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<div><div style="text-align: left;"><span style="color: #660000;"><strong><span style="font-family: trebuchet ms, geneva; font-size: 13pt;">Happy Holiday's from The TRG Family</span></strong></span></div>
<div style="text-align: left;"><span style="color: #660000;"><strong><span style="font-family: trebuchet ms, geneva; font-size: 13pt;"><br></span></strong></span></div>
<div style="text-align: left;"><span style="font-family: 'trebuchet ms', geneva;"><strong><span style="color: #660000;"><span style="font-size: 13pt;">"Internet Re-Focus"</span></span></strong></span></div>
<div style="text-align: left;"><em><span style="font-family: 'trebuchet ms', geneva; font-size: 10pt; color: #0000cc;">Part I</span></em></div>
<div style="text-align: left;"> </div>
<div style="text-align: left;"><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">Whether you choose to call it the Internet (Old Hat to many), the “Cloud” (a current and thoroughly misunderstood concept), or Global Reach (popping up occasionally), being certain to adjust this realty into formal planning of all kinds has now moved to the ‘critical’ category.</span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms, geneva; font-size: 10pt;"><br>Our Team’s intention is to help you, our friend and allies, advance the priority of this reality in both your professional and (Yes) personal thinking.</span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms, geneva; font-size: 10pt;"> <br><span style="color: #660000;"><strong>Over the next several months this sequence in The AGENDA will hopefully trigger: </strong></span></span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">•<span> </span>A calendar driven Internet Plan for you and EACH function, market, and team</span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">•<span> </span>Two sets (minimum) of eyes on everything planned</span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms, geneva; font-size: 10pt;"> <br><span style="color: #660000;"><strong>Starting with the fundamental reality of what you should have in place promptly:</strong></span></span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">•<span> </span>The creation of an Internet Use and Placement Strategy IN WRITING</span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">•<span> </span>A Corporate / Team / Personal “Branding” target for your internet presence</span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">•<span> </span>Models of how to put your plans in play and maintain / enhance them over time</span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">•<span> </span>How this will critically impact both the Advancement of Your Career and plans for Converting Your Career (as being pursued by a rapidly expanding group of TRG friends) </span></div>
<div style="text-align: left;"> </div>
<div style="text-align: left;"><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">As ALWAYS your thoughts here are more than important. Please send models you would be willing to share of methods, policies and training. Please help us expand the overlapping networks that TRG reaches. Answers do NOT have to be broad in nature… in fact ‘simple’ is definitely ‘good’.</span></div>
<div style="text-align: left;"> </div>
<div style="text-align: left;"><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">The working results of the ongoing results of this effort will be appearing on our website www.regisgroup.com before the end of the month.<span> </span></span></div>
<div style="text-align: left;"> </div>
<div style="text-align: left;"><strong><span style="font-family: 'trebuchet ms', geneva; font-size: 10pt;">Next month’s AGENDA “Internet Re-Focus” Part II article will highlight Development Areas, Forms of Internet Uses and Ranges of Placement.</span></strong></div>
<div style="text-align: left;"> </div>
<div style="text-align: left;"> </div>
<div style="text-align: left;">_____________________</div></div></td>
<td style="padding:5px;" valign="top" width="80%"><div><div style="text-align: center;"><span style="font-family: arial,helvetica,sans-serif; color: #660000; font-size: 8pt;">The Regis Group, Inc.</span><br><span style="font-family: arial,helvetica,sans-serif; color: #660000; font-size: 8pt;">102 North King Street | Leesburg, VA 20176 | </span><br><span style="font-family: arial,helvetica,sans-serif; color: #660000; font-size: 8pt;">703 777-2233 | <a href="http://www.regisgroup.com/">www.regisgroup.com</a></span><br> <br> <span style="background-color: #000000; font-family: arial,helvetica,sans-serif; color: #ffffff; font-size: 12pt;"> December 2012 </span><br> <br><br></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms,geneva; color: #660000; font-size: 13pt;">What Federal Contractors need to know about LPTA (Lowest Priced Technically Acceptable)</span></div>
<div style="text-align: left;"><span style="font-family: 'trebuchet ms', geneva; font-size: 10pt;"><em style="color: #0000cc;">By James J. Daday</em></span></div>
<div style="text-align: left;"> </div>
