In Business Development, Past Is No Longer Prologue
During the 28 years that our firm has been in
business helping customers capture major Federal opportunities, the
government contracting community has been subjected to a veritable roller
coaster of change. Some change was inspired by changing procurement
fashion (e.g., PBSC, GWACs, etc.), some has been fiscally motivated
(EVMS, CAIV, and remember Zero-based budgeting?), some is politically
motivated (e.g., SB/SDB targets and quotas) and some relates to executive
control and consolidation (e.g., EA, outsourcing, SLAs, etc.). While
change, for some, can be painful to adjust to, others view change as
an opportunity to steal a march on the competition.
For instance, let's consider a situation where
it is time to recompete a key multi-year incumbency that pre-dates both
significant procurement and technology changes. Unless those charged
with capturing such a recompete are exceptional students of the shifting
sands of acquisition lore as well as technology, success against the
canny insurgent will be, at best, tenuous. Inevitably, the tendency
of the capture team will be to walk into the competition backwards by
bidding the same old processes and approaches that the customer has
learned are neither good, nor fast, nor cheap compared to "best practices."
Another situation where a capture team may be
challenged is when a firm decides to bid outside of its comfort zone
of past performance. While all businesses should strive to expand and
grow, this situation presents significant challenges, especially when
devising solutions to best a leading competitor with a long legacy of
Few enterprises, large or small, have evolved
to the point of having an institutional activity that independently
reports to senior management and functions as a dedicated "success multiplier."
Such an organization should be experienced across the essential elements
of a wide variety of contemporary acquisitions and the changing rules
of the game.
To those firms that lack such an objective internal
capability, or wish to augment an internal capability, CAI/SISCo provides
opportunity-exclusive services that can bring to bear extraordinary
experience and expertise to enhance the probability of success.