Safeguarding a Contract Award from Competitive Interference
Challenge
A global spend management company had just won a government contract for development and implementation of a statewide procurement system. Now, it found itself with the threat of having the project funding dismantled and its contract on hold.
The company needed help to preserve the appropriation at the state legislature, as well as garner support with executive branch officials to continue with the project schedule. Traversant Group worked with them to develop an effective strategy and fast-track the execution.
Solution & Results
The first step was to establish a multi-pronged approach to highlight the benefits of the new system and why further delay would not be advantageous. With a myriad of questions being asked, we needed to be able to clearly explain the integrity of the procurement process, the fairness of the contract award and the value proposition.
We conducted in depth research on the procurement process and contract evaluation method. We spoke to government officials and worked with the client to develop crucial message points. We then created a relationship matrix highlighting decision makers and influencers, as well as the opposition. We met with key state officials and staff from the legislative and executive branches to make our case.
Traversant Group was able to help influence the appropriation process to secure funding and get the project back on track. We continue to work with the company and agency stakeholders to ensure communication on critical implementation deliverables, support capabilities and overall relationship management. Today, the system is fully implemented.
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.