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Corporate Overview CSC SUPPLIER DIVERSITY

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					 CSC SUPPLIER DIVERSITY
    PROGRAM OFFICE
Marketing to CSC – A Strategic Approach
 National Small Business Federal
        Procurement Summit
           May 19, 2005
         Diane G. Dempsey
 Sr. Manager – Supplier Diversity
             Program




                               CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 1
CSC Is the 3rd Largest Global Provider of
Information Technology (IT) and Business Services

• Founded 1959
• Specializing in:
   – IT and business process outsourcing
   – Systems integration and development
   – Management and technology consulting and
     professional services
• $13.9B in revenues for 12 months ended Dec. 31, 2004
• Approximately 79,000 employees in locations worldwide
• Serving 15 industries on six continents




                                                 CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 2
CSC Today
Fiscal Year Data
                                 Revenue                                                      Employees
             16                                                         100,000
                                                      13.9                                                                79,000
             14
             12                        11.4                              80,000
                                                                                                    67,000
             10
                      9.3                                                           58,000
$ Billions




                                                                         60,000
              8
              6
                                                                         40,000

              4
                                                                         20,000
              2
              0                                                              0
                                                    12 Months                        2000            2002                   2005
                     2000              2002      Ended2004
                                                       12/31/2004


    LTM* Revenues:
                             By Industry                            By Service                      By Geography
                                                                                                            Asia
                                                                                                            3%           Other Intl. 2%
                                                      Federal IT and                         Australia
          Utilities 3%                                 Professional               Federal      4%
                               Other                                               O/S
Retail and Dist. 2%            13%                       Services
   Healthcare 3%                                           31%                      3%
                                       Federal                                                       Europe
    Chemical 5%                         34%                                                           30%           North
     Telecom 7%                                                           Comm.                                    America
                                                   Comm. IT and            O/S                                      61%
                                                   Professional            47%
                    Discrete                         Services
                  Manufacturing                        19%
                    and A&D     Credit and
                      17%       Financial
                                 Services
                                   16%                                                             * Last 12 months ended December 31, 2004
                                                                                                                   CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 3
Our Regions and Countries


      51
                          Argentina        Hong Kong     Philippines
                          Australia        Hungary       Portugal
                          Austria          India         Peru
                          Bahrain          Indonesia     Qatar
                          Barbados         Ireland       Republic of Korea
                          Belgium          Italy         Saudi Arabia
                          Bermuda          Japan         Singapore
                          Brazil           Luxembourg    Slovakia
    Countries With        British V.I.     Macau         South Africa
Permanent CSC Locations   Canada           Malaysia      Spain
                          Chile            Mexico        Sweden
                          China            Netherlands   Switzerland
                          Colombia         Netherlands   Taiwan (ROC)
                          Czech Republic     Antilles    Thailand
                          Denmark          New Zealand   United Arab
                          East Timor       Norway          Emirates (UAE)
                          Egypt            Oman          United Kingdom
                          France           Pakistan      United States
                          Germany




      29
                          Botswana         Jamaica       The Democratic
                          Brunei           Kuwait         Republic of
                          Costa Rica       Morocco        Congo (DRC)
                          Cyprus           Namibia       Russia
                          Dubai            Nepal         Sri Lanka
                          Ecuador          Panama        Swaziland
                          Finland          Papua         Trinidad
 Countries Where CSC      Greece            New Guinea   Uruguay
                          Guatemala        Poland        Venezuela
    Serves Clients        Honduras         Puerto Rico   Vietnam
                          Iceland                        Yemen


                                                         CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 4
Representative Clients Worldwide




                                   CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 5
Best Total SolutionTM Is Drawn from
CSC’s Complete Offerings Portfolio
Consulting       • Business and IT strategy                         • Business process integration and
                 • Industry consulting                                management
                 • Competitiveness strategy                         • Information assurance
                                                                    • Organization and culture

Systems          •   IT planning and architecture                   •   Procurement
Integration      •   Enterprise application integration             •   Systems development
                 •   Client relationship management                 •   Creative services
                 •   Supply chain management                        •   Human dynamics

IT Outsourcing   • Applications and legacy systems management       •   Desktop and distributed computing
                 • Web and application hosting                      •   Network services
                 • Technology planning, migration,                  •   Data center operations
                   and transformation                               •   Help Desk
Products         •   Banking and financial transaction management   • Healthcare plan administration
                 •   Card processing systems                        • Membership management
                 •   Customer care management                       • Web self-help
                 •   Insurance and reinsurance administration       • Billing/capitation management
                 •   Profitability analysis                         • Case management
                 •   Risk management                                • Clinical operations and practice
                 •   Broker, agent, and intermediary management       management
                                                                    • Supply chain management
Business         • Insurance underwriting, benefits, and            • Human resources and payroll
Process            claims administration                            • Pension plan administration
Outsourcing      • Billing, remittance, and customer care           • Procurement
                 • General accounting and reporting
                 • Healthcare payor and provider management
                                                                                   CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 6
World Sourcing Model
Applications and BPO
                         Ireland                                                                    Solution centers
                                                        United Kingdom                              ITO/AO centers
                         2 ITO/AO Centers in
                         Dublin and Limerick            2 BPO Centers in                            Insurance BPO centers
                                                        Swindon and Luton
                                                                                                    Banking BPO centers
Canada                                                                                              Healthcare BPO centers
1 ITO/AO Center in Montreal
                                                       Bulgaria
                                                       1 ITO/AO Center in Sofia

