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McGuirk Consulting Overview 2012


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McGuirk Consulting Overview 2012

  1. 1. Corporate OverviewCopyright © McGuirk Consulting 2007-2012 All Rights Reserved
  2. 2. Contents 2 Click topic for more information 1 Background 2 Clients 3 Services 4 Summary Copyright © McGuirk Consulting 2007-2012 All Rights Reserved
  3. 3. Background 3 Credentials Credentials  Federal Experience ◦ 27 years business  Defense Information Systems development experience 27 years business development experience Agency ◦ Over $15 billion in contract  Defense Logistics Agency wins $15 billion in contract Over wins  DoD ◦ SVP Business Development  United States Navy with CACI SVP Business Development with CACI  United States Army ◦ Managed $600M + client  United States Air Force portfolio $600M + client Managed  United States Marine Corps portfolio ◦ Strategic Marketing  Federal Civilian Management-Harvard Strategic Marketing  Department of Homeland Management-Harvard Business School Security Business School ◦ Co-Author of Aspatore  Department of Treasury Publishing “The Mechanics of Co-Author of Aspatore  Department of Justice Publishing “The Mechanics of Business Efficiency”  Department of State Business Efficiency”  General Services Administration Celebrating five years in business in 2012 Experienced with dependable results! Contents Copyright © McGuirk Consulting 2007-2012 All Rights Reserved
  4. 4. Clients 4 Sampling of corporations within portfolio Successful results with both large and small business! Contents Copyright © McGuirk Consulting 2007-2012 All Rights Reserved
  5. 5. Our Services 5 Click topic for more information1 Capture Management 7 Marketing Plans2 Proposal Management 8 Mergers & Acquisitions3 Executive Summaries 9 Brand Generation/Analysis4 Pipeline Management 10 Marketing Management Creating, Capturing, &5 Proposal Review Teams 11 Sustaining Value6 Acquisition Analysis 12 Strategic Alliances13 Tailored Solutions Contents Copyright © McGuirk Consulting 2007-2012 All Rights Reserved
  6. 6. Services-Capture 61 Capture Management McGuirk Consulting can help your organization capture large government contracts. With an 85% win rate on Marketing programs over $100M, we can support or lead your effort. Specifically we can: Competitive Proposal Intelligence • Help develop the overall win strategy • Help create the value proposition Capture • Help create the white papers Management • Help define the win themesAcquisition Technical • Help create the messaging for the call Win plan Analysis Strategy • Help define the price to win • Help define and recruit strategic Price to partners, and Strategic Win • Help improve your probability of win! Partnering Analysis Successfully captured over $15B in contract wins! Contents Services Menu Copyright © McGuirk Consulting 2007-2012 All Rights Reserved
  7. 7. Services-Proposal Management 7 Your proposal tells the story of why the2 Proposal Management Government should pick your team. In today’s world of reduced federal budgets, greater emphasis on issuing firm fixed price contracts, and determining who is clearly the best value choice, you must give the evaluators a superior proposal- technical and cost. That translates into ensuring your proposal: • Clearly communicates your win strategy • Incorporates your key messages and themes • Articulates every strength your team has that is a discriminator • Eliminates inconsistencies throughout your proposal Let McGuirk Consulting manage or support your winning effort. Beating your competition isn’t easy. Early Contents Services Menu preparation is key to a high proposal score. Copyright © McGuirk Consulting 2007-2012 All Rights Reserved
  8. 8. Services-Executive Summary 83 Executive Summaries Generally considered to be the pearl of the proposal, executive summaries communicate more than simply a proposal summary. In fact they speak directly as to whether or not your company understands the customers concerns, and shares their vision for where the program should evolve for the next five years. Forward thinking is crucial! Let McGuirk Consulting support the development of your Executive Summary, and tie your themes directly to your clients vision. Create a winning message! Contents Services Menu Copyright © McGuirk Consulting 2007-2012 All Rights Reserved
  9. 9. Services-Pipeline Management 9 Improving the quality of your pipeline4 Pipeline Management is integral to reaching your growth goals. Consider the following : • Does it contain targets that match your long term marketing plan? • Are the opportunities within your current portfolio of clients, or do they require you to enter a new market segment? • Do you have existing past performance that makes your pursuit(s) credible? • Do you have current relationships with the prospective client? • Are they fully funded or IDIQ? Let McGuirk Consulting help build your company the right pipeline. Enhance the value of your pipeline by integrating Contents Services Menu your marketing strategy Copyright © McGuirk Consulting 2007-2012 All Rights Reserved
