Challenge

A large, global aerospace and defense contractor was at risk of losing a major, multi-million dollar, multi-year contract due to performance issues during the early phases of contract performance. With an increasingly hostile, relationship emerging between contractor and customer caused by miscommunication, the client required immediate support. This contract was critical to the viability of the client’s business unit, reputation and future growth.

The U.S. Air Force announced plans requirement to outsource significant engineering and IT support workload as part of an initiative to gain efficiencies and save money. An engineering support company sought capabilities to help penetrate the Government market, with no previous experience with Government customers – and no relevant past performance.

The client retained LSI to intervene with the Government customer to work through contract issues. LSI, working closely with the client developed a response strategy and assigned a highly experienced consultant to help lead on-site discussions and relationship with the procurement office. Thorough preparation, teamwork and experience we helped the client stabilize the situation and ultimately resolve the contract issues.

Solution

LSI developed a win strategy and implemented a capture plan. LSI helped facilitate meetings between the customer and the client to build a relationship and a match of requirements to capability. Opportunities were collaboratively identified, qualified and planned. Unsolicited proposals were developed quickly and winning multiple contracts. LSI also helped our client throughout the contract award process, into the program execution phase.

Results

 Relationship restored and strengthened relationship to a “professional contractor” status. Our client was also successfully positioned for add-on work with this contract and with other agencies requiring similar solutions. Significant add-on business resulted and the unit achieved recognition as one of the most profitable business units in the company. 

Results

The client tripled its total revenue over a twelve month period, based on the expansion into the Government market, and was positioned to pursue similar contracts at other customer locations. Our client accelerated their growth strategy winning several add-on contracts.