                                                                    India
                                                                    1 BPO Center in Noida/New Delhi
                                                                    3 ITO/AO Centers in Noida/New Delhi,
                                                                    Indore, and Hyderabad
                                       Spain
                                      1 ITO/AO
                                      Center in
                                       Asturias   France                                                   Singapore
                                                  1 BPO Center in                                          1 ITO/AO Center in
                                                  Paris                                                    Singapore
                                                                                          Malaysia
                                                                                          1 ITO/AO Center
                                                                                          in Kuala Lumpur
United States and Mexico
13 BPO centers in Columbia,                                                                                     Australia
Sarasota, Greenville, Jacksonville,                                                                             1 ITO/AO Center
Wethersfield, Houston, Dallas (2),
Kansas City, Birmingham (2),                       South Africa                                                 in Melbourne
Albany, and Mexico                                 2 BPO Centers in Cape Town
                                                   and Johannesburg
                                                   1 ITO/AO Center in Cape
                                                   Town



                                                                                                CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 7
    CSC’s Centers of Excellence
         Explore and test state-of-the-art solutions with minimum
            investment and maximum innovation and results


  Aerospace        Air Traffic      Banking    Best Manufacturing     Database            eBusiness
Communications    Management                        Practices
and Engineering




  CSC e4SM and Global Business  Healthcare          High-           Life Insurance,     Modeling and
Business Process  Continuity     Business       Performance         Annuities and        Simulation
  Management       Services Process Outsourcing Computing              Pensions




          Property and       Security         Secure           Systems   Training (includes
            Casualty                    Telecommunications   Performance    Multimedia)
       (General) Insurance

          Providing the right setting to demonstrate, test, evaluate, and
                        deliver innovative client solutions
                                                                                  CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 8
CSC Ranked     CSC Ranked #1
 #1 Federal   Federal Enterprise
  Systems         Resource
 Integrator   Planning Provider




                            CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 9
                    How CSC Segments the BPO Market

                        Insurance                Banking              Healthcare       Credit Services               Federal
Industry-Specific




                    Administration of        Loan acquisition,     Health claims       Consumer credit     High Performance
                    new and renewal          loan servicing,       processing and      reports and         Computing
                    P&C policies from        insurance tracking,   medical management mortgage
                    application through      debt protection,                          requests            Testing
                    first notice of loss     auto warranty         Indemnity, HMO/PPO,
                                                                   point-of-service,                       Satellite Operations
                                             administration
                    Full administration                            self-funded,                            Facilities and Range
                    of individual life and                         Medicare, Medicaid,                     Operations
                    annuities                                      dental, behavioral
                                                                   health                                  Civil Administration
                                                                                                           and Security
                                                                                                           Operations


                                                                       Demand
Cross-Industry




                                      • Customer Relationship Management (CRM) • Call Centers • Billing

                                                                        Supply
                          • Supply Chain Management (SCM)          • Logistics • Distribution • Warehouse Management

                                                                      Enterprise
                                              • HR   • Finance and Accounting • Indirect procurement


                                                                                                    CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 10
         MARKETING IS EVERYTHING
•   Understand the environment;
•   Complete a Business Plan;
•   Establish a Target Market;
•   Determine if adequate demand exists;
•   Identify your competition;
•   Define your Target Customers;
•   Draft a Marketing Plan;
•   Conduct regular and thorough marketing research.




                                                       CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 11
Changing Environment
• No low hanging fruit – process can be lengthy –
  relationship driven.

• Globalization: Small businesses are becoming very
  successful in foreign markets through the use of
  improved logistics and the internet.

• Security: Security Clearance requirements are a
  challenge for businesses of all sizes. Embrace the
  requirement, hire employees that have current or past
  clearances to expedite the process. Think
  strategically: restructure business, segregating areas
  that will focus on contracts that require security
  clearances.




                                                 CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 12
Developing/Refreshing Your Business Plan

  • A Business Plan provides a framework/vision for a
    company, defining:

     – Mission: Purpose of the company;

     – Core Competencies: areas of expertise;

     – Resources: capital, staffing, real estate, equipment,
       etc.;

     – Goals and Objectives – short term and long term.




                                                        CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 13
       TARGET MARKET
• Define your target market:

   – Federal Government;
   – Major Prime Contractors;
   – Financial Institutions;
   – Educational Institutions
   – OEMs
   – Retailers




                                CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 14
Define Target Customers
• After defining your company’s target market, it is necessary
  to define your Target Customers:

 Federal Government: Justice, Treasury, Homeland Security
 & Veterans Administration;

 Major Prime Contractors: Lockheed Martin, CSC, EDS,
 Northrop Grumman, Unisys, SRA, SAIC, Raytheon, BAH;

 Financial Institutions: Bank of America, Sun Trust & BB&T;

 Educational Institutions: UVA, University of
 Maryland,George Washington University George Mason
 University, VA Tech, Howard University, etc;

 Hospitals: UVA, Mary Washington Hospital, Innova,George
 Washington University Hospital, etc.

