Agency Business Intelligence Workbooks
ABI Workbooks provide the essential strategic, financial and competitive information you need to prepare for company planning meetings, sales calls and agency outreach. Detailed organizational breakdowns, performance reviews, buying office lists, budgets, performance reviews, competitive analysis, spending tables and opportunity lists show the emerging and current opportunities in the context of the agency's total business environment.
Uses
ABI Workbooks are designed as a desktop companion for BD managers, marketing managers, sales managers, account managers, capture managers, project managers, salespeople, proposal writers, research assistants. Workbook data provide answers to the major questions raised through the business cycle, such as:
- How is an agency organized? Who decides for the agency? What kind of work force will be served?
- How does a procurement fit into their overall goals, missions and objectives? (Is there other work like this that I’m missing?
- Is a program fully funded? Is it well-managed? What is the budget status? Where do the trends lead?
- Who are my competitors? How strong are they? Where is my entry point? Do I prime, team or sub? Do I have the right contract vehicles?
- Which markets does an agency run its purchases through?
- Can I deliver services at all the required locations?
- Am I seeing all the addressable opportunities?
Benefits
- Off-the-shelf, fixed-price workbooks eliminate “special report” and consulting fees
- Raise agency business awareness quickly across the entire agency or BD team
- Create fuller solutions based on an understanding of agency missions and requirements
- Find new federal agency clients, opportunities, teaming partners, competitors
- Clearly understand what an agency buys, who they buy from, their buying preferences
- Allocate marketing resources, set priorities supported by current, solid research
- Leverage limited sales and marketing budgets to greater advantage
- Educate and involve more colleagues in the federal business development process
The Seven BI Marketing Strategy ™ 
Simply combine Eagle Eye’s seven types of primary-source business intelligence with your firm's staff expertise, and you will exponentially increase your ability to win federal business.
Organizational
Organizational Intelligence tells you fundamentally how an agency is structured, its lines of authority and decision chains. To market effectively you must know how agencies allocate responsibility across their bureaus and divisions for implementing goals and missions. Who does the planning, the budgeting, the procurement? Who reports to these decisionmakers? Where are an agency's key facilities and work force located? Does the organizational structure conform to Clinger-Cohen? What does this tell you? At which levels in an agency should you be participating?
Management and Strategic
Agency contract spending is driven by the goals, missions and objectives the agency is tasked to fulfill. You must understand an agency's mission thoroughly in order to understand if your firm can help them fulfill it. Performance assessments, scorecards, budgets, justifications, hearings, audits, studies, etc. all tell you where agencies need help executing their plans.
Financial
Knowing what an agency is committed to spend, how well they manage their program funds and what financial constraints they operate under is critical to prioritizing opportunities, reducing risk and validating milestone decisions in the business development cycle. How do continuing resolutions, inflation, pay increases and other conditions factor into an agency's spending plans?
Competitive
In which markets does your strongest competitive advantage lie? Which agencies buy in this market, in what amounts, in what ways, on which vehicles? How do NAICS and PSC market classifications drive the identification of opportunities? In how many projects are your firm's NAICS codes embedded? Does the agency bundle requirements on large contracts? Which small business size standards apply? Where is technology trending?
Market
In which markets does your strongest competitive advantage lie? Which agencies buy in this market, in what amounts, in what ways, on which vehicles? How do NAICS and PSC market classifications drive the identification of opportunities? In how many projects are your firm's NAICS codes embedded? Does the agency bundle requirements on large contracts? Which small business size standards apply? Where is technology trending?
Geographic
Can your firm deliver goods and services to an agency's diverse locations? What are an agency's facility-specific requirements? Which legislative mandates apply (Davis Bacon, SCA, etc.) What are the demographic characteristics of the location?
Opportunity
What agency opportunities exist that would be appropriate for my company to pursue? What stage of the bidding cycle are these opportunities in? What are the anticipated deadlines? How do I qualify the opportunities using Eagle Eye's data? To which opportunities will I commit B&P resources?