Deal Strategy

We provide full capture planning for our client’s most important deals. Our services include all elements that are critical to positioning our client to win a specific contract. This involves understanding all aspects of the contract including the critical decision makers, incumbents, competitors, teams, key personnel, winning solutions, win strategies, and pricing. We uncover and analyze these details through comprehensive capture analysis to identify gaps and weaknesses and develop a capture plan to close these gaps in a way that results in a winning bid.

We leverage a strength-based win theme creation model and develop win strategies and themes that highlight strengths and differentiators in our client’s proposals. This process includes conducting sessions to identify strengths, discriminators, and proof points against the anticipated evaluation criteria.

We provide outreach across industry to identify companies that maintain the reputation, capabilities, past performance, customer relationships and understanding, socio-economic status, and key personnel to win and deliver contracts. We develop a matrix of potential best-fitting subcontractors to maximize pWin and work with our clients to develop equitable and winning workshare percentages. We will meet with potential subcontractors with our clients (if desired) to lock down the right subcontractors for the opportunity.

We provide a comprehensive analysis of known and potential competitors that includes a high-level rating of our clients against the competitors using anticipated evaluation factors and other critical success factors needed to win.

We identify key government personnel including everyone's role within the procurement and develop and execute a plan to reach each individual and influence them in favor of our client for the coming procurement. We develop contract specific, defined promotional materials used to market our client’s products, services, or capabilities, and develop appropriate marketing campaigns across channels.

We develop the strategy for ensuring that our clients have access to the right individuals to win and execute the contract including both key and incumbent personnel when appropriate. We identify, interview, and obtain resumes of targeted personnel. If custom Letters of Commitment (LOC) are required for the upcoming target procurement, we work with our clients to obtain recruited candidates signed LOCs on the Client's letterhead. We also coordinate open houses or job fairs to attract and screen qualified personnel to be included in the proposal.

We develop pricing strategies to ensure that our clients submit proposals that include the lowest possible evaluated price while detailing delivery strategies that enable high customer satisfaction and the achievement of desired profit margins. This price strategy is backed by modeling/gaming maneuvers for the client to employ with a complete pricing forecast for anticipated most aggressive competitors.

We work with customer technical SMEs to establish customer-centric technical and business solutions, that establish the critical people, process, technology, and data for successfully addressing customer needs on critical deals.  We explore innovative delivery options while leveraging or establishing key customer supplier relationships to aggressively achieve a right-sized customer price point.  We review key risks and price-impacting levers with customers, ensuring full transparency into requirements and strategies for successful delivery of the program.