Organizational restructuring, operational delivery models, and adapting to changing market conditions.<\/span><\/h4>\nPraxxs business development strategists manage the entire Federal, State and Local government opportunity lifecycle, including short and long-term strategic growth planning; qualifying acquisition opportunities; productizing offerings; establishing strategic vendor and business partner relationships; developing win strategies and solutions; managing large scale capture and proposal efforts; determining price to win; and managing new business to maximize return on investment.<\/span><\/p>\nWe assist clients in organizational restructuring and operational delivery model alternatives to increase their ability to adapt to changing market conditions. Our approach includes harmonizing industry best practices with corporate legacy business development, capture capabilities, and we mentor, train business development, and capture professionals during the process. Praxxs is highly experienced at penetrating market \u201cwhite space\u201d via holistic campaigns that include strategic alliances, acquisitions, key hires, organic development, R&D, and product investment.<\/span><\/p>\n[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row admin_label=”Build Your Portfolio” _builder_version=”4.10.5″ custom_padding=”90px|0px|51px|0px||” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_divider color=”#FFEDCC” _builder_version=”4.10.5″ _module_preset=”default” global_colors_info=”{}”][\/et_pb_divider][et_pb_text module_id=”plo” _builder_version=”4.10.5″ header_font=”||||||||” header_2_font=”|700|||||||” header_2_text_color=”#7272ff” header_2_font_size=”36px” header_2_line_height=”1.3em” width=”92.8%” custom_margin=”|44px|20px|-2px||” custom_padding=”|||0px||” animation_style=”slide” animation_direction=”bottom” animation_intensity_slide=”10%” locked=”off” global_colors_info=”{}” header_font_size__hover=”30px” header_font_size__hover_enabled=”30px” header_letter_spacing__hover=”0px” header_letter_spacing__hover_enabled=”0px” header_text_shadow_style__hover=”none” header_text_shadow_style__hover_enabled=”none” header_text_shadow_color__hover=”rgba(0,0,0,0.4)” header_text_shadow_color__hover_enabled=”rgba(0,0,0,0.4)”]<\/p>\n
Pipeline Optimization<\/span><\/h2>\n[\/et_pb_text][et_pb_divider color=”#336699″ divider_weight=”4px” disabled_on=”on|on|off” _builder_version=”4.10.5″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” max_width=”40px” module_alignment=”left” custom_margin=”-3px||10px|||” animation_style=”zoom” animation_direction=”left” saved_tabs=”all” locked=”off” global_colors_info=”{}”][\/et_pb_divider][et_pb_text _builder_version=”4.10.5″ text_font=”||||||||” text_text_color=”#8585bd” text_font_size=”16px” text_line_height=”1.9em” header_font=”||||||||” header_4_font=”|700|||||||” header_4_font_size=”16px” header_4_line_height=”1.9em” width=”100%” module_alignment=”right” custom_margin=”-42px|19px||-211px||” custom_padding=”|44px||0px||” animation_style=”zoom” animation_intensity_zoom=”6%” locked=”off” global_colors_info=”{}”]<\/p>\n
<\/span><\/span><\/h4>\nA targeted pipeline of strategic and tactical opportunities aligned with your objectives, capabilities, and resources<\/span>.<\/span><\/h4>\nPraxxs works closely with your leadership teams to develop a customized and optimized growth strategy through pipeline optimization. The strategy includes a well-defined pipeline of targeted opportunities, a harmonized set of business development processes and tempo, and a suite of growth initiatives to accelerate your ability to win new business.<\/span><\/p>\nWe perform pipeline optimization by road mapping opportunities to agency initiatives; enhancing key market positioning; and productizing investments in emerging technologies as a means of achieving and exceeding corporate growth targets and market penetration. The purpose of pipeline optimization is to provide a targeted pipeline of opportunities by aligning our identified strategic and tactical opportunities with our client\u2019s business objectives, their capabilities, and their resources. The ultimate objective is to increase your growth rates and revenues.<\/span><\/p>\n\n
