Statement of Work PDF.pdf

Statement of Work

Introduction Federal Prison Industries ("FPI" or 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 Products and Services tabs 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.

This solicitation is for a nonpersonal services contract. The successful contractor will be responsible for its own management and administration of the work required, including the supervision, management, and review of its employees’ work under the contract. The successful contractor will also be required to furnish all necessary facilities, materials, supplies, software, and equipment to perform the scope of work detailed herein. The contractor will control the manner and method of performance of the services specified, and shall, pursuant to the Government’s right and obligation to inspect and accept or reject the work, comply with such general direction of the Chief, Business Development Group, as is necessary to ensure accomplishment of the contract objectives.

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.

UNICOR’s ability to sell to the federal market was established when UNICOR was created by Congress on June 23, 1934. In 2012, Congress gave UNICOR two new authorities, codified at 18 U.S.C.

1761(c) and 1761(d): "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 a company to leverage their business development experience to assist FPI in reaching its sales and growth goals.

The company will rely on their history with established contacts across all or any of the business groups outlined above.

Opportunities posted on www.SAM.gov are not part of this SOW.

Final acceptance of all orders will be determined by FPI. The company 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.

Number of hours of work:

Minimum Maximum Per Year: 900 1,100 Per Week: 18 22

No Government Furnished Property will be provided.

This is a remote position. No work will be required on-site.

Contractor will not be required to have access to our systems.

This solicitation will be awarded as a fixed-priced contract, with one (1) Base Year, plus one (1) Option Year.

Contractor must be a U.S. Citizen.

Contractor must have access to Microsoft Teams for communication (daily/weekly/quarterly updates).

The successful contractor shall:

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 requires 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.

Contractor must have access to AI software for Market Research.

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 recommendations 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 FPI 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.

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

Provide 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.

Submit weekly Project Status Reports and participate in weekly meetings to present and discuss an overview of outreach to date, the status of the program, and address any issues that may have arisen.

Submit a Semi-Annual Operations Report and participate in a semi-annual meeting that will summarize all activities.

Requirements

Performance of services will include the following:

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

• Developing strategic and operational sales plans that result in an increase in overall sales, and gross margin within the product and services areas assigned.

• Identifying target markets (government and private sectors) and establishing successful plans to generate additional sales and revenues.

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

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

• Communicating 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 email.

• Developing constructive and cooperative working relationships with others and maintaining them over time.

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

• Researching, creating, and executing appropriate strategic plans in order to develop new business connections.

• Expanding additional sales through innovative selling techniques. Meeting with the Chief of the Business Development Group to provide updates on current and future projects.

• Ensuring all prospective customers are provided with the correct documentation to do business with UNICOR.

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 www.SAM.gov)

Place of Performance Performance may be conducted at the successful contractor’s office locations.