When we work in a capture, there are many challenges to overcome in order to realize a win. Beyond managing the many moving parts of a complex contract capture, we encounter what is often our greatest foe – ourselves. Why are we so dangerous…well, to our own interests? Simple. We lie to ourselves. Do we…
We last examined Booz Allen Hamilton in August 2018. At the time, the company had been experiencing steady business growth. They continued growth through wins of large-scale contracts in cyber, data analytics, and digital engineering. Since then, Booz Allen Hamilton has continued its upward trajectory, generating its highest annual revenue since its initial public offering…
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…
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…
International Business Machines, better known by IBM, is a global powerhouse in the information technology market. While the company is a household name in the commercial space, the federal business has a decidedly different profile. IBM in the Federal Market IBM’s U.S. Federal work falls within the company’s IBM Government Industry, which encompasses U.S. Federal,…
In February 2018, PricewaterhouseCoopers’ (PwC) U.S. Public Sector business was acquired by the private equity investment firm Veritas Capital. The business now operates as a standalone Vertitas company under the name of “Guidehouse”, and reported approximately 7,000 employees in FY2019. Staying true to its origins, Guidehouse provides business management consulting and financial advisory services for…
While we have some very good technology to enable remote and virtual work, some things still benefit greatly from people being in the same room. We have typically included Black Hat reviews in that category. Why has a Black Hat review been better served in person vs. remote? It’s an intense exercise demanding a meaningful…
If you’ve taken any sort of business course, you’ve likely heard of Michael Porter’s five forces analysis on competition within an industry. These forces represent the competitive nature and profitability of an industry as a whole – taking into account all influencing factors. The power of buyers and suppliers and threats of new entrants or…
It has been nearly two years since the birth of Perspecta, which came about from the merger between Vencore, DXC Technology U.S. Public Sector and KeyPoint Government Solutions in June 2018. That same month, we wrote a blog outlining our take on the newly formed company and its potential impact on the competitive landscape in…
