Case Studies

Suss Consulting, Inc. has been delivering high value results with integrity for over thirty years.  Read below to find out about some of the work we have done for satisfied clients.

Capture Management and Proposal Support

Suss Consulting provided long-term capture support including the development of a program capture strategy, teammate/sub-contractor selection, competitive analysis, and market studies.  Suss Consulting also supported proposal writing efforts, reviewed and edited the technical and management proposal volumes and participated in color team reviews.  Proposal resulted in contract award.  Suss Consulting continues to provide our client with post-award “fair competition” capture management and proposal support.

Market Segmentation and Growth Strategy

The client sought Suss Consulting’s support in recommending strategies to increase their number of contract awards and overall footprint at the target agency.  After initial meetings and discussions with buying organizations, the Suss team submitted a detailed market segmentation presentation to the client, summarizing addressable and achievable opportunities, as well as the potential barriers to penetration and growth in each agency segment. The presentation included an “opportunity matrix,” identifying incumbent information, acquisition strategies, and estimated values for near-term and mid-term opportunities that might be a good fit with the client’s qualifications. Suss also provided insight into prior client losses and perceptions within the target agency.  As a result, the client was able to target a broader set of opportunities within the agency.

Federal Positioning Strategy

Suss Consulting provided support to a client competing for a $200+ million software development services contract.  Initially, the client was not very well-known within the target agency.  Therefore, it was crucial that client was able position themselves to particular customers, offices, and decision makers within the agency.  The Suss team developed a detailed “contact plan,” which included recommendations on how to approach government decision makers and potential industry partners.  Suss also helped the client identify what software would be needed and understand the hot-button issues and concerns of the agency.  Overall, the client emerged better positioned to partner with agency key players and industry leaders and to distinguish themselves from other small businesses with a successful value proposition and pitch.

Proposal Support for Small Business

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.

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.

Value Added Sales Training

Suss Consulting provided value-added sales training to the client’s sales and engineering teams to prepare them for a large and radically new services contract. Value-added selling is a strategy focused on addressing the needs and mission of the customer in order to win a contract or sell a product.  Suss Consulting helped the client to understand the government’s goals related to the timeline and major services on the contract.  The training familiarized the client with the government’s objectives and challenges and prepared them to present their capabilities to the customer as a solution strategically designed to meet these challenges.  The sales training was given multiple times to various teams throughout the client’s organization, enabling them to talk intelligently about the contract in front of each targeted agency.

Strategic Support for Advisory Services Roll-Out

Suss Consulting supported a Fortune 500 company’s efforts to develop and market network-centric advisory services in the federal marketplace.  Suss Consulting segmented and estimated the potential federal market for network-centric advisory services and identified and profiled the potential competitors, interviewed channel partners and key federal decision-makers on the viability of proposed service offerings.  Suss Consulting also drafted descriptions of proposed services and developed go-to-market strategies and tactics.

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