Business Development and Capture Support for a Large Federal Systems Integrator (FSI)
Challenge: A leader in delivering government technology solutions lacked vehicle access, acquisition strategy insights, and customer intimacy. The client needed help developing client outreach strategies to shape the acquisition strategy before submitting a bid for a strategic opportunity.
Solution: GPS Strategic Advisors developed and executed a capture and call plan strategy. We worked with acquisition executives to inform acquisition approach, RFP construct, and subsequent evaluation criteria. As a result, our client was provided direct access to and dialogue with key agency stakeholders in order to develop mature requirements.
GPS Strategic Advisors helped craft the acquisition strategy so the RFP would be released 8(a) and helped the client create a teaming strategy that positioned the integrator as the key subcontractor. We also provided proposal support including technical solutioning, past performance alignment, staffing and key personnel, and price-to-win services. Our solution resulted in a fully staffed delivery team, in addition to key personnel that was validated by the client and a fully staffed roster of contingent hires at the time of bid submission.
Outcome: GPS Strategic Advisors helped the client win the bid, unseating three large-business incumbents—winning the single award, five-year contract under CIO-SP3 8(a) GWAC. GPS Strategic Advisors supported the successful transition of 33 FTEs including the contract’s key leadership personnel. By consolidating the three incumbent contracts into one, the new contract’s breadth provides the government with the scope to award more work under the same vehicle in the future to save more money.
This critical win provided our client with a legitimate foothold to support agency-wide IT operations, service desk operations, testing, and production. The client experienced growth of more than 40 percent within the first three years of the contract as the contract ceiling value was increased from $32M to $57.3M