rigorous evaluation, the top entries from all received are selected as finalists and invited to Showcase their Games on the exhibit floor during I/ITSEC.”
These game products were specifically designed to put the user into a workplace setting where they faced other people in difficult situations and needed to make tough decisions in managing those people as well as other resources. The games introduced levels of stress in terms including people that were difficult to deal with and/or a stressful fast-paced office environment with many choices needing to be made in a relatively short period of time while navigating one-on-one conversations, phone calls, and subordinates requesting direction.
Unlike other sections of the I/ITSEC showroom floor, some of these games had nothing to do with combat or even in some cases the military. One was about how to deal with a white collar office environment and make choices about email content and how to manage a piece of work.
Another game was designed for veterans’ hospital staff, on how to speak to ill and sometimes poorly informed veteran patients about their treatment and expectations of what healing they might be able to accomplish in partnership with VA staff.
In subsequent posts we’ll highlight how TEAM TAPE in Orlando, Florida had their work showcased at I/ITSEC, and Jeff Long will share notes from the Build a Game workshop.
We Need to Blur the Line Between Education and Training: Former TRADOC Commanding General David G. PerkinsPosted: March 28, 2018
We’ve been highlighting ideas from the keynote speech of retired Four-Star General David G. Perkins, former Commanding General of the U. S. Army Training and Doctrine Command (TRADOC) at the Interservice/Industry Training, Simulation and Education Conference in Orlando, Florida in November 2017.
In Parts 1 and 2, we recounted General Perkins’ three aspects of training that require innovation from industry. In this third and final post, we will present his ideas about the differences (and similarities) between education and training.
General Perkins stated that we have to redefine the idea of “education versus training.” He went on to describe that during a recent combined arms field training exercise, an Army major approached him with the question, “Are you educating us or training us?” In other words, the major understood education as learning concepts at a high level of thinking, while he understood training as learning potential courses of action to apply to real life. General Perkins indicated that as a commander, his greatest need was to strive to blur the line between education and training. He wants to see the two concepts combined into one practice.
General Perkins discovered that soldiers want to be trained, which in their understanding, often means they WANT to be told what to do and how to do it. He believes that trainees often do not believe that they need critical thinking (thought of as part of education) because they mistakenly feel that this will not prepare them for the “real world,” where they face the unknown. In actuality, General Perkins thinks education, and the critical thinking that comes from it, better prepares us for the unknown. He suggests incorporating critical thinking, decision making, and leadership into training events, even virtual and constructive ones.
General Perkins believes the Army must adapt future Programs of Instruction to a changing world. His question is, “How do we bring that changing perspective into the educational domain?” He added that the military cannot tie itself to only one domain; training must incorporate all the domains: land, air, sea, space and cyber.
General Perkins explained, “A lot of times as I was growing up in the Army, we would have a training strategy with various gates and sometimes some of our simulations and training aids and devices weren’t all that great. But it would be put in the strategy like, ‘You have to do this first, then you have to do this, and you have to do this.’ And it may not have actually been a particularly useful tool for getting at what you want to get at, but it was a requirement. You can’t do this until you get to this, and so it was a little bit of a check the block.”
Ultimately, General Perkins advocated for “command, training, and student (training, education and the art of command)” to come together so that training is an integral part of command and not something different or extra. He wants to see not just industry change their technology ideas, but for the Army culture to change regard training as integral with command and operations. His challenge to industry is to help the Army make this happen.
In a series of three posts, we’re highlighting remarks from retired Army Four-Star General David G. Perkins, former Commanding General of the U.S. Army Training and Doctrine Command from his keynote address at the Interservice/Industry Training, Simulation and Education Conference in Orlando, Florida in November 2017.
This is a guest post by TAPE President and CEO Louisa Jaffe.
In Part 1 of the blog series, we discussed three innovative aspects of training that a commander needs from industry as identified by General Perkins. In this post, we delve deeper into the third aspect – that we must see training “as a tool, not a task.”
