Client Objective: A mid-size company with government experience in a limited number of federal agencies wanted to expand their federal business to grow the company and diversify their customer base. To be successful, they needed to develop economies of scale in business identification, capture strategy, and proposal development.
Jefferson role: Jefferson identified an upcoming procurement that would expand the client’s federal business government-wide, gain entre into new agencies, and strategically position the company for a much larger subsequent contract. Jefferson assessed the client’s capabilities, strengths and weaknesses, and competitive positioning, and helped define key discriminators and win themes. We worked closely with the client to develop and implement a capture strategy, created the proposal outline, templates and content.
Result: The client won an $18 million, five-year contract, unseating the well-established incumbent. The contract enabled the company to diversify their customer base and achieve significant revenue growth.