Background: Company was incumbent on a government agency five-year contract which was coming to completion and was being recompeted. The program manager and eight key staff personnel had worked the contract for the prior five years, had the information and agency knowledge required to ensure a precise and powerful proposal, but had no experience in the proposal process.
Support to the Client: Just-in-time proposal training was provided for these individuals. This was paramount to their understanding of the criticality of clearly and precisely describing and including their insight and experience in the company's proposal response to the agency requirements as stated in the RFP.
Success Outcome: The company was awarded the recompeted contract, helped greatly by the excellent contribution of the PM and key staff to the proposal.
Benefit of CCSI support:The PM commented that she was "delighted to know where she and her team would be working for the next five years," and that "their success was largely the result of CCSI's leadership of the proposal."
The $25M Tie
Support Area: Oral Presentation Coach (S/C)
Background: Our president was coaching a team from a company (later acquired by Lockheed Martin) for a critical oral presentation in response to a government RFP solicitation. The presentation was scheduled for the following morning. The night before the presentation, at Bob's suggestion, he and the team were staying in a hotel within walking distance of the government site so he could coordinate last-minute preparations and relaxation suggestions, and to avoid early morning commuting or other problems. Being a believer in Murphy's Law, he threw some extra shirts and ties into his suitcase....just in case. As it turned out, one of the team presenters forgot to bring a tie. Bob loaned the team member a tie (see photo) which the person wore to the presentation the next morning.
Support to the Client: Provide individual and team coaching, practice coordination, logistics planning, and Q&A strategy development
Success Outcome: the company won the $25M contract, based, they were told by the government representatives, on the quality of the team's CCSI-coached presentation.
Benefit of CCSI Support: Company executive recognized CCSI professionalism, expertise, and planning to successful completion in a very compressed timeframe.
Support Area: Conduct Executive Off-site Strategy Meeting
Background: This small company had grown to approximately $12M in revenues, almost all from contracts from a government agency where all of the senior executive staff had spent their first career. However, the company wanted to grow to the next level, but was not very experienced in the overall government contracting process. They selected CCSI to conduct a Strategic Planning meeting with the executives who, it became clear, was the company proposal team.
Support to the Client: CCSI conducted and facilitated the meeting which included an in-depth tutorial of the government process and presented alternative suggestions as to how they might grow. These included expanding the proposal team so executives could better focus on their primary responsibilities, recruiting suggestions, and physical and organization changes.
Success Outcome: Executives indicated that meeting was extrememly beneficial and provided them with information and ideas that were new to them and on which they could proceed forward with increased forcus and optimism.
Benefit of CCSI Support: Prior to completion of off-site event, executives took the opportunity to suggest tentative future bidding ideas and requested feedback from CCSI facilitator.