# Presentation: 354517

## Industry Partnership Day 2006

**Vice President, BearingPoint Global Public Services**
**June 15, 2006**

**Industry Partnership Day 2006**

**Management and Technology Consulting**

## BearingPoint Overview

**BearingPoint Overview**

**Our vision is to be the world’s most influential and respected business advisor, systems integrator and operator by creating real and sustainable value for our clients, growth opportunities for our people, and long-term value for our shareholders **

- BearingPoint means helping our clients set direction to achieve end results
- Serve more than 2,100 clients, including more than 700 Global 2000 companies, medium-sized businesses, government agencies and other organizations
- 16,000+ professionals
- $3.1 billion in revenues
- NYSE: BE

- We offer a comprehensive suite of flexible methodologies and accelerated solutions
- From strategy to implementation to ongoing operation, we help our clients leverage technology for a solid return on investment
- Our goal is to help our clients quickly improve productivity, increase profitability and gain and sustain competitive advantage

## We Align Our Business by Industryto Better Serve Our Clients

- Banking
- Capital Markets
- Insurance
- Real Estate and Hospitality

- Automotive and Transportation
- Chemicals and Natural Resources
- Communications
- Consumer Packaged Goods
- High Technology
- Industrial Markets
- Life Sciences
- Media and Entertainment
- Oil and Gas
- Retail/Wholesale
- Utilities

- Federal Government
- Higher Education/Not-for-Profits
- Health Care Services
- International Governments
- State and Local Government

**Notes:**
Strong focus on deep business expertise across all key lines of business....know for having business people that have spent many years in the industries we support – they understand the business challenges and have experience in helping solve key business problems

## Our Expertise

## How We Go About Winning Work

**We use a propriety sales methodology called Selling 2 Win (S2W). This methodology is used throughout the sales cycle by all Business Development Managers. **
**The S2W methodology consists of six main components:**
** ****Situational analysis**
** ****Mapping the competition**
** ****Identifying the buyer(s)**
** ****Defining the buying process**
** ****Constructing the solution that meets the needs**
** ****Building and validating differentiation  **

## Situational Analysis

** ****How did we find out about the opportunity?**
** ****Where have we entered the sales cycle?**
** ****What is our history with the client?**
** ****Is there a budget?**
** ****What are the business drivers for this project?**
** ****Have we identified the prospects critical success factor? **
** ****How will the prospect measure/evaluate success?**
** ****Can we shape the process and/or criteria?**

## Mapping the Competition

** ****Who are they?**
** ****What have they sold to this client in the past?**
** ****Do they have sponsorship within the organization?**
** ****What are their strengths?**
** ****What are their weaknesses?**
** ****Do they possess a unique value proposition? **

## Identifying the Buyer(s)

** ****Do we know and understand the organization?**
** ****Do we know the source selection committee or decision maker(s)?**
** ****What are their positional and personal drivers relative to this project?**
** ****What will they gain or lose by the success or failure of this project?**
** ****Who influences them?**
** ****Do we have any prior experience/history with them? **
** ****Do these individuals have a prior history or relationship with any vendors, or   the competition? **

## Defining the Buying Process

** ****Who are the key individuals relative to this project/opportunity?**
** ****Have we spoken with them?**
** ****What activities within the sales strategy address the needs of the key individuals? **
** ****How do they see the decision being made (scoring, vote...)?**
** ****Do we understand the formal evaluation process?**

## Constructing the Solution that Meets the Needs

** ****What solution(s) most effectively deliver the “Success Factors” to the client?**
** ****Have we developed a high level approach to articulate the necessary activities, tasks, and skill sets required to meet and deliver the success factors?**
** ****Can we differentiate our qualifications?**
** ****Is there an opportunity to educate the customer on the differentiation of vendors?**
** ****Are we building validation throughout the sales cycle?**

## Building and Validating Differentiation

** ****Is our understanding of the business problem more accurate then our competitors?**
** ****What technical and functional resources will we highlight (experience, skills, seniority..)**
** ****Is our approach most effective for meeting the client’s needs?**
** ****Do we have the best references to map to this opportunity?**

## Teaming Partners – Small and Large

**What we look for:**
- Ability to bring something to the table
- Visibility into the client organization
- Successful past performance
- Possesses strong capabilities
- Delivers on what is promised
- Easy to do business with
- Strong business ethics and integrity
**What we shy away from:**
- Companies looking for a handout
- Companies that use our logo and qualifications to win work
- One stop shop mentality (we do it all)
- Doesn’t understand how to do business with the Federal Government

## Points of Contact

## Slide 14