Opportunity Pipeline Development, Capture, and Proposal Support.
Challenge: An emerging mid-tier systems integrator wanted to expand its existing footprint across a civilian department. The client needed a department-level account plan strategy and subsequent pipeline to justify investment for ongoing business development and capture activities to support growth within the department.
Solution: GPS Strategic Advisors created a strategic pipeline of qualified opportunities that included the client’s core competencies and key differentiated services, existing agency relationships, contract vehicle access, and alliances. We worked with senior-level leadership to facilitate pursuit alignment and initial opportunity qualification scoring to justify key pursuit decisions. We led the first-ever account plan for the customer and collaborated with the client’s account executive as part of in-house gate reviews.
Outcome: GPS Strategic Advisors developed a tailored account plan strategy and pipeline that was specific to the client’s diverse service offerings and existing best-in-class vehicle access. GPS Strategic Advisors provided business development, capture, pricing, and proposal support services, and also built a pipeline of $2.9B with 65 qualified opportunities. Within eight months of pipeline deliverable, the client won a strategic contract that had not previously tracked, providing them with unprecedented access across the Office of the Chief Information Officer’s internal IT shared services organization.