Transcript My Services - McGuirk Consulting

Revenues
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Corporate Overview
McGuirk Consulting
Strategic Business Development
Federal Sector
Copyright © McGuirk Consulting 2007 All Rights Reserved

Credentials
◦ 25 years business
development experience
◦ Over $15 billion in
contract wins
◦ SVP Business
Development with CACI
◦ Managed $600M + client
portfolio
◦ Strategic Marketing
Management-Harvard
Business School
◦ Co-Author of Aspatore
Publishing “The
Mechanics of Business
Efficiency”

Client Experience
◦ Defense Information
Systems Agency
◦ Defense Logistics Agency
◦ DoD




United
United
United
United
States
States
States
States
Navy
Army
Air Force
Marine Corps
◦ Federal Civilian
 Department of Homeland
Security
 Department of Treasury
 Department of Justice
 Department of State
 General Services
Administration
Copyright © McGuirk Consulting 2007 All Rights Reserved
Click topic for more information
Capture Management
Acquisition Analysis
Marketing Plans
Brand
Generation/Analysis
Executive Summaries
Proposal Review Teams
Strategic Alliances
Marketing Management
Mergers & Acquisitions
Creating, Capturing, &
Sustaining Value
Tailored Solutions
Copyright © McGuirk Consulting 2007 All Rights Reserved
My Services
Capture Management
Marketing Plans
Executive Summaries
Strategic Alliances
Mergers & Acquisitions
McGuirk consulting can help
your organization
capture large
Acquisition Analysis
government contracts. With an
85% win rate on programs over
Brand
$100M, we can support or lead
Generation/Analysis
your effort. Specifically we can:
• Help establish a win strategy
Proposal
Teams
• Help
create Review
the value
proposition
• Help define the win themes
Marketing Management
• Help assist in the messaging
for the call plan
Creating,
Capturing,
• Help
define the
price to &
win
Sustaining
Value
• Help with
team composition
• Help WIN your target.
Copyright © McGuirk Consulting 2007 All Rights Reserved
Capture Management
Marketing Plans
Executive Summaries
Strategic Alliances
Mergers & Acquisitions
McGuirk consulting can help
develop
your marketing
Acquisition
Analysisplans.
Crucial to the long-term
success of your
organization,
Brand
the marketing
plan will help
Generation/Analysis
define the future path . This
includes:
Proposal
Review
Teams
• Your
market
segments
• Your crucial targets
• Key hires required
Marketing Management
• M&A’s that support market
penetration
Creating,
Capturing,
&
• How
you brand
in the space,
etc. Sustaining Value
Let us help define your future
roadmap!
Copyright © McGuirk Consulting 2007 All Rights Reserved
Capture Management
Marketing Plans
Executive Summaries
Strategic Alliances
Mergers & Acquisitions
Generally considered to be the
pearl of the proposal, executive
Acquisition
Analysismore
summaries
communicate
than simply a proposal
summary. In Brand
fact they speak
volumes
(no pun intended) on
Generation/Analysis
whether or not your company
understands
customers
Proposal the
Review
Teams
concerns, and shares their
vision for where the program
should
evolve for
the next five
Marketing
Management
years. Your vision is crucial!
Let McGuirk
support
Creating,consulting
Capturing,
&
the development
your
Sustainingof
Value
thematic messages, and tie
your themes directly to your
clients vision.
Copyright © McGuirk Consulting 2007 All Rights Reserved
Capture Management
Marketing Plans
Executive Summaries
Strategic Alliances
Mergers & Acquisitions
Strategic alliances are one of the
most important relationships you
can hope
to cultivate.Analysis
If your capture
Acquisition
manager has a well defined strategy
on what it takes to win, then a
Brand
significant part of
that will likely be
what corporations
you add to your
Generation/Analysis
team. They help your company in a
variety of ways that affect your
Proposal
Review
immediate
bid target
andTeams
future
opportunities. Those include:
• Help with the call plan
Marketing
Management
• Assist
with the strategy
• Expand core capabilities
• Increase
market
outreach, etc.
Brand
Generation
&
McGuirk Consulting
has relationships
Analysis
with aerospace OEM’s, Tier 1
systems integrators, Fortune 500,
and many Small Businesses.
Copyright © McGuirk Consulting 2007 All Rights Reserved
Capture Management
Marketing Plans
Executive Summaries
Strategic Alliances
Mergers & Acquisitions
For large business, most C-level
Analysis
Officers Acquisition
view M&A’s as
a critical
component to growing their market
presence. As a business development
Brand
consultant, my objective is to
Generation/Analysis
identify and help qualify those
companies, whose customer
portfolio
and technical
Proposal
Reviewcompetency
Teams
base literally increase your market
share, thereby enhancing your
competitive
stature.
Working with
Marketing
Management
your management team, McGuirk
Consulting can incorporate those
Brand
& plan,
candidates
into Generation
your marketing
Analysis
and appropriately
schedule due
diligence efforts that coincide with
your planned growth.
Copyright © McGuirk Consulting 2007 All Rights Reserved
Capture Management
Marketing Plans
Executive Summaries
Strategic Alliances
Mergers & Acquisitions
Understanding the acquisition
strategy is paramount to winning.
Although
most Government
Acquisition
Analysis
procurements are solicited through
Request for Proposals (RFP’s), others
Brand Request for
request a more concise
Generation/Analysis
Quotation
(RFQ), driven by price, and
yet some organizations are more
prone Proposal
to gathering
additional
Review
Teams
information on prospective bidders