<div style="text-align: left;"><span style="font-family: trebuchet ms,geneva; font-size: 10pt;">Given this economy, the deficit, and sequestration, the Department of Defense (DoD) is looking for ways to save money. Two trends I’ve seen: (1) increased emphasis on small business, and (2) using “lowest price, technically acceptable”, or LPTA proposal evaluation strategy.</span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"> <br><span style="color: #660000;"><strong>In theory, LPTA can save money by:</strong></span></span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"><strong>-</strong> LPTA drives competitive rates and profit very low.</span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"><strong>-</strong> <span> </span>Less time (money) is spent reviewing all competitive proposals. In the most extreme case, if the lowest priced proposal is compliant and “adequate”, it is the only proposal read.</span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"><br><span style="color: #660000;"><strong>The reality is much different. From my experience, here are a few things I think you should know about LPTA:</strong></span></span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"><strong>-</strong><span> </span>Proposed rates are driven by salary, overhead, and profit. Overhead is usually fixed, so to lower rates, salaries drop.</span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"><strong>-</strong><span> </span>Lower salaries attract less experienced / less capable employees - <strong>performance suffers</strong>.</span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"><strong>-</strong><span> </span>Even if quality employees accept a lower salary, they actively work to find their next job - <strong>performance suffers</strong>.</span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"><strong>-</strong><span> </span>Per the above, turnover increases - performance suffers. More time is required to fill vacancies and provide job training - <strong>performance suffers</strong>.</span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"><strong>-</strong><span> </span>Another option instead of or in addition to lower rates is to bid less people than the job requires. Each employee must work harder and longer, and maybe in areas where they are not qualified. This causes disgruntlement and increases turnover - <strong>performance suffers</strong>.<br></span></div>
<div style="text-align: left;"> </div>
<div style="text-align: left;"><span style="color: #660000;"><strong><span style="font-family: 'trebuchet ms', geneva; font-size: 10pt;">When “performance suffers”, mission and cost are affected:</span></strong></span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"><strong>-</strong><span> </span>Either the job doesn’t get done and money is wasted, even though the “lowest price” was paid,</span></div>
<div style="text-align: left;"><strong><span style="font-family: 'trebuchet ms', geneva; font-size: 10pt;"> or</span></strong></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"><strong>-</strong><span> </span>Additional funds are required to fix the situation and any problems it caused.</span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"><br><span style="color: #660000;"><strong>LPTA impacts:</strong></span></span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"><strong>-</strong><span> </span>The government’s ability to perform</span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"><strong>-</strong><span> </span>A company’s reputation</span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"><strong>-</strong><span> </span>Employees, facing lower wages or unemployment<br></span></div>
<div style="text-align: left;"> </div>
<div style="text-align: left;"><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"><span style="color: #660000;"><strong>The path forward?</strong></span></span></div>
<div style="text-align: left;"><span style="font-family: 'trebuchet ms', geneva; font-size: 10pt;">In time, the DoD will see the impact of LPTA and return to best value. Unfortunately, damage will be done to the reputation of a number of companies, and the operational readiness of our systems and forces will be impacted. Industry needs to lobby congress to return to “best value”, but in the meantime, on each opportunity you pursue, influence the RFP, acquisition strategy, and source selection authority. Be aggressive on showing best value and the impact of a lower cost solution. Once we give the decision makers the right facts and tools, they will be more willing to step up to true best value again.</span></div>
<div style="text-align: left;">______________________________________</div></div></td>
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<td style="padding:5px;" valign="top" width="80%"><div><div style="text-align: left;"><span style="color: #660000; text-decoration: underline;"><em><strong><span style="font-family: tahoma,arial,helvetica,sans-serif; font-size: 9pt;">Focus on the Future</span></strong></em></span><br><span style="color: #660000;"><strong><span style="font-family: tahoma,arial,helvetica,sans-serif; font-size: 13pt;">Guest Predictions:</span></strong></span><br><span style="color: #660000;"><strong><span style="font-family: tahoma,arial,helvetica,sans-serif; font-size: 13pt;">James J. Daday </span></strong></span><br> <br><em><span style="font-family: tahoma,arial,helvetica,sans-serif; color: #0000cc; font-size: 10pt;">Guest Predictions is a regular feature in which we ask leaders in a number of professions a set of questions that affect us all.</span></em> <br> <br><span style="color: #660000;"><em><span style="font-family: trebuchet ms,geneva; font-size: 10pt;">James J. Daday, PMP, ITILv3 202-499-0317, [email protected] </span></em></span></div>
