AlphaBrook http://www.alphabrook.com AlphaBrook Website Mon, 05 Nov 2018 15:35:13 +0000 en-US hourly 1 https://wordpress.org/?v=4.9.8 The Advantages of the AlphaBrook Model Over Traditional BD Consulting Support http://www.alphabrook.com/alphabrook-bdi-the-alternative-to-underperforming-bd-consultants/ http://www.alphabrook.com/alphabrook-bdi-the-alternative-to-underperforming-bd-consultants/#respond Thu, 04 Oct 2018 17:21:32 +0000 http://alphabrook.com/?p=4202 Many companies measure the mark of a quality consultant by the number and depth of professional government connections and personal relationships the consultant brings to the table. These associations have typically been honed over years or decades of employment within the federal government, representing the cumulative networking fruit of a career in public service, fruit which the consultant then harvests in the form of billable hours upon retirement to private firms pursuing a greater foothold within the world of government contracting. A consultant’s business model often employs unstructured and freewheeling one-on-ones or informal sit-downs with current government executives, meetings where your consultant may discuss the virtues of your company’s services and how they can benefit the particular agency, department, office, or program. This can sometimes pay dividends – now the stakeholder knows your name, now you are associated in the stakeholder’s mind with the personal and professional history they have with your consultant, now they may be aware of a product or service of which they were previously unaware. Beyond these sit-downs, the consultant may have some ideas for long-term next steps your company can take, thoughts on how you can build a new business plan, create a high-level strategy, narrow or broaden your corporate focus. Some companies find exploiting such networks and conducting these brainstorming sessions useful for acquiring new work; others find they introduce financial and organizational bloat to a BD team without delivering concrete and actionable information upon which to make profitable decisions. Whatever the success rate of an individual consultant, however, the strategy is typically the same: a premium is placed on introductions over information, ideas over intel. A client of ours – former military and now the CEO of a growing IT firm – recently told me, “Matt, you guys are like the spec ops [special operators] of the BD world.” This statement was made in passing, but not in jest. At the risk of succumbing to hyperbole, I believe this comparison is not only apt but illustrates the way in which AlphaBrook’s BD Intelligence (BDI) solution stands apart from the traditional services provided by industry consultants. Our solution is expedient, tactical, results-oriented, and highly targeted to provide our clients with the most relevant and difficult to obtain information regarding government programs and opportunities on a scale an individual BD consultant is simply not prepared to execute. By targeting the most knowledgeable decision-makers within government and employing our team of researchers, analysts, and government outreach specialists, AlphaBrook has developed a unique, repeatable, proven, and cost-effective solution for finding our clients the actionable information they need to pursue their BD goals today and not years down the line. Here are just a few of the ways AlphaBrook’s BDI solution stands out from traditional BD consultant services. Advantage 1: Increased Breadth of Federal Knowledge and Access Consultants typically focus their expertise on a specific agency or service offering, which not only increases the potential will overlap conflict with your competitors, but it also means you will need to continually hire additional consultants with fresh contacts who are also within your evolving target agencies. Beyond this, even the most qualified consultants can struggle to reach government stakeholders if they operate outside their standard network of connections, as they often lack points of contact external to the agencies or offices with which they have experience. As a result, a consultant pushed beyond their comfort zone can end up relying on BD platforms to assist their clients (see our previous blog post to read more), using spotty or outdated information to supplement a lack of knowledge beyond a narrow specialty. AlphaBrook does not have these limitations. Regardless of the agency you’re targeting or the service areas you support, AlphaBrook’s deep bench of dedicated personnel has the experience and capabilities necessary to contact nearly any federal government stakeholder, source direct quotes from them, and within two to three business days deliver this feedback to your team packaged as formal deliverables. No matter the agency, opportunity, or service area you and your team are targeting, AlphaBrook’s BDI solution is the default option for companies who need qualitative and reliable intelligence on an accelerated timetable from across government. Advantage 2: Relentless, Continued Support with Our Voice-of-Government Intelligence Once a relationship with a consultant is established, work begun, and perhaps even some forward momentum realized, a common tendency experienced by many vendors is a gradual but marked decline in the fervor and efficacy with which the consultant pursues a client’s goals. This is not to say this attribute is inherent in the nature of consulting or consultants, but it is true that if a central benefit of any individual consultant is the network of government stakeholders he or she brings to the table and the lifetime of knowledge they wield, once the key stakeholders expand beyond the consultant’s milieu or their professional expertise reaches its limits, it is difficult to sustain the same level of momentum that may have been achieved at the start. Additionally, as consultants often operate as independent contractors working more or less on their own, and yet understandably seek to continually grow their own customer base, as the consultant becomes more successful their attention will necessarily become more divided. Consultants will often seek to mitigate any negative impact this tendency could bring upon their own bottom line by insisting on general service retainers, where the deliverables or metrics they must adhere to are murky and the measurable benefit to the client intentionally become difficult to quantify. At AlphaBrook, our BDI solution is yours to control; you direct the focus of the research, you pick the opportunities we gather intel on or the trends we analyze, you decide even the exact questions you want us to answer within a clearly defined turnaround period. Every activity we perform is measureable and quantifiable in the form of the end-products we deliver to you, end-products we provide in two to three business days as a professionally researched and customized deliverable. Our solution affords you […]

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Many companies measure the mark of a quality consultant by the number and depth of professional government connections and personal relationships the consultant brings to the table. These associations have typically been honed over years or decades of employment within the federal government, representing the cumulative networking fruit of a career in public service, fruit which the consultant then harvests in the form of billable hours upon retirement to private firms pursuing a greater foothold within the world of government contracting.

A consultant’s business model often employs unstructured and freewheeling one-on-ones or informal sit-downs with current government executives, meetings where your consultant may discuss the virtues of your company’s services and how they can benefit the particular agency, department, office, or program. This can sometimes pay dividends – now the stakeholder knows your name, now you are associated in the stakeholder’s mind with the personal and professional history they have with your consultant, now they may be aware of a product or service of which they were previously unaware. Beyond these sit-downs, the consultant may have some ideas for long-term next steps your company can take, thoughts on how you can build a new business plan, create a high-level strategy, narrow or broaden your corporate focus. Some companies find exploiting such networks and conducting these brainstorming sessions useful for acquiring new work; others find they introduce financial and organizational bloat to a BD team without delivering concrete and actionable information upon which to make profitable decisions. Whatever the success rate of an individual consultant, however, the strategy is typically the same: a premium is placed on introductions over information, ideas over intel.

