Services

Introduction

The Lakeview Group was founded to address two areas which negatively impact  Defense and Aerospace Subcontractors’ ability to deal (profitably) with the Nation’s large Prime Contractors:

a) Difficulty in managing sub-tier suppliers, resulting in late (and most damaging, surprise) delays in their delivery commitments to the Prime

b) Inappropriate or insensitive reporting and communications with the Prime that earn the Subcontractor unnecessary negative reputations with Prime Program Managers and staff.

Lakeview Group’s Founder, Richard Scardina, has worked for one of the big three Prime Contractors for more than a decade in the capacities of Subcontract Management and Contracts.  During his tenure, he has seen multiple examples of the above two challenges and has developed strategies and tactics to reduce or eliminate their impacts when, as often happens, changes occur in negotiated requirements or pricing assumptions.  When Subcontractors properly plan, document and communicate with the Prime through RFP response, Status Reporting, Change Proposals and ultimate Delivery, Subcontractors earn and maintain a solid reputation that can increase profitability and future business.

The New Washington Environment

The most prolific phrase coming from the Pentagon today is Affordability. The Pentagon is looking for the same products they purchased in the past, but with demonstrated approaches to reduce per unit and life cycle costs.

The Nation’s Prime Contractors are struggling how, exactly, to implement and demonstrate Affordability.  In part, they have started to put extreme pressure on their supply chain Subcontractors to provide creative ways to achieve this.

Subcontractors look at this and say “how can I do this a make a profit”?  This sounds impossible but there are approaches to be able to demonstrate Affordability while minimizing impact on their operations.

As one example, late deliveries cost you money. Late deliveries reduces your Prime’s   Affordability (e.g. labor and testing re-schedules) and your company is viewed as a “Late Supplier”.  Your Customer labels your company as troublesome and is added to the list of suppliers they are looking to replace.

With this new environment coming from the Pentagon, Prime Contractors will soon find the financing to Qualify second sources of products similar to yours, but produced by those they consider more reliable. The Primes are all meeting to plan how they can reduce costs and “time is money”!

How Can Lakeview Group Help

Lakeview was founded in the belief that by making the Subcontractor stronger in both sub-tier and Account/Customer Management the Subcontractor is better able to provide on time deliveries and make a profit. This also benefits the Prime as he  receives his product in a timely manner with no “surprises”.

It is very prestigious, as a Subcontractor whose hardware is part of a satellite or a missile protecting our country.  But it also should be … and can be ….profitable.

Lakeview Group can show you techniques to better support your customers and better manage your sub-tier vendors. Accomplishing these will give you a better bottom line, and a better reputation with our Nation’s Prime Contractors and Government Procurement offices.

Lakeview Group can offer the following targeted Reports:

1.   Customer Relationship Audit. Through targeted questions with select interviewees, evaluate your relationship with your customer; provide a report of findings and a tailored monthly “Action Plan” to work on issues that occur every day, every week or every month.

2.   Sub-Tier Supplier Audit.  Review the frequency and method of interaction with your suppliers; provide a report and a tailored monthly “Action Plan” to improve supplier performance.

3.   Prime Customer Proposal / Quote Review and Support.  Your Proposal/quote is your calling card, what does it tell your customer about your company ?  Many times your proposal/quote is sent with the Prime Contractor’s proposal to the customer, in many cases to the Air Force, NASA the Navy or the Army.  What does the look of that submission say about your company? How can you use this visibility with the Prime’s Customer to enhance your reputation and future business ?  For mutually-agreed upon cases, conduct a detailed review of Proposal/Quote content, presentation and (where appropriate) interviews with Prime procurement staff and/or Government Customers.  Report findings and suggestions for improvement back to Management

For any of the above areas, Lakeview can audit weekly supplier meetings, interview your team on several of your key projects, review your proposal effort from receipt of RFP/RFQ to submission of the final product. Remember, your proposals are often submitted, unmodified by the Prime, directly to the Government Customer; this is your chance to sell yourself ….. How are you doing ?

Lakeview is interested in helping your company improve the product / service you provide to your customer.  Call or email to discuss your situation to identify how we can add value to your offerings.