Case Study 1:
The company had a new technology that showed great promise but had not yet been proven in the market. They decided to compete for a DoD contract valued at over $90M and were faced with competing against Motorola and its vast resources.
By following my guidance the company prepared a proposal and product demonstration that met all requirements and exceeded 80% of them. The result was the company won the completion and a three year contract worth over $90M. In the subsequent five years I guided the company’s strategy for this effort which resulted in two sole source follow-on awards leading to revenues of over $400M for the company.
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Case Study 2:
The company was attempting to expand their market but numerous potential customers were hesitant to select the company’s products because of a lack of a standard in the technology.
By implementing my strategy the company was able to develop international partnerships and alliances around the company’s core technology resulting in support for an international standard based on the company’s technology. This led to numerous domestic and international customers selecting the company’s product for their needs. In one case a large customer was able to justify expenditures of over $20M without seeking a competitive bid.
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Case Study 3:
The company required a specific radio frequency for their product and needed worldwide access to this frequency to expand its business. However, most countries in Asia did not allow the use of the frequency for the company’s application.
By implementing my strategy the company focused resources on three key countries, Korea, Japan and China. The company was able to identify key organizations with complimentary objectives and formed alliances to convince the respective government officials to adjust their regulations. This led to numerous other countries following suit and brought in over $10M in new business to the company.
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