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Growth Challenges
How We Work With You
Federal Growth System
Growth GPS
Client Results
Book
Podcast

Growth Challenges
How We Work With You
Federal Growth System
Growth GPS
Client Results
Book
Podcast

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Growth Challenges
How We Work With You
Federal Growth System
Growth GPS
Client Results
Book
Podcast

Growth Challenges
How We Work With You
Federal Growth System
Growth GPS
Client Results
Book
Podcast

Strategy Session

Δ

Tell us a little about your organization.

Federal Growth Strategy Session

We work primarily with established technology companies looking to accelerate growth through business development and capture. The information below helps us prepare for our conversation.

First Name

Last Name

Company

Work Email

CURRENT SITUATION

What best describes your role?

CEO / Founder

Chief Growth Officer (CGO)

VP Growth / Business Development

Other

How many federal opportunities are you actively capturing?

Fewer than 10

10–20

21–40

More than 40

How many people are actively involved in business development and capture?

Just me

2–4 people

5–10 people

More than 10 people

Growth GPS

Δ

Executive Access
Executive Perspective
Current Situation
Organization Profile
Almost there

Receive Your Personalized Growth Kit

EXECUTIVE ACCESS

Complete your information below to access your personalized Growth Kit.

This Personalized Growth Kit is available exclusively to qualified federal technology companies.

Growth Kit for: Growth GPS

First Name

Last Name

Company

Work Email

EXECUTIVE PERSPECTIVE

How does leadership typically visualize the state of each opportunity?

CRM-type application

Spreadsheet

PowerPoint

Other

Can leadership determine the status of the relationships related to each opportunity without asking the BD team?

Yes

Sometimes

No

CURRENT SITUATION

Are next recommended actions for opportunities visible to leadership?

Yes

Sometimes

No

How many stages does your organization's opportunity pipeline contain?

Four stages (Identify, Qualify, Capture, Propose)

More than four stages

Can leadership quickly assess the level of capture for each opportunity and for the pipeline as a whole?

Yes

No

I'm not sure

CURRENT SITUATION

What best describes your role?

CEO / Founder

Chief Growth Officer (CGO)

VP Growth / Business Development

Other

How many federal opportunities are you actively capturing?

Fewer than 10

10–20

21–40

More than 40

How many people are actively involved in business development and capture?

Just me

2–4 people

5–10 people

More than 10 people

Submit your request

Complete your information below to access your personalized Growth Kit.

Enterprise Relationship Capital

Δ

Executive Access
Executive Perspective
Current Situation
Organization Profile
Almost there

Receive Your Personalized Growth Kit

EXECUTIVE ACCESS

Complete your information below to access your personalized Growth Kit.

This Personalized Growth Kit is available exclusively to qualified federal technology companies.

Growth Kit for: Enterprise Relationship Capital

First Name

Last Name

Company

Work Email

EXECUTIVE PERSPECTIVE

How would you describe the ownership of your firm's customer relationships?

They primarily belong to individual employees.

We have partial visibility, but many relationships remain personal.

They are managed as a shared organizational asset.

When a key BD professional or program manager leaves your company, what typically happens to the relationships they developed?

They leave with many of those relationships still in their heads, phones, or inboxes.

Our systems allow the organization to continue managing and developing those relationships.

CURRENT SITUATION

Approximately how many documented relationships does your organization currently have in its CRM?

Fewer than 200

Between 200 and 500

More than 500

We are not sure

Which CRM does your organization primarily use to manage relationships?

Salesforce

Microsoft Dynamics 365

HubSpot

Another CRM

We do not currently use a CRM

CURRENT SITUATION

What best describes your role?

CEO / Founder

Chief Growth Officer (CGO)

VP Growth / Business Development

Other

How many federal opportunities are you actively capturing?

Fewer than 10

10–20

21–40

More than 40

How many people are actively involved in business development and capture?

Just me

2–4 people

5–10 people

More than 10 people

Submit your request

Complete your information below to access your personalized Growth Kit.

Shape the RFP & the Procurement Process

Δ

Executive Access
Executive Perspective
Current Situation
Organization Profile
Almost there

Receive Your Personalized Growth Kit

EXECUTIVE ACCESS

Complete your information below to access your personalized Growth Kit.