A client of ours – former military and now the CEO of a growing IT firm – recently told me, “Matt, you guys are like the spec ops [special operators] of the BD world.” This statement was made in passing, but not in jest. At the risk of succumbing to hyperbole, I believe this comparison is not only apt but illustrates the way in which AlphaBrook’s BD Intelligence (BDI) solution stands apart from the traditional services provided by industry consultants. Our solution is expedient, tactical, results-oriented, and highly targeted to provide our clients with the most relevant and difficult to obtain information regarding government programs and opportunities on a scale an individual BD consultant is simply not prepared to execute. By targeting the most knowledgeable decision-makers within government and employing our team of researchers, analysts, and government outreach specialists, AlphaBrook has developed a unique, repeatable, proven, and cost-effective solution for finding our clients the actionable information they need to pursue their BD goals today and not years down the line. Here are just a few of the ways AlphaBrook’s BDI solution stands out from traditional BD consultant services.

Advantage 1: Increased Breadth of Federal Knowledge and Access

Consultants typically focus their expertise on a specific agency or service offering, which not only increases the potential will overlap conflict with your competitors, but it also means you will need to continually hire additional consultants with fresh contacts who are also within your evolving target agencies. Beyond this, even the most qualified consultants can struggle to reach government stakeholders if they operate outside their standard network of connections, as they often lack points of contact external to the agencies or offices with which they have experience. As a result, a consultant pushed beyond their comfort zone can end up relying on BD platforms to assist their clients (see our previous blog post to read more), using spotty or outdated information to supplement a lack of knowledge beyond a narrow specialty. AlphaBrook does not have these limitations. Regardless of the agency you’re targeting or the service areas you support, AlphaBrook’s deep bench of dedicated personnel has the experience and capabilities necessary to contact nearly any federal government stakeholder, source direct quotes from them, and within two to three business days deliver this feedback to your team packaged as formal deliverables. No matter the agency, opportunity, or service area you and your team are targeting, AlphaBrook’s BDI solution is the default option for companies who need qualitative and reliable intelligence on an accelerated timetable from across government.

Advantage 2: Relentless, Continued Support with Our Voice-of-Government Intelligence

Once a relationship with a consultant is established, work begun, and perhaps even some forward momentum realized, a common tendency experienced by many vendors is a gradual but marked decline in the fervor and efficacy with which the consultant pursues a client’s goals. This is not to say this attribute is inherent in the nature of consulting or consultants, but it is true that if a central benefit of any individual consultant is the network of government stakeholders he or she brings to the table and the lifetime of knowledge they wield, once the key stakeholders expand beyond the consultant’s milieu or their professional expertise reaches its limits, it is difficult to sustain the same level of momentum that may have been achieved at the start. Additionally, as consultants often operate as independent contractors working more or less on their own, and yet understandably seek to continually grow their own customer base, as the consultant becomes more successful their attention will necessarily become more divided. Consultants will often seek to mitigate any negative impact this tendency could bring upon their own bottom line by insisting on general service retainers, where the deliverables or metrics they must adhere to are murky and the measurable benefit to the client intentionally become difficult to quantify.

At AlphaBrook, our BDI solution is yours to control; you direct the focus of the research, you pick the opportunities we gather intel on or the trends we analyze, you decide even the exact questions you want us to answer within a clearly defined turnaround period. Every activity we perform is measureable and quantifiable in the form of the end-products we deliver to you, end-products we provide in two to three business days as a professionally researched and customized deliverable. Our solution affords you an ever-growing record of the value we provide in the form of distinct research deliverables, allowing you to see for yourself in concrete work products and deliverable history the benefits our solution provides. We do not offer vague promises or intangible results, but distinct and real insight into the minds of your federal customers. One of the defining features setting AlphaBrook apart from any other service on the market today is our ability to deliver direct quotes from government program decision-makers – often the same individuals who sit on source selection boards and evaluation panels – to provide our clients with an unprecedented level of awareness and understanding into the needs of government. We are customizable, comprehensive, and expedient, and our established teams and continually expanding business resources means you will not have to worry about a decline in performance or atrophy of results over time.

Advantage 3: Greater Convenience & Quality of Service

Many consultants promise their clients a high level of availability, to be there to support them whenever needed, with some going as far to promise “24/7” responsiveness. Even the most dedicated consultant, though, must balance their professional and life responsibilities – and often their multiple clients, some of whom may be competitors with one another – with your needs at any given time. AlphaBrook’s team of researchers and analysts includes dedicated support staff and client leads who work personally with our customers to help them take advantage of our unique model, a model which ensures your support requests are begun the moment you send them to us. While AlphaBrook has experienced tremendous annual growth every year since the company was founded in 2011, we’ve done so while abiding by the conscious strategy to over-staff throughout this evolution. This deliberate approach ensures you receive a dedicated and experienced team member to handle every one of your requests without having to ‘wait your turn’ (the way you might with a consultant operating under a less streamlined or sophisticated business model.) This key differentiator has allowed us to deliver government-sourced intelligence at an unmatched speed within industry. While AlphaBrook also supports longer-term strategic projects for our clients, we understand that within the world of government contracts, timelines, deadlines, and due dates, you need information now, not later. We have built and grown our business by recognizing the critical roles that responsiveness, availability, and timeliness plays in the business life of our customers, a recognition which is reflected by our company structure, corporate ethos, and most importantly, by the satisfaction of our clients.

Advantage 4: Upfront, Stable Cost

BD consultants often charge for their services hourly, or in hourly groupings, and often at rates upwards of $300 per hour. This can strongly tempt – even incentivize – the most honest broker to pad an invoice or draw out a project’s timeline unnecessarily, especially when the consultant is operating off-site or within an environment where strict documentation of activities may not be feasible. AlphaBrook’s BDI solution avoids these pitfalls entirely by charging a flat and upfront recurring fee for a mutually pre-determined level of support and number of monthly deliverables. We document everything we do and will never bill you for anything that’s not documented. We eschew the “bill more, make more” model, and our process eliminates the possibility of overcharging clients, preventing the potential for artificially inflating the time it takes our team to complete your research request. By structuring our solution in this fashion and taking advantage of our economy of scale, AlphaBrook provides four to six times the labor value compared to the average consultant, while at the same time providing a more focused, actionable, and immediately useful work product. Simply put, not only is our information more accurate, you get a better bang for your buck with us.

Above and Beyond

The AlphaBrook BDI solution provides a service that is more focused, affordable, useful, and relevant than a standard consulting model. We exceed the quality, depth, and effectiveness of any consultant while encompassing the streamlined and agile qualities of a customer-centric, tech-enabled enterprise. Our solution eclipses any other on the market by offering candid, verifiable feedback in the form of transcribed quotes sourced directly from our conversations with key government decision-makers, allowing you unrivaled advantage in pursuing strategic and tactical business opportunities. With nearly a decade in business and billions of dollars in client contract value wins, we are the leader in Voice-of-Government Market Intelligence. If you are currently among the many companies employing BD consultants and are not experiencing a visible and accelerating return on investment, we encourage you to inquire about a 30-minute AlphaBrook BDI demonstration.