General Perkins stated, “What we need to do is make sure that when we take a look at our training capabilities and training aids, devices, simulators, and simulations (TADSS) that commanders will say, ‘This actually solves one of my training problems.’ It’s not a tasking to do it. It’s a tool that I can use to get better.”
He exclaimed that he does not need “a tool that is just a tool to train, for training’s sake.” General Perkins specified that he needs industry to innovate a tool “that I can use to train for specific missions – mission rehearsal exercises.” He sees a future where a commander, when given a mission to conduct an attack, will also, “look immediately at what training capability [is needed] to get ready for that mission.”
General Perkins called upon the Army to completely integrate training in a mission from its inception. Moreover, he challenged industry to develop the type of training tools that the Army could use across the enterprise from education to training to mission rehearsals. He does not want any more “one trick ponies.” Using General Perkins’ framework, soldiers would waste less time learning multiple training tools and the training data inherent in the tools would benefit commanders across multiple domains.
General Perkins provided key insight into industry’s difficult task of innovating for military training. In Part 1 of this series, we detailed that he not only wants to see the emotional and practical experience of a large-scale live exercise, but one that is put into live, virtual, and constructive (LVC) environments to scale a combined arms training experience.
General Perkins further wants to see all possible domains – land, sea, air, space, and cyber – be interactive in LVC environments. To buttress his goal to integrate training into mission-accomplishment strategy, General Perkins wants to see TADSS become integrated tools for operations instead of separated tasks.
General Perkins envisions innovative training that becomes an extension of the service member at the same time it becomes an innovative extension of leadership itself up to the highest levels. He affirms that the Army is open and receptive to innovations “that connect useful powerful tools with mission strategy.”
The third and final post in this series will explore General Perkins’s innovative views about the concepts of education versus training.
Do you have innovative training ideas to offer the U.S. Army? Well, TAPE President and CEO Louisa Jaffe was fortunate enough to hear now-retired Four-Star General David G. Perkins, former Commanding General of the Training and Doctrine Command (TRADOC), speak from experience about what a military leader at his level (and all levels) is seeking in today’s Army.
General Perkins delivered the keynote address at the Interservice/Industry Training, Simulation and Education Conference (I/ITSEC) in Orlando, Florida in November 2017. The event occurred a few months before his recent retirement on March 2. In a series of three articles, we will present Louisa’s key takeaways from General Perkins’ I/ITSEC speech.
General Perkins started his speech by explaining that TRADOC serves as the proponent FOR and deliverer of doctrine, training, simulations, and education TO the entire Army. He spoke of the long-term requirements of TRADOC’s mission and articulated his vision of industry support from an unusual perspective – not speaking in terms of technical Army requirements or existing contracts coming up for recompete.
He said, “I’d like to talk to you from the point of view of a commander, not as the commander of TRADOC, but as ‘a commander.’ And so, what does a commander expect from his ‘training enterprise’? What does the commander expect from his ‘simulations enterprise’? What does the commander expect from his ‘education enterprise’?” General Perkins spoke in real and genuine terms about what any military leader needs from industry with respect to innovation in training.
He emphasized three main aspects of training that innovators need to consider:
1. Training serves as a “forcing function” to introduce new intellectual ideas. General Perkins explained that one of the impediments to that effective function is overcoming the “tyranny of training.” He defines this phrase as the enormous costs, logistics, labor hours, planning time, and execution of a practical combined arms training exercise – a simulation event that can only train a fraction of those who need it.
Because of high overhead, the exercise cannot really provide the needed repetition for trainees. Innovation from industry must provide not only the “forcing function” of training, but also all the benefits of a large, practical exercise at a fraction of the overhead costs, and perform it locally at the trainees’ home station. General Perkins stated, “I see that as sort of the next training revolution coming into the Army and probably the Joint Forces. We need to change how we view what is done day-in and-day-out as we prepare for the large collective training events – getting rid of this sort of ‘tyranny of training’ and high overhead.”
2. Innovation must bring together all the domains for training. We have to redefine the training requirement from the very beginning as a converged requirement with all of the domains: land, air, sea, space, and cyber. Commanders need training to give participants the experience of “inter” and “intra” domain communications and leaders/commanders the practical experience of commanding within and embracing all these domains. He stated emphatically, “This is an innovation that commanders need from industry.”
