Case Study:  Keeping Everyone on the Same Page to Win More Business

A common challenge across the Federal government contracting industry is ensuring consistent and continuous communication among the members of your business acquisition team, from individual contributors to key personnel and executive decision makers.

iGov delivers innovative, mission-centric IT solutions to its Federal government customers. It designs, integrates, trains, and maintains mobile tactical networks worldwide, and offers highly-focused engineering and professional services and capabilities to help its customers meet their mission-critical program needs.

Prior to implementing the WinCenter solution, iGov’s Business Development organization was using SharePoint, email, and shared OneDrive folders to collect, manage, and produce opportunity information for the company. These tools did not provide for consistent filing, categorization, or communication of critical data among all the departments responsible for winning new work — Contracts, Business Development, and the Program Office. The challenge was trying to keep everybody “on the same page” as opportunities matured and moved through the business development pipeline from identification to qualification to capture to proposal development, and finally to turnover to the program office after a successful pursuit.

The Solution

iGov selected WinCenter after carefully reviewing the marketplace for similar tools. It determined WinCenter and R3 would be the best partner to advance its business development objectives. Prior to the initial launch, iGov worked closely with the R3 design team to customize their implementation to ensure the design and features met the needs of the entire iGov team.  The application is now used by Business Development, Contracts, and the Program Management teams.

Each time an opportunity is identified by Business Development directors and approved by senior BD leadership, a new record is created in WinCenter that tracks the opportunity from cradle to grave. iGov uses it to manage their entire business acquisition process through proposal submission and beyond, and to coordinate communications and data among cognizant departments. Throughout the lifecycle of an opportunity, iGov implements various reporting tools, including action-items tracking, to manage the process and to keep executive leadership briefed on the progress of each opportunity.

The Result

Prior to implementing WinCenter, iGov’s business acquisition process using SharePoint and other non-integrated tools proved ineffective overall, and a new solution was needed. Implementing WinCenter improved the entire process.  Further, the action item feature and reporting feature added effectiveness to the team and enabled consistent reporting to executive leadership. Overall, the company’s ability to identify, track, manage, and win opportunities was improved through the implementation of WinCenter.

“WinCenter has enabled the critical transition from the qualification phase to the proposal phase much, much easier,” said Charlie Phillips, Capture Director at iGov.  “It has improved our entire business acquisition process, and that improvement has led to winning more business.”

While iGov has no immediate plans to significantly enhance or extend WinCenter, it’s confident that the flexibility and usability of the system will allow them to make minor or major changes as required by their business needs.

Said Chuck Reiche, Senior Vice President of Business Development and Marketing at iGov, “R3 has been extremely receptive to refining WinCenter to meet our exact business needs, especially our reporting and dashboard functionality.  We look forward to maintaining our partnership with them, and moving iGov and WinCenter into the future.”