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Features & Benefits
Case Studies
Blog Resources

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

Features & Benefits

  • Objective view of competitors to overcome complacency in the definition of a competitive landscape
  • Early assessment in a pursuit may inform whether or not a pursuit should be attempted
  • Broader view of a competitive landscape to enable more accurate targeting in a Black Hat review
  • Leverage independent and routine intelligence collection to be more thorough than the typical haphazard ad hoc collection done by most teams

Case Study

Opportunity – A contract supporting a DoD customer centered on supply chain and engineering support for C4ISR technologies.

Challenge

Our client required competitive intelligence analysis on four different competitors for this opportunity. This required us to investigate competitors’ familiarity with C4ISR technologies and their ability to provide supply chain management and sustainment support for these technologies. As part of this work, we had to evaluate their expertise in 10+ specific types of C4ISR technologies.

Solution

Our deliverable included detailed evaluations on each competitor, covering their relevant past performance, personnel, processes, and tools. We additionally provided an evaluation on our client to demonstrate how an outsider would view their capabilities. The deliverable incorporated a series of visual bottom-line-up-front analyses that compared and contrasted the capabilities of all competitors.

In our analysis, we placed a strong emphasis on investigating the competitors’ engineering and prototyping facilities to understand their ability to conduct sustainment work for aging or obsolete equipment. Similarly, we prioritized investigating competitors’ tools or processes that could be leveraged for procuring parts or gaining visibility into a supply chain.

To understand their competencies in specific technologies, we looked at their product line – if they were OEMs – and evaluated the amount of federal obligations they had received for work on these technologies. By gaining this insight, we were able to rank competitors based on their C4ISR expertise.

Outcome

The deliverable provided the client with a clear picture of how all competitors, including themselves, would stack up against the opportunity’s core requirements. This had a significant impact on their teaming strategies and allowed them to better position themselves for a win.

Blog Resources

Deadly Sins in Proposals: Use penalties to secure the win

August 21, 2023Admin@fedsavvy

We often hear capture teams claim they can eliminate a competitor through the presence of an organizational conflict of interest (OCI). However, banking on these claims to enable a win is rarely ever fruitful.  Read on through two examples of an OCI claim that worked and another typical example of a failure as we continue…

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The shifting mid-tier competitor in Huntsville – COLSA

August 21, 2023Admin@fedsavvy

COLSA is an information technology services company founded in 1980. COLSA specializes in providing engineering, IT, and programmatic solutions in the areas of defense, intelligence, cybersecurity, and aerospace. The company has over 1,300 employees and is headquartered in Huntsville, Alabama. COLSA’s Primary Federal Customers and Contracts COLSA’s top federal customers by spending value are the…

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Highlighted contract wins in 2023: You win some, you lose some but the game never stops

July 20, 2023Admin@fedsavvy

As we enter the second half of the calendar year 2023, this blog summarizes some substantial federal contract wins and losses thus far. Some competitors celebrated while others mourned some rough losses. Read on to learn about some big highlighted wins and losses in this never ending game of federal contracting musical chairs. Booz Allen…

Read More
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