Roger A. Krone - Leidos Holdings, Inc.
Management
Okay. Let me be accurate and factual. The NASA MSOC program was a second quarter event, not a first quarter event. Now, let's again unpack that by saying, any time you're in a competition, expect to win. I think that's a strong statement. We're always – when we're in a competition, we always get a feel like we're in a competition. And I would like to think that we never go in and say, well, this is ours and we expect to win. The forensics are, did we write a proposal that reflected our capabilities, and were rescored by the Source Selection Board appropriate with the quality of innovative solution we put on the table; that's sort of what we assess. And in those competitions where I have been disappointed, I felt like we had a superior solution, we had some great technical differentiators, but we didn't get that – I don't think we got full credit in the evaluation. And so, that causes us to go back and say, all right, are we writing good proposals? Are we highlighting our differentiators? Did we get a good understanding of what we call Schedule M, which is the evaluation criteria in a proposal. And sometimes you worry about, well, if you're the incumbent, you can get a little comfortable that your discriminators are well-known by a customer, and you may not be as precise in your proposal as you need to be, those are kind of the things that we look at from a forensic standpoint. Did we write a good proposal? First of all, do we have an outstanding solution? And I think, we've always proposed outstanding solutions. But then, did we mechanically get that outstanding solution well-documented in the proposal that we submitted to the customer such that they evaluated it high, and we got high evaluative credit, in the way the SSEB, the Source Selection Evaluation Board, grades the proposals. And that's what we look at, by the way, we do forensics on all of our proposals, the ones that we win and the ones that we lose. And we try to understand what did we do well on the ones that we win. And when we lose one, where we thought we had an advantage because we deal with the customer well, we knew the solution, or we thought we had a piece of technology that should differentiate us. And we don't win, we always go back and say, okay, what was it that we didn't present well to the customer, and how can we do that better in following proposals.