 

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Welcoming new clients to the AlphaBrook family! http://www.alphabrook.com/welcoming-new-clients-to-the-alphabrook-family/ http://www.alphabrook.com/welcoming-new-clients-to-the-alphabrook-family/#respond Thu, 03 May 2018 13:47:01 +0000 http://www.alphabrook.com/?p=4388 Our clients are very special to us, and it’s always an exciting time when on-boarding new ones. The beginning of the year has brought a multitude of new brands to the AlphaBrook client base. We spend a great deal of time and effort in ensuring new clients feel welcomed and ready to embark on our working relationship. Our team provides a thorough kickoff session with client Account Executives, who help new customers optimize utilization of the solution throughout the life of the subscription. We regularly check-in and offer assistance, as maintaining positive client relationships is highly important to us. As strong as we feel our client relationships are, our marketing team wanted to sweeten the kickoff process. Presenting new client gift boxes! Complete with fidget spinners, pens, cards of appreciation, and a few varieties sweets, these packages will hopefully bring a smile and welcome our new clients to the family. We are very appreciative of all of our clients, both new and veteran!  

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Our clients are very special to us, and it’s always an exciting time when on-boarding new ones. The beginning of the year has brought a multitude of new brands to the AlphaBrook client base. We spend a great deal of time and effort in ensuring new clients feel welcomed and ready to embark on our working relationship. Our team provides a thorough kickoff session with client Account Executives, who help new customers optimize utilization of the solution throughout the life of the subscription. We regularly check-in and offer assistance, as maintaining positive client relationships is highly important to us.

As strong as we feel our client relationships are, our marketing team wanted to sweeten the kickoff process. Presenting new client gift boxes! Complete with fidget spinners, pens, cards of appreciation, and a few varieties sweets, these packages will hopefully bring a smile and welcome our new clients to the family.

We are very appreciative of all of our clients, both new and veteran!

 

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The AlphaBrook team celebrates the holidays! http://www.alphabrook.com/alphabrook-team-celebrates-holidays/ http://www.alphabrook.com/alphabrook-team-celebrates-holidays/#respond Fri, 29 Dec 2017 14:07:27 +0000 http://www.alphabrook.com/?p=4353 We had a blast celebrating the holidays and a successful 2017 last week! The team exchanged Secret Santa gifts, which was an event organized by one of our team members, Ryan. We all took a guess at who our gift-givers were after each unwrapping and learned a lot about the present wrapping talents of our colleagues! Our CEO then unveiled this year’s corporate gifts. We have been given some great presents in past years, and the 2017 gift certainly did not disappoint! Our team members will be well-equipped to read that next trending novel, or catch up on their favorite Netflix show via our new Amazon Kindles. When the gifting concluded, we were off to bowl at Pinstripes in Georgetown. Some folks let their talents shine, and had fun experimenting with trick shots. After working up an appetite with a multitude of strikes and spares, we then headed to dinner at Paolo’s Ristorante to end the evening with some fantastic food surrounded by great company. We sincerely appreciate the hard work our team members have put in throughout this last year, and thank you all for a great 2017! With the caliber of talent shown by our colleagues this year, we are confident 2018 will be full of continued success.  

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We had a blast celebrating the holidays and a successful 2017 last week! The team exchanged Secret Santa gifts, which was an event organized by one of our team members, Ryan. We all took a guess at who our gift-givers were after each unwrapping and learned a lot about the present wrapping talents of our colleagues!

Our CEO then unveiled this year’s corporate gifts. We have been given some great presents in past years, and the 2017 gift certainly did not disappoint! Our team members will be well-equipped to read that next trending novel, or catch up on their favorite Netflix show via our new Amazon Kindles.

When the gifting concluded, we were off to bowl at Pinstripes in Georgetown. Some folks let their talents shine, and had fun experimenting with trick shots.

After working up an appetite with a multitude of strikes and spares, we then headed to dinner at Paolo’s Ristorante to end the evening with some fantastic food surrounded by great company.

We sincerely appreciate the hard work our team members have put in throughout this last year, and thank you all for a great 2017! With the caliber of talent shown by our colleagues this year, we are confident 2018 will be full of continued success.

 

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AlphaBrook Gives Back to Local Community for Thanksgiving Holiday http://www.alphabrook.com/alphabrook-gives-back-local-community-thanksgiving-holiday/ http://www.alphabrook.com/alphabrook-gives-back-local-community-thanksgiving-holiday/#respond Tue, 28 Nov 2017 21:13:25 +0000 http://www.alphabrook.com/?p=4347 Last week, AlphaBrook team members participated in a company volunteer event to donate Thanksgiving food baskets and other supplies to Lorton Community Action Center (LCAC). LCAC organized a “Thanksgiving Food Basket Drive” through which they collected Thanksgiving baskets to give to families in need for the holiday. Items requested to fill the baskets included canned vegetables, fresh fruit and vegetables, and Thanksgiving staple food items like stuffing and gravy. Other products our team donated included baby food and diapers. This donation of time and other resources is an example of how AlphaBrook continues to be an organization that has a positive impact on our community. Our team plans to complete additional volunteer events and activities in the future. The mission of LCAC is “to enhance the quality of life by providing food, basic needs, and self-sufficiency programs through the generous support of our community.” The AlphaBrook team agrees, it feels good to give back!

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Last week, AlphaBrook team members participated in a company volunteer event to donate Thanksgiving food baskets and other supplies to Lorton Community Action Center (LCAC).

Courtesy of Google Images

LCAC organized a “Thanksgiving Food Basket Drive” through which they collected Thanksgiving baskets to give to families in need for the holiday. Items requested to fill the baskets included canned vegetables, fresh fruit and vegetables, and Thanksgiving staple food items like stuffing and gravy. Other products our team donated included baby food and diapers.

Courtesy of LCAC Thanksgiving Flyer

This donation of time and other resources is an example of how AlphaBrook continues to be an organization that has a positive impact on our community. Our team plans to complete additional volunteer events and activities in the future.

The mission of LCAC is “to enhance the quality of life by providing food, basic needs, and self-sufficiency programs through the generous support of our community.”

The AlphaBrook team agrees, it feels good to give back!