  10. 10. Services-Proposal Reviews 105 Proposal Reviews Your review team members should adequately discern whether your proposal is RFP compliant, the content is technically accurate, your offer is distinctive, and the structure and format reflect the right presentation. By facilitating your review teams, McGuirk Consulting can add the critical dimensions of ensuring that: • Your story and thematic statements are properly aligned with your customer’s vision • Your proposal provides a cohesive approach, tying the win strategy back to the technical, management, and cost proposal, and • Identifying gaps that require additional partnering, capability, or strategic hires. Let McGuirk Consulting facilitate your proposal reviews to help improve your overall score. Don’t miss the critical review points that Contents Services Menu separate you from the pack. Copyright © McGuirk Consulting 2007-2012 All Rights Reserved
  11. 11. Services-Acquisition Analysis 116 Acquisition Analysis Understanding the acquisition strategy and the logic behind it is paramount to winning. Although most Government procurements are solicited through Request for Proposals (RFP’s), others request a more concise Request for Quotation (RFQ), driven by price, and yet some organizations are more prone to gathering additional information on prospective bidders via a Request for Information (RFI). Deciding how best to position your company often entails the development of strategic white papers that assist the Government in determining how to (1) create quality competition, and (2) ensure they receive the very best offeror for what they solicit. McGuirk Consulting can help your team and the government make the right acquisition choices for all parties involved. Understanding acquisition strategies helps Contents Services Menu improve your probability of win! Copyright © McGuirk Consulting 2007-2012 All Rights Reserved
  12. 12. Services-Marketing Plans 12 Crucial to the long-term success of7 Marketing Plans your organization, a good marketing plan will help define your future growth path. This includes the approach used to: • Identify critical market segments • Plan essential bid targets • Find and make the key hires required • Search for prospective M&A’s that support market penetration/expansion • Establish the strategic partnerships essential to growth • Create brand awareness in the market space, etc. McGuirk Consulting can help develop your marketing plans, define your future roadmap, and eliminate guesswork. This is your key to long term success! Contents Services Menu Your roadmap to achieving your growth goals! Copyright © McGuirk Consulting 2007-2012 All Rights Reserved
  13. 13. Services-Strategic Alliances 1312 Strategic Alliances Strategic alliances are one of the most important relationships you can hope to cultivate. They are critical to meeting long term growth plans as well as short term tactical needs. If your capture manager has a well defined strategy on what it takes to win, then a significant part of that will likely be what corporations you add to your team. They help your company in a variety of ways that affect your immediate bid target including: • Helping with the call plan • Assisting with the win strategy • Expanding your core capabilities • Increasing market outreach, etc. McGuirk Consulting has relationships with aerospace OEM’s, Tier 1 systems integrators, Fortune 500, and many successful small businesses. Selecting the right partners is crucial to winning! Contents Services Menu Copyright © McGuirk Consulting 2007-2012 All Rights Reserved
  14. 14. Services-M&A’s 148 Mergers & Acquisitions For large business, most C-level executives view M&A’s as a critical component to growing their market presence. As a business development consultant, my objective is to identify and help qualify those companies, whose customer portfolio and technical competency base literally increase your market share, thereby enhancing your competitive stature while improving annual revenues. Working with your management team, McGuirk Consulting can incorporate those candidates into your marketing plan, and support your due diligence efforts that coincide with your planned growth. Coordinate your M&A’s with your marketing plan and reach your target growth goals. Let McGuirk Consulting support you in this critical component to corporate growth. Finding the right company to fuel growth! Contents Services Menu Copyright © McGuirk Consulting 2007-2012 All Rights Reserved
