PURSUIT TOOLBOX

Identifies potential project opportunity and is responsible for developing a strategy to win that opportunity. They serve in a leadership role, working in partnership with Operations and Marketing to assess Garney’s competitive position in the market and then develop a plan and strategy to strengthen that position and relationship with the client. They serve as a project champion, leading efforts to identify staffing needs and teaming relationships required for the project. They hold all parties accountable throughout all stages of pursuit, driving results and accountability. They are decisive and enthusiastic, offer broad technical knowledge, garner support and excitement for the project and win strategy, and build client relationships.

Involved in various stages of the capture planning process and is responsible for approving the pursuit, identifying staffing resources, signing MOU, JV or Teaming agreements and standard T&C’s, and strengthening client relationships with executive decision-making authority for all budget, risk, and pursuit decisions.

The OPL’s counterpart serving a fundamental role in the organization, correspondence, and compilation of deliverables required to win new work, which may include capture planning, proposal development, proprietary meetings, presentations, and/or interviews. They support the OPL with marketing tasks, but are not typically involved in building relationships with the client.

Assists the OPL in building client relationships through client meetings and site visits. They support the OPL as needed with technical tasks, including strategic development of project differentiators related to approach, means and methods, risk registers, schedules, and cost. 

Depending on the delivery method and project scope, the OPL and Profit Center may choose specific outside teaming partners for a variety of reasons. Depending on their anticipated project involvement and/or client relationships, the OPL will champion outside partner support on an as-needed basis.