Market Analysis

Sound data analysis provides the foundation for effective marketing and sales. The federal opportunity space for information technology contracts is enormous but often complex and confusing. However, unlike in the commercial markets, there is a wealth of budget, procurement, and contract data available to help guide strategic decision making.

Suss Consulting helps our clients assess alignment of products and services with market trends; segment and size market sectors; identify and track market opportunities; and measure the strengths, weaknesses and vulnerabilities of market competitors. We work with clients on:

Market Segmentation and Sizing. The world of federal contracting is complicated, and a clear understanding of budgets and spending is critical for success. We help clients break down the marketplace; understand data sources with their benefits and
limitations; estimate available and addressable market segments and sizes; and identify important growth opportunities across product, service, and buyer sectors.

Pipelines and Growth Forecasting. The life cycles for most federal contract opportunities are long and resource-intensive, so a comprehensive view of procurement timelines is critical for effective capture management. We help clients prioritize target accounts; identify contract vehicle and task order prospects; prepare opportunity pipelines with key milestones; and aggregate estimated contract values and expected business growth over time.

Competitor Analysis and Partnering. The competitive environment in federal contracting is as fierce as any you see in commercial segments, and knowing the landscape is critical to winning contracts. We help clients identify primary and secondary competitors; assess competitor strengths, weaknesses, and contract portfolios; prepare attack and defend strategies; and identify opportunities for effective partnering arrangements.

Strategic Evaluation and Planning. Collecting, compiling, and analyzing market data are prerequisites to market entry— effective application of the data into actionable strategies paves the way for strong business development. We help clients prioritize sales targets; assess organizational structures and staffing; define marketing initiatives; engage potential partners; and develop and refine go-to-market plans.