Case #8

Organizational evaluation and strategy recommendation for a small government contractor

The Client:

A small government contractor with a foothold in a unique market niche

The Issue:

The company had achieved a high level of success by bringing its expertise to a specific application in the military. Due to changes in the contracting process and other market pressures, the company needed to intensify its business development efforts to build its pipeline and grow new revenues.

A Closer Look:

The company had enjoyed a high margin business due to its unique skills sets and expertise. While that had helped the company achieve rapid success, new areas of business needed to be cultivated and obtained. Program and project managers who worked on client sites were in a position to identify possible opportunities and present the strengths of their company. However, many of them were not comfortable in having exploratory business development conversations or asking for information to help identify new business.

A Solution:

HCA partner and executive coach met with the executives to evaluate the current situation and develop a strategy to build more business development capacity from their current managers. A series of programs were designed including peer coaching, a customized business development workshop series and one on one coaching. These programs were implemented over a 6 month period to give participants time in between sessions to apply what they had learned. Sessions were designed to gradually build the participants confidence and skill in leveraging their current relationships and identifying new opportunities.

The Bottom Line:

While the company still relied heavily on its installed base, the program managers learned how to leverage those relationships and identified new opportunities for the company to pursue.