Achieve
Rapid
Growth.
We are Government Contracting and Growth professionals with deep experience in Federal Health IT and a focus on the Federal Civilian market. Our expertise includes Business Advisory Services around Growth Strategy, Business Development, Organization Building and Optimization, Teaming and Capture Management.
About Us
We are Government Contracting and Growth professionals with deep experience in Federal Health IT and a focus on the Federal Civilian market. Our expertise includes Business Advisory Services around Growth Strategy, Business Development, Organization Building and Optimization, Teaming and Capture Management. Our staff have been repeatedly recognized by their peers for making an impact, challenging conventional wisdom, and giving back to the larger FedHealthIT community as recipients of FedHealthIT100 (now FORUM) Magazine’s “100 Awards” (2019, 2020, 2021) and Hall of Fame inductees (2022). We leverage our experiences and relationships to help businesses achieve rapid growth in the GovCon market.
Our Services
We provide the following business advisory services and can tailor an approach to meet your needs.
Growth Strategy Consulting
- Development and Evaluation of Go-to-Market Strategies
- Market Assessment and Understanding
- New Market Penetration
- Government-Wide Acquisition Contract (GWAC) Assessment and Optimization
- Transitioning from Small Business to Full & Open
- Capacity Building
- Development and Assessment of Enterprise Business Development and Capture Processes
Business Development
- Account Planning
- Pipeline Development and Analysis
- Business Development Operations
- Opportunity Evaluation and Assessment
- Teaming Assessment and Recommendations
- Sales and Go-to-Market Playbook and Best Practices
Capture Management
- Market Intelligence Services
- Deal Identification and Qualification
- Opportunity-specific Capture Support
- Incumbent Assessment and Intelligence
- Teaming Strategy and Assessment
- Win Strategy Development and Analysis
- Price/Position-to-Win (PTW)
- Proposal Review and Evaluation
- Competitive Assessment
Proposal Development Services
- Proposal Management Services
- Proposal Coordination Services
- Color Team Review Services
- Black Hat
Training and Coaching
- Executive Support and Mentoring
- Business Development
- Capture Management
- Oral Presentations
- Organizational Growth
- Color Team Reviews
- Individual and Group Training
- Proposal Development
Our Team
JR Glass
President/Founder
Government Contracting Strategy & Growth Executive
- Award-winning government contracting growth leader, leveraging deep experience and relationships in Federal Health and IT to help small, mid-size, and large businesses realize rapid growth in the GovCon market.
- Recognized by peers for four consecutive years (2019-2022) with FedHealthIT’s (now FORUM) “100 Award” for driving change and advancement.
- Achieved FedHealthIT Magazine’s “100 Award” Hall of Fame (2022) for making an impact, challenging conventional wisdom, and giving back to the larger Federal Health Information Technology and Consulting Market community.
Selected Highlights
- Over 23 years of experience with more than $2.9 Billion in Federal Contract Awards.
- Turned around lagging and understaffed team, filled 10 open positions, onboarded and worked with mentors to implement new approach to capture.
- Doubled dollar value of submitted proposals by Q3 to $1.8B, awarded 350% more contracts by Q3 than prior year for total value of $712M, and increased overall win rate from prior year by 28% with continued upward trend.
- Reinvigorated major program by nominating client and program for FedHealthIT’s Innovation Award for work during the pandemic; client received award with Leidos winning 5-year follow-on contract.
- Represented company within several organizations including, National Contract Management Association (NCMA), HLTH, ACT-IAC, G2Xchange, HIMSS, and FedHealthIT.
- Created TISTA’s Office of Chief Growth Officer (OCGO) organizational structure, functions, roles, responsibilities, and governance processes.
- Implemented end-to-end business development process and established an Opportunity Review Board (ORB), pipeline review, and stage gate governance processes as one of many efforts to reposition company as a mid-sized firm.
- Catalyzed 50% win rate, receiving 25 awards in 2020 including 100% of contract re-competes, achieving 20% growth in 2020 during the pandemic, and positioned the company to double in size by the end of 2021.
- Established GDIT’s presence at CMS’ Center for Program Integrity (CPI) and Center for Consumer Information and Insurance Oversight (CCIIO), winning 8 programs for over $420M in total contract value.
Awards, Certifications, & Professional Memberships
- 4x FedHealthIT100 (now FORUM) Awardee
- FedHealthIT100 Hall of Fame Inductee
- NIH Clinical Center Director’s Award for the success of the Clinical Research Information System (CRIS) Implementation
Strengths & Expertise
- Federal Health IT
- Business Development
- Capture Management
- Client Offerings
- Win-Win Opportunities
- Driving Change & Advancement
- Growth Leadership
- Relationship Building
- Contracting Strategy & Growth
- Capture Management
- Business Growth
- GovCon Market
- Information Technology
Ali Steer
Operations Lead
Selected Highlights
- Restructured annual revenue targets within 30 days of being hired, while revising the entire Go-to-Market headcount plan; exceeded Q1 targets by $2M.
- Established quantitative and qualitative metrics, guidelines, and standards by which I built KPIs across the Go-to-Market enterprise.
- Created Sales playbook maximizing leaders’ success while building trust.
- Developed then implemented a companywide annual KPI review process measuring and tracking key business goals.
- Recruited and hired 35+ FTEs within 6 months, doubling the organization’s size.
- Pioneered bottoms-up headcount, and ratio evaluation of roles, that slashed annual operating costs by $7M after eliminating 25 high-level positions and hiring talent aligned with business requirements.
- Developed Board and Partner Relations organization to proactively address contract issues and minimize contract risks using a balanced scorecard approach.
- Launched online “chat” for Customer Service, Inbound Sales, and Technical Support, organizations; improved speed of sale by over 30%.
- Transitioned “homegrown” customer enrollment portal to Salesforce, spearheading entire change management process while creating organization-wide Program Management Office (PMO).
- First female civilian to teach a 4-hour Iraq Immersion class as part of the Foreign Affairs Counter Threats course.
- Created and managed Customer Care/Technical Support and Channel Marketing organizations.
Awards, Certifications, & Professional Memberships
- WBENC: WOSB/WBE approved
- Mentor, Global Mentorship Initiative, Jan 2021 – Present
- Women Empowering Women Board Member, Stride, Inc., 2018 – 2021
- Alumni Board, Mount De Sales Academy, 2014 – Present
- International Women’s Day Recognition, SalientMG, 2021
Strengths & Expertise
- Process improvement/Program Management
- Cost reduction strategies
- Change Management
- Performance metrics/playbook and KPI/OKR standardizations
- Call Center, Vendor and Supply Chain Management
- Board Advisory and Governance
- Customer Journey Success strategies
- Go-to-Market, Enrollment and Sales Support
How to contact us
We look forward to hearing from you.
Telephone
Mailing Address
2833 Smith Ave, Unit 332
Baltimore, MD 21209