Case Study #1

Client: Large Government Systems Integrator
Need: Pipeline Opportunity Qualification, Partner Landscape Analysis

FedSources' Approach

After an in-depth discussion with all stakeholders to accurately position the client's offering in customer terms, FedSources began with a comprehensive review of thousands of possible federal contract opportunities matching the client's targeted solution set, timeline, agency type, and place of performance. Over an eight-week period, FedSources consultants met with the client team to review each relevant opportunity, ultimately narrowing the list to 15-20 top-tier tactical and strategic contract opportunities for the client's business development team to most efficiently focus its resources on.

With the target contract list selected, FedSources consultants then conducted primary research interviews with program managers, contracting officers, and (in the case of a re-competed contract) incumbent capture managers to compile and analyze details relating to the timing, funding, scope, and award strategy for the contract. FedSources also captured and delivered in-depth government and agency points of contact as well as all supporting documents relating to the solicitation. Finally, FedSources compiled a detailed and targeted listing of 25-30 small businesses in the customer's solution space (including contact information) that the client could immediately reach out to and begin engaging in a teaming or subcontractor discussion related to the opportunities identified.

Result

As a result of the depth of information FedSources was able to provide, the client was able to free its business development resources from time-intensive tasks such as opportunity identification and qualification research, thus allowing them to begin the capture and team-building processes from a well-informed position, supported by real-time research.

Case Study #2

Client: Large Hardware Manufacturer
Need: Market Sizing and Segmentation, Go-To-Market Strategy

FedSources' Approach

Drawing upon the full range of available federal procurement data relating to the customer's product lines, competitors, and channel partners, FedSources consultants constructed a detailed market sizing model which segmented the client's available market space by fiscal year, federal agency, purchase vehicle type (i.e., GSA Schedule vs. non-Schedule), and direct vs. indirect sales.

Next, to develop a targeted go-to-market strategy for the client, FedSources conducted primary and secondary research into the client's competitors, including: competitive product offerings, channel sales by manufacturer, discount programs, and current agency relationships. In addition, FedSources conducted a comprehensive review of federal IT acquisition law and policy to help advise this foreign-owned client on how current and future sales could potentially be affected by regulations including the Buy American Act and Trade Agreements Act. Finally, FedSources looked forward to identify all applicable federal contract opportunities by agency for their specific product lines over the next five years.

During the conclusion of the project, FedSources offered actionable recommendations to the client regarding how to maximize their federal business development and sales efforts. Recommendations included identifying which agencies, contract vehicles, and prime contractor partners the customer should focus on in the near, medium, and longer-terms.

Result

As a result of FedSources' recommendations, the client was able to re-organize its current federal field and inside sales forces to more efficiently address the areas of greatest opportunity. In addition, FedSources' research allowed this customer to forecast how their sales and capture teams would need to grow in the coming years to meet specific corporate revenue targets against the background of an evolving regulatory landscape.

Case Study #3

Client: Large Chemical Company
Need: Market Sizing and Segmentation, Detailed Competitive Landscape

FedSources' Approach

FedSources consultants analyzed a range of federal procurement data sets from across the government to construct for this client an available market model for a specific line of its medical supply products. This multi-dimensional model included detailed analyses and rankings of Department of Defense (DoD) and Veterans Affairs (VA) hospital facilities nationwide. Building upon this demographic analysis, FedSources consultants constructed a custom-built demand-side model, incorporating pricing information with scenarios of how the client's product was being implemented in the civilian and defense health care environments.

In addition to the market sizing and segmentation research, FedSources consultants also compiled and analyzed detailed market share rankings of 25-30 competitors in the client's market space. Finally, FedSources engaged in highly-detailed competitive landscape research, including analysis of competitors' corporate structures, product lines, unit shipments, pricing information, distribution strategies, partnerships, geographic scope, and key messaging strategies.

Result

This client implemented FedSources' custom research directly into its annual marketing and sales planning process. Through real-time inquiry support from the same FedSources consultants who conducted the research, this client was able to make immediate and effective use of the market sizing, segmentation, messaging, and competitive analysis provided, thus allowing it to launch its planning efforts from a position informed by leading-edge, real-time research.