This Personalized Growth Kit is available exclusively to qualified federal technology companies.

Growth Kit for: Shape the RFP & the Procurement Process

First Name

Last Name

Company

Work Email

EXECUTIVE PERSPECTIVE

Which two elements of a future procurement do you believe are most important to shape before the solicitation is released? (Select up to two)

Technical requirements

Evaluation criteria

Contract vehicle or set-aside strategy

Staffing or key-personnel requirements

How does your team demonstrate that a proposed vehicle or set-aside would provide the agency with sufficient qualified competition—not merely favor your company?

We primarily demonstrate that our company can perform the requirement and then recommend the vehicle or set-aside available to us

We identify multiple qualified companies that could perform the requirement

We provide market research showing an adequate pool of qualified companies

CURRENT SITUATION

Which elements has your team successfully shaped on previous opportunities? (Select all that apply)

Technical requirements

Evaluation criteria

Contract vehicle or set-aside strategy

Staffing or key-personnel requirements

Does your team use multiple coordinated shaping assets—such as white papers, procurement recommendation documents, articles, podcasts, or partner messages—to reinforce the same position over time?

Yes, through a coordinated campaign

We use one or two isolated assets

No

CURRENT SITUATION

What best describes your role?

CEO / Founder

Chief Growth Officer (CGO)

VP Growth / Business Development

Other

How many federal opportunities are you actively capturing?

Fewer than 10

10–20

21–40

More than 40

How many people are actively involved in business development and capture?

Just me

2–4 people

5–10 people

More than 10 people

Submit your request

Complete your information below to access your personalized Growth Kit.

Mission Impossible: post RFP capture

Δ

Executive Access
Executive Perspective
Current Situation
Organization Profile
Almost there

Receive Your Personalized Growth Kit

EXECUTIVE ACCESS

Complete your information below to access your personalized Growth Kit.

This Personalized Growth Kit is available exclusively to qualified federal technology companies.

Growth Kit for: Mission Impossible: post RFP capture

First Name

Last Name

Company

Work Email

EXECUTIVE PERSPECTIVE

For Bluebird submissions, which post-RFP capture activities does your team still consider feasible before the proposal deadline?

Finding teaming partners supporting the relevant office or agency

Uncovering pain points through incumbent employees

Determining the current contract’s staffing structure

None—we focus on the response and recruiting key personnel

Can your team search your CRM for relationships with partners and contractors supporting a specific agency or office?

Yes

Partially—the information is incomplete or difficult to use

No

I’m not sure

CURRENT SITUATION

During your most recent Bluebird submission, did your team conduct meaningful post-RFP capture activities in addition to preparing the proposal?

Yes

No

For your most recent Bluebird submission, if you pursued a teaming partner, how many companies were you able to compare before making a selection?

We found one and were under too much time pressure to compare others.

Two companies.

Three or more companies.

CURRENT SITUATION

What best describes your role?

CEO / Founder

Chief Growth Officer (CGO)

VP Growth / Business Development

Other

How many federal opportunities are you actively capturing?

Fewer than 10

10–20

21–40

More than 40

How many people are actively involved in business development and capture?

Just me

2–4 people

5–10 people

More than 10 people

Submit your request

Complete your information below to access your personalized Growth Kit.

Teaming for Customer Intimacy

Δ

Executive Access
Executive Perspective
Current Situation
Organization Profile
Almost there

Receive Your Personalized Growth Kit

EXECUTIVE ACCESS

Complete your information below to access your personalized Growth Kit.

This Personalized Growth Kit is available exclusively to qualified federal technology companies.

Growth Kit for: Teaming for Customer Intimacy

First Name

Last Name

Company

Work Email

EXECUTIVE PERSPECTIVE

When pursuing work with a new customer, how often does your company ask potential partners to make introductions to customer stakeholders?

Always

Usually

Occasionally

Rarely or never

Does your company use conditional teaming agreements that tie workshare or other teaming commitments to specific customer introductions or relationship contributions?

Yes, as a standard practice

Occasionally, for selected opportunities

The expectations are discussed but not documented

No

After identifying one promising partner, does your company continue evaluating alternatives?

