Case Studies
- Strategic Planning to Enter Targeted Federal Markets:
Formulated strategies to develop and analyze data on candidate agencies
and program targets. Developed strategies to enter the market through
prime contractors, subcontractors, or 8(a) firms. Defined short-, mid-,
and long-term actions to determine candidate agencies and contract
opportunities and shape market strategies. Designed a marketing plan to
implement strategic planning.
- Marketing Strategies Focused on Federal Purchasing Requirements:
Developed a marketing strategy to address federal government local
purchase requirements. This included developing a sales strategy,
profiling and targeting agencies, analyzing local purchase policies and
regulation, preparing a guide for selling at the local level,
supporting a regional test of the sales program, and developing a
full-scale national sales program.
- Strategies for Targeted Federal Market Opportunities:
Developed targeting strategies for candidate prime and subcontract
opportunities. This assessment examined the opportunities in context
with federal requirements, client capabilities and business objectives,
and possible competitive positioning.
- Federal Market Opportunity Analysis: Developed a
guide to assist its federal marketing managers through the opportunity
analysis process. The guide focused on opportunity identification,
analysis, and filtering; strategic positioning and tactical planning.
The guide also included forms to assist managers in capturing,
analyzing, and applying opportunity analysis information.
- Projection Demands for Long- and Short-Term Federal Agency Telecommunications Services:
Conducted an extensive market research survey and analysis of 25
federal civil agencies and 65 sub-agencies to project short- and
long-term demands for nine critical long-distance transport services.
Also determined agency budgets for those services.
- Research of Federal Agency and Military Service Opportunity Markets:
Conducted a detailed market research analysis of over 75 candidate
federal opportunities. The analysis profiled opportunities at 20 DoE
laboratories, operating plants, and facilities. It also included
research of opportunities with the Departments of Interior, Veterans
Affairs, Navy and HUD, FEMA, FAA, NASA, DISA. The research provided
information on opportunity status, budget, timing, size, requirements
scope, influential contacts, and other strategic intelligence
information.
- U.S. Postal Service (USPS) Managed Network Services (MNS) Program: Suss
Consulting provided strategic and tactical support to the opportunity
capture team pursuing the largest managed IP network in the U.S.,
valued by the USPS at $3.2 billion over the life of the contract. Suss
Consulting professionals helped to define the proposal win strategy and
win themes. The Suss team helped to communicate these themes to the
managers of the proposal. Support from the Suss team included a
complete rewrite of the technical proposal, management of the
implementation plan, and support for oral presentation preparation.
Proposal resulted in contract award.
- Defense Information System Network (DISN) Satellite Transmission Services - Global (DSTS-G): Suss
Consulting professionals headed up the technical proposal volume and
helped prepare oral scripts for one of the teams in competition for the
largest small business set-aside contract in the history of the federal
government, valued at $2.196 billion over the ten year life of the
contract. The proposal included commercial satellite communications
services, earth terminals, and system management. Proposal resulted in
contract award.
- ICANN (The Internet Corporation for Assigned Names and Numbers) Top Level Domain (TLD) Name Application Competition:
Suss Consulting provided a range of support for an international team
competing for rights to manage the processes and systems supporting a
new TLD name on the Internet. Support from Suss Consulting included
proposal management, proposal coordination, and proposal writing.
Application resulted in approval of the .biz TLD.
- Joint Information [Interoperability] Engineering Office (JIEO) Systems Engineering (JSE) Proposal:
Suss Consulting professionals managed this professional services
proposal to provide system engineering to support the organization
responsible for the design of the Defense Information Infrastructure
(DII). Proposal resulted in award.
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