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McGuirk Consulting Strategic Business Development Corporate Overview Federal Sector Copyright © McGuirk Consulting 2007 All Rights Reserved.

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Presentation on theme: "McGuirk Consulting Strategic Business Development Corporate Overview Federal Sector Copyright © McGuirk Consulting 2007 All Rights Reserved."— Presentation transcript:

1 McGuirk Consulting Strategic Business Development Corporate Overview Federal Sector Copyright © McGuirk Consulting 2007 All Rights Reserved

2  Client Experience ◦ Defense Information Systems Agency ◦ Defense Logistics Agency ◦ DoD  United States Navy  United States Army  United States Air Force  United States Marine Corps ◦ Federal Civilian  Department of Homeland Security  Department of Treasury  Department of Justice  Department of State  General Services Administration  Credentials ◦ 25 years business development experience ◦ Over $15 billion in contract wins ◦ SVP Business Development with CACI ◦ Managed $600M + client portfolio ◦ Strategic Marketing Management-Harvard Business School ◦ Co-Author of Aspatore Publishing “The Mechanics of Business Efficiency” Copyright © McGuirk Consulting 2007 All Rights Reserved

3 Capture Management Marketing Plans Executive Summaries Strategic Alliances Mergers & Acquisitions Acquisition Analysis Brand Generation/Analysis Brand Generation/Analysis Proposal Review Teams Marketing Management Creating, Capturing, & Sustaining Value Creating, Capturing, & Sustaining Value Click topic for more information Tailored Solutions Copyright © McGuirk Consulting 2007 All Rights Reserved

4 Capture Management My Services Marketing Plans Executive Summaries Strategic Alliances Mergers & Acquisitions Acquisition Analysis Brand Generation/Analysis Brand Generation/Analysis Proposal Review Teams Marketing Management Creating, Capturing, & Sustaining Value Creating, Capturing, & Sustaining Value McGuirk consulting can help your organization capture large government contracts. With an 85% win rate on programs over $100M, we can support or lead your effort. Specifically we can: Help establish a win strategy Help create the value proposition Help define the win themes Help assist in the messaging for the call plan Help define the price to win Help with team composition Help WIN your target. McGuirk consulting can help your organization capture large government contracts. With an 85% win rate on programs over $100M, we can support or lead your effort. Specifically we can: Help establish a win strategy Help create the value proposition Help define the win themes Help assist in the messaging for the call plan Help define the price to win Help with team composition Help WIN your target. Copyright © McGuirk Consulting 2007 All Rights Reserved

5 Marketing Plans Capture Management Executive Summaries Strategic Alliances Mergers & Acquisitions Acquisition Analysis Brand Generation/Analysis Brand Generation/Analysis Proposal Review Teams Marketing Management Creating, Capturing, & Sustaining Value Creating, Capturing, & Sustaining Value McGuirk consulting can help develop your marketing plans. Crucial to the long-term success of your organization, the marketing plan will help define the future path. This includes: Your market segments Your crucial targets Key hires required M&A’s that support market penetration How you brand in the space, etc. Let us help define your future roadmap! McGuirk consulting can help develop your marketing plans. Crucial to the long-term success of your organization, the marketing plan will help define the future path. This includes: Your market segments Your crucial targets Key hires required M&A’s that support market penetration How you brand in the space, etc. Let us help define your future roadmap! Copyright © McGuirk Consulting 2007 All Rights Reserved

6 Executive Summaries Capture Management Marketing Plans Strategic Alliances Mergers & Acquisitions Acquisition Analysis Brand Generation/Analysis Brand Generation/Analysis Proposal Review Teams Marketing Management Creating, Capturing, & Sustaining Value Creating, Capturing, & Sustaining Value Generally considered to be the pearl of the proposal, executive summaries communicate more than simply a proposal summary. In fact they speak volumes (no pun intended) on whether or not your company understands the customers concerns, and shares their vision for where the program should evolve for the next five years. Your vision is crucial! Let McGuirk consulting support the development of your thematic messages, and tie your themes directly to your clients vision. Copyright © McGuirk Consulting 2007 All Rights Reserved

