Command Post Technologies Case Study
2008
Founded
Suffolk, Virginia
Headquarters
150
Company Size
Defense and Space Manufacturing
Industry
Since 2008, Command Post Technologies (CPT) has been delivering innovative, highly-specialized cyber engineering and training services to federal, state, and local government agencies. Headquartered in Suffolk, Virginia, CPT is a Service Disabled Veteran Owned Small Business (SDVOSB) that provides support for cyber security network engineering, test and evaluation and joint concept development, and military and leadership development training programs.
“We feel scalable and repeatable processes and procedures are vital to achieving the future growth vision of our company… Adopting and implementing a CRM solution with the TechnoMile interface has been vital to accelerating our growth trajectory.”
Scott Bisciotti, CEO of Command Post Technologies Inc.
In 2020, the growing company began evaluating potential technology platforms that could help them more effectively scale their business development efforts. At the time, CPT relied on spreadsheets to manually track government contract opportunities and all their associated details and deadlines, which had become an increasingly time-consuming and cumbersome process as their list of potential opportunities grew. Explains Scott Bisciotti, CEO of CPT, “We feel scalable and repeatable processes and procedures are vital to achieving the future growth vision of our company. The COVID pandemic caused us to ask ourselves how we can digitize and automate our business processes. Adopting and implementing a CRM solution with the TechnoMile interface has been vital to accelerating our growth trajectory.”
Focusing Everything around the Opportunity
As the CPT team set out to evaluate potential solutions, they had several key requirements. Jason Galetti, CPT’s Director of Strategic Initiatives, elaborates, “The platform needed to enable scalability and efficiency in our pipeline reporting. From an integration standpoint, we wanted to be able to easily leverage GovWin data, and the solution needed to work with SharePoint, our knowledge management system. We also wanted to eliminate email as our primary means of internal communication about an opportunity. Most importantly, a key philosophy for us was that everything we do in business development should be related to an opportunity – otherwise why are we working on it? So the right solution would help our team focus and track everything we do around the opportunity itself.”
“Everything we do in business development should be related to an opportunity – otherwise why are we working on it? So the right solution would help our team focus and track everything we do around the opportunity itself.”
Jason Galetti, CPT’s Director of Strategic Initiatives
Gaining a Partner in Scalability and Efficiency
Ultimately, CPT selected TechnoMile as its partner and implemented the TechnoMile Growth platform, a capture management solution that helps government contractors identify and win more business. They also chose to employ TechnoMile’s GovWin IQ Connector, which enables the addition of a prospect in seconds, without any manual cutting and pasting, along with the TechnoMile SharePoint Connector, which provides seamless access to additional details and documents directly from an opportunity.
“Communication with the team was easy, they were very responsive throughout the implementation process, and the training and demos were thorough and made things as simple as possible.”
Jason Galetti, CPT’s Director of Strategic Initiatives
In August 2020, the CPT team went live with their TechnoMile solution following a successful implementation project. Recalls Galetti, “Internally, we used a change management program – we followed the ADKAR concept, acknowledging change and the need for it, and had an internal champion. And then it was great to have an expert implementation team from the TechnoMile side to configure our Growth platform and the underlying CRM. Communication with the team was easy, they were very responsive throughout the implementation process, and the training and demonstrations were thorough and made things as simple as possible.”
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Trapping and Persisting Critical Information with Ease
With the TechnoMile Growth platform in place, Galetti shares they’re now more effective in their pursuit of contract opportunities. “Business development is an intelligence gathering activity. You’re constantly seeking information about opportunities you want to pursue. The BD team needs the ability to consolidate its information-gathering efforts in a repository where it’s all easily discoverable and can be associated with an opportunity – that’s the trapping part. And then it’s got to persist. I want to know exactly where to go to find that critical information 6 or 8 months from now, particularly in government contracting where our sales cycle is sometimes measured in years. Trapping and persisting critical information is exactly what our TechnoMile solution allows us to do – even enabling us to pull in key email exchanges and directly relating them to the opportunity record. Using an email inbox for capture information is just not effective. The TechnoMile solution eliminated that problem.”
