NyRad provides ITB/VP education and/or training for those at all levels in an organization or capture team. NyRad offers training both as a stand-alone service as well as part of its integrated capture support package. NyRad’s education touches on the policy itself, as well as its impact on strategy and its tactical application.
Canadian Offset Support
NyRad supports companies on both sides of contract award: Value Proposition Strategy Development (at bid time) and ITB Management (post contract award).
Value Proposition Strategy Development
NyRad has developed a reputation for being one of the most knowledgeable consulting teams available when it comes to Canada's Industrial and Technological Benefits (ITB) policy and Value Proposition (VP) requirements. NyRad has been involved in almost every Government of Canada Value Proposition – across air, land and sea – since the new policy was enacted in 2014.
When engaged to support a team’s Value Proposition, NyRad works in partnership with its clients to provide the following services:
The NyRad team has significant experience on large-scale proposals and brings deep knowledge of the evaluation triad– capability, price and economic benefits – which together shape current Canadian defence procurement projects. This knowledge allows the team to build competitive VP strategies that are integrated into a company’s overall bid solution.
NyRad can help clients refine their understanding of the competitive landscape by conducting a detailed assessment of each competitor – whether that’s through a structured Black Hat session or as a stand-alone competitive analysis.
NyRad supports its capture clients in the development of strong price-to-win and points-to-win ITB evaluation models, providing capture teams with additional clarity on evaluation methodologies and scoring in order to support effective technical, Value Proposition and pricing trade-off decisions.
The introduction of Value Proposition combined with the number of large Government defence contracts currently at play is dramatically changing the way Canada’s defence community is approaching communications. Our team has the knowledge and expertise to cut through the noise and deliver impactful messages that resonate with key stakeholders – be it government decision makers, industry partners, media or the general public.
NyRad actively supports its clients through the customer engagement portions of an active defence pursuit. This includes supporting RFI responses as well as representing the client in front of the customer during in-person engagement sessions.
Regardless of a company’s level of experience with the ITB policy, NyRad can support in the identification and development of eligible ITB activities – a critical piece in positioning a bidding company for success in the capture process.
With a thorough understanding of the typical industry gating process (from Red Team to Gold Team sign off), NyRad supports capture teams work through all necessary internal approvals to move from opportunity qualification to final bid submission.
NyRad has extensive experience leading the development of the Value Proposition portion of a proposal response. This includes writing ITB plans, drafting all required documentation; ensuring compliance and quality assurance; and handling all required certificates.
With VP being a rated and weighted component of the bid evaluation, industry is incentivized more than ever to actively communicate its commitment to the Canadian economy. Conducting an economic impact analysis is an effective way to measure and in turn communicate this commitment. With a solid understanding of the end game, NyRad can conduct an economic impact study using ISED’s best practices for modelling the impact of IRB contracts and leverage the results for effective communications.
Stakeholder relations is about communicating your priorities and concerns to influencers and decision makers who can positively impact your bottom line. Our experienced staff has the knowledge required to provide the right messages to the right people at the right time, enabling clients to act in real time and secure wins.
How We Engage
NyRad is best known for its market leading position in Value Proposition Strategy Development – which is why we’ve been a part of every major crown procurement where VP applied. Our clients’ knowledge on the ITB Policy and VP development ranges from highly experienced but requiring external capacity to net new to the Policy and requiring full on external leadership. When it comes to VP strategy development, the challenge is almost always the same – how to build the most competitive VP strategy without jeopardizing price-to-win.
NyRad Engagement Model:
When it comes to VP strategy development, NyRad is hired under one of two models – a monthly fee or an hourly contract. Deciding between two models depends on when we’re engaged and the extent of our scope. NyRad is typically hired in one of two roles – VP development lead, with full accountability for the delivery of a compliant VP proposal, or capture support, where we guide an internal offset team through the bidding process. Either way, being engaged early in the bidding process is always preferable and leads to the greatest impact.
When we engage a new VP client, we consider ourselves a full and accountable member of their bidding team. We integrate at all levels to provide both capability and capacity. In this new defence procurement world, where economic benefits are weighted and rated at bid time, it is our belief that in order to provide a winning proposal, the technical, pricing, and Value Proposition offerings must be in complete alignment. This is where NyRad’s experience and expertise really shines. We work with our clients from education to execution, making sure VP is integrated into the broader capture strategy in a price sensitive, executable manner.
NyRad’s success is driven and often determined by client need. Some clients are looking to win at all costs, while others are simply looking to close a potential points gap at minimal cost. Regardless of the desired outcome, NyRad has a successful track record and long-term client partnerships to prove it.
Whether it includes developing net new ITB processes, reinforcing internal ITB capabilities during the capture process or supporting ITB execution after contract award, NyRad supports companies large and small with all their ITB management needs.
NyRad’s ITB Management service offering includes:
NyRad provides general ITB council to clients that require deep expertise to ensure ITB contracts are being executed in the most effective and efficient manner possible. As experts on the ITB Policy at both a strategic and tactical level, NyRad ensures proposed ITB activities are identified, approved, tracked and managed throughout the contract life-cycle.
NyRad provides ITB/VP education and/or training for those at all levels in an organization or capture team. NyRad offers training both as a stand-alone service offering as well as part of its integrated capture support package. NyRad’s education touches on the policy itself, as well its impact on strategy as its tactical application.
In order to successfully capture ITB activities and meet current and/or future ITB obligations, companies need integrated ITB/VP processes and systems in place. NyRad can support this need by augmenting existing processes and/or by building net new processes and procedures from the ground up.
Regardless of a company’s level of experience with the ITB policy, NyRad can support in the identification and development of eligible ITB activities. NyRad will help capture supply chain or capital expenditure activities and help ensure a company’s Canadian investments are appropriately collected for ITB credit.
