Successes

Hollywood & Associates provides focused capture and proposal support for government contractors. H&A has been privileged to work with organizations providing critical functions to governments worldwide, providing:
Operational support to leverage what you have.
Infrastructure and advisory support tailored to what you need.
Our team has helped win awards from agencies including the:
  • US State Dept.

  • US Agency for International Development

  • Environmental Protection Agency

  • General Services Administration

  • US Dept. of Agriculture

  • US Dept. of Defense

  • US Dept. of Energy

  • US Dept. of Homeland Security

  • US Dept. of Justice

  • US Dept. of Health & Human Services

  • UK Dept. for International Development

  • Australian DFAT

  • The World Bank

  • US Dept. of Commerce

  • US Dept. of Education

  • US Dept. of Interior

  • US Intelligence Community

  • US Treasury

We’ve worked with nearly a quarter of top 40 USAID awardees and with organizations ranked in the top 10 contractors at HHS and EPA.  Most of our clients range from $15M to $800M in annual revenues.
Read more about H&A success stories below.

Case Studies

Case Study: Capture Process Optimization Increases Win Rates

For an $800 million annual revenue Federal contractor with work across 8 agencies, including DHS, HHS, DOJ, State, and EPA, our staff led a bottom-up and top-down change in a firm’s capture process, making it much more effective – and saving time and dollars. The client had strong proposal processes but generally did not take action until a solicitation was released. A debrief review, reinforced by initial discussions with key stakeholders, revealed an overlap of weaknesses and acknowledged areas for improvement, including:

  • Time to develop the most effective solutions
  • Competitive awareness and positioning
  • Lack of informed, agreed-upon pricing strategy

We facilitated sessions to:

  • Share understanding of “capture”
  • Go deep into options to address acknowledged gaps
  • Introduce other good practices for capture
  • Achieve consensus on a baseline capture plan template, tailored to their needs and culture.

We then piloted the new template on a live capture, made changes, and then broadly rolled out the new capture process. The new capture teams focused on understanding client perspectives, competitive intelligence, targeted price-to-win, solution development, strategic partnering, SWOT analysis, the occasional Black Hat review, and much earlier pre-proposal preparations. With a capture template, co-created with and championed by a dozen internally respected stakeholders, uptake was near universal on all Tier 1/Strategic bids and recompetes. This directly aligned with management’s desired result:

  • Win rates dramatically increased by 9 percentage points
  • Awards of multiple $40-50M contracts and $100M+ IDIQs
  • Recompetes won
  • Adoption of the process by other smaller business units within the organization and, with variation, for smaller opportunities within their own pipeline

We then piloted the new template on a live capture, made changes, and then broadly rolled out the new capture process. The new capture teams focused on understanding client perspectives, competitive intelligence, targeted price-to-win, solution development, strategic partnering, SWOT analysis, the occasional Black Hat review, and much earlier pre-proposal preparations. With a capture template, co-created with and championed by a dozen internally respected stakeholders, uptake was near universal on all Tier 1/Strategic bids and recompetes. This directly aligned with management’s desired result:

  • Win rates dramatically increased by 9 percentage points
  • Awards of multiple $40-50M contracts and $100M+ IDIQs
  • Recompetes won
  • Adoption of the process by smaller business units within the organization and, with variation, for smaller opportunities within their own pipeline

Ms. Hollywood followed a similar process at Noblis, using a systems engineering lens and PMP terminology to gain additional traction and adoption. Two simultaneous strategic captures there led to a doubling of the organization’s anticipated annual revenue.

“Rallied the group to not only complete the pilots to meet [division] objectives but also believe in the new process improvements.”

 – Technical Director, RTI

Case Study: Growing in the Face of Increased Competition

A successful government contractor focused on services and research needed to grow more quickly in the face of increasing competition in their primary agency markets. Using a variety of techniques, identifying what worked well across their varied existing markets and which gaps were having the largest negative impact, our staff created a change management plan.  By collaborating with technical staff to improve account management, better understand and ghost the competition, and expand opportunity pipelines, our combined efforts:

  • Tripled revenues from one new account
  • Improved overall pursued pipeline opportunities’ potential revenue five-fold
  • Inspired and engaged a broad range of staff to provide early warning of new competitive threats, teaming, or strategic hires so quick countermeasures could be prepared with management input.