<div style="text-align: left;"><span style="color: #660000;"><em><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"> <br>James Daday founded <a href="http://www.agilemgroup.com/" rel="Agile Management Group">Agile Management Group</a> in 2012 to support companies that need adjustments in program management, particularly as pertains to federal contracting. He has 36 years experience as a US Air Force active duty officer and DoD/DHS contractor. Mr. Daday was the Director, Mission Assurance & Acquisition Services for Engility Corporation, providing acquisition and information assurance support to various DoD agencies. He has served as an electronic warfare engineer and manager, as well as both a U.S. intelligence program manager and liaison officer with the German Luftwaffe; and intelligence systems acquisition officer at Hanscom AFB, MA. Mr. Daday has both a BSEE and MBA. He resides in Virginia with his wife, Beth. They have a married daughter, a married son and 1 grandson.</span></em></span><br><br><span style="color: #660000;"><strong><span style="font-family: trebuchet ms,geneva; font-size: 10pt;">Q: Which changes in your professional environment in the past 3-5 years have you found to be the most beneficial?</span></strong></span><br> <br><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"><strong>A:</strong> When you look across the Federal Sector, there has been continual pressure to reduce budgets and reduce costs. This applies to the Federal government, federal programs, and supporting contractors. What has not changed is the pressure for improved performance. This has led to more streamlined acquisition and management processes and tools to continue to do things better, cheaper, and faster.</span><br> <br><span style="color: #660000;"><strong><span style="font-family: trebuchet ms,geneva; font-size: 10pt;">Q: What changes have been the most troubling to you?</span></strong></span><br> <br><strong><span style="font-family: trebuchet ms,geneva; font-size: 10pt;">A: </span></strong><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"> The government’s adaptation of “lowest price, technically acceptable” evaluation criteria for competitive awards. It may appear to drive down cost for the government, but from what I have experienced, it severely impacts performance, employees, contractor reputation, and mission performance.</span><br> <br><span style="color: #660000;"><strong><span style="font-family: trebuchet ms,geneva; font-size: 10pt;">Q: How will globalization affect your professional area in the near term?</span></strong></span><br> <br><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"><strong>A:</strong> The effect will be felt in two areas. First, as US Government spending for contractor support decreases, companies will look to capturing new business overseas. The effect could be both positive and negative depending on the industry and work. Second, The US Government itself will look to reach out to other countries for mutual assistance. This holds the potential for improving US stature and security overseas.</span><br> <br><span style="color: #660000;"><strong><span style="font-family: trebuchet ms,geneva; font-size: 10pt;">Q: What significant challenges might be anticipated in your professional area in the next few years?</span></strong></span> <br> <br><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"><strong>A:</strong> For better or for worse, there are a significant number of people and companies that rely on doing business with the Federal Government. There will continue to be less and less spending available on government contracts. The government is faced with the challenge of continued operations and sustainment of systems, especially DoD and DHS systems and processes, that have a “must pay” price tag. Industry must adapt as well. Alternatives include diversification and overseas markets. Large companies may be able to adapt better than small companies.</span><br> <br><span style="color: #660000;"><strong><span style="font-family: trebuchet ms,geneva; font-size: 10pt;">Q: What are the greatest challenges confronting young professionals in Western culture today? </span></strong></span><br> <br><span style="font-family: trebuchet ms,geneva; font-size: 10pt;"><strong>A:</strong> My daughter is enrolled in the PhD Program at the University of Nebraska. Her dissertation will be on Corporate Leadership… dealing with the mix of Baby Boomers, Gen X’ers, and Gen Y’ers in the workplace. In the work environment today we are seeing a mix of outlooks, each with a different sense of entitlement, as well as different ideas of self-worth and motivation. The challenge for the young is to take their “video game” mindset into the professional world and successfully sell their value to those entrenched in ‘traditional’ business environments.</span></div></div></td>
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<div><div style="text-align: center;"><strong><span style="font-family: trebuchet ms,geneva; font-size: 10pt;">James Daday</span></strong></div></div></td>
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<div> <div style="text-align: left;"><strong><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">Marc Chinoy</span></strong></div>
<div style="text-align: left;"><em><span style="font-family: trebuchet ms, geneva; color: #0000cc; font-size: 10pt;">President's Letter</span></em></div>
<div style="text-align: left;"> </div>
<div style="text-align: left;"><span style="font-size: 10pt;"><strong><span style="font-family: 'trebuchet ms', geneva;">Greetings!</span></strong></span></div>
<div style="text-align: left;"> </div>
<div style="text-align: left;"><span style="font-family: 'trebuchet ms', geneva; font-size: 10pt;">Welcome to the End of a Tumultuous Year, in which a stumbling economy led us into a whirling dervish of a presidential election.