Once an ITB opportunity is identified, NyRad supports our clients in developing strong transaction sheets to present to the Canadian government for approval. NyRad has a drafting process for transaction sheets that ensures the messages conveyed about an ITB activity will be received and understood by the ITB Authority. NyRad also supports clients in tracking and organizing all supporting documentation required to prove ITB eligibility.
ITB credit has become a currency in the Canadian bidding environment – both for companies looking to bid and those looking to play a supporting role. Having ITB credit secured in advance of bid submission has become a true differentiator. NyRad supports clients through the banking process – from identification to approval – assisting those looking to improve their ITB position for future pursuits.
NyRad supports clients with all their ITB reporting needs – from setting up efficient ITB reporting processes to delivering annual reports themselves. NyRad’s team approach to annual reporting offers our clients quality assurance and proper record keeping in order to support the function year over year.
How We Engage
For Defence Contractors with multiple, ever complex ITB/VP obligations, finding and retaining ITB expertise is critical. So, when our client found themselves in a turnover situation, with no internal ITB expertise to draw upon, they engaged NyRad to fill the gap until internal resources could be recruited and trained.
NyRad Engagement Model:
NyRad was engaged under a one-year contract to provide ITB Management support in a fully outsourced model. NyRad provided both strategic and tactical support to bridge the resource gap and maintain progress.
In the beginning, NyRad provided a full-time onsite resource to cover all ITB management functions until the client was able to hire for the internal position. NyRad combined this with strategic support from the broader team that focused on stakeholder engagement, customer relationships, and negotiation needs. With a full team in place, NyRad was able to cover the contractual milestones of transaction identification and development, internal reporting, annual reporting to the customer and internal awareness and training for all the related functional areas.
Once the client had a new internal ITB Manager in place, NyRad trained this resource and transitioned the work best suited for the internal resource while maintaining its role as a strategic advisor. NyRad has maintained a long-term partnership with this client and remains flexible to support as required.
Since hiring NyRad, our client has improved its ITB management system and the quality of engagement with its customer. The client has successfully hired two internal ITB Managers that have both been trained and supported by the NyRad team. The client is meeting or exceeding all ITB obligations according to current contractual milestones. The client has benefitted from having a team engaged to provide the right level of support at the right time to balance operational needs, internal succession planning, and budget.
Recruiting and hiring experienced ITB resources is a challenge at the best of times. This challenge has resulted in companies hiring from within – taking a resource from Finance or Supply Chain and placing them in the ITB Management position. This often leads to increased risk and liability as these resources are provided little training and are often forced to learn while on the job – which can be costly and time consuming for those with complex ITB/VP obligations. NyRad was engaged by a client to work with their inexperienced ITB Manager to apply some direction to the management of their ITB/VP obligations while developing their ITB resource on the job.
NyRad Engagement Model:
NyRad was hired on a monthly fee basis to lead the client’s ITB Manager through NyRad’s ITB Management methodology (from planning to execution). While NyRad worked closely with the client’s ITB Manager, NyRad led the ITB management process development and all execution activities. NyRad also provided timely recommendations and expertise to better manage the contractual risk the client faced through its ITB/VP obligations.
To situate the challenge our client was facing, NyRad’s engagement began with information gathering and a fulsome analysis of the current ITB/VP contracts including obligations, milestones, and internal assumptions made when bidding the obligations. This information informed the planning and forecasting process and allowed NyRad to identify the “gaps” in the current ITB/VP system and make recommendations to the Senior Leadership Team on how best to fulfil the gaps. This included many internal training sessions across functional areas necessary to the successful management of ITB/VP obligations, creating ITB Management processes and recommending integration points with other processes to ensure ITB activities were eligible, and working with the internal ITB Manager to develop transaction sheets, manage annual reporting, and manage stakeholder relationships.
Success on this project was measured both in terms of outputs (documenting internal processes and developing ITB transactions) as well as creating a culture where ITB/VP obligations are a part of all aspects of delivering on their defence programs. All of this was done with the ultimate objective of developing the client’s internal ITB Manager to allow them to build the expertise and ultimately take the lead on executing on the client’s obligations. Since NyRad’s engagement began, this client has built a strong understanding of their total obligations, has engaged the Senior Leadership Team in prioritizing investment in Canada, has determined annual targets for ITB identification, and has integrated ITB/VP into several functional processes to ensure ITB eligibility.
In today’s world of ITB Management, companies who have never faced ITB obligations in the past are now taking on obligations in the form of flow down requirements from the Prime Contractor. This means that as a major first-tier supplier, the company now must figure out how to meet their ITB obligations. This requires getting up to speed fast but may not warrant hiring a full-time ITB Manager. NyRad was engaged by a client that faced only one ITB obligation as an Eligible Donor and the value of that obligation was simply not high enough to warrant hiring a full-time experienced ITB Manager.
NyRad Engagement Model:
For the client in reference, NyRad acts as its ITB Management council. We work with an internal resource who is responsible for meeting the company’s ITB obligations but has no experience and little time to do so. We support through providing advice and guidance ensuring the company is aware of and is able to meet all contractual milestones and is applying their efforts to activities that will be counted as ITB Eligible.
NyRad serves the client in reference as an expert team that is able to provide the right advice at the right time to help the company mitigate financial and reputational risks by providing the full picture on how to execute against their ITB obligations. We do this by providing advice on ITB management systems, processes, and tools as well as advice on specific areas such as transaction eligibility, reporting, and verification.
In this type of engagement, success is measured both by client’s ability to deliver against its ITB obligations without the need to hire specialized personnel (in a cost-effective manner) and the client’s desire to continue to extend NyRad’s contract annually – demonstrating the continued value that NyRAD has delivered to the client.
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