via a Request for Information (RFI).
Deciding how best to position your
Marketing Management
company often entails the
development of strategic white
Brand
Generation
&
papers that
assist
the Government
in
determining how
to (1) create quality
Analysis
competition, and (2) ensure they
receive the very best offeror for what
they solicit.
Copyright © McGuirk Consulting 2007 All Rights Reserved
My Services
Capture Management
Marketing Plans
Executive Summaries
Strategic Alliances
Mergers & Acquisitions
If you think of your brand identity as
one that is going to be
communicated
throughout
the life of
Acquisition
Analysis
your business, then its significance is
quickly placed in context. In fact
Brandthe very heart
your brand becomes
Generation/Analysis
of competitive
distinction, separating
you from the pack because of who
you are,
what you
stand Teams
for, and the
Proposal
Review
quality of your service or product. To
successfully brand your company
you must first understand what your
Marketing Management
value proposition is, who your
competitors are, and your target
Creating,
Capturing,
&
markets
and segments.
McGuirk
Consulting
understands
how
Sustaining
Value
essential good branding is, and how
to create the proper image that
drives your growth.
Copyright © McGuirk Consulting 2007 All Rights Reserved
My Services
Capture Management
Marketing Plans
Executive Summaries
Strategic Alliances
Mergers & Acquisitions
Your review team members should
adequately
discern whether
your
Acquisition
Analysis
proposal is RFP compliant, the content
is technically accurate, your offer is
Brand
distinctive, and the
structure and
format reflect
the right presentation. By
Generation/Analysis
facilitating your review teams, McGuirk
Consulting can add the critical
Proposal
Reviewthat:
Teams
dimensions
of ensuring
• Your story and thematic are properly
aligned with your customer’s intent.
• YourMarketing
proposal provides
a cohesive
Management
approach, tying the win strategy back
to the technical, management, and cost
Creating,
Capturing, &
proposal,
and
• Identifying
gaps that require
Sustaining
Value
additional partnering, capability, or
strategic hires.
Copyright © McGuirk Consulting 2007 All Rights Reserved
My Services
Capture Management
Marketing Plans
Executive Summaries
Strategic Alliances
Mergers & Acquisitions
A company’s proficiency in
understanding
markets
and creating
Acquisition
Analysis
customer value is a primary
determinant of its long-term
performance. With
a Customer-Centric
Brand
marketing focus, creating; capturing,
Generation/Analysis
and sustaining value is integral to your
growth. Whether you’re organized
around the marketing function, or
Proposal Review Teams
around your business processes, the
company’s marketing strategy is
inherently a reflection of how rapid or
incremental
yourManagement
growth rate is. If there
Marketing
is a need for fast organic growth,
ensure that organizationally you’re
Brand
Generation
&
designed
to facilitate
it. McGuirk
Consulting understands
Analysis these elements
of success, and implementing the right
strategy and culture to achieving
maximum growth.
Copyright © McGuirk Consulting 2007 All Rights Reserved
My Services
Capture Management
Marketing Plans
Executive Summaries
Strategic Alliances
Mergers & Acquisitions
Marketing
your customers
Acquisition
Analysisshould
be a value creation process. One
that identifies why you and not
Brand
your competitors
provide the best
valueGeneration/Analysis
proposition. If you deliver
product or service of meaningful
customer value, then you’re able
Proposal Review Teams
to build a portfolio of satisfied
clients whose legacy of success is
directly tied to your brand. The
Marketing
Management
role
of value creation
in acquiring
and retaining customers is vital to
your
long-termCapturing,
success. McGuirk
Creating,
&
Consulting
will work
with you to
Sustaining
Value
establish that value, and how to
sustain it.
Copyright © McGuirk Consulting 2007 All Rights Reserved
My Services
Capture Management
Competitive Positioning
Acquisition Analysis
•Positioning to win is 75% of capturing your target
•Let McGuirk Consulting partner with you to ensure this phase of your pursuit significantly
increases your probability of win
Marketing Plans
Market Penetration Improvement
Brand
Generation/Analysis
•Using the business development Z-curve assist in establishing and improving your market
growth strategy
Executive Summaries
Proposal Review Teams
•Let McGuirk Consulting help map your strategy to gain better market presence
Bid Review Analysis
Strategic Alliances
Marketing Management
•Objective analysis is required in both the pre-positioning phase and the proposal phase
•Let McGuirk Consulting help dissect your current win strategy and provide a fresh look at
your proposal.
Mergers & Acquisitions
Pipeline Analysis
Creating, Capturing, &
Sustaining Value
- Enhance the value of your pipeline by integrating your marketing strategy
Tailored Solutions
- McGuirk Consulting can work with your team to create a robust and
qualified pipeline
Exit
Copyright © McGuirk Consulting 2007 All Rights Reserved
My Thanks
Thank you for taking the time
to review our services.
Whether your focus on
growing the business is more
immediate or long-term, let
McGuirk Consulting support
your requirements and assist
in helping you meet your
growth objectives.
Contact Information
[email protected]
www.mcguirkconsulting.com
757-676-3733
Please feel free to call or write
if I can answer any questions
you may have.
Sincerely,
James J McGuirk
Exit
Copyright © McGuirk Consulting 2007 All Rights Reserved