Yes, until several partners have been compared

Usually, unless the first partner is exceptionally strong

Occasionally

No, the search generally stops

CURRENT SITUATION

How does your company primarily compare potential partners?

Relevant past performance and capabilities

Strength and uniqueness of the proposed solution

Customer relationships and ability to make introductions

A combination of all three

When selecting potential teammates, how often does your company contact familiar companies instead of companies with stronger customer intimacy?

Frequently

Sometimes

Rarely

Never

How many potential partners does your company typically contact before making a teaming decision?

1–2

3–4

5-7

8 or more

Does your company conduct organized relationship-building campaigns within target agencies?

Yes, consistently

Yes, but only in selected priority agencies

Informally, without a defined campaign

No

Does your company track both the quantity and quality of its relationships within target agencies?

Yes, both are formally measured

Quantity is tracked more than quality

Relationships are reviewed informally

No, relationships are not systematically measured

CURRENT SITUATION

What best describes your role?

CEO / Founder

Chief Growth Officer (CGO)

VP Growth / Business Development

Other

How many federal opportunities are you actively capturing?

Fewer than 10

10–20

21–40

More than 40

How many people are actively involved in business development and capture?

Just me

2–4 people

5–10 people

More than 10 people

Submit your request

Complete your information below to access your personalized Growth Kit.

Pain Points Uncovered

Δ

Executive Access
Executive Perspective
Current Situation
Organization Profile
Almost there

Receive Your Personalized Growth Kit

EXECUTIVE ACCESS

Complete your information below to access your personalized Growth Kit.

This Personalized Growth Kit is available exclusively to qualified federal technology companies.

Growth Kit for: Pain Points Uncovered

First Name

Last Name

Company

Work Email

EXECUTIVE PERSPECTIVE

When you develop hypothetical pain points based on experience with similar requirements, how often do you confirm them with people close to the current requirement?

Always

Usually

Occasionally

Rarely or never

When reaching out to incumbent employees, how do you prefer to identify your company?

Disclose our company immediately

Disclose our company after confirming interest

Approach them anonymously at first

Use a recruiter or third party

CURRENT SITUATION

For how many of your last five submissions did you have actual knowledge of the customer's pain points?

None

1

2-3

4-5

For how many of your last five submissions did someone with current or recent knowledge of the program, systems, or requirement help design the solution?

None

1

2-3

4-5

For how many of your last five submissions did you know the staffing structure of the current contract?

None

1

2-3

4-5

CURRENT SITUATION

What best describes your role?

CEO / Founder

Chief Growth Officer (CGO)

VP Growth / Business Development

Other

How many federal opportunities are you actively capturing?

Fewer than 10

10–20

21–40

More than 40

How many people are actively involved in business development and capture?

Just me

2–4 people

5–10 people

More than 10 people

Submit your request

Complete your information below to access your personalized Growth Kit.

Differentiated Power Statements

Δ

Executive Access
Executive Perspective
Current Situation
Organization Profile
Almost there

Receive Your Personalized Growth Kit

EXECUTIVE ACCESS

Complete your information below to access your personalized Growth Kit.

This Personalized Growth Kit is available exclusively to qualified federal technology companies.

Growth Kit for: Differentiated Power Statements

First Name

Last Name

Company

Work Email

EXECUTIVE PERSPECTIVE

Has your company considered promoting more specialized sub-capabilities instead of broad ones — for example, 'defensive cyber' instead of 'cyber' — to stand out?

Yes

No

We're open to it

Does your company back its capabilities and past performance with specific numbers and/or superlatives like 'first,' 'best,' or 'fastest'?

Yes

No

We're open to it

CURRENT SITUATION

When your company talks about its capabilities in a live customer or partner meeting, how differentiated does it sound?

Sounds like everyone Clearly different

And in writing — how differentiated do your company's capability statements and past performance read?

Reads generic Reads distinct

Has your company agreed on specific sentences that everyone uses to describe its capabilities and past performance?

Yes

No

We're open to it

How many core capabilities does your company actively promote?

