Case Studies

Business Development

Goal:

Conduct government marketing of an IT company and stop a federal agency from competing with it.

results:

  • Introduced company to key government decision-makers, showcased its value and devised means to increase their distribution.
  • Crafted strategy of which Members of Congress and agencies to target, tailored messaging to use with each one, and timed when to meet for maximum impact.
  • Wrote white papers and case studies and organized demonstrations of the IT to show its value proposition.
  • Worked those relationships to place pressure on the agency to change policy, stop competing with private sector and instead issue contracts for the company's superior performance that also generated cost-efficiencies.
  • Changed the agency’s policy and increased demand and distribution of company’s IT product.

Goal:

Obtain authorization to sell product within the Veterans medical facilities across the country

results:

  • Identified the decision-maker blocking the ability to sell products and met with her and her colleagues repeatedly to educate on the need for product
  • Targeted Members of Congress and committees of jurisdiction and worked with all of them to exert consistent pressure on the VA to reverse this block
  • Wrote legislative language to include in House and Senate Veterans Affairs legislation to end this block
  • Secured Congressional mandate for the VA to purchase products and make available to Veterans