Case Study: Informing Corporate Strategy

Hollywood & Associates staff led a team of analysts to conduct a thorough analysis of Global Health funding (including USAID, CDC, DoD, WB, WHO, UNAIDS, Gates, and other funders), prepared and delivered management briefings, and facilitated internal working group discussions tasked with determining a multi-year firm-wide global health strategy.

The strategy was adopted by the organization’s Board, implemented, and rolled out with appropriate communications to the external market and internally; however, a quick-following change in the organization’s leadership led to limited long-term strategic impact.

Lesson learned: ensure buy-in from a broad range of both Board, day-to-day leadership, and general staff, providing impact and weathering senior leadership transitions.

Case Study: Developing Business Development Infrastructure

Led creation of business development processes and knowledge repositories, selected CRM systems and surge support providers for several government contractors and commercial service providers.

  • Enabled proposal teams to double number of bids supported at Cardno
  • Win awards that doubled the size of the firm at Noblis
  • Facilitated consensus selection of CRM system at a large multi-division firm with diverse funding base

Case Study: Process Assessment and Improvement

We specialize in taking firms from the wild west to a firm future of more awards. We have helped many firms go from recreating the wheel each time with ad hoc yet heroic proposal efforts to:

  • Repeatable, flexible process steps
  • Easy-to-use templates and searchable repositories of past performance, resumes/CVs, sample sections, and commonly used graphics
  • Automation recommendations, if needed and cost-effective

At Barents Group (now Deloitte Emerging Markets Group), Ms. Hollywood created their first CV and past performance repositories and rolled them out worldwide.

At T. Rowe Price and at Noblis, she worked to improve processes, gain technical staff buy-in, and implement and rollout pre-selected proposal software tools.

At Fidelity Investments, Ms. Hollywood selected and implemented a proposal response tool to allow sales team to issue standard responses and increased complex bid volume without an increase in proposal staff.

At RTI and Cardno, she led or oversaw design and implementation of web-based knowledge centers for easy staff access and improved marketing, white paper, and proposal content.

At PATH, she worked with one division to create an approachable variation of capture for pursuits led directly by senior technical staff (Principal Investors, Program Directors, Chiefs of Party, etc.).

Case Study: Proposal Review

For a recent confidential client, H&A provided Red Team review of a proposal draft.  Among the comments we made were compliance issues and word choice gaps. Our recommendations included simple ways to increase competitiveness both on the current bid and future efforts.  The client requested related H&A training for its full division, to ensure spread and adoption of the recommendations across all future bids.

Testimonials

  • “Best proposal manager that I’ve ever worked with…”
    – Kathy F., proposal team member with 20+ years’ experience working on bids for a USAID and CDC contractor

  • “This is excellent analysis and one of the best I have seen along these lines. Thank you! I will definitely look to incorporate these suggestions.”
    – Regarding proposal debrief analysis, Michele C., Health Director, mid-size Federal contractor

  • “Thank you so much, Christy, to you and your team. Amazing work! … Looking forward to working with you again. It’s been great.”
    – Kelley B., BD Manager/Public-Private Partnership Advisor for Food Security and Livelihoods, Faith-Based NGO with a history USAID awards
  • “Terrific to work with – extremely capable, very knowledgeable about strategic activities, friendly, and approachable. I hope we get to work together again in the future.”
    – Amy R., Account Manager, Top 10 HHS and EPA contractor
  • “The objective eye that we very much need…”
    – Guillermo C., Senior Advisor, Top 15 USAID contractor
  • “.. An excellent leader – superbly organized and efficient – and a true team player. I know everyone in the office loves working with you.”
    – Carolina R., Communications Manager, multiple Federal markets
  • “Our team so enjoyed working with you, and the results were truly fantastic.”
    – Sylvia M., Managing Director, USAID implementing partner
  • “This course boiled down the most important principles of [longer classes] into a very tight and cost-effective one-day seminar.”
    – Evaluation Survey Response, Workshop Attendee