GWAC Project Plan

Congrats! You won a coveted GWAC slot; but now the hard work of winning task orders begins. This is a perfect opportunity for Project Management solutions. Here are four areas to consider to build your pipeline and begin capturing new work.?

First off, what is a GWAC? The Federal Government created Government-Wide Acquisition Contracts (GWAC) in order to procure IT products and services more efficiently. A major goal of GWACs is to improve acquisition times when federal departments look to acquire technology-related goods and services. GWACs provide access to Best-in-Class IT solutions including:

• Systems design
• Software engineering
• Information assurance
• Enterprise architecture solutions

GWACs are issued, administered, and managed by several agencies including: the National Aeronautics and Space Administration (NASA), the National Institutes of Health (NIH), and the General Services Administration (GSA). In future blogs, we’ll talk more about GWAC pursuit strategies, but for now let's assume you've been notified you're a winner. Let's get started on your Project Plan RoadMap for GWAC Sales.?

Your objective is to create a Roadmap that details objectives, strategy, roles and responsibilities, and metrics for success. I hope that you find this checklist useful and a good starting point for your GWAC Sales Strategy Plan.?

1. State Objectives: Do you want to purely maximize your revenue? Or do you want to target certain programs, or certain agencies? Do you want to increase your head count or your footprint??
2. Outline Strategy: Identify what products and services you will sell; who are your potential buyers; what is your relationship; and how they will buy from you?
3. Assign Roles and Responsibilities for: Business Development, Pipeline Development, Capture, Marketing, Teaming, RFIs, Past Performance, Proposal Development, Pricing.?
4. Identify Metrics for Success: Set SMART (Simple, Measurable, Achievable, Relevant, and Time-bound) goals for the team, including revenue targets, # of pursuits in various stages of capture, and win rates.?

3 Bonus Items

1. Messaging: Create announcements about your company capabilities and existing vehicles.
2. Potential Clients: Identify existing and potential new customers who will want to access your services?
3. Build your pipeline by using the 4 Quadrant Approach to ID potential sales targets.?

To learn more about identifying potential clients, using the four quadrant approach, and building a transparent pipeline, reach out to us at:

?https://www.catapultgrowthpartners.com/contact-us

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