Client Objective:

A global Fortune 500 management consulting company and major federal contractor was approaching the recompete of a “must win” contract with one of its key civilian agency customers. The firm engaged JCG to validate perceptions and satisfaction of the agency customer, position the client to win the recompete, and provide proposal and capture support.

JCG Role:

JCG designed and conducted interviews with key agency stakeholders to understand and document preceptions, biases, and expectations of the client and its competitors. Based on the information obtained, we developed a set of practical, highly targeted recommendations to address key findings. We worked with our client to implement these strategic actions.

To further leverage our insight on client expectations and perceptions and proposal development/performance based acquisition expertise, JCG was then engaged to provide proposal support. JCG assisted in the development of win themes and discriminators, provided business strategy recommendations, facilitated the development of meaningful performance-based outcomes, metrics and monitoring methods in response to the government's performance work statement, and participated in proposal reviews and orals preperation.

Result:

The client's agency customer viewed JCG's third-party assessment as a positive and proactive approach by the client for addressing issues and aligning the client's capabilities with the agency's priorities and direction. JCG's recommendations successfully positioned the client with agency decision makers and helped the client win a $300M indefinite delivery/indefinite quantity (IDIQ) contract with a five-year base period and five option years.