[\/et_pb_text][et_pb_toggle title=”Show More” open_toggle_text_color=”#FFFFFF” closed_toggle_background_color=”RGBA(0,0,0,0)” _builder_version=”4.10.5″ _module_preset=”default” title_text_color=”#FFFFFF” title_text_align=”left” body_font=”||||||||” body_line_height=”1.6em” background_color=”RGBA(0,0,0,0)” text_orientation=”left” width=”100%” max_width=”100%” module_alignment=”center” custom_margin=”-23px|||||” custom_css_main_element=”display:flex;||flex-direction: column;||align-items: flex-end;” custom_css_toggle_title=”order:2;||padding-right:25px !important;” custom_css_toggle_content=”order:1;||padding: 0px;” border_width_all=”0px” global_colors_info=”{}”]<\/p>\n
To optimize your business opportunity pipeline, Praxxs takes a market-driven three-phased approach:<\/span><\/p>\nPhase I \u2013 Identify what, why, when, and how customers are buying<\/span><\/strong><\/p>\nPhase II \u2013 Identify what, why, when, and how you are selling<\/span><\/strong><\/p>\nPhase III \u2013 Aligning your sales with customer buys in the next 18, 36, and 60 months<\/span><\/strong><\/p>\n<\/ul>\nPhase I of pipeline optimization is to identify what, why, when, and how customers are buying. To do so, we leverage various information sources, such as:<\/span><\/p>\nAnnual Budgets<\/span><\/strong><\/p>\nAgency Strategic Plans<\/span><\/strong><\/p>\nCustomer Opportunity Forecasts<\/span><\/strong><\/p>\nLong Range Acquisition Forecasts<\/span><\/strong><\/p>\nBusiness Intelligence Services (e.g. Gartner, GovWin)<\/span><\/strong><\/p>\nGovernment Information Sources (Federal Business Opportunities, Federal Procurement Database)<\/span><\/strong><\/p>\nIndustry Journals (e.g. Washington Technology, Federal News Radio)<\/span><\/strong><\/p>\nSocial Media (e.g. Linked In, GovLoop, Facebook)<\/span><\/strong><\/p>\nIndustry Days<\/span><\/strong><\/p>\nVendor Outreach Sessions<\/span><\/strong><\/p>\nMatchmaking Events<\/span><\/strong><\/p>\nCustomer Conferences<\/span><\/strong><\/p>\nTechnical Working Groups<\/span><\/strong><\/p>\nTeaming Partners and Strategic Alliances<\/span><\/strong><\/p>\nProgram Offices<\/span><\/strong><\/p>\nSmall and Disadvantaged Business Utilization Specialists (SADBUs)<\/span><\/strong><\/p>\nFrom these diverse sources, we segment the market identifying the market drivers and direction, and develop a profile of the market buying factors. We correlate these factors to your market profile, valuation drivers, and internal business objectives. An important output of this correlation is identifying your business challenges in terms of what you target; how you sell and compete; how you leverage your core capabilities; what financial and time investments you need to make; and how you capitalize your investments.<\/span><\/p>\nIn Phase II of pipeline optimization, we identify what, why, when, and how you are selling. We work with you to develop a plan to address the business challenges identified in Phase I. The first step is to baseline and measure your core capabilities. This step includes analyzing your service lines and products along with your teaming partners and mapping them to market segments and to your potential customers. Once mapped, we identify any gaps in your service and product offerings for that particular customer and develop strategies for closing the gap. Upon completion, this collection of service\/product offerings to customer establishes your strategic marketing and revenue opportunities, which is your strategic marketing plan.<\/span><\/p>\nPhase III of pipeline optimization is the final phase wherein we align your sales with customer buys in the next 18, 36, and 60 months. We take your strategic marketing plan and analyze each targeted customer\u2019s current contracts including their expiration dates to determine the timing of new acquisitions by customer. We also analyze what contracts will be consolidated into or replaced by other contract vehicles, and when. By aligning your marketing opportunities to the customers\u2019 buying timelines and methods, we develop your final marketing plans for the next 18, 36, and 60 months. These three plans, which collectively form your optimized pipeline, become the basis for your capture activities including:<\/span><\/p>\nIdentifying and assigning capture leads for each customer and opportunity<\/span><\/strong><\/p>\nDeveloping comprehensive customer plans that span multiple opportunities<\/span><\/strong><\/p>\nDeveloping recommended marketing approaches<\/span><\/strong><\/p>\nDeveloping detailed customer call plans<\/span><\/strong><\/p>\nIdentifying strategic capture consultants and strategic hires<\/span><\/strong><\/p>\nIdentifying small business teaming partners or prime