NAVIGATING UNCHARTED WATERS
Creating Growth through New Market Expansion

The US Government (USG) is a major global market of goods & services. However, the client was missing out with low share vs. competition & lost relevance in the space.

Leadership set aggressive 5-year growth goals, but had no plan to achieve them.  I was sought out to lead this effort, based on my track-record for tackling unstructured challenges.

There were four key issues to address:

  • The company didn’t understand the market & the opportunity space
  • The company was poorly positioned as a transactional supplier vs. value-added collaborator
  • Their functioning expertise for USG engagement was non-existent
  • The internal organization was not aligned on market value

GAME PLAN:
While the USG was clearly a well-established market, it was “uncharted waters” for the client.  Collaborating with leadership, I plotted our course leveraging a “start-up” mindset.

  • The first priority was to help the client get up-to-speed quickly. The key efforts were market research, leadership education, opportunity identification and strategic hiring.
  • Second, I built a 5-year growth strategy “road-map”. It highlighted 3 distinct time horizons & laid out the top priorities for focus.
  • Third, we employed sustainable, “GPS-like” managing processes to monitor execution, but provide for mid-course corrections.

OUTCOMES:
Over a 4-year period, the strategy not only stood the test of time, but also delivered substantial results:

  • 200% revenue & innovation pipeline growth
  • Strong leadership relationships in 16 target offices within the DOD, DOE, DOJ, DHS & USDA
  • DOD adoption of client-favorable material specifications
  • Capture of R&D grants, ranging from $200K to $10M
  • Expanded USG engagement from 1 Business Unit to 7
  • Formal relationships (both collaborative & revenue generating) with 6 Federal Prime Contractors

PROGRAM HIGHLIGHTS:

  • 200% revenue & innovation pipeline growth
  • Strong leadership relationships in 16 target offices within the DOD, DOE, DOJ, DHS & USDA
  • DOD adoption of client-favorable material specifications
  • Capture of R&D grants, ranging from $200K to $10M
  • Expanded USG engagement from 1 Business Unit to 7
  • Formal relationships (both collaborative & revenue generating) with 6 Federal Prime Contractors

DEFINING COMPETENCIES:

  • Vision
  • Strategic Thinking
  • Stakeholder Engagement
  • Leadership
  • Execution Management
  • Relationship Management