Success Story

Navigating the Challenges of Being an Incumbent Government Contractor

Challenge

As the largest national government Management Service Provider with twelve state accounts and counting, this company was not new to government politics. However, with its statewide contract up for re-bid, the company knew it had to prepare for a competitive procurement process.

The company hired Traversant Group to help translate the political factors at play, meet with important agency stakeholders, and develop a strategy to win the contract again.

Solution

Traversant Group mapped out key decisionmakers and provided information on the dynamic political and business considerations. With a thorough understanding of the operational and competitive landscape, Traversant Group guided the company through the procurement process with the goal of preserving its incumbent status.

Traversant Group’s focus and flawless implementation of procurement strategies is second to none. They were critical in our efforts to build the Greater Phoenix Smart Region Consortium by coming up with innovative approaches to keep our project moving forward, working tirelessly to solve the Consortium’s challenges, and creating new opportunities for our government, industry, and university partners. Traversant Group’s reputation as the state’s top thought leader in government sales strategy is unquestioned

Dominic Papa | Arizona Institute of Digital Progress

Traversant Group’s focus and implementation of procurement strategies is second to none. They came up with innovative approaches and worked tirelessly to solve our challenges and create new opportunities. And, as someone new to the public sector and government marketing they have helped walk me through everything step-by-step and have been there to answer every question I have in a timely manner. It is great to have a team to rely on and take our company to the next stage.

Jane Newman | Senior Account Executive, Ivalua

Traversant Group has exceptional knowledge of the Arizona public sector landscape. The team was instrumental in helping ANM understand the State procurement code, high profile initiatives and technology trends, and key relationships to focus on developing. I recommend the Traversant Group to any company who is looking for guidance in building a public sector practice.

Lee Loen | General Manager, ANM

Results

With Traversant Group at its side, the company not only won the re-bid of the contract, but has expanded its operations to other agencies who see the value in outsourcing workforce management and mobile case management. In fact, the company now plans to expand into even more markets.

Access Isn’t Enough If You Don’t Have a Strategy.

New to government sales? Already have connections? Wherever you’re starting from, Traversant Group can help you define your destination — and make it there.

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