contractors<\/span><\/strong><\/p>\nTargeting strategic contract vehicles to pursue that enable customers to acquire your services<\/span><\/strong><\/p>\nThroughout all three phases of pipeline optimization, we work with you to track all of these activities and to implement the final marketing plans in suitable customer relationship management (CRM) tools, or you are welcome to use Praxxs\u2019 web-based CRM system. At this point, you are ready to transition to capture management, where Praxxs can help you establish a business development (BD) \u201cbattle rhythm\u201d for consistently executing and tracking disciplined capture activities to promote your qualifications, prove your worth, and win customer confidence well in advance of the customer\u2019s final acquisition plan. Ideally, while opportunities are in their early stages, you want to help shape the acquisition and develop a trusting relationship with your prospective customer.<\/span><\/p>\n[\/et_pb_toggle][\/et_pb_column][\/et_pb_row][et_pb_row admin_label=”Achieve Your Goals” _builder_version=”4.10.5″ custom_margin=”|||” custom_padding=”7px|0px|90px|0px||” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_divider color=”#FFEDCC” _builder_version=”4.10.5″ _module_preset=”default” global_colors_info=”{}”][\/et_pb_divider][et_pb_text module_id=”cm” _builder_version=”4.10.5″ header_font=”||||||||” header_2_font=”|700|||||||” header_2_text_color=”#7272ff” header_2_font_size=”36px” header_2_line_height=”1.3em” custom_margin=”||20px|” animation_style=”slide” animation_direction=”bottom” animation_intensity_slide=”10%” locked=”off” global_colors_info=”{}” header_font_size__hover=”30px” header_font_size__hover_enabled=”30px” header_letter_spacing__hover=”0px” header_letter_spacing__hover_enabled=”0px” header_text_shadow_style__hover=”none” header_text_shadow_style__hover_enabled=”none” header_text_shadow_color__hover=”rgba(0,0,0,0.4)” header_text_shadow_color__hover_enabled=”rgba(0,0,0,0.4)”]<\/p>\n
Capture Management<\/span><\/h2>\n[\/et_pb_text][et_pb_divider color=”#336699″ divider_weight=”4px” disabled_on=”on|on|off” _builder_version=”4.10.5″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” max_width=”40px” module_alignment=”left” custom_margin=”||10px|” animation_style=”zoom” animation_direction=”left” saved_tabs=”all” locked=”off” global_colors_info=”{}”][\/et_pb_divider][et_pb_text _builder_version=”4.10.5″ text_font=”||||||||” text_text_color=”#8585bd” text_font_size=”16px” text_line_height=”1.9em” header_font=”||||||||” header_4_font=”|700|||||||” header_4_font_size=”16px” header_4_line_height=”1.9em” custom_margin=”-33px|||||” custom_padding=”||65px|||” animation_style=”zoom” animation_intensity_zoom=”6%” locked=”off” global_colors_info=”{}”]<\/p>\n
Marketing services, and aligning solutions, capabilities, and technical products and services with customer needs.<\/span><\/h4>\nPraxxs provides practical, experience-based, comprehensive capture management services. We work with our clients to market their services to agencies, including aligning our clients\u2019 solutions, capabilities, and their technical products and services with current and future agency needs.<\/span><\/p>\nA key success factor is assisting our clients to understand thoroughly what the agency want as well as what the agency needs \u2013 which are not always aligned. To do so, we work with agency staff to identify and define what the agency really wants and needs. Our pre-solicitation activities include identifying agency opportunities through government, commercial, and agency sources, including industry days, technology forums, agency-sponsored outreach events, and industry marketing events. To help the agency become familiar with our clients\u2019 interests and abilities, we work with our clients to prepare brief and focused presentations and white papers highlighting their capabilities and solutions. Our goal is to shape constantly the solicitation in the most favorable manner for our clients.<\/span><\/p>\n\n
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[\/et_pb_text][et_pb_toggle title=”Show More” closed_toggle_background_color=”RGBA(0,0,0,0)” _builder_version=”4.10.5″ _module_preset=”default” title_text_color=”#FFFFFF” title_text_align=”left” body_font=”||||||||” body_line_height=”1.6em” background_color=”RGBA(0,0,0,0)” text_orientation=”left” width=”100%” max_width=”100%” module_alignment=”center” custom_margin=”-169px|||-11px||” custom_margin_tablet=”” custom_margin_phone=”||0px||false|false” custom_margin_last_edited=”on|tablet” custom_padding_tablet=”” custom_padding_phone=”58px||0px|2px|false|false” custom_padding_last_edited=”on|tablet” custom_css_main_element=”display:flex;||flex-direction: column;||align-items: flex-end;” custom_css_toggle_title=”order:2;||padding-right:25px !important;” custom_css_toggle_content=”order:1;||padding: 0px;” border_width_all=”0px” global_colors_info=”{}”]<\/p>\n