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AlphaBrook Announces New HQ, Positioning For Greater Growth http://www.alphabrook.com/alphabrook-announces-new-hq-positioning-greater-growth/ http://www.alphabrook.com/alphabrook-announces-new-hq-positioning-greater-growth/#respond Thu, 05 Oct 2017 21:25:38 +0000 http://www.alphabrook.com/?p=4323 ALEXANDRIA, VA – AlphaBrook AlphaBrook, an industry leader in qualitative business development (BD) intelligence within the Federal marketplace, has announced the opening of a new corporate office to support their continued growth. The new office triples their square-footage and is located within the popular 37-acre Metro Park complex in Alexandria, Virginia. The office offers a hybrid of both open and private working stations, calling and interviewing rooms, individual executive offices, and open conferencing and facilitation space to encourage greater teamwork and problem-solving among AlphaBrook employees. The building boasts impressive amenities, including an all-inclusive 24/7 fitness center for AlphaBrook employees with workout classes included, convenient access to the Franconia/Springfield Metro stop, multiple on-site dining facilities, a state-of-the-art conference center, free covered parking, and more. “This new office represents an important stepping stone and is a significant investment into both our employees and our growing BD Intelligence (BDI) Solution, which thousands of executives and business development professionals depend on for opportunity identification, selection, and qualification,” said Matt Hastings, Chief Executive Officer, AlphaBrook. “This sizable office transition is reflective of AlphaBrook’s 500% year-over-year growth within the last three years.” AlphaBrook has distinguished themselves within the Federal Business Development intelligence market by focusing on obtaining government sales intel through direct conversations with government program customers and buyers. Their unique customer-centric approach for receiving sales intelligence allows them to guarantee a higher level of accuracy, exclusivity, granularity, and overall speed within their research. Hastings added, “After all of the planning, we are thrilled to put this space to use for our clients. The office as a whole is beautifully designed, but the government calling and collaboration rooms in particular provide an ideal layout for fulfilling our goal of delivering unmatched government-sourced intelligence for our clients.” AlphaBrook New Address: 6363 Walker Lane Suite #320, Alexandria, VA 22310 Phone inquiries can be directed to Sara Coit at (703) 988-5113. All employee emails and phone numbers will remain the same. About AlphaBrook: AlphaBrook was founded in 2011 to help companies make better bid decisions, with a focus on government contractors. Since 2011, AlphaBrook has grown into a team of government sales intelligence experts with specialized skills in obtaining government-sourced, qualitative sales intelligence. They support hundreds of clients, with many of customers coming from the Federal Top 100 and fastest growing small business lists. The AlphaBrook BDI Solution is a unique research solution focused on finding information that is inaccessible to most BD teams. Their research team engages directly with government program executives and decision makers to obtain information on opportunities, executive challenges, agency pain points, incumbency performance, price-to-win, teaming and competitive analysis, spending, and much more.

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ALEXANDRIA, VA – AlphaBrook

AlphaBrook, an industry leader in qualitative business development (BD) intelligence within the Federal marketplace, has announced the opening of a new corporate office to support their continued growth.

Photo courtesy of Google Maps

The new office triples their square-footage and is located within the popular 37-acre Metro Park complex in Alexandria, Virginia. The office offers a hybrid of both open and private working stations, calling and interviewing rooms, individual executive offices, and open conferencing and facilitation space to encourage greater teamwork and problem-solving among AlphaBrook employees. The building boasts impressive amenities, including an all-inclusive 24/7 fitness center for AlphaBrook employees with workout classes included, convenient access to the Franconia/Springfield Metro stop, multiple on-site dining facilities, a state-of-the-art conference center, free covered parking, and more.

“This new office represents an important stepping stone and is a significant investment into both our employees and our growing BD Intelligence (BDI) Solution, which thousands of executives and business development professionals depend on for opportunity identification, selection, and qualification,” said Matt Hastings, Chief Executive Officer, AlphaBrook. “This sizable office transition is reflective of AlphaBrook’s 500% year-over-year growth within the last three years.”

AlphaBrook has distinguished themselves within the Federal Business Development intelligence market by focusing on obtaining government sales intel through direct conversations with government program customers and buyers. Their unique customer-centric approach for receiving sales intelligence allows them to guarantee a higher level of accuracy, exclusivity, granularity, and overall speed within their research. Hastings added, “After all of the planning, we are thrilled to put this space to use for our clients. The office as a whole is beautifully designed, but the government calling and collaboration rooms in particular provide an ideal layout for fulfilling our goal of delivering unmatched government-sourced intelligence for our clients.”

AlphaBrook New Address:

6363 Walker Lane Suite #320, Alexandria, VA 22310

Phone inquiries can be directed to Sara Coit at (703) 988-5113. All employee emails and phone numbers will remain the same.

About AlphaBrook:

AlphaBrook was founded in 2011 to help companies make better bid decisions, with a focus on government contractors. Since 2011, AlphaBrook has grown into a team of government sales intelligence experts with specialized skills in obtaining government-sourced, qualitative sales intelligence. They support hundreds of clients, with many of customers coming from the Federal Top 100 and fastest growing small business lists.

The AlphaBrook BDI Solution is a unique research solution focused on finding information that is inaccessible to most BD teams. Their research team engages directly with government program executives and decision makers to obtain information on opportunities, executive challenges, agency pain points, incumbency performance, price-to-win, teaming and competitive analysis, spending, and much more.

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AlphaBrook BDI: A Better Value than BD Platforms http://www.alphabrook.com/alphabrook-bdi-the-alternative-to-bd-platforms/ http://www.alphabrook.com/alphabrook-bdi-the-alternative-to-bd-platforms/#respond Wed, 04 Oct 2017 21:36:14 +0000 http://alphabrook.com/?p=4194 There is a problem within the Federal Business Development Intelligence market. Almost all of the vendors in this market, mainly Business Development (BD) software platforms, are focused on less than 20% of the total capture intelligence a company needs to effectively bid and win a Federal contract. AlphaBrook provides the industry-leading comprehensive BD Intelligence solution that includes both the surface-level 20% and the deeper 80% of winning capture intelligence. Our Story Five years ago, we began to wonder why BD software platforms were limiting themselves to such basic information. We quickly developed an opinion that much of their 20% was the quantitative BD information that’s easily pulled from publicly-accessible systems like FedBizOpps.gov (FBO), the Federal Procurement Data System (FPDS), System for Award Management (SAM), and the Central Contractor Registration System (CCR). Chances are, if you work with the Federal government, you already know how to use these systems, and may even currently be using a BD software platform. While decent for providing surface-level information, our clients have repeatedly found that the value from these BD software platforms is hard to measure, and many don’t believe these platforms’ information actually helps win deals. The information that’s missing from these platforms is the qualitative capture intelligence. This intel cannot be simply downloaded from a database, but requires direct communication and engagement with government program decision-makers to obtain. While some of the platforms will call contracting officers, we realized there weren’t any that persistently call government program executives, where up to 80% of the best capture intelligence usually resides. In fact, even the contact information in the platforms is often outdated and incorrect. Though as these BD software platforms already have thousands of companies paying thousands of dollars and are continuing to grow, what reason would they have to invest in the other 80% of qualitative intelligence? We think, for these software platforms, the process of researching the government source selection authority and how they feel about certain contractors, solutions, labor rates, challenges, or other topics is too difficult, time-consuming, and expensive. But not for AlphaBrook.  AlphaBrook was founded as an enterprise research solution to uncover the other 80% qualitative capture intelligence below the surface. We didn’t want to sell another BD software subscription; we wanted to make an impact and pioneer a ROI-based BD Intelligence solution. So, we started by developing an inventory of all the different qualitative research items we knew Federal companies wish they had from existing platforms. Our list included things such as: real-time feedback on incumbency performance from government executives; detailed information on upcoming evaluation panel members, including their contact information and solution preferences; advanced confirmation (no forecasting) of specific acquisition strategy details (vehicle choice, set-aside choice, evaluation methods, etc.); advanced confirmation of your bidding competition for specific opportunities; detailed and accurate government executive analysis to understand their priorities and pain points; and much more. We ended up with enough qualitative research areas that we even developed an infographic to help illustrate the importance of our “below the surface” BD intelligence. Fast-forward 5 years to present day; AlphaBrook has signed hundreds of companies who depend on our BD Intelligence (BDI) to help them win the right deals while avoiding the wrong ones. Our ability to identify government decision-makers not reported on other tools and engage with them to understand their thoughts and feelings is what sets us apart. If you are currently paying a significant amount for the 20% of easily available information but wish you had an accurate and systematic way to receive the other 80% qualitative intelligence, we would encourage you to sign up for a 30-minute AlphaBrook BDI demonstration.

