We last looked at Deloitte in January 2020 to gain insight into the Government & Public Services (GPS) practice, including its major wins and customer portfolio. Deloitte’s GPS business has experienced changes in its U.S. Government customer portfolio balance over the last two years. In 2020, Deloitte’s customer portfolio was led by the IRS, U.S….
Capture Support and Competitive Intelligence
Early in the capture and business development process, it can be a challenge to identify, define and understand a competitive landscape. This goes beyond assuming “the usual suspects” will pursue a contract or just who shows up at an industry event. Relying purely on such sources of information will only lead to a very incomplete understanding of competitive threats.
FedSavvy Strategies uses its focus on intelligence analysis and internal resources to help capture teams begin to identify competitive threats. We routinely collect intelligence on major U.S. Government contractors to enable this process to be objective and data driven. Further, we follow similar intelligence analysis processes as used in the Intelligence Community (IC) to challenge notions held by capture teams of who is a competitive threat and why. A common approach to solving such problems is a unique process we use called “a competitor scan.” This deliverable and process features:
- Analysis of core “People, Processes, Tools and Past Performance” or PPTP of potential competitors
- Scoring criteria to compare competitors against each other for relative strengths and weaknesses to the opportunity
- Trends observed in the competitor as to changing threats to the client
- Recommendations for competitors to consider as a teammate
- “Battle cards” for each competitor for use throughout the life of the capture effort