Every Target Can Be Won!

So you have a pipeline that contains large targets held by excellent companies? Somehow, somewhere, someone managed to sneak these in as a means to make the pipeline more robust? Well in truth that’s not only perfectly acceptable but also should be strongly encouraged. Because in fact, everyone can be beat!

There are so many different sets of circumstances that make indivdual targets appear more favorable than the next. For those programs that are categorized as take-a-ways, or those belonging to another contractor, clearly some of the reasons used most often to justify them being targets are:

• The client is unhappy
• They have poor CPARs
• The incumbent has become complacent
• They have rate creep
• The Program Manager is not well liked
• etc.

In reality, even if all of those statements are false, they can still be beaten. What about offering the client a better value proposition? Suppose you had technical competencies that the incumbent did not, or you had a partner they truly enjoy working with. What about recruiting a Program manager whose better qualified than the current one, or providing the Government a best value alternative? The fact is all of those items are viable.

In closing let’s acknowledge that there are fewer new programs being introduced to the community, outside of those that are classified, or in the intelligence community. Therefore it is prudent to analyze all of your competitors programs, and to make some good decisions on which ones you would like to pursue. Remember however that making a corporate commitment early in the process is essential to winning.

For more information contact me at:

http://www.McguirkConsulting.com