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There is a problem within the Federal Business Development Intelligence market. Almost all of the vendors in this market, mainly Business Development (BD) software platforms, are focused on less than 20% of the total capture intelligence a company needs to effectively bid and win a Federal contract. AlphaBrook provides the industry-leading comprehensive BD Intelligence solution that includes both the surface-level 20% and the deeper 80% of winning capture intelligence.

Our Story

Five years ago, we began to wonder why BD software platforms were limiting themselves to such basic information. We quickly developed an opinion that much of their 20% was the quantitative BD information that’s easily pulled from publicly-accessible systems like FedBizOpps.gov (FBO), the Federal Procurement Data System (FPDS), System for Award Management (SAM), and the Central Contractor Registration System (CCR). Chances are, if you work with the Federal government, you already know how to use these systems, and may even currently be using a BD software platform. While decent for providing surface-level information, our clients have repeatedly found that the value from these BD software platforms is hard to measure, and many don’t believe these platforms’ information actually helps win deals.

The information that’s missing from these platforms is the qualitative capture intelligence. This intel cannot be simply downloaded from a database, but requires direct communication and engagement with government program decision-makers to obtain. While some of the platforms will call contracting officers, we realized there weren’t any that persistently call government program executives, where up to 80% of the best capture intelligence usually resides. In fact, even the contact information in the platforms is often outdated and incorrect. Though as these BD software platforms already have thousands of companies paying thousands of dollars and are continuing to grow, what reason would they have to invest in the other 80% of qualitative intelligence? We think, for these software platforms, the process of researching the government source selection authority and how they feel about certain contractors, solutions, labor rates, challenges, or other topics is too difficult, time-consuming, and expensive.

But not for AlphaBrook.

 AlphaBrook was founded as an enterprise research solution to uncover the other 80% qualitative capture intelligence below the surface. We didn’t want to sell another BD software subscription; we wanted to make an impact and pioneer a ROI-based BD Intelligence solution. So, we started by developing an inventory of all the different qualitative research items we knew Federal companies wish they had from existing platforms. Our list included things such as: real-time feedback on incumbency performance from government executives; detailed information on upcoming evaluation panel members, including their contact information and solution preferences; advanced confirmation (no forecasting) of specific acquisition strategy details (vehicle choice, set-aside choice, evaluation methods, etc.); advanced confirmation of your bidding competition for specific opportunities; detailed and accurate government executive analysis to understand their priorities and pain points; and much more. We ended up with enough qualitative research areas that we even developed an infographic to help illustrate the importance of our “below the surface” BD intelligence.

Fast-forward 5 years to present day; AlphaBrook has signed hundreds of companies who depend on our BD Intelligence (BDI) to help them win the right deals while avoiding the wrong ones. Our ability to identify government decision-makers not reported on other tools and engage with them to understand their thoughts and feelings is what sets us apart. If you are currently paying a significant amount for the 20% of easily available information but wish you had an accurate and systematic way to receive the other 80% qualitative intelligence, we would encourage you to sign up for a 30-minute AlphaBrook BDI demonstration.

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Recap of our new BDI Video http://www.alphabrook.com/recap-new-bdi-video/ http://www.alphabrook.com/recap-new-bdi-video/#respond Fri, 26 Aug 2016 20:57:05 +0000 http://www.alphabrook.com/?p=4303 Getting Started The AlphaBrook team put on our creative caps for the last few months to develop a new overview video of our BDI solution! Our solution has continued to grow exponentially, experiencing 500% growth year over year. Recently, we realized that we could increase that growth even more by developing a resource to provide those interested in AlphaBrook’s BDI solution with an overview of what we do. Until this point, our sales demos have been the main medium through which we are able to fully explain what our unique solution offers to our clients. So we decided that we wanted to create another way, albeit less detailed, to spread an engaging message about the AlphaBrook BDI advantage. Creating The Story We were very involved with the development of this video in every step of the process. The structure of the video is intended to make it relatable for our prospective customers, as the viewer is able to follow a BD employee throughout the storyline. The video begins with a BD employee who is displeased with his business’ performance. We detail typical challenges, which are examples given to us by our clients of what they have faced in their federal contracting pursuits, as well as the typical responses our clients have initiated. Our employees who have previously worked for government contracting companies were also able to share their experiences regarding challenges and responses of their previous employers. Though we don’t expect every person who watches these examples to connect with each one, our intention is to portray our understanding of how tough the federal contracting market can be, and the hurdles that many companies have to overcome. The video then explains the unique features and key benefits that our BDI solution provides, including how our research team directly engages with government executives for their capture intelligence research. Though there are many other benefits and ways for companies to utilize our solution that are not explained in the video, we hope that this overview of key benefits and features (such as our guarantee to return research reports within 2-3 days of the request) inspire additional questions and intrigue. For those who are interested in learning more, we offer demos with our sales executives who can give more detail on the mechanics of our solution and how it works after you sign up with us. You can sign up for a demo here: http://www.alphabrook.com/schedule-a-demo/ . When All is Said and Done This process was an excellent experience and we are very happy with the end product! It was so exciting to watch our original ideas, scribbled on white boards and jotted down on paper, transformed into a fun and informative message about the AlphaBrook BDI solution. If you are interested in checking out the video, click here to watch. We hope you enjoy! We hope you enjoy! Sara Coit

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Getting Started

The AlphaBrook team put on our creative caps for the last few months to develop a new overview video of our BDI solution! Our solution has continued to grow exponentially, experiencing 500% growth year over year. Recently, we realized that we could increase that growth even more by developing a resource to provide those interested in AlphaBrook’s BDI solution with an overview of what we do.