3. Commanders (and therefore industry innovators) need to see training “as a tool, not a task.”
Our next blog post will discuss this third aspect of innovation in training. The third and final blog post will explore General Perkins’ innovative views about the concepts of education versus training.
This is a follow up post from one of TAPE’s “capture managers,” a member of our business development team.
It’s important to understand that there are different intelligence zones involved in capture management – customer, competitive intelligence, program, staffing, and pricing. Being able to define it in those chunks helps us understand the kind of solution that we need to write towards in our proposal. Each of those zones have some basic questions and KPIs (key performance indicators).
We looked at client relationships and competitive intelligence in Part 1. Today we’ll look at staffing, and how the TAPE team works together and decides what to bid on.
Staffing is one of the most important aspects of capture to get right because clients don’t buy products or companies; they buy people. Having the right people on your team is critical for success, but who are the right people?
It’s important to distinguish between the key personnel and the rest of the team. Your key personnel are usually the people who lead the program, and their resumes are usually required to be submitted with the proposal. If they’re not already on your payroll, letters of commitment are often required.
The right key personnel will have all the required certifications, training, and years of experience, are known to the customer and have a good reputation, and can help you write the proposal.
For non-key personnel (other team members), it is important to identify as many qualified candidates as possible before submitting a proposal. Staffing matrices are typically required, listing all of the positions and hours assigned to the project.
If the only names in the staffing matrix are those for the key personnel, the program looks unstaffed and therefore more risky to evaluators. That’s why it is important to identify as many qualified candidates as possible (those with all the required certifications, training, and years of experience) before submission.
TAPE’s capture team
Because TAPE is a small business, we often have to wear a lot of different hats. There is always a locus of intelligence in one area, for example our senior vice president, administration and our chief financial officer will certainly help with pricing, but so will others who can bring the customer intimacy and program knowledge – perhaps someone who’s been in government and knows the program or its people. That person may be on staff at TAPE, or we’ll hire subject matter experts who can provide us that information.
It’s a shared responsibility amongst the team to go out and find this information, and my role to coordinate all these efforts and all of these people. What’s most important is having a team you trust, because you can’t do everything. Trust is the biggest component – trust, good working relationships, and good communication.
Also important are positivity, a can-do attitude, and being able to see things from multiple perspectives to gather what’s really important and what can wait, as well as graciousness and thankfulness for everyone’s efforts. At TAPE we always put a high value on our working relationships and communication – things are just so much easier when everyone’s on the same page.
Some days there is bound to be confusion. Giving everyone the benefit of the doubt can be difficult but at the end of the day it keeps us communicating and honest with each other.
Successful relationships require trust and credibility. So often we deal with teammates who are not a part of TAPE. When we’re not teaming, we’re competitors – it’s a friendly competition, but building and maintaining trust in those relationships is vital.
Yes or no?
A big part of capture is about continually vetting and re-vetting opportunities to understand exactly what it is you’re investing in. So often there’s a huge disconnect or built-in conflict between the business development and capture proposal sides of the house. Business development wants to say yes to everything and capture proposal wants to say no to everything. It’s essential to build a bridge between the two because proposals often get seen as Dr. No and business development seen as snake oil salesmen.
When you do decide to qualify a bid and devote capture resources to it, you’re making an investment – though not all investments are equal. Sometimes you invest in a contract that will lose money so you can establish a relationship with a customer; other times you make a smaller investment by teaming with someone. But in all cases these are investments in time and resources, and you must understand exactly how that investment impacts your bottom line.
Thinking back to Lohfeld’s wise words that the best informed win, we can look to the data for this purpose. When discriminating what will remain in the pipeline and what we’ll invest more into, we need to know how much a proposal will cost. Do we have the necessary internal resources, or will we have to hire out? What will that cost?
Capture management means having a systematic way of reviewing an opportunity to determine your probability of win, and how that equates to what you’ll see in revenue and return on investment. Measuring those things and collecting that data in order to make an informed decision is an important component of what we do in capture.