A successful capture constantly evaluates multiple dynamics for the opportunity, including:<\/span><\/p>\nThe end customer\u2019s needs and wants<\/span><\/strong><\/p>\nThe competitive landscape<\/span><\/strong><\/p>\nOur client\u2019s team\u2019s capabilities (strengths and gaps)<\/span><\/strong><\/p>\nPricing, ranging from best value to least cost<\/span><\/strong><\/p>\nTo prepare our client properly, we use techniques such as opportunity assessments, black hat strategies, draft RFP review, competitive assessments, readiness and gate reviews, teaming partner strategies, price-to-win, and win strategy, win theme, and differentiator development. Capture activities include:<\/span><\/p>\nLeveraging our business development and capture relationships that span the Beltway\u2019s Tier 1 Competitors<\/span><\/strong><\/p>\nPreparing the runway for single and multiple opportunities<\/span><\/strong><\/p>\nDefining accurate capture deliverables<\/span><\/strong><\/p>\nPlanning the capture using resource loaded scheduling<\/span><\/strong><\/p>\nSelecting and sequencing capture and proposal leadership resources<\/span><\/strong><\/p>\nIdentifying the bid team\u2019s past experience, including gaps<\/span><\/strong><\/p>\nDetermining the strategic fit of the opportunity with our client\u2019s objectives<\/span><\/strong><\/p>\nConducting a SWOT C2 analysis (customer and competition)<\/span><\/strong><\/p>\nAnalyzing the bid team\u2019s core capabilities and competencies, including gaps<\/span><\/strong><\/p>\nPerforming pre-solicitation preparation and positioning<\/span><\/strong><\/p>\nFinally, we fully subscribe to the old adage that companies win opportunities in capture and lose them in proposal. Consequently, we place great emphasis on properly transitioning capture activities to the proposal process.<\/span><\/strong><\/p>\n[\/et_pb_toggle][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=”4.10.5″ _module_preset=”default” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.10.5″ _module_preset=”default” global_colors_info=”{}”][et_pb_divider color=”#FFEDCC” _builder_version=”4.10.5″ _module_preset=”default” custom_margin=”||-3px||false|false” custom_padding=”||0px||false|false” global_colors_info=”{}”][\/et_pb_divider][\/et_pb_column][\/et_pb_row][\/et_pb_section][et_pb_section fb_built=”1″ custom_padding_last_edited=”on|phone” admin_label=”Learn by Doing” _builder_version=”4.10.5″ background_color=”#336699″ custom_margin=”-192px|||||” custom_margin_tablet=”” custom_margin_phone=”” custom_margin_last_edited=”on|phone” custom_padding=”0px|102px|138px|104px||” custom_padding_tablet=”” custom_padding_phone=”0px|0px|0px|0px|true|true” da_disable_devices=”off|off|off” global_colors_info=”{}” da_is_popup=”off” da_exit_intent=”off” da_has_close=”on” da_alt_close=”off” da_dark_close=”off” da_not_modal=”on” da_is_singular=”off” da_with_loader=”off” da_has_shadow=”on”][et_pb_row admin_label=”Build Your Portfolio” _builder_version=”4.10.5″ min_height=”1113.4px” custom_margin=”170px|auto||auto||” custom_padding=”21px|0px|42px|0px||” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text module_id=”pm” _builder_version=”4.10.5″ header_font=”||||||||” header_2_font=”|700|||||||” header_2_text_color=”#7272ff” header_2_font_size=”36px” header_2_line_height=”1.3em” custom_margin=”||20px|” animation_style=”slide” animation_direction=”bottom” animation_intensity_slide=”10%” locked=”off” global_colors_info=”{}” header_font_size__hover=”30px” header_font_size__hover_enabled=”30px” header_letter_spacing__hover=”0px” header_letter_spacing__hover_enabled=”0px” header_text_shadow_style__hover=”none” header_text_shadow_style__hover_enabled=”none” header_text_shadow_color__hover=”rgba(0,0,0,0.4)” header_text_shadow_color__hover_enabled=”rgba(0,0,0,0.4)”]<\/p>\n