Until this point, our sales demos have been the main medium through which we are able to fully explain what our unique solution offers to our clients. So we decided that we wanted to create another way, albeit less detailed, to spread an engaging message about the AlphaBrook BDI advantage.

Creating The Story

We were very involved with the development of this video in every step of the process. The structure of the video is intended to make it relatable for our prospective customers, as the viewer is able to follow a BD employee throughout the storyline. The video begins with a BD employee who is displeased with his business’ performance. We detail typical challenges, which are examples given to us by our clients of what they have faced in their federal contracting pursuits, as well as the typical responses our clients have initiated. Our employees who have previously worked for government contracting companies were also able to share their experiences regarding challenges and responses of their previous employers. Though we don’t expect every person who watches these examples to connect with each one, our intention is to portray our understanding of how tough the federal contracting market can be, and the hurdles that many companies have to overcome.

The video then explains the unique features and key benefits that our BDI solution provides, including how our research team directly engages with government executives for their capture intelligence research. Though there are many other benefits and ways for companies to utilize our solution that are not explained in the video, we hope that this overview of key benefits and features (such as our guarantee to return research reports within 2-3 days of the request) inspire additional questions and intrigue. For those who are interested in learning more, we offer demos with our sales executives who can give more detail on the mechanics of our solution and how it works after you sign up with us. You can sign up for a demo here: http://www.alphabrook.com/schedule-a-demo/ .

When All is Said and Done

This process was an excellent experience and we are very happy with the end product! It was so exciting to watch our original ideas, scribbled on white boards and jotted down on paper, transformed into a fun and informative message about the AlphaBrook BDI solution. If you are interested in checking out the video, click here to watch. We hope you enjoy!

We hope you enjoy!

Sara Coit

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Avoid these Business Development Excuses http://www.alphabrook.com/10-lame-business-development-excuses/ http://www.alphabrook.com/10-lame-business-development-excuses/#respond Tue, 05 Jul 2016 03:32:00 +0000 http://alphabrook.com/?p=3004 1. “The deal was wired.” I’m really tired of hearing about deals being “wired”. The only thing worse than proclaiming that a deal was “wired” after you lost is the decision you made to actually bid the deal. 2. “They low-balled on price.” In my experience, companies that are willing to be extra competitive on cost are typically more confident in their abilities to manage and deliver on the project. I understand some firms are just more expensive, but don’t complain if you failed to show the value behind that cost. 3. “I can’t get the meeting.” Calling once or sending a generic email about your company is hardly enough justification to quit on setting up a meeting. Does the potential buyer even know what you want to talk about? Have you done the research to know what interests them? 4. “Government budgets are shrinking.” At the macro level this is true but it’s your responsibility as the business development leader to find the good opportunities at the micro level. 5. “The competition has better solutions.” The grass is always greener, especially when the competition is winning. Remember…every company has advantages, your job is to identify those discriminators and exploit them to win new business. 6. “I don’t have enough resources.” Prove yourself by helping to close business first, and then ask for more resources. It’s much easier for management to fund new BD hires, proposal managers, and BD tools after you have already been successful. 7. “We have poor leadership.” Are you part of the team or not? Either get on the bus or get off. Management will never be perfect but if they’re truly terrible just do the right thing and walk away. 8. “My sales quota is unfair.” Your sales quota should be negotiated at the beginning of each year. If you feel it’s unreasonable then resolve it with management at the beginning of the year. Successful sales executives won’t complain about quotas because they’re too busy exceeding them. 9. “What we sell is a commodity.” Your job is to differentiate your company and add value. Be a team player and collaborate with the “experts” to develop solutions that stand out. 10. “I hired a bad Business Development Consultant.” Who hired the consultant? You should have called AlphaBrook! You can read more about AlphaBrook’s differentiators in this post.

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1. “The deal was wired.” I’m really tired of hearing about deals being “wired”. The only thing worse than proclaiming that a deal was “wired” after you lost is the decision you made to actually bid the deal.

2. “They low-balled on price.” In my experience, companies that are willing to be extra competitive on cost are typically more confident in their abilities to manage and deliver on the project. I understand some firms are just more expensive, but don’t complain if you failed to show the value behind that cost.

3. “I can’t get the meeting.” Calling once or sending a generic email about your company is hardly enough justification to quit on setting up a meeting. Does the potential buyer even know what you want to talk about? Have you done the research to know what interests them?

4. “Government budgets are shrinking.” At the macro level this is true but it’s your responsibility as the business development leader to find the good opportunities at the micro level.

5. “The competition has better solutions.” The grass is always greener, especially when the competition is winning. Remember…every company has advantages, your job is to identify those discriminators and exploit them to win new business.

6. “I don’t have enough resources.” Prove yourself by helping to close business first, and then ask for more resources. It’s much easier for management to fund new BD hires, proposal managers, and BD tools after you have already been successful.

7. “We have poor leadership.” Are you part of the team or not? Either get on the bus or get off. Management will never be perfect but if they’re truly terrible just do the right thing and walk away.

8. “My sales quota is unfair.” Your sales quota should be negotiated at the beginning of each year. If you feel it’s unreasonable then resolve it with management at the beginning of the year. Successful sales executives won’t complain about quotas because they’re too busy exceeding them.

9. “What we sell is a commodity.” Your job is to differentiate your company and add value. Be a team player and collaborate with the “experts” to develop solutions that stand out.

10. “I hired a bad Business Development Consultant.” Who hired the consultant? You should have called AlphaBrook! You can read more about AlphaBrook’s differentiators in this post.

