Client Objective:

A software company that was well established in commercial health care as the market leader sought to penetrate the federal market. The company had a small project with a major agency and wanted to deliver a key solution to meet relevant needs across the Department and create a strategic partnership with its customer.

JCG Role:

JCG built awareness of our client’s capabilities, positioned its software as a desired solution, and expanded our client’s business. Using our knowledge of the Department’s mission, organization, programs, policy objectives and political dynamics, we helped develop a vision for how our client’s solution addressed key agency priorities and congressional directives. We assisted in preparing white papers and briefings that outlined how our client’s solution would enable achievement of critical objectives and tangible benefits, both to the Department and the customers it serves. We arranged and participated in meetings with key decision-makers and stakeholders to obtain their interest and support for using our client’s software to address broader, strategic needs. We ensured that our client’s capabilities and solution received appropriate attention, even as the agency grappled with multiple pressures from within and the Hill. Concurrently, we assisted our client in gaining the agency customer’s interest and support in expanding use of the company’s software to meet longer-term needs.

Results:

The Department determined that our client’s software addresses key objectives and priorities and met its long-term needs. Our client was awarded an enterprise license for the Department and is now strategically positioned both within that Department and for business with other government agencies with similar needs.