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Business Development
Battelle (Memorial Institute) is a global science and technology enterprise that
develops and commercializes technology and manages laboratories for government
and industry. Headquartered in Columbus, Ohio, Battelle has a vast science and
technology reach. Battelle, with the national labs it manages or co-manages,
oversees 19,000 staff members and conducts $3.4 billion in annual research and
development.
CMA Solution
Battelle was faced with increased competition from private sector
companies for business with the federal government. CMA was selected from
a list of outside firms to advise and assist them to better understanding how to
improve their win rate on government business. Since then CMA has executed
on dozens of tasks including developing Price-To-Win strategies for over 10
major competitive solicitations, analyzing their GSA schedule business and
professional services labor rates, conducting competitive analysis studies of
the major federal systems integrators and making recommendations on
organizational changes to improve their competitiveness.
JPMorgan Chase & Co. (NYSE: JPM)
is a leading global financial services firm with assets of $1.4 trillion and
operations in more than 50 countries. The firm is a leader in investment
banking, financial services for consumers, small business and commercial
banking, financial transaction processing, asset management, and private equity.
They are the world's largest credit card issuer with an annual charge volume of
over $390 billion.
CMA Solution
JP Morgan Chase needed assistance in preparing a response to the General
Services Administration (GSA) SmartPay competitive procurement. This
government-wide program issues and manages the credit cards for all agencies.
It is one of the largest programs in government with purchases of over $20
billion annually. CMA was selected from a list of business development
firms to help guide them through the process of submitting a winning proposal.
CMA became an integral member of a nationwide JP Morgan Chase team. Our
capture support included win-theme development, proposal writing, live demo and
orals support and red team reviews. In June, 2007 JP Morgan Chase was
awarded a contract by GSA.
Marketing
Hewlett Packard is a leading IT company with worldwide 2008 revenues of over $100
billion and a team of 150,000 employees. HP also leads in the Public
Sector marketplace and is one of the largest companies in the federal market
with over $3 Billion in sales.
CMA Solutions
CMA has been one of Hewlett Packard's preferred
partners for the past six years. During this period, we have executed
hundreds of marketing tasks. The ultimate goal of all these tasks - has
been to generate qualified sales leads for the sales organization.
CMA has supported the HP Public sector
federal team in the design, message and content development, management and the
implementation of sales campaigns for a number of enterprise solutions.
Recently, CMA produced, directed, and acquired audiences for multiple
customer-facing events in Washington and field locations, managed 10 large
customer webinars and conducted a continual series of targeted lead generation
campaigns. We also have developed Agency Playbooks for a target set of
government agencies as well as provided training to support their business
development organization.
With more than $75 billion in annual revenues and a workforce of 217,000,
Verizon Communications Inc. (NYSE:VZ) is one of the world's leading providers of
communications services. The recent acquisitiojn of MCI added significant
presence and capabilities to the Verizon Domestic Telecom federal government
unit.
CMA Solution
CMA has performed a
variety of services for both MCI and Verizon that has included business
development, marketing and government contract support. CMA
provided assistance to market the MCI Business Internet solutions in the
education market and supported the addition of MCI internet solutions to the
Verizon GSA schedule contract.
Cisco Systems, with
2006 revenues of over $28 Billion is the worldwide leader in networking for the
Internet. Today, networks are essential to the successful operation of
businesses of every size, and to service providers, governments, and homes
around the world.
Cisco hardware, software, and service offerings are used to create the Internet
solutions that make these networks possible - giving individuals, companies, and
countries easy access to information anywhere, at any time. The Cisco name has
become synonymous with the Internet, as well as with the productivity
improvements that networked business solutions provide.
CMA Solution
CMA has assisted the CISCO federal marketing organization
increase its marketing presence with their federal government buyers and channel
partners. The
tasks have been varied covering a broad spectrum of Cisco's solutions. We
have helped develop strategies and programs for a number of their solutions,
produced and managed many of their webinars, events and customer promotions and
provided general marketing support services.
TeleBright Corporation is an innovative Telecom Expense Management (TEM)
software firm that empowers organizations with the technology and
process-control expertise they need to become informed telecom consumers.
The TeleBright
solutions
enable their clients to simplify laborious telecom invoice, inventory, order,
contract, and usage management processes. They are a small business
serving large commercial customers and the government.
CMA Solution
TeleBright needed assistance in creating additional awareness and
generating sales leads in the federal government market. CMA proposed
their Lead Generation program as a cost-effective campaign to generate the
maximum number of sales leads in minimal time. Over a period of 6 months
generated over 60 qualified leads with federal government agencies.
According to Chet Tacker, TeleBright CEO, "CMA did exactly what we expected -
to help build are sales pipeline with qualified sales leads. A number of
the leads represent multi-million dollar opportunities for our company".
Government
Contracts
Compuware Corporation is a recognized industry leader in enterprise software and
IT services that help maximize the value of technology investments. With
annual revenues of $1.2 billion, they are a leading enterprise software company.
Compuware serves the world's largest IT organizations, including the federal
government and 95 percent of the Fortune 100 companies.
CMA Solution
The Compuware corporate counsel's office was concerned that their GSA
contract was not being maintained properly by an outside consulting firm. CMA
was selected to help revitalize their schedule program. CMA conducted an
initial audit, implemented a process and began the task to update and maintain
their contract. For the past three years, CMA has worked closely with the
Compuware corporate counsel, marketing personnel and federal sales organization
to stay-ahead of changes and insure the contract has remained current and in
compliance. According to Joe Brennan, Corporate Counsel, "Our federal sales
have increased substantially thanks to the work of CMA in helping us properly
manage our GSA Schedule contract".
TARGUSinfo is a leader and trusted source for name, address and phone data that
organizations use as they interact with customers and prospects. Public
sector law enforcement officials at the federal, state and local levels use
TARGUSinfo data to assist in their investigations and emergency notifications.
CMA Solution
The client needed a government contractual vehicle to support their growing
federal sales organization. Their federal customers were telling them they
needed a GSA Schedule contract. Rather than taking the route of obtaining
a direct contract, TARGUSinfo choose CMA to add their solutions to the CMA GSA
Schedule contract. This resulted in a timely award of less than 30 days.
CMA now handles all contract management matters, assist their federal
representatives develop sales strategies, handle customer inquiries and
processes all orders. This has allowed TARGUSinfo to spend time on selling
while CMA handles the contract issues.
Since 1997 ChoicePoint has been a leading provider of decision-making technology
and information that helps reduce fraud and mitigate risk. With revenues
of over $1 Billion and over 5,500 people, ChoicePoint is a leader in their
market segment. Through the identification, retrieval, storage, analysis
and delivery of data, ChoicePoint serves the informational needs of businesses
of all sizes, as well as federal, state and local government agencies.
CMA Solution
ChoicePoint selected CMA in 2000 to obtain award of a GSA Schedule contract.
CMA completed the original assignment with a favorable award of a timely
contract. Since then, CMA has been providing contracts management services
to the federal unit. ChoicePoint has seen substantial growth and has
acquired numerous firms. Many of the acquired companies had government
contracts that required novation and consolidation to the ChoicePoint contract.
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