Centralizing Historical Perspective
The CPT team also appreciates the newfound ease and efficiency of finding details and perspective on historical opportunities. Says Galetti, “Before, understanding why a decision was made on an opportunity in the past necessitated searching through SharePoint, PowerPoints, and any email blast to the team to see what, if anything, was documented for key decision milestones. It was completely inefficient. Now, it’s all in our TechnoMile solution. You’ve got the Chatter back and forth to understand the opportunity’s decision points, plus integration with key emails and SharePoint for the artifact repository capability. This centralization is a significant time saver and provides valued reference points for future decision making. The time you save allows for far more value-added true capture activities versus administrative tedium.”
Improving Productivity and Business Continuity
The Growth platform has also improved the CPT team’s day-to-day efficiency. Scott Bisciotti adds, “The dashboard is phenomenal and has improved our productivity in more ways than one. Not only do we use it to report on KPIs, but it’s become our team’s starting point for weekly check-ins. It gives us all a clear view of exactly what we’re waiting on for source selection, what proposals are in progress, and what is ‘on deck’ in the weeks to come. Additionally, PWIN adjusted revenue forecast associated with new awards is readily available, allowing us to instantly view the total value of proposals that are in source selection.
“Knowing exactly what we need to do to move an opportunity through the pipeline, combined with easy visibility into the related financial opportunity has provided a tremendous advantage.”
Jason Galetti, CPT’s Director of Strategic Initiatives
Should RFP award dates slip, which they often do, our revenue forecast is updated with the click of a button. Additionally, we can keep track of IDIQs versus single awards. It’s great to be able to do that and quantify what you’ve been working on.” In addition, the CPT team has embraced the solution’s task feature. “It associates everything we’re doing with an opportunity and ensures we don’t miss deadlines and follow up – at our weekly kickoff meeting, we use the tasks to drive our plan for the week.” Tasks also help ensure continuity in CPT’s business development efforts. “Now if someone leaves, we don’t have to worry that the next steps for pursuit of an opportunity were sitting in that individual’s email and now we’ve lost visibility. The task feature closed that gap for us.”
Greater Visibility and Ability to Pivot
The ease of pipeline reporting with the Growth platform and the resulting visibility it provides has also been a big win for CPT. Says Galetti, “We’re trying to go after a target amount of opportunities each quarter. Now, if a date slides on an opportunity, we instantly know the financial impact that has on our company. It used to take forever to build a forecast for our CEO, now we can do it at the click of a button.” And with improved visibility comes improved ability to quickly pivot. “With instant insight into the financial impact, we know exactly what we need to do to replace opportunities that are either no-bid or cancelled by the government. We can be more proactive.”
Streamlining Qualification and Pursuit Efforts
To date, the CPT team feels their TechnoMile solution has had the biggest impact on their qualification and pursuit of opportunities. “With the data available in our Growth platform, what would have taken a day or more of due diligence now takes a couple hours – probably only 25 percent of the time that we’d have spent previously.” They have also realized significant time savings during pursuit when it comes to planning and tracking all details for an opportunity. “Knowing exactly what we need to do to move an opportunity through the pipeline, combined with easy visibility into the related financial opportunity has provided a tremendous advantage,” says Galetti.
Empowering Continued Growth
As the CPT team set out to evaluate potential solutions, they had several key requirements. Jason Galetti, CPT’s Director of Strategic Initiatives, elaborates, “The platform needed to enable scalability and efficiency in our pipeline reporting. From an integration standpoint, we wanted to be able to easily leverage GovWin data, and the solution needed to work with SharePoint, our knowledge management system. We also wanted to eliminate email as our primary means of internal communication about an opportunity. Most importantly, a key philosophy for us was that everything we do in business development should be related to an opportunity – otherwise why are we working on it? So the right solution would help our team focus and track everything we do around the opportunity itself.”
“With our TechnoMile solution in place, the number of new opportunities we’re looking at each month has gone up exponentially – from maybe 3 to 4 per month historically, to now 20 to 25 per month.”
Jason Galetti, CPT’s Director of Strategic Initiatives
The CPT team is also beginning to leverage more and more of the Growth platform’s advanced capabilities to inform capture strategy. Says Galetti, “I