  15. 15. Services-Brand Analysis 159 Brand Analysis If you think of your brand identity as one that is going to be communicated throughout the life of your business, then its significance is quickly placed in context. In fact your brand becomes the very heart of competitive distinction, separating you Service Marketing Company from the pack because of who you are, Brand what you stand for, and the quality of your service or product. Proposition Value To successfully brand your company you must first understand what your value Customer proposition is, who your competitors are, and who your target markets and segments are. McGuirk Consulting understands how essential good branding is, and how to create the proper image that drives your growth. Your brand is essential to growing and winning Contents Services Menu new business. Copyright © McGuirk Consulting 2007-2012 All Rights Reserved
  16. 16. Services-Marketing Mgmt. 1610 Marketing Management A company’s proficiency in understanding markets and creating customer value is a primary determinant of its long-term performance. With a customer-centric marketing focus, creating; capturing, and sustaining value is Company integral to your growth. Whether you’re organized around the marketing function, or around your business processes, the company’s marketing strategy is inherently a reflection of how rapid or incremental your growth rate is.Customer To achieve rapid organic growth, you must first ensure that organizationally you’re designed to facilitate it. McGuirk Consulting understands these elements of success, and implementing the right strategy and culture to achieving maximum growth. Marketing helps connect your service or Contents Services Menu product to your customer. Copyright © McGuirk Consulting 2007-2012 All Rights Reserved
  17. 17. Services-Value Creation 17 Creating, Capturing, & Sustaining11 Value Marketing your customers is a value Overall Marketing Process creation process. Specifically it should identify why you and not your Marketing Analysis (The 5 C’s) competitors provide the best value Customers Company Competitors Collaborators Context proposition. If you deliver product or service of Market Target Market Product & Service meaningful and understood customer Segmentation Selection Positioning value, then you’re able to build a portfolio of satisfied clients whose legacy of success is directly tied to your Marketing Mix(The 4 P’s) Product & Place/ brand. Promotion Service Channels The role of value creation in acquiring Pricing/ Costs and retaining customers is vital to your long-term success. McGuirk Consulting Customer Customer will work with you to establish that Acquisition Retention value, and most importantly, how to sustain it. Profits Creating value for your customer helps you win © Contents Services Menu AND keep your business. Copyright © McGuirk Consulting 2007-2012 All Rights Reserved
  18. 18. Services-Tailored Solutions 18 13 Tailored Solutions Competitive Positioning Positioning to win is 75% of capturing your target. Let McGuirk Consulting partner with you to create the right white papers, implement the call plan, identify strategic partners, and ensure this phase of your pursuit significantly increases your probability of win. Corporate Training Ensure your business development team is properly prepared to achieve a higher winning percentage. We provide training in capture management for business development professionals and also program and line managers. Courses can be delivered in your office or scheduled close by. Call now to set a course schedule. Bid Review Analysis Objective analysis is required in both the pre-positioning phase and the proposal phase. Let McGuirk Consulting help dissect your current win strategy , review your capture plan, assess your win themes, and and provide a fresh look at your win strategy. Bonus Plans All great companies provide their business development team incentive’s to reward success. The right bonus plan can keep your team properly motivated to achieve corporate growth goals. Let McGuirk Consulting develop or modify your plan to keep your team inspired to succeed. Contents Services Menu Exit Copyright © McGuirk Consulting 2007-2012 All Rights Reserved
  19. 19. My Thanks 19 Contact InformationThank you for taking the time toreview our services. jim@mcguirkconsulting.comWhether your focus on growing thebusiness is more immediate or long- www.mcguirkconsulting.comterm, let McGuirk Consultingsupport your requirements andassist in helping you meet yourgrowth objectives. (757)-676-3733Please feel free to call or write if Ican answer any questions you may Call Now for a Freehave. ConsultationSincerely,James J. McGuirkPresident Exit Copyright © McGuirk Consulting 2007-2012 All Rights Reserved