Client Objective: A large, publicly traded healthcare company with significant and long-term business in one federal agency wanted to leverage its qualifications to expand into the Department of Veterans Affairs (VA). The VA was not considering establishing any contracts on which the company could bid and was unfamiliar with the company’s capabilities.

Jefferson’s Role: Jefferson developed and executed a strategy to gain an understanding of the VA’s needs and how they were aligned with our client’s capabilities and past performance. Based on the insight we obtained, we advocated that the VA create two new programs to meet their needs utilizing our client’s expertise. We worked collaboratively with the VA, Congress, and Veteran Service Organizations to support the establishment of these programs and to enact a needed legislative change. Once the programs were created and solicitations were issued, we assisted our client with capture strategy and proposal development.

Result: Congress enacted the necessary legislative provision which created a requirement for the two new programs. The agency issued competitive solicitations. Our client bid on and won both contracts, creating a new line of business for the company.  More than a decade after the first contracts were awarded, the program has recovered millions in overpayments for the VA.

Client Objective: A Fortune 100 company sought to influence the Navy’s acquisition strategy as the firm was positioning to pursue a recompete of its large Navy contract. The company was concerned that the acquisition strategy would increase costs and prevent the bidders from proposing innovations.

Jefferson’s Role: Drawing on our expertise in federal acquisition, Jefferson designed and implemented a Strategic Communications Plan focused on changing the Navy’s acquisition strategy. Our Plan honed the client’s key message and supplied the client with appropriate talking points, which we helped to convey by facilitating meetings with targeted stakeholders. The client would have otherwise focused its advocacy narrowly on the Navy program staff, but we leveraged our understanding of the contracting ecosystem to broaden their outreach. We channeled the client’s engagement to the most relevant stakeholders and influencers among acquisition and IT organizations within Navy and Department of Defense (DoD), the Government Accountability Office (GAO), relevant congressional committees, trade associations, and think tanks. Our Strategic Communications Plan enabled the client to deliver a clear, compelling message to all parties with a stake in the Navy’s acquisitions strategy.

Result: Jefferson was successful in increasing congressional scrutiny and generating concern among trade associations and think tanks.  The acquisition strategy was changed, and our client won the recompete of the Navy contract, ensuring the stability of their federal business.

Client Objective: A small business with a long history supporting the U.S. Army sought to expand its business development (BD) efforts but lacked the bandwidth to staff a growth office.

Jefferson’s Role: Jefferson managed the strategic elements of the Growth Function for the company, including opportunity identification and qualification, partner identification, and vehicle identification.  After developing a pipeline and account plans, we provided the necessary tactical support for capture and proposal activities.  We recommended conferences and events for the client to attend, and, to ensure the client’s time was well spent, we prearranged meetings with government and industry representatives in attendance.  We supported the company’s process to obtain their woman-owned small business and veteran-owned small business certifications from the Small Business Administration. 

Result: The situational awareness of the competitive landscape and robust pipeline, coupled with full service support from the Jefferson team, enabled the client to appropriately resource BD activities without having to invest in a dedicated federal BD team, capture managers, or proposal managers.  

Client Objective: A large healthcare company, with a significant footprint in the defense sector, wanted to better understand opportunities within the civilian sector in order to make informed investment decisions. 

Jefferson’s Role: Jefferson conducted a market assessment that provided an overview of the federal civilian healthcare market, competitive analysis, opportunity and white space identification, and addressable market.  The assessment was informed through extensive market research and interviews with current and former agency staff.  We facilitated a half-day session with senior leaders of the company to present findings, provide our recommendations for how to enter the civilian market, and answer questions on the agency and contracting opportunities.

Result: The client determined that the Return on Investment would be sufficient for dedicating resources to pursue the civilian market.  Within five years, their growth in the civilian market outpaced their defense business and continues to present significant growth potential for the company.