                                                      CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 15
Marketing Plan – Develop or Refresh
• A Marketing Plan is a road map for achieving sales and
  developing the revenue stream to sustain the company
  and its future growth:
• The SWOT Analysis is the backbone of any Marketing
  Plan:
  – Strengths – Discriminators in the market place, awards,
    successful past performance;
  – Weaknesses – Emerging or new business, staffing, lack
    of capital;
  – Opportunities – Development new software or cutting
    edge technology or product;
  – Threats – Poor or lack of past performance, limited
    staffing and capital, etc.




                                                    CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 16
Target Customer - Focus

• Perform extensive marketing research on your target
  customers, i.e., website, trade journals, etc.;

• Prepare a comprehensive presentation that addresses how
  your company can bring value to the customer;

• Include your company’s scorecard, i.e.. past performance,
  trend analysis, success stories.

• Participate in the same functions in which your target
  customer will also attend.

• Request a meeting to make your presentation – be persistent
  but not a pest;



                                                       CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 17
Be Knowledgeable
• Conduct market research:

   – Review Fed Biz Ops and trade journals to determine
     upcoming opportunities;

   – Visit potential partners websites to determine if a fit
     exists;

   – Attend Bidder’s Conferences to meet Prime
     Contractor/Govt representatives and identify small
     business teaming partners;

   – Understand how the acquisition process works.

   – Contact the company’s Supplier Diversity Office for
     information.


                                                         CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 18
Core Competencies

• Identify your company’s five core competencies. Do they
  bring value to the target company/market??????

• Focus is critical. It is more important to provide excellent
  performance in a few areas; rather than mediocre
  performance in several;

• Prepare marketing data that reflects your strengths:
        Professional;
        Crisp and succinct;
        Electronic and hard copy versions.
        Review marketing materials periodically for
        refreshment.
        Prepare data that can easily be augmented to fit your
        target customer’s focus.


                                                        CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 19
Target Customer - CSC

• Select 5 opportunities that CSC is pursuing or is
  the incumbent to focus your marketing efforts;
• Become familiar with CSC’s past and current contracts;
• Determine what role your company can fill;
• Contact the CSC Supplier Diversity Office and request the
  POC for the targeted opportunities.
• Complete the Supplier Profile for all subcontractors at
 www.csc.com/supplierdiversity;




                                                    CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 20
Positioning for Success
• Be prepared for opportunities:

• Maintain current marketing data for last minute
  presentations;

• Establish a line of credit, allowing your company to
  participate in long term business opportunities;

• Implement current technology;

• Embrace strategic partnerships/relationships with other
  small businesses, i.e.. strengthen financial standing &
  broadens capability.

• Stay abreast of changes in the marketing and be flexible.



                                                         CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 21
What are CSC’s expectations?

• CSC considers diverse partners providing:

     • Complementary skills;

     • Solid past performance;

     • Innovation and excellence;

     • Financial stability.




                                              CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 22
Conduct Market Research
• Review Fed Biz Ops and trade journals to determine
  upcoming opportunities;
• Visit CSC’s website, www.csc.com to determine if a fit
  exists;
• Attend Bidder’s Conferences to meet CSC representatives
  and identify other small business teaming partners;
• Understand how the acquisition process works at the
  federal level and internally at CSC;
• Perform competitive analysis:
  – who is bidding?
  – Is your company qualified?
  – Who is a real threat?
  – Is this a price shoot out?
  – Can your company compete?



                                                 CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 23
               Follow Up
• Be PROACTIVE. Respond to phone calls, e-mails &
  meeting requests.

• Be PUNCTUAL to scheduled meetings.

• Maintain marketing data that reflects your strengths:
        Professional;
        Crisp and succinct;
        Electronic and hard copy versions.
        Review marketing materials periodically for
        refreshment.
        Develop data that can be easily augmented to focus
        on target area.



                                                  CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 24
Database Registration
• Register your company in supplier diversity databases.
  This is FREE marketing for your company.


   – http://supplier.csc.com

   Register your company in the Contractor’s Central
    Registration - CCR – SBA Website:
   – www.ccr.gov




                                                    CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 25
Supplier Diversity Program POCs
• Angela Brock – CSC/IRS Prime Program, Lanham, MD
 (301) 429-7245

• Diane G. Dempsey – CSC Supplier Diversity Program
 Office Chantilly, VA (703) 818-5671

• Cheryl Dial – Advanced Technology Division, FT. Worth, TX
 (817) 737-1548

• Addie Olsen – CSC Supplier Diversity Program Office –
 Sterling, VA (703) 736-3773

• Geraldine Zetterberg – DynPort, Frederick, MD (301) 607
 5017



                                                   CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 26
~Inclusion is the key to
     success!!!!!~




                           CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 27
Experience. Results.




                 CSC Proprietary 6/11/2012 7:08:12 AM 008_7241_BO2 28

				
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