mcguirk consulting overview 2012

Corporate Overview

Copyright © McGuirk Consulting 2007-2012 All Rights Reserved

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Background1

Clients2

Services3

Summary4


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Contents

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Credentials◦ 27 years business development

experience◦ Over $15 billion in contract wins◦ SVP Business Development with

CACI◦ Managed $600M + client

portfolio◦ Strategic Marketing

Management-Harvard Business School

◦ Co-Author of Aspatore Publishing “The Mechanics of Business Efficiency”

Credentials 27 years business development

experience Over $15 billion in contract wins SVP Business Development with

CACI Managed $600M + client

portfolio Strategic Marketing

Management-Harvard Business School

Co-Author of Aspatore Publishing “The Mechanics of Business Efficiency”

Federal Experience Defense Information Systems

Agency Defense Logistics Agency DoD

United States Navy United States Army United States Air Force United States Marine Corps

Federal Civilian Department of Homeland Security Department of Treasury Department of Justice Department of State General Services Administration

Experienced with dependable results! Contents Copyright © McGuirk Consulting 2007-2012 All Rights Reserved

Background

Celebrating five years in business in 2012

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Successful results with both large and small business!

Sampling of corporations within portfolio

Contents Copyright © McGuirk Consulting 2007-2012 All Rights Reserved

Clients

http://www.lockheedmartin.com/

http://www.cmimgmt.com/

http://www.srcp.com/sourcecorp

http://www.saic.com/

http://www.itt.com/

http://www.dac.us/

http://www.boozallen.com/

http://www.eonetwork.org/Pages/default.aspx

http://www.baesystems.com/

http://www.aiaa.org/

http://www.acs-inc.com/

http://www.rdr.com/

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Proposal Management

Executive Summaries

Pipeline Management

Proposal Review Teams

Marketing Plans

Mergers & Acquisitions

Brand Generation/Analysis

Marketing Management

Creating, Capturing, & Sustaining Value

Our Services


Capture Management1

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Contents

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Acquisition Analysis Strategic Alliances6 12

Tailored Solutions13

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Capture Management1McGuirk Consulting can help your organization capture large government contracts. With an 85% win rate on programs over $100M, we can support or lead your effort. Specifically we can:

• Help develop the overall win strategy• Help create the value proposition• Help create the white papers• Help define the win themes • Help create the messaging for the call plan• Help define the price to win• Help define and recruit strategic partners, and• Help improve your probability of win!

Marketing

CompetitiveIntelligence

CaptureManagement

TechnicalWin

Strategy

Price toWin

Analysis

StrategicPartnering

AcquisitionAnalysis

Proposal

Successfully captured over $15B in contract wins! Services Menu Contents Copyright © McGuirk Consulting 2007-2012 All Rights Reserved

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Proposal Management2Your proposal tells the story of why the Government should pick your team. In today’s world of reduced federal budgets, greater emphasis on issuing firm fixed price contracts, and determining who is clearly the best value choice, you must give the evaluators a superior proposal-technical and cost. That translates into ensuring your proposal:• Clearly communicates your win

strategy• Incorporates your key messages

and themes• Articulates every strength your

team has that is a discriminator• Eliminates inconsistencies

throughout your proposalLet McGuirk Consulting manage or support your winning effort.

Beating your competition isn’t easy. Early preparation is key to a high proposal score. Services Menu Contents


Services-Proposal Management

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Executive Summaries3Generally considered to be the pearl of the proposal, executive summaries communicate more than simply a proposal summary. In fact they speak directly as to whether or not your company understands the customers concerns, and shares their vision for where the program should evolve for the next five years. Forward thinking is crucial!

Let McGuirk Consulting support the development of your Executive Summary, and tie your themes directly to your clients vision.

Create a winning message! Services Menu Contents Copyright © McGuirk Consulting 2007-2012 All Rights Reserved

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Pipeline Management4 Improving the quality of your pipeline is integral to reaching your growth goals. Consider the following :

• Does it contain targets that match your long term marketing plan?

• Are the opportunities within your current portfolio of clients, or do they require you to enter a new market segment?

• Do you have existing past performance that makes your pursuit(s) credible?

• Do you have current relationships with the prospective client?

• Are they fully funded or IDIQ?

Let McGuirk Consulting help buildyour company the right pipeline.

Enhance the value of your pipeline by integrating your marketing strategy Services Menu Contents


Services-Pipeline Management

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Proposal Reviews5 Your review team members should adequately discern whether your proposal is RFP compliant, the content is technically accurate, your offer is distinctive, and the structure and format reflect the right presentation. By facilitating your review teams, McGuirk Consulting can add the critical dimensions of ensuring that:

• Your story and thematic statements are properly aligned with your customer’s vision• Your proposal provides a cohesive approach, tying the win strategy back to the technical, management, and cost proposal, and• Identifying gaps that require additional partnering, capability, or strategic hires.

Let McGuirk Consulting facilitate your proposal reviews to help improve your overall score.

Don’t miss the critical review points that separate you from the pack. Services Menu Contents


Services-Proposal Reviews

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Acquisition Analysis6 Understanding the acquisition strategy and the logic behind it is paramount to winning.

Although most Government procurements are solicited through Request for Proposals (RFP’s), others request a more concise Request for Quotation (RFQ), driven by price, and yet some organizations are more prone to gathering additional information on prospective bidders via a Request for Information (RFI).

Deciding how best to position your company often entails the development of strategic white papers that assist the Government in determining how to (1) create quality competition, and (2) ensure they receive the very best offeror for what they solicit.

McGuirk Consulting can help your team and the government make the right acquisition choices for all parties involved.

