Case Study
Account Planning and Market Assessment for Medium-sized Government Contractor
Challenge: A technology and business process transformation company for public health and defense markets needed to decide whether a long-term federal civilian account for agency program support was worth continued investment. The nine-year relationship was not growing, and the company needed an outside perspective and strategic insights to determine the value of additional business development, capture, and pursuit efforts.
Solution: GPS Strategic Advisors’ federal growth experts compiled an in-depth account plan and account-level pipeline. We then developed a full-scale agency-level account plan focused on key mission area target programs, contracts, and major investments.
Outcome: Our assessments and strategic guidance helped the customer to expand its account plan and justify continued investment in business development. GPS Strategic Advisors’ insights elevated their knowledge of the target client organization, stakeholders, influencers, decision-makers, and organizational initiatives, mandates, priorities, and key objectives.