Looking to better understand the opportunity behind NextStage, an AI-enabled platform for GovCon Business Development, Capture, and Proposals, this chat with Brian Tessier, Business Development Manager with First Division Consulting, shares more about this tool and how it is saving time, addressing key pain points and leading to success for this team, and the growing opportunity for AI in capture.
Addressing the Challenges
The world of capture is ever-changing, constantly moving and incredibly fast-paced. While there are numerous tools to manage various aspects of the trade, the work of logging into multiple portals, transferring information, manually putting together compliance or capabilities matrixes takes time, effort, and opens the door to potential error.
“Our biggest challenge, just like anyone within the GovCon BD space, is time. NextStage has freed up time by having all pipeline updates in one location. Not having to login to separate portals daily is a huge time saver. Having all notes, capture data, and roles and responsibilities in one platform is great for the BD team as well as BD reviews for upper management. We knew we had gaps before and just pushed through. This tool made us realize the effort that it was costing.”
Apples to Apples
Noting that tools to support BD and capture are constantly being launched and evolved, from the start FirstDiv found NextStage to be further along than others, and that it matched their needs from the start. “It provided the automation, the capability to source data from portals such as SeaPort, GovWin, SAM, etc. from the start.”
Realizing there are more opportunities available through the tool, next phases will involve using NextStage in proposal writing, to leverage it for compliance and to develop a capability matrix right in the tool. “We hope to automate as much of the BD process as we can to ensure each proposal volume is accurate and compliant. Beyond the win side, success in capture is also being able to no bid early because we have sourced accurate and up to date information that allows us to make informed business decisions, which we believe NextStage can help support.”
The team is also looking at the opportunity for collaboration in NextStage with non-licensed users for specific opportunities. “This way we can invite our subK representatives in on an opportunity to provide input and analysis.”
Success
“Prior to NextStage, pipeline revenue was a guess at best. We now get to see pipeline revenue at each stage, score each opportunity, and we have implemented a 70 percent proceed-to-capture scoring template. This allows us to concentrate on higher PWin opportunities and was a metric we didn’t have previously.’”
Having award data to support SWOT analysis of competitors, performing major BD tasks, market research, auto updates from key portals, running meetings, a Bcc function to manage email traffic…are just some of the functions FirstDiv currently uses. “The GovCon business development landscape is rapidly shifting towards automation and AI/ML integration, streamlining tasks and enhancing decision-making. AI is the future and there is no way around it. NextStage is leading in this market and we will continue to evolve and grow as it does.”
About NextStage
NextStage is the one-stop shop for market intelligence, task order management, capture, and proposal management. It is an AI-enabled platform for GovCon that automates the busy-work of GovCon so you can focus on PWin-enhancing activity.
About FirstDiv
FirstDiv provides an array of services to the DoD, and other federal agencies and private companies with expertise in PMO Support, Life Cycle Logistics, Acquisition Support, Information Technology, and training.
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