AT&T is a global provider of telecommunications, media and technology services. In 2017, AT&T merged its state, local, and education business with its federal business to create the AT&T Global Public Sector organization. Within this organization, AT&T’s federal business provides services in wireless connectivity, voice over IP, data, IT security, cellular equipment, cloud solutions, and…
Success in the federal market isn’t what it used to be. Over the last 10 years, we’ve all witnessed an extraordinary amount of business opportunities. Those days are over. Now is the time that will separate the businesses with real value and real smarts from those that “got lucky.” Succeeding – not just surviving – will be achieved through well-developed strategies, thoughtful and thorough market research and analysis, effective competitive intelligence, creative communications, and, above all, a laser-like focus on what you do best
This is a post from Brian Lindholm. He’s the Managing Principal and Owner of FedSavvy Strategies. I’ve always found quotes to be helpful means to make complex ideas into simple ideas. Here’s one of my favorites. “Everybody has a plan until they get punched in the mouth.” – Mike Tyson What does this mean? Plans…
We love the use and abuse of the Pwin or “Probability of a Win” figure. What is a Pwin value based upon? Very often these are based on: Rough estimates of competitors in terms of numbers of known competitors and those perceived as credible. Perceived understanding of the customer Perceived understanding of the requirements and…
“Across multiple different businesses, I have come to FedSavvy Strategies to provide competitive analysis and Black Hat reviews. Their analysis work is consistently detailed and thoughtful saving my team time by unearthing and organizing relevant information. I’ve found their Black Hat sessions to be methodical to arrive at a detailed action plan. They take great care in fast, but thorough discussions followed by post-session analysis critical to inform my team and act based on results.”
Brian’s team at FedSavvy Strategies are experts in discovery and identification of competitive intelligence for government contractors. Their process kept our team focused and to develop a solid win strategy. Their Black Hat review created the foundation for the best proposal efforts I have experienced.
I’ve worked with the FedSavvy Strategies team on multiple large captures. They produce competitor analyses more thorough than I have ever seen. Their thoughtful execution of Black Hat reviews provided key insights to inform our capture strategies.
When we faced a critical re-compete, I engaged FedSavvy Strategies to refresh our understanding of core competitors. Their analysis and facilitation enabled us to avoid typical traps of incumbency while sharpening our understanding of how we win.
As the head of business development for Integrity Management Services, I have relied on Brian’s knowledge and support in the areas of capture management, competitive intelligence, and development processes. I have bid on government contracts for the past 18 years with both Integrity Management Services and SafeGuard Services, and I can say without hesitation that he is as thorough and knowledgeable as any individual with whom I have ever worked. I consider his input indispensable.
“I have had the distinct pleasure of working with Brian and his team of professionals at FedSavvy Strategies for the last two years. In that time, he has served as a mentor, and a value provider of strategic business intelligence, key capture support, and was instrumental in the maturing and implementation of processes and strategies, that are fundamental to my company taking that “next step”. I find this cooperative relationship as a real multiplier and “value add” for me. Have a conversation with them, it will be time well spent.
“The FedSavvy Strategies team provided professional, high energy support to our complex Black Hat requirements on a Billion Dollar DHS program. I was particularly pleased with the exceptional preparation and background research completed on the field of competitors in preparation for the event, and Brian’s facilitation services on the actual Black Hat were continuously productive throughout the session.”