Understanding acquisition strategies helps improve your probability of win! Services Menu Contents


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Crucial to the long-term success of your organization, a good marketing plan will help define your future growth path. This includes the approach used to:

• Identify critical market segments• Plan essential bid targets• Find and make the key hires required• Search for prospective M&A’s that support market penetration/expansion• Establish the strategic partnerships essential to growth• Create brand awareness in the market space, etc.

McGuirk Consulting can help develop your marketing plans, define your future roadmap, and eliminate guesswork. This is your key to long term success!

Marketing Plans7

Your roadmap to achieving your growth goals! Services Menu Contents Copyright © McGuirk Consulting 2007-2012 All Rights Reserved

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Strategic Alliances12Strategic alliances are one of the most important relationships you can hope to cultivate. They are critical to meeting long term growth plans as well as short term tactical needs. If your capture manager has a well defined strategy on what it takes to win, then a significant part of that will likely be what corporations you add to your team. They help your company in a variety of ways that affect your immediate bid target including:

• Helping with the call plan• Assisting with the win strategy• Expanding your core capabilities• Increasing market outreach, etc.

McGuirk Consulting has relationships with aerospace OEM’s, Tier 1 systems integrators, Fortune 500, and many successful small businesses.

Selecting the right partners is crucial to winning! Services Menu Contents Copyright © McGuirk Consulting 2007-2012 All Rights Reserved

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Mergers & Acquisitions8For large business, most C-level executives view M&A’s as a critical component to growing their market presence. As a business development consultant, my objective is to identify and help qualify those companies, whose customer portfolio and technical competency base literally increase your market share, thereby enhancing your competitive stature while improving annual revenues. Working with your management team, McGuirk Consulting can incorporate those candidates into your marketing plan, and support your due diligence efforts that coincide with your planned growth.

Coordinate your M&A’s with your marketing plan and reach your target growth goals.

Let McGuirk Consulting support you in this critical component to corporate growth.

Finding the right company to fuel growth! Services Menu Contents Copyright © McGuirk Consulting 2007-2012 All Rights Reserved

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Brand Analysis9If you think of your brand identity as one that is going to be communicated throughout the life of your business, then its significance is quickly placed in context.

In fact your brand becomes the very heart of competitive distinction, separating you from the pack because of who you are, what you stand for, and the quality of your service or product.

To successfully brand your company you must first understand what your value proposition is, who your competitors are, and who your target markets and segments are. McGuirk Consulting understands how essential good branding is, and how to create the proper image that drives your growth.

Compan

yService

Marketing

Brand

Proposition Value

Your brand is essential to growing and winning new business. Services Menu Contents


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A company’s proficiency in understanding markets and creating customer value is a primary determinant of its long-term performance.

With a customer-centric marketing focus, creating; capturing, and sustaining value is integral to your growth. Whether you’re organized around the marketing function, or around your business processes, the company’s marketing strategy is inherently a reflection of how rapid or incremental your growth rate is.

To achieve rapid organic growth, you must first ensure that organizationally you’re designed to facilitate it. McGuirk Consulting understands these elements of success, and implementing the right strategy and culture to achieving maximum growth.

Marketing Management10

Marketing helps connect your service or product to your customer. Services Menu Contents


Services-Marketing Mgmt.

Company

Customer

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Marketing your customers is a value creation process. Specifically it should identify why you and not your competitors provide the best value proposition.

If you deliver product or service of meaningful and understood customer value, then you’re able to build a portfolio of satisfied clients whose legacy of success is directly tied to your brand.

The role of value creation in acquiring and retaining customers is vital to your long-term success. McGuirk Consulting will work with you to establish that value, and most importantly, how to sustain it.

Creating value for your customer helps you win AND keep your business. Services Menu Contents


Services-Value Creation

CustomerAcquisition

CustomerRetention

Profits

Customers Company Competitors Collaborators Context

Marketing Analysis (The 5 C’s)

Overall Marketing Process

MarketSegmentation

Target MarketSelection

Product &Service

Positioning

Product &Service

Place/Channels Promotion

Pricing/ Costs

Marketing Mix(The 4 P’s)

Creating, Capturing, & Sustaining Value11

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Competitive PositioningPositioning to win is 75% of capturing your target. Let McGuirk Consulting partner with you to create the right white papers, implement the call plan, identify strategic partners, and ensure this phase of your pursuit significantly increases your probability of win.

Corporate TrainingEnsure your business development team is properly prepared to achieve a higher winning percentage. We provide training in capture management for business development professionals and also program and line managers. Courses can be delivered in your office or scheduled close by. Call now to set a course schedule.

Bid Review AnalysisObjective analysis is required in both the pre-positioning phase and the proposal phase. Let McGuirk Consulting help dissect your current win strategy , review your capture plan, assess your win themes, and and provide a fresh look at your win strategy.

Bonus PlansAll great companies provide their business development team incentive’s to reward success. The right bonus plan can keep your team properly motivated to achieve corporate growth goals. Let McGuirk Consulting develop or modify your plan to keep your team inspired to succeed.

Tailored Solutions13

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Services-Tailored Solutions

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Contact Information

[email protected]

www.mcguirkconsulting.com

(757)-676-3733

Thank you for taking the time to review our services. Whether your focus on growing the business is more immediate or long-term, let McGuirk Consulting support your requirements and assist in helping you meet your growth objectives.

Please feel free to call or write if I can answer any questions you may have.

Sincerely,James J. McGuirkPresident

My Thanks

Call Now for a Free Consultation


mailto:[email protected]?subject=Inquiry%20for%20McGuirk%20Consulting

http://www.mcguirkconsulting.com/

mcguirk consulting overview 2012

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