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Services: Capture Support
ifour executives have years of experience successfully pursuing large and complex government programs. This experience combined with our research & analysis strengths enables ifour to provide focused, extremely high-impact support to specific capture efforts
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Case Study
Situation: Client lacked insight into their competitor's pricing for a $50M+ legacy system integration, development and sustainment bid. During the competitive down-selection process, a technical solution and pricing approach was developed, but the client was concerned that their approach and price was not aggressive enough given the competitive situation. Engagement: Assess the competitor's capabilities, assets, and past performance and develop a competitive price-to-win analysis. Results: The client won the bid after determining their target price was too high and the solution needed modification to bring the price into a competitive range. During the debrief, it became clear that our client would have lost had they not taken the recommended actions. |
ifour offers both executive-level advisory services and focused research & analysis in support of specific pursuits. This support can take a number of forms, depending on the needs of the capture team:
- capture plans
- strategies to win
- teaming strategy and support
- gate review participation
- "color team" support
- "Black Hat" participation
- customer simulation "Black Hat"
- proposal planning and readiness review
- proposal readiness assessment
- proposal color team reviews/participation
- customer and competitive analyses
- competitive intelligence, including price-to-win analyses
Examples of our work include:
- Participation on gate reviews and "black hats" for a wide range of programs and clients
- For a top-five federal integrator, ifour developed a capture strategy and created multiple papers & briefings to help shape the procurement on a major satellite program
- For a large federal integrator we developed a capture plan for an $800M data capture automation program
- Competitive assessment for a multi-billion dollar Department of Defense IT vehicle that enabled our client to understand where they stood in the competitive field
- For a top-five defense contractor, ifour provided competitive intelligence and price-to-win analysis for a multi-billion dollar development program
- For a top-five federal integrator, ifour successfully predicted the technical solution their key competitor would bid for a $600 million development program
- For a mid-tier federal integrator, ifour developed a pricing model to estimate competitor pricing on a business process outsourcing bid
- For a mid-tier federal system integrator, ifour advised on teaming strategy for a $300 million services program
- For a top-five federal technical services provider, ifour qualified an opportunity in support of a bid/no bid decision