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Top 10 Questions for Dr. Nick Nayak (former DHS Chief Procurement Officer) http://www.alphabrook.com/10-questions-dr-nick-nayak-former-dhs-chief-procurement-officer/ http://www.alphabrook.com/10-questions-dr-nick-nayak-former-dhs-chief-procurement-officer/#respond Fri, 18 Sep 2015 14:35:38 +0000 http://alphabrook.com/?p=4079 Matt Hastings : Good morning, Dr. Nayak. Thanks for taking the time to talk. So, what are you up to these days? Nick Nayak: Since leaving DHS a little more than two months ago, I have been and am primarily taking care of family. Many people are aware that my mother experienced a heart attack while I was at DHS. Subsequently, she underwent quadruple bypass surgery and is now on the path to recovery. I’m grateful I have had the opportunity to be there in a time of need for my parents. Matt Hastings: Glad to hear she’s doing better. With your experience, how would you describe your time at DHS? Nick Nayak: Every moment at DHS is intense because the bar is set very high for protecting the United States of America every second of every day. My time was no different – events occur, DHS employees respond and evolve based on lessons learned – a few examples were the Boston Marathon bombings and Hurricane Sandy. Matt Hastings: We all know how important our nation’s security is, especially now. Given your experience as a procurement executive, do you have specific advice for Industry, specifically companies selling to DHS? Nick Nayak: Yes – DHS is one of the top seven spending federal agencies – together whom spend 90% of the government’s roughly $500B per year. The Agency does well at connecting with all sizes of companies – about 40% of the contract dollars go to large, 30% to mid-sized, and 30% to small businesses. That’s a fairly balanced distribution. There are opportunities for companies to break in and/or team or subcontract with others. Some tips are to have a niche that is reasonably priced and hire help to get the best intelligence prior to spending money to prepare and submit a proposal. Proposals can cost around $100,000 or even more. You can get BD Investigation help well below that cost in order to make better-informed bid/no bid decisions. Matt Hastings: To continue your point of what companies should do, I’m sure companies would like to know what they shouldn’t do. What was one of the top mistakes you saw federal contractors make while CPO at DHS? Nick Nayak: Since DHS and most government agencies rely on multiple award contracts (MACs) for many goods and services, one of the top mistakes was companies who won initial awards on a MAC thinking task order contracts would automatically come their way. Winning a multiple award contract (MAC) is when the game actually begins. Companies should think strategically and again, some consulting assistance can be helpful. Matt Hastings: Spending reports are showing increased initiation and usage of contract vehicles. Do you believe this to be a positive trend for Industry? Can you speak to your experiences with DHS contracting vehicles (EAGLE I & II, TABSS, etc)? Nick Nayak: Yes, this is a positive trend; it means that Contracting Officers have a faster way to connect with companies to buy things to protect the country. For industry, it means business opportunities for prime contractors, teaming partners, and subcontractors. You have to look at overall government spending. Currently, it’s roughly around $500B, and, unless we constantly remain at war, that number will eventually have to come down – not necessarily for all agencies. Contract spending by agencies is driven by when they receive their budgets and when they have to spend it all. Government-wide, roughly 37% of the dollars are spent in the 4th quarter (from July – September). Large multiple award contracts such as EAGLE II and TABSS are up and off to the races for the next five to seven years. Matt Hastings: What would you say to contractors that believe Eagle II was not a success because of timing, protests, etc.? Nick Nayak: I understand your frustration, and it will likely never happen again. Historically, it takes most agencies about 18 months to award large multiple award contracts such as EAGLE II. Initial contract awards were made slightly after 18 months and protests really dragged the process out, however, it led to adding in more companies, and that’s probably a good thing. Those companies who did receive EAGLE II awards will see business opportunities for the next five to seven years. I have more thoughts on how to handle awarding a possible EAGLE III much faster than the standard 18 months – let’s save that for another time. Matt Hastings: As we enter into FY15, what type of planning should companies consider? Nick Nayak: This is a great question Matt, and knowing you, I’d bet you have plenty of thoughts on this as well. I think it’s important to reflect on what has and has not worked as a business. Of course, these activities will vary across companies. I think universally, companies should be setting new goals for the new Fiscal Year. I tend to like specific goals rather than phrases such as “let’s double in size” or “win more business”. Once you’ve set a specific goal, you can begin to outline specific activities necessary for achieving those goals. Matt Hastings: I like that, specificity! Given the nature of the AlphaBrook BD Investigation (BDI) service, we like to examine different assumptions and predictions we made for clients. Basically, asking the question: Did our BD Investigation work lead to effective decision-making? If we thought an incumbent was well positioned, let’s see if they actually won the deal. Over time, we’ve developed great lessons learned by “backtracking” our work and validating our research and assumptions. Matt Hastings: Given your role in Federal Procurement, where do you see the future growth areas within both IT and non-IT services? Nick Nayak: Like many, I’ve always believed that the private sector is in a better position to take greater risk and try new things. This is why the government often uses the phrase, “Commercial Best Practices”. You see things catching on in the consumer world like “the sharing economy” – think of Uber or Airbnb. You can see […]

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Matt Hastings : Good morning, Dr. Nayak. Thanks for taking the time to talk. So, what are you up to these days?

Nick Nayak: Since leaving DHS a little more than two months ago, I have been and am primarily taking care of family. Many people are aware that my mother experienced a heart attack while I was at DHS. Subsequently, she underwent quadruple bypass surgery and is now on the path to recovery. I’m grateful I have had the opportunity to be there in a time of need for my parents.

Matt Hastings: Glad to hear she’s doing better. With your experience, how would you describe your time at DHS?

Nick Nayak: Every moment at DHS is intense because the bar is set very high for protecting the United States of America every second of every day. My time was no different – events occur, DHS employees respond and evolve based on lessons learned – a few examples were the Boston Marathon bombings and Hurricane Sandy.

Matt Hastings: We all know how important our nation’s security is, especially now. Given your experience as a procurement executive, do you have specific advice for Industry, specifically companies selling to DHS?

Nick Nayak: Yes – DHS is one of the top seven spending federal agencies – together whom spend 90% of the government’s roughly $500B per year. The Agency does well at connecting with all sizes of companies – about 40% of the contract dollars go to large, 30% to mid-sized, and 30% to small businesses. That’s a fairly balanced distribution. There are opportunities for companies to break in and/or team or subcontract with others. Some tips are to have a niche that is reasonably priced and hire help to get the best intelligence prior to spending money to prepare and submit a proposal. Proposals can cost around $100,000 or even more. You can get BD Investigation help well below that cost in order to make better-informed bid/no bid decisions.

Matt Hastings: To continue your point of what companies should do, I’m sure companies would like to know what they shouldn’t do. What was one of the top mistakes you saw federal contractors make while CPO at DHS?

Nick Nayak: Since DHS and most government agencies rely on multiple award contracts (MACs) for many goods and services, one of the top mistakes was companies who won initial awards on a MAC thinking task order contracts would automatically come their way. Winning a multiple award contract (MAC) is when the game actually begins. Companies should think strategically and again, some consulting assistance can be helpful.

Matt Hastings: Spending reports are showing increased initiation and usage of contract vehicles. Do you believe this to be a positive trend for Industry? Can you speak to your experiences with DHS contracting vehicles (EAGLE I & II, TABSS, etc)?

Nick Nayak: Yes, this is a positive trend; it means that Contracting Officers have a faster way to connect with companies to buy things to protect the country. For industry, it means business opportunities for prime contractors, teaming partners, and subcontractors. You have to look at overall government spending. Currently, it’s roughly around $500B, and, unless we constantly remain at war, that number will eventually have to come down – not necessarily for all agencies. Contract spending by agencies is driven by when they receive their budgets and when they have to spend it all. Government-wide, roughly 37% of the dollars are spent in the 4th quarter (from July – September). Large multiple award contracts such as EAGLE II and TABSS are up and off to the races for the next five to seven years.