Fewer than 3

Between 3 and 5

Between 5 and 10

More than 10

Which of these does your company actively promote? (select all that apply)

Software Development

DevSecOps

Cybersecurity

Cloud & Infrastructure

Data Management & Analytics

AI / ML

Systems Engineering

Program & Project Management

IT Help Desk & Support

Networking & Telecom

Health IT

Systems Integration

Enterprise Architecture

RPA & Automation

Geospatial / GIS

Does your company regularly use past performance to substantiate its capabilities in verbal conversations?

Yes

No

We're open to it

CURRENT SITUATION

What best describes your role?

CEO / Founder

Chief Growth Officer (CGO)

VP Growth / Business Development

Other

How many federal opportunities are you actively capturing?

Fewer than 10

10–20

21–40

More than 40

How many people are actively involved in business development and capture?

Just me

2–4 people

5–10 people

More than 10 people

Submit your request

Complete your information below to access your personalized Growth Kit.

7 Roads To The Program Office

Δ

Executive Access
Executive Perspective
Current Situation
Organization Profile
Almost there

Receive Your Personalized Growth Kit

EXECUTIVE ACCESS

Complete your information below to access your personalized Growth Kit.

This Personalized Growth Kit is available exclusively to qualified federal technology companies.

Growth Kit for: 7 Roads to the Program Office

First Name

Last Name

Company

Work Email

EXECUTIVE PERSPECTIVE

Which of the following paths has your team been most successful using to reach the Program Office? (Select all that apply.)

Contracting Officer

Small Business Office

Incumbent employees

Former federal employees

Key personnel

Teaming partners

Direct outreach

None consistently

Before requesting a Program Office meeting, how often has your team already identified the customer's likely pain points and priorities?

Always

Usually

Occasionally

Rarely

CURRENT SITUATION

Approximately how many Program Office meetings has your company held during the past 12 months?

None

1–5

6–10

More than 10

Of the opportunities you are actively capturing today, what best describes your pipeline?

Mostly prime opportunities

Mostly subcontract opportunities

Roughly 50/50

We don't actively distinguish between the two

CURRENT SITUATION

What best describes your role?

CEO / Founder

Chief Growth Officer (CGO)

VP Growth / Business Development

Other

How many federal opportunities are you actively capturing?

Fewer than 10

10–20

21–40

More than 40

How many people are actively involved in business development and capture?

Just me

2–4 people

5–10 people

More than 10 people

Submit your request

Complete your information below to access your personalized Growth Kit.

Only Real Opps 3S Method

Δ

Executive Access
Executive Perspective
Current Situation
Organization Profile
Almost there

Receive Your Personalized Growth Kit

EXECUTIVE ACCESS

Complete your information below to access your personalized Growth Kit.

This Personalized Growth Kit is available exclusively to qualified federal technology companies.

Growth Kit for: Only Real Opps 3S Method

First Name

Last Name

Company

Work Email

EXECUTIVE PERSPECTIVE

What is the approximate mix of your active pipeline?

Mostly new requirements

Mostly recompetes

About 50/50

We don't track it

Do you formally assess procurement certainty before committing capture resources?

Always

Usuarlly

Occasionally

Never

CURRENT SITUATION

How many federal opportunities are you actively capturing today?

Fewer than 10

10–20

21–40

More than 40

How often does your team speak directly with the Contracting Officer to confirm the procurement status of active opportunities?

More than twice a month

About once or twice a month

Less than once a month

We rarely or never speak with the Contracting Officer

CURRENT SITUATION

What best describes your role?

CEO / Founder

Chief Growth Officer (CGO)

VP Growth / Business Development

Other

How many federal opportunities are you actively capturing?

Fewer than 10

10–20

21–40

More than 40

How many people are actively involved in business development and capture?

Just me

2–4 people

5–10 people

More than 10 people

Submit your request

Complete your information below to access your personalized Growth Kit.

Schedule a Strategy Session

11

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Tell us a little about your organization.

Receive Your Personalized Growth Kit

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Receive Your Personalized Growth Kit

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Receive Your Personalized Growth Kit

Submit your request

Receive Your Personalized Growth Kit

Submit your request

Receive Your Personalized Growth Kit

Submit your request

Receive Your Personalized Growth Kit

Submit your request

Receive Your Personalized Growth Kit

Submit your request

Receive Your Personalized Growth Kit

Submit your request

Receive Your Personalized Growth Kit

Submit your request