Proposal Management<\/span><\/h2>\n[\/et_pb_text][et_pb_divider color=”#336699″ divider_weight=”4px” disabled_on=”on|on|off” _builder_version=”4.10.5″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” max_width=”40px” module_alignment=”left” custom_margin=”||10px|” animation_style=”zoom” animation_direction=”left” saved_tabs=”all” locked=”off” global_colors_info=”{}”][\/et_pb_divider][et_pb_text _builder_version=”4.10.5″ text_font=”||||||||” text_text_color=”#8585bd” text_font_size=”16px” text_line_height=”1.9em” header_font=”||||||||” header_4_font=”|700|||||||” header_4_font_size=”16px” header_4_line_height=”1.9em” custom_margin=”-36px||43px|||” animation_style=”zoom” animation_intensity_zoom=”6%” locked=”off” global_colors_info=”{}”]<\/p>\n
Develop requirements-driven, properly-organized, and effective proposals to win what matters.<\/span><\/h4>\nOur proposal management services enable you to develop requirements driven, properly organized, and effective responses. Our proposals are easy to evaluate, easy to score, and easy to award to you. We emphasize proposals that are:<\/span><\/span><\/p>\nCompliant with government instructions and requirements<\/strong><\/span><\/p>\nComplete, providing a comprehensive and appropriate solution<\/strong><\/span><\/p>\nCompelling, that presents a clear, low performance risk and contract risk solution that accurately presents the bid team\u2019s real capabilities, complete, and compelling proposals<\/strong><\/span><\/p>\nTo deliver these proposal management results, we use a variety of proven techniques including:<\/span><\/p>\nPreparing bid and proposal (B&P) budgets for delivery and decision<\/strong><\/span><\/p>\nAnalyzing the newly-released request for proposal (RFP) during the first 24-48 hours after release<\/strong><\/span><\/p>\nDeveloping a comprehensive proposal strategy including cost, schedule, performance, and resources<\/strong><\/span><\/p>\nCreating and delivering kick-off briefings<\/strong><\/span><\/p>\nDeveloping an integrated proposal management plan and schedule<\/strong><\/span><\/p>\nDeveloping a requirements-driven proposal outline<\/strong><\/span><\/p>\nDeveloping proposal work packages, writing templates, and storyboards<\/strong><\/span><\/p>\nScheduling, preparing, and managing effective review teams (color reviews)<\/strong><\/span><\/p>\nUsing and integrating proposal management tools and applications within the proposal processes<\/strong><\/span><\/p>\nPlanning, executing, and managing the final proposal production process<\/strong><\/span><\/p>\nMost or our consultants are trained in Shipley or Association of Proposal Management Professionals (APMP) methods and have practical experience with various proposal support applications and technologies.<\/span><\/p>\n[\/et_pb_text][et_pb_divider color=”#FFEDCC” _builder_version=”4.10.5″ _module_preset=”default” global_colors_info=”{}”][\/et_pb_divider][\/et_pb_column][\/et_pb_row][et_pb_row admin_label=”Achieve Your Goals” _builder_version=”4.10.5″ custom_margin=”|||” custom_padding=”0px|0px|160px|0px||” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text module_id=”consulting” _builder_version=”4.10.5″ header_font=”||||||||” header_2_font=”|700|||||||” header_2_text_color=”#7272ff” header_2_font_size=”36px” header_2_line_height=”1.3em” custom_margin=”||-12px|||” animation_style=”slide” animation_direction=”bottom” animation_intensity_slide=”10%” locked=”off” global_colors_info=”{}” header_font_size__hover=”30px” header_font_size__hover_enabled=”30px” header_letter_spacing__hover=”0px” header_letter_spacing__hover_enabled=”0px” header_text_shadow_style__hover=”none” header_text_shadow_style__hover_enabled=”none” header_text_shadow_color__hover=”rgba(0,0,0,0.4)” header_text_shadow_color__hover_enabled=”rgba(0,0,0,0.4)”]<\/p>\n
Consulting<\/span><\/h2>\n[\/et_pb_text][et_pb_divider color=”#336699″ divider_weight=”4px” disabled_on=”on|on|off” _builder_version=”4.10.5″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” max_width=”40px” module_alignment=”left” custom_margin=”||10px|” animation_style=”zoom” animation_direction=”left” saved_tabs=”all” locked=”off” global_colors_info=”{}”][\/et_pb_divider][et_pb_text _builder_version=”4.10.5″ text_font=”||||||||” text_text_color=”#8585bd” text_font_size=”16px” text_line_height=”1.9em” header_font=”||||||||” header_4_font=”|700|||||||” header_4_font_size=”16px” header_4_line_height=”1.9em” custom_margin=”||-149px|||” animation_style=”zoom” animation_intensity_zoom=”6%” locked=”off” global_colors_info=”{}”]<\/p>\n
Our senior consultants are former executives. We can assist your with your important business development needs.<\/span><\/h4>\n