Matt Hastings: What would you say to contractors that believe Eagle II was not a success because of timing, protests, etc.?

Nick Nayak: I understand your frustration, and it will likely never happen again. Historically, it takes most agencies about 18 months to award large multiple award contracts such as EAGLE II. Initial contract awards were made slightly after 18 months and protests really dragged the process out, however, it led to adding in more companies, and that’s probably a good thing. Those companies who did receive EAGLE II awards will see business opportunities for the next five to seven years. I have more thoughts on how to handle awarding a possible EAGLE III much faster than the standard 18 months – let’s save that for another time.

Matt Hastings: As we enter into FY15, what type of planning should companies consider?

Nick Nayak: This is a great question Matt, and knowing you, I’d bet you have plenty of thoughts on this as well. I think it’s important to reflect on what has and has not worked as a business. Of course, these activities will vary across companies. I think universally, companies should be setting new goals for the new Fiscal Year. I tend to like specific goals rather than phrases such as “let’s double in size” or “win more business”. Once you’ve set a specific goal, you can begin to outline specific activities necessary for achieving those goals.

Matt Hastings: I like that, specificity! Given the nature of the AlphaBrook BD Investigation (BDI) service, we like to examine different assumptions and predictions we made for clients. Basically, asking the question: Did our BD Investigation work lead to effective decision-making? If we thought an incumbent was well positioned, let’s see if they actually won the deal. Over time, we’ve developed great lessons learned by “backtracking” our work and validating our research and assumptions.

Matt Hastings: Given your role in Federal Procurement, where do you see the future growth areas within both IT and non-IT services?

Nick Nayak: Like many, I’ve always believed that the private sector is in a better position to take greater risk and try new things. This is why the government often uses the phrase, “Commercial Best Practices”. You see things catching on in the consumer world like “the sharing economy” – think of Uber or Airbnb. You can see the similarities – consider how IT Departments across Government are developing consolidated models to share resources and cut costs. Of course, everyone also thinks of Cloud Services even though the buzzword has been around for quite some time. That’s actually a good example of an area where Government has taken incremental steps whereas commercial has taken major leaps. However, the private sector has also experienced the additional risk and occasional pitfalls associated with developing a completely virtualized environment. Ultimately, I believe consumer choice and budgets will drive innovation that will continue to shape the future for both IT and non-IT services.

Matt Hastings: Based on your experience, what makes an organization’s Business Development (or sales) function successful?

Nick Nayak: You and I have had past discussions on this. To cut to the chase, I believe it’s the combination of effective leadership that’s capable of hiring A+ players to market their solutions. After that, it comes down to the quality of their delivery personnel, the quality of their solutions, and the quality of their contract vehicles. Contractors that rank high in all of those factors tend to outperform the competition. Sure, it’s not rocket-science, but most people would agree that consistently executing across those areas takes creativity and persistence.

Matt Hastings: When people think about your service within Government, what would you like to be remembered for?

Nick Nayak: I would like to be remembered as an individual who was grateful for all the opportunities provided and who cared about people – my legacy is the positive impact made through others who will continue on in pubic service.

Matt Hastings: Again, thank you for your time and insight. I hope others find this as enjoyable as I have. Thanks, Nick!

 

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Business Development Resolutions for FY 2016 http://www.alphabrook.com/business-development-resolutions-for-2014/ http://www.alphabrook.com/business-development-resolutions-for-2014/#respond Tue, 01 Sep 2015 11:27:56 +0000 http://themes.goodlayers.com/modernize/?p=1098 Have you thought about what your business missed out on in FY 2015? When business owners talk to me about their mistakes or regrets it’s almost always related to something that decreased or limited the growth of their company. So what can you do to avoid these mistakes and improve your sales efforts in FY 2016? Have you identified your weaknesses or are you just ignoring the areas that need improvement within your growth strategy? I believe owners would put much more effort into resolutions if they truly understood the consequences that follow poor BD/Sales execution. To cut to the chase, the consequence of poor BD execution is lost revenue which is also the #1 reason companies fail. So back to the question, how do you improve your sales efforts for FY 2016? Below is a list of questions that AlphaBrook encourages our clients to consider. Do you have similar questions? If so, these are areas that probably need improvement within your business. Implement Business Development Resolutions to solve these issues and take action to close more business in 2016. Questions Your Company Should Be Considering: How can we develop a sales strategy and then measure our progress against it? How do we identify government buyers that need our services? How do we gain the attention of these buyers and share our distinctions with them? How do we use the collective efforts of our employees to pursue new business opportunities? How do we leverage our contract vehicles we have to win new business? Should we be investing in a CRM tool to manage our pipeline? What industry partners should we be talking with for teaming purposes? What type of BD / Sales training is available for our staff? How do we gain visibility into contract vehicles (GWACs, Agency-Specific, Schedules) that we do not have? What type of yearly growth should our business be aiming for based on bench-marking?   How can we develop a more aggressive, sales-driven culture and motivate our employees? What changes can we make to better forecast our revenue each year? What are the most successful companies doing to grow their Federal business?

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Have you thought about what your business missed out on in FY 2015? When business owners talk to me about their mistakes or regrets it’s almost always related to something that decreased or limited the growth of their company. So what can you do to avoid these mistakes and improve your sales efforts in FY 2016? Have you identified your weaknesses or are you just ignoring the areas that need improvement within your growth strategy? I believe owners would put much more effort into resolutions if they truly understood the consequences that follow poor BD/Sales execution. To cut to the chase, the consequence of poor BD execution is lost revenue which is also the #1 reason companies fail.

So back to the question, how do you improve your sales efforts for FY 2016? Below is a list of questions that AlphaBrook encourages our clients to consider. Do you have similar questions? If so, these are areas that probably need improvement within your business. Implement Business Development Resolutions to solve these issues and take action to close more business in 2016.

Questions Your Company Should Be Considering:

  • How can we develop a sales strategy and then measure our progress against it?

  • How do we identify government buyers that need our services?

  • How do we gain the attention of these buyers and share our distinctions with them?

  • How do we use the collective efforts of our employees to pursue new business opportunities?

  • How do we leverage our contract vehicles we have to win new business?

  • Should we be investing in a CRM tool to manage our pipeline?

  • What industry partners should we be talking with for teaming purposes?

  • What type of BD / Sales training is available for our staff?

  • How do we gain visibility into contract vehicles (GWACs, Agency-Specific, Schedules) that we do not have?

  • What type of yearly growth should our business be aiming for based on bench-marking?

     

  • How can we develop a more aggressive, sales-driven culture and motivate our employees?

  • What changes can we make to better forecast our revenue each year?

  • What are the most successful companies doing to grow their Federal business?

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