<div> </div>
<div>The hope is (generally supportable) that the prospect of steadying ourselves to move forward is a wise step at this moment.</div>
<div> </div>
<div>To this end we are looking at the sector of those who understand (or would like to understand) how to engage in the next round of federal endeavor, plus the beginnings of a “Call to Planning” NOW!</div>
<div> </div>
<div>We are particularly interested in hearing those positive signs that you may have noted… And now we are not taking the Pollyanna approach of saying that all is suddenly rosy…</div>
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<div style="text-align: left;"><span style="font-size: 10pt; font-family: 'trebuchet ms', geneva;"> But if ever there was a time when affirmative thinking is likely to pay off, this is it.</span></div>
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<div style="text-align: left;"><span style="font-family: 'trebuchet ms', geneva;"><strong><span style="font-size: 10pt;">Happy Holidays</span></strong></span></div>
<div style="text-align: left;"><span style="font-family: 'trebuchet ms', geneva;"><em><span style="color: #0000cc;"><strong><span style="font-size: 10pt;">Marc</span></strong></span></em></span></div>
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<div> <div style="text-align: left;"><span style="color: #660000;"><strong><span style="font-family: trebuchet ms, geneva; font-size: 13pt;">BizSpeak!</span></strong></span><br><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">Winner of the Month:</span><br><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">Bryan Benitz of <a href="http://www.theveterinaryclub.com/" rel="The Veterinary Club">The Veterinary Club</a></span><br> <br><span style="color: #660000;"><strong><span style="font-family: trebuchet ms, geneva; font-size: 11pt;">"Polar Opposites"</span></strong></span><br> <br><span style="color: #660000;"><strong><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">Definition:</span></strong></span><br><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">When personalities, organizations or elements of an issue are beyond simple opposition.</span><br><span style="font-family: trebuchet ms, geneva; font-size: 10pt;"> </span><br><span style="color: #660000;"><strong><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">Related Terms:</span></strong></span><br><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">Head on Head Collision Course, Butting Heads, Mutual Elimination, Mirror Image</span><br> <br><span style="color: #660000;"><strong><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">How it Sounds:</span></strong></span><br><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">"Frank and Jan could not go more than two minutes at the table without demonstrating the degree to which they are Polar Opposites about entering the Western States, and coming out in one piece."</span><br><span style="font-family: trebuchet ms, geneva; font-size: 10pt;"> </span><br><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">Don't forget to send us your BizSpeak to: </span><br><span style="font-family: trebuchet ms, geneva; font-size: 10pt;"><a href="mailto:[email protected]">[email protected]</a></span><br><span style="font-family: trebuchet ms, geneva; font-size: 10pt;"> </span><br><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">Click <a href="http://www.regisgroup.com/ourPress/publications.shtml" rel="here">here</a> ot check out the BizSpeak book!</span></div>
<div style="text-align: left;"><span style="font-family: trebuchet ms, geneva; font-size: 10pt;">___________________</span></div></div><br>
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<td align="center" bgcolor="#333333"><p><font color="#FFFFFF" face="Verdana, Arial, Helvetica, sans-serif" size="1">The Regis Group, Inc.<br>
102 North King Street <font color="#B49A00">|</font> Leesburg, VA 20176 <font color="#B49A00">|</font> </font><font color="#FFFFFF" face="Verdana, Arial, Helvetica, sans-serif" size="1">703 777-2233 <font color="#B49A00">|</font> <a href="http://www.regisgroup.com/" target="_blank"><font color="#FFFFFF">www.regisgroup.com</font></a></font></p>
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