7 Strategic Alliances Capture Management Marketing Plans Executive Summaries Mergers & Acquisitions Acquisition Analysis Brand Generation/Analysis Brand Generation/Analysis Proposal Review Teams Marketing Management Brand Generation & Analysis Brand Generation & Analysis Strategic alliances are one of the most important relationships you can hope to cultivate. If your capture manager has a well defined strategy on what it takes to win, then a significant part of that will likely be what corporations you add to your team. They help your company in a variety of ways that affect your immediate bid target and future opportunities. Those include: Help with the call plan Assist with the strategy Expand core capabilities Increase market outreach, etc. McGuirk Consulting has relationships with aerospace OEM’s, Tier 1 systems integrators, Fortune 500, and many Small Businesses. Strategic alliances are one of the most important relationships you can hope to cultivate. If your capture manager has a well defined strategy on what it takes to win, then a significant part of that will likely be what corporations you add to your team. They help your company in a variety of ways that affect your immediate bid target and future opportunities. Those include: Help with the call plan Assist with the strategy Expand core capabilities Increase market outreach, etc. McGuirk Consulting has relationships with aerospace OEM’s, Tier 1 systems integrators, Fortune 500, and many Small Businesses. Copyright © McGuirk Consulting 2007 All Rights Reserved

8 Mergers & Acquisitions Capture Management Marketing Plans Executive Summaries Strategic Alliances Acquisition Analysis Brand Generation/Analysis Brand Generation/Analysis Proposal Review Teams Marketing Management Brand Generation & Analysis Brand Generation & Analysis For large business, most C-level Officers view M&A’s as a critical component to growing their market presence. As a business development consultant, my objective is to identify and help qualify those companies, whose customer portfolio and technical competency base literally increase your market share, thereby enhancing your competitive stature. Working with your management team, McGuirk Consulting can incorporate those candidates into your marketing plan, and appropriately schedule due diligence efforts that coincide with your planned growth. Copyright © McGuirk Consulting 2007 All Rights Reserved

9 Acquisition Analysis Capture Management Marketing Plans Executive Summaries Strategic Alliances Mergers & Acquisitions Brand Generation/Analysis Brand Generation/Analysis Proposal Review Teams Marketing Management Brand Generation & Analysis Brand Generation & Analysis Understanding the acquisition strategy is paramount to winning. Although most Government procurements are solicited through Request for Proposals (RFP’s), others request a more concise Request for Quotation (RFQ), driven by price, and yet some organizations are more prone to gathering additional information on prospective bidders via a Request for Information (RFI). Deciding how best to position your company often entails the development of strategic white papers that assist the Government in determining how to (1) create quality competition, and (2) ensure they receive the very best offeror for what they solicit. Copyright © McGuirk Consulting 2007 All Rights Reserved

10 My Services Brand Generation/Analysis Brand Generation/Analysis Capture Management Marketing Plans Executive Summaries Strategic Alliances Mergers & Acquisitions Acquisition Analysis Proposal Review Teams Marketing Management Creating, Capturing, & Sustaining Value Creating, Capturing, & Sustaining Value If you think of your brand identity as one that is going to be communicated throughout the life of your business, then its significance is quickly placed in context. In fact your brand becomes the very heart of competitive distinction, separating you from the pack because of who you are, what you stand for, and the quality of your service or product. To successfully brand your company you must first understand what your value proposition is, who your competitors are, and your target markets and segments. McGuirk Consulting understands how essential good branding is, and how to create the proper image that drives your growth. Copyright © McGuirk Consulting 2007 All Rights Reserved

11 My Services Proposal Review Teams Capture Management Marketing Plans Executive Summaries Strategic Alliances Mergers & Acquisitions Acquisition Analysis Brand Generation/Analysis Brand Generation/Analysis Marketing Management Creating, Capturing, & Sustaining Value Creating, Capturing, & Sustaining Value Your review team members should adequately discern whether your proposal is RFP compliant, the content is technically accurate, your offer is distinctive, and the structure and format reflect the right presentation. By facilitating your review teams, McGuirk Consulting can add the critical dimensions of ensuring that: Your story and thematic are properly aligned with your customer’s intent. Your proposal provides a cohesive approach, tying the win strategy back to the technical, management, and cost proposal, and Identifying gaps that require additional partnering, capability, or strategic hires. Your review team members should adequately discern whether your proposal is RFP compliant, the content is technically accurate, your offer is distinctive, and the structure and format reflect the right presentation. By facilitating your review teams, McGuirk Consulting can add the critical dimensions of ensuring that: Your story and thematic are properly aligned with your customer’s intent. Your proposal provides a cohesive approach, tying the win strategy back to the technical, management, and cost proposal, and Identifying gaps that require additional partnering, capability, or strategic hires. Copyright © McGuirk Consulting 2007 All Rights Reserved

12 My Services Marketing Management Capture Management Marketing Plans Executive Summaries Strategic Alliances Mergers & Acquisitions Acquisition Analysis Brand Generation/Analysis Brand Generation/Analysis Proposal Review Teams Brand Generation & Analysis Brand Generation & Analysis A company’s proficiency in understanding markets and creating customer value is a primary determinant of its long-term performance. With a Customer-Centric marketing focus, creating; capturing, and sustaining value is integral to your growth. Whether you’re organized around the marketing function, or around your business processes, the company’s marketing strategy is inherently a reflection of how rapid or incremental your growth rate is. If there is a need for fast organic growth, ensure that organizationally you’re designed to facilitate it. McGuirk Consulting understands these elements of success, and implementing the right strategy and culture to achieving maximum growth. Copyright © McGuirk Consulting 2007 All Rights Reserved

13 My Services Capture Management Marketing Plans Executive Summaries Strategic Alliances Mergers & Acquisitions Acquisition Analysis Brand Generation/Analysis Brand Generation/Analysis Proposal Review Teams Marketing Management Creating, Capturing, & Sustaining Value Creating, Capturing, & Sustaining Value Marketing your customers should be a value creation process. One that identifies why you and not your competitors provide the best value proposition. If you deliver product or service of meaningful customer value, then you’re able to build a portfolio of satisfied clients whose legacy of success is directly tied to your brand. The role of value creation in acquiring and retaining customers is vital to your long-term success. McGuirk Consulting will work with you to establish that value, and how to sustain it. Copyright © McGuirk Consulting 2007 All Rights Reserved

14 My Services Capture Management Marketing Plans Executive Summaries Strategic Alliances Mergers & Acquisitions Acquisition Analysis Brand Generation/Analysis Brand Generation/Analysis Proposal Review Teams Marketing Management Creating, Capturing, & Sustaining Value Creating, Capturing, & Sustaining Value Tailored Solutions Copyright © McGuirk Consulting 2007 All Rights Reserved Competitive Positioning Positioning to win is 75% of capturing your target Let McGuirk Consulting partner with you to ensure this phase of your pursuit significantly increases your probability of win Market Penetration Improvement Using the business development Z-curve assist in establishing and improving your market growth strategy Let McGuirk Consulting help map your strategy to gain better market presence Bid Review Analysis Objective analysis is required in both the pre-positioning phase and the proposal phase Let McGuirk Consulting help dissect your current win strategy and provide a fresh look at your proposal. Pipeline Analysis - Enhance the value of your pipeline by integrating your marketing strategy - McGuirk Consulting can work with your team to create a robust and qualified pipeline Exit

15 Contact Information Thank you for taking the time to review our services. Whether your focus on growing the business is more immediate or long-term, let McGuirk Consulting support your requirements and assist in helping you meet your growth objectives. Please feel free to call or write if I can answer any questions you may have. Sincerely, James J McGuirk Thank you for taking the time to review our services. Whether your focus on growing the business is more immediate or long-term, let McGuirk Consulting support your requirements and assist in helping you meet your growth objectives. Please feel free to call or write if I can answer any questions you may have. Sincerely, James J McGuirk Copyright © McGuirk Consulting 2007 All Rights Reserved My Thanks


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