Opportunity Development

Our Clients have a desire to sell their products or services into the Federal marketplace.  There are only a few different ways to make that happen.  In every case, the Government Customer has to make a decision to buy or procure a product or service through some sort of bid process (although directed awards are commonplace as well) and ultimately make a decision to purchase and write a "check."  We know this process inside and out.  In order to make this happen an Opportunity must be created. We work with our Clients and the Government Customer to create these Opportunities.

This could be understanding the current needs of the Government Customer and preparing Industry to be ready to bid on those procurement Opportunities as they emerge.  It could be bringing a new technology or capability into the Government Customer, making them aware of the value of that offering and assisting the Government in building the requirements and understanding.  We do this on a daily basis.

We work diligently with both Government and Industry to create Opportunity and new ways to meet mission goals.

Market Development

Market Development is a critical success factor for Industry.   A company may have a wonderful product or service but have little branding or name recognition in a particular segment of the Market.  We work with our Clients to build their market presence or in some cases to redirect them to market segments where they can be more successful  Not every company can be successful in every market.  to determine if they have the ability to bring their products and services into a specific market.

We work with our Clients to shape opportunities to match their offerings when possible.  This involves messaging, market research, education and extensive planning.  Market Development is a complicated in any industry but even more so in the Federal marketplace.  We bring vast experience to our Clients to facilitate this process.

• Shaping - working with the Government to understand a Clients offerings, their technology, their services and create a pathway to purchase those capabilities within the acquisition process.  In many cases we bring new and disruptive technologies to the Government Client and a long education process is needed to help shape these requirements.  We do this on a daily basis in a variety of markets.
• RFI/RFP response - Requests for Information (Market Research by the Government Client to determine what is out there to solve their needs), and Requests for Proposal (the actual process of soliciting bids and proposals from Industry) are two of the key elements of success in the Federal marketplace.  Writing winning proposals and submitting informative RFI responses is essential to success.  We assist our Clients in both of these areas on a daily basis.
• Planning - Government spending does not happen overnight and the process of budgeting is long and tedious.  We assist our Clients in managing this process and help them plan their staffing, support, expectations and level of effort.  Exceptional planning is a key to success.  Our Clients rely on our team to assist them in their strategic and tactical planning for their business.
• Pipeline Review and Development - Most companies have an active pipeline (a series of opportunities that they believe that they should pursue) that drives many of their decisions and efforts.  We work with our Clients to develop their pipelines, manage their pursuits and assist them in determining which opportunities to "go after" and which ones to avoid.  This is a key area of support and success.
• Proposal Support - It is difficult to win business without being able to submit exceptional proposals.  We work tirelessly with our Clients in this aspect of their business.  We are not proposal writers but we get involved in many of the aspects of review and "voicing" of our Clients proposals.  We have great resources that we are able to direct to our Clients to support their Proposal process.
• Partnering - Determining if our Clients are going to be the Prime Contractor on a bid or if they are going to be a Sub-Contractor to a partner is a very essential key to success.   We work with all of our Clients to ensure that they have a detailed and effective Partner strategy.  We know most of the players in the marketplace and are able to provide exceptional recommendations and introductions for our Clients.  We facilitate most of these meetings and can advise our Clients as to which partner is best suited for each specific opportunity.
• Execution/Delivery - Once a contract is awarded, we work with our Clients to ensure that they are successful in the delivery of their services to the Government Clients.  Poor performance is a ticket to failure.  We work with our Clients to ensure their long term success.