FED GOV CON

Webinar Wednesdays
2019 Series

JSchaus & Assoc.

Washington DC
+1–202–365–0598
About Our Webinars:

- Every Wednesday;
- Complimentary;
- Recorded;
- YouTube & our Website;
- No Questions
 About Us:
Professional Services for
Federal Contractors
- GSA Sched;
- SBA 8(a);
- Proposal Writing;
- Pricing;
- Contract Administration;
- Business Development
 Upcoming Events:

TUESDAY - April 9
CONFERENCE: Breakfast With The
GovPreneur

THURSDAY - April 18
CONFERENCE: 29th Annual
Procurement Conference

TUESDAY - Aug 6
IN-PERSON CLASS: Intro To GSA
Schedules
Advertise With Us!

We offer newsletter &

webinar advertising.
CONTACT:
Mallory.Flowers@
jenniferschaus.com
for more information.
 About Our Speaker:
Heather Newlin
Education:
BSEE Purdue University
MSEE University of Southern California
MBA University of California, Berkeley

Company Name:
Newport LLC

# of Years Federal Gov Con Experience:

20+ Years
GROWTH VIA CHANGE ORDERS
 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

Organic growth from your existing contracts

via change orders can be an easy way to
achieve >20% annual growth - if you
implement an easy to follow, repeatable
process and hold the team accountable for
achieving clear targets.
 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

Focus on growth needs to extend beyond the

next big contract

Change orders can create >20% growth

- annual growth, not year over year

Successful implementation needs

- methodical process
- accountability for results
 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

Why Change Orders are Valuable to Growth?

- Signal Customer reliance and trust

- Demonstrate understanding and support of mission

- Provide professional development for program managers

 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

Steps to Developing Change Order Focused Organization

1) Create revenue targets and hold the team accountable
2) Establish and communicate a repeatable process
3) Generate easy to use templates
4) Get every member of your team involved
5) Prioritize ideas based upon revenue potential
6) Celebrate small victories throughout the process
 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

Step 1: Create revenue targets and hold the team accountable

- Specific annual plan for change orders established by leadership
- Goal flows to each program manager AND technical lead
- Responsibility of DIRECT charge team, NOT business development
- Indirect charge code will be needed
- 20% target is ambitious, but achievable
- Communicate at all levels of organization
 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

Step 2: Establish and Communicate Repeatable Process

- Process anchored to white papers

Four Phases of White Paper Process

1) Ideation
2) Generation of White Paper
3) Customer Briefing
4) Contract Award

Document the process to enable repeatability and accessibility

 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

Step 3: Generate Templates

- Idea Tracking
- White Paper
- Customer Briefing
DON’T SKIP WRITING THE WHITE PAPER
 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

Step 4: Get Everyone Involved

- Idea Generation - Everyone
- Idea Tracker – High-Potential
- White Paper Writer
- Idea Owner
- Regular Check-ins
 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

Step 5: Prioritize Ideas

- Prioritize
- highest probability of award
- largest revenue generation
- Customers may only assess one idea at a time
- but multiple white papers can be written simultaneously
- Encourage junior and senior staff to brief
 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

Step 6: Celebrate Small Victories

- Meaningful contract award important
- Keep team motivated during process
- Emphasis mission impact over revenue
- Success fosters support
 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

Next Steps to Developing Change Order Focused Organization

1) Create revenue targets and hold the team accountable
2) Establish and communicate a repeatable process
3) Generate easy to use templates
4) Get every member of your team involved
5) Prioritize ideas based upon revenue potential
6) Celebrate small victories throughout the process
 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

SMALL TO LARGE TRANSITION CHALLENGE

Select cohort of 15 CEOs work

Collaboratively with GovCon Giants
Over 6-months to position for the
Transition from small business status to
full and open competition

www.NewportPrograms.com
 THANK YOU!
JSchaus & Assoc.
Washington DC
hello@JenniferSchaus.com
www.JenniferSchaus.com
+1–202–365–0598
Speaker: Heather Newlin

Email: Heather.Newlin@NewportLLC.com

Phone: 703-468-0845