Client Objective:

A large, publicly traded company with a very significant and long-term business base in one federal department wanted to leverage past performance into a new market. The Department it targeted was not considering establishing any contracts on which the client could bid and was unfamiliar with our client’s capabilities and expertise.

JCG Role:

We developed a strategy to gain understanding of the agency’s needs and how they were aligned with our client’s capabilities and past performance, and to build interest in and demand for our client. Based on the insight we obtained, we recommended creating two new programs to meet identified needs that would utilize our client’s expertise. We worked collaboratively with the Department, Congress, and outside stakeholders to support establishment of the programs and enact a needed legislative change. Once the programs were created and solicitations for contractor support were issued, we assisted our client in developing a capture strategy and proposals.

Result:

Congress enacted the needed legislative provision and created a requirement for two new programs. The Department defined program requirements and issued competitive solicitations. Our client bid on and won both contracts, creating a major new line of business for the company. One program began as a site-by-site competition, and is now a regionalized national program. More than a decade after the first contracts were awarded and through multiple re-competes, the client is still supporting the Department. Its work is saving the government millions of dollars a year and, in addition, recovering millions in over payments to the Department.