Scope of Work .pdf

Introduction

Federal Prison Industries ("FPI"; trade name "UNICOR") is seeking a contractor capable of driving the agency's growth strategy by finding and developing new business opportunities.

These opportunities will consist of both domestic and international leads. The contractor will work in coordination with FPI's Business Groups to find and develop new business opportunities and to expand FPI's current offerings and capabilities in all Product/Service categories (Clothing and

Textiles, Electronics, Fleet, Industrial Products, Office

Furniture, Recycling and Services). For more information on each product/service category go to the product/service tab at www.unicor.gov.

The contractor must have an in-depth knowledge of the sales process. The contractor must have at least four years of experience finding and developing new business opportunities for the private and/or government sectors. The contractor will be required to meet certain target goals, including the number of qualified leads generated, number of qualified deals identified, and the number of deals converted into contracts.

Background

UNICOR is a self-supporting government corporation within the

U.S. Department of Justice, and has a two-fold mission:

1. To train and provide inmates within the federal prison system with marketable skills upon release, and to productively employ them during incarceration to manage the population.

2. To produce quality, market-priced goods, and services for sale to both the Federal and commercial markets, while operating in a self-sustaining manner.

Our ability to sell to the Federal Market was established, June

23, 1934, by Congress. In 2012, Congress included two new authorities in Section 221 of the Consolidated and Further

Continuing Appropriations Act 2012, codified at 18 U.S.C.

1761(c) and 1761(d) which included "Repatriation" and the

"Prison Industry Enhancement Certification Program" (PIECP). In each instance, these business models have opened the door for added private sector collaboration and provide more commercial business opportunities for FPI and its inmates.

Scope of Work

" FPI is seeking an individual or company to leverage their business development experience to assist FPI in reaching its sales and growth goals. The individual or company will rely on their history with established contacts across all or any of the business groups outlined above. Final acceptance of all orders will be determined by FPI. The company/individual must be highly motivated and have the capability to grow FPI's market share by establishing an expanded customer base through the creation of new accounts.

Develop a customized Target Company Prospect List (TCPL) of approximately 2,500 companies in UNICOR's target sectors using industry leading datasets and technology to identify signals indicative of corporate growth. This includes utilizing an

Intelligence Software such as Gazelle or comparable software.

The database is designed to detect and target companies that are expanding. The TCPL will be customized to UNICOR's requirements and target industry sectors.

Provide and manage a digital marketing strategy that promotes

FPI’s various products and business models.

Generate high quality leads through marketing efforts such as

LinkedIn ads or comparable sites to reach final decision makers.

Engage and collaborate with a wide network to expand potential leads in the private sector, including connection with industry and trade associations, business networking groups, and economic development officials.

Track campaign success and optimize efforts based on data insights. It is expected the vendor will utilize a CRM platform such as Salesforce or comparable to accomplish this role.

Provide recommendation for new FPI landing pages or edits to existing pages in line with our branding guidelines.

Gather information specific to a company's potential expansion interest, details on the potential expansion, and fit for

UNICOR.

Scoring of individual companies into categories based on the prospect's likelihood of locating, producing, or subcontracting with a UNICOR facility.

Schedule and conduct 100-125 meetings annually with qualified investment leads.

Acquire additional project information and confirm the company as a UNICOR prospect.

Establish the kinds of assistance and follow-up the company requires to maximize chances the company will locate or subcontract with UNICOR.

Promote UNICOR unique advantages.

Define and quantify high growth areas for product manufacturing similar to current PFI products.

Recommend products and services to customers, based on customers' needs and interests.

Work with UNICOR to gather information and deliver information requested by companies.

Ongoing nurturing with potential prospects including proper and professional follow-up.

Effective handoff of qualified prospects/sales opportunities to the UNICOR business development team through a "warm" hand-off call or meeting organized between the Sales Representative and the appropriate UNICOR team.

Weekly Project Status Reports and Meeting to present and discuss an overview of outreach to date, the status of the program, and address any issues that may have arisen.

Semi-Annual operations report and Meeting that will summarize all activities.

Requirements

Performance of services will include any or all of the following:

" Define business priorities through a broad and far-reaching vision of market and technology needs, to include initiating market research activities that will strengthen, expand, and drive FPI's market penetration.

" Develop strategic and operational sales plans which result in an increase in overall sales, and gross margin within the product and services areas assigned.

" Identify target markets (government and private sectors) and establish successful plans to generate additional sales and revenues.

" Gather current marketplace information on competitive products, delivery schedules, pricing, and marketing techniques to monitor competition and expand sales.

" Research sources to develop prospective customers and information to determine market potentials. Collaborate with internal and external stakeholders to get technical and customer information to adequately compete for existing business and new accounts.

" Communicate with contacts outside the organization including customers, the public sector, government, and other external sources. This information can be exchanged in person, in writing, telephone, or e-mail.

" Develop constructive and cooperative working relationships with others and maintaining them over time.

" Recommend products and services to customers, based on customers' needs and interests. Consult with customers after sales or contract signings to resolve problems and to provide ongoing support. Keep informed of product applications, technical services, competitive activities, and other trends through the reading of pertinent literature and other outside sources.

" Research, create, and execute appropriate strategic plans in order to develop new business connections.

" Expand additional sales through innovative selling techniques. Meet with the Chief of the Business Development

Group to provide updates on current and future projects.

" Ensure all prospective customers are provided with the correct documentation to do business with UNICOR.

Evaluation Factors

" Excellent communication, presentation, negotiation, and interpersonal skills

" Experience working with remote and diverse product teams " Strong project management skills with the ability to prioritize and multitask

" Knowledge of principles and methods for showing, promoting, and selling products or services.

" Knowledge of one or more of the markets of FPI's product/service categories.

" Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

" Knowledge of business and management principles involved in strategic planning, resource allocation, leadership techniques, production methods, and coordination of people and resources.

" Possess strong ability to prospect, negotiate, and close deals. Ability to give attention to safety issues. Ability to maintain a professional and presentable appearance.

" Strong persistence in dealing with people and cold calling efforts.

" Possess self-confidence, positive attitude, with the ability to manage different product and services areas effectively " Strong product knowledge, client relation, and presentation skills " Highly motivated, reliable, hardworking, enthusiastic, with the ability to perform multiple assignments at the same time.

" Working knowledge of UNICOR's capabilities.

" Effective communication with customers, and strong follow-up skills " Strong technical abilities using Microsoft Word and

Microsoft Excel

Delivery

" Annual marketing planning report and sales goal plan as a percentage increase in sales to the Chief of Business

Development " Monthly report of sales attained " Database of customer contacts

" Weekly report of sales calls completed " Weekly report of customers' in the pipeline

Note: Excludes potential opportunities on SAM.GOV

Place of Performance

" Performance may be conducted at the company office locations.

Period of Performance

" One year term with two additional (one year) option periods. Evaluation of performance every six months based on the above deliverables.

Business Proposals

" Provide Federal Prison Industries/Unicor with your suggested compensation based on the SOW provided, the submission should address the following area:

o Introduction o Company or individual strengths in accomplishing goals o Related past experiences that will help achieving goals o Markets which the company or individual see growth opportunities o Define software platforms or techniques to be used for researching high growth markets o Define past experiences in Digital Marketing campaigns.

o Areas of concern in meeting stated goals.

o Define the projected growth which will be attained in each specific product/service category you are interested o Compensation Proposal