Services

Services

With an annual spend of over $20B, the health and human services (HHS) IT market is certainly enticing, but the environment is multifaceted and highly competitive. HHS comprises over 80 programs providing cash, food, housing, medical care and social services to vulnerable and lower income families. Each state has it’s own organization of departments and agencies that administer these programs at the state, county and provider level. With 50 states (plus D.C. and U.S. territories), over 3000 counties and countless providers, it is difficult to target the right prospects. This is all coupled with a public procurement process that can last months and often years. Pursuing business in this market requires commitment and a strategy that takes into account policy, regulatory and administration changes.  Captuva helps you successfully navigate this complex environment by delivering the following services to help you capture more.

 

Go-to-Market Strategy

A comprehensive go-to-market strategy is a must to successfully secure HHS IT business. Services include:

  • Target market segmentation
  • Alignment of pipeline to business growth targets
  • Creation of market specific value proposition, marketing and branding initiatives
  • Develop and prioritize outreach and client engagement campaigns

 

Capture Strategy

Capturing deals in HHS requires more than submitting a compliant proposal. Capture activities start well before the RFP is even released. Services include:

  • Pre-RFP positioning
  • Competitive assessment and SWOT analysis
  • Stakeholder positioning and messaging alignment
  • Win theme support
  • Price-to-win analysis
  • Solution and scoping strategies
  • Orals coaching
  • Best-and-final offer (BAFO) strategy support
  • Contract negotiations support

 

Offering Strategy

Products and services must be tailored to the unique requirements of HHS agencies. Generic or commercial offerings are generally not selected by HHS agencies. Services include:

  • Product and services positioning to the HHS market
  • Support for development of offering roadmap including competitor differentiation and customer insights
  • Alignment of offerings to corporate goals to drive growth (both in the short- and long-term)