Client Objective:

A mid-size company with government experience in a limited number of federal agencies wanted to expand its federal business to grow the company and diversify its customer base to reduce risk. To be successful, the company needed to develop economies of scale in business identification, capture strategy and proposal development and turned to JCG for assistance.

JCG Role:

We worked collaboratively with the client’s federal business development team to develop a business growth strategy, and identified an upcoming procurement that we recommended the client pursue. The procurement would expand the client’s federal business, gain entre into new agencies, and strategically position the company for a much larger subsequent contract.

JCG assessed the client's capabilities, strengths and weaknesses, competitive positioning, and helped define key discriminators and win themes. Using our knowledge of the agency programs, procurements, and business needs, we worked closely with the client to develop and implement a capture strategy, and created the proposal outline, templates and content. While tailored to the solicitation, the materials we developed could be leveraged for future procurements.

Result:

The client won an $18 million, five-year contract, unseating the well-established incumbent. The contract has enabled the company to diversify its customer base, and achieve significant revenue growth.