Corporate Growth Strategy
BiC-1 determines, refines, and documents its corporate growth objectives over the next 3-5 years and establishes an actionable path forward to meet those objectives. We provide advisory services in the form of facilitated growth strategy sessions and individual consulting to establish an overall framework that maps out short and long-term objectives and the strategies to achieve these goals.
Based on our growth experience across major Federal and DoD market segments, we can develop an account strategy that best positions our partners for growth inside our specific federal agency. Through our industry expertise and analysis, we outline a specific approach to define the most relevant agency opportunity spaces that align with our Partner’s capabilities. We confirm agency priorities, trends (budgetary and strategic), decision-makers, hot buttons, and challenges. We combine that data with information on likely competitors, potential teaming partners, high-profile programs, and viable contract opportunity areas.
Capture Activities (IPTT)
While the federal contracting market is vast, most companies tend to consistently compete against a limited set of adversaries. We work with our Partners to objectively identify the best-positioned auto-relevant buyer vendors. Next, we research those companies and build a knowledge base of CPARS, competitive intelligence, threat assessments, competitive differentiators, and ghosting strategies. This targeted competitive intelligence informs our Partners’ bid strategies in our ClearPoint registration and BidPoint systems and feeds individual opportunity capture plans to our partners.
Once our Partners have reviewed our growth strategy in ClearPoint, including market segmentation, account plans, and a viable pipeline, we develop organizational teaming strategies to maximize the BiC-1’s ability to meet its growth objectives. We identify strategic gaps in capability that may impede growth, and then conduct research to identify potential strategic teaming targets. We recommend that our Partners register and sign up for the BiC-1 subcontract registration arrangements (SRA), using the GAP analysis and CSOW workshops, defining the functional work group and organization FTEs to our Partner allocation.
An essential component of growth strategy is the assessment of overall price competitiveness. We conduct a competitive rate analysis that provides the direct, indirect, wrap rate, fringe, G&A, overhead, and benefits, for BiC-1. Each partner is identified in the WBS and then given its target rates for recruitment. Our ClearPoint system includes recent federal prime contracts, GSA schedule Task Orders like eBuy, and GWAC IDIQs Task Orders, Aligned by NAICS, and Fringe/OH/G&A. We use this information to guide an internal assessment of our client’s indirect rate structure and provide guidance on strategies for adjusting that rate structure to be more competitive.
Capture is the strategy needed to win a single program or contract opportunity. BiC-1’s systems, processes, and capture approach focuses on the elements that improve the chances of winning, so our approach is dynamic and specific to the win criteria for that opportunity. Information we gather about the customer, opportunity, buyers vendors, and our client’s capabilities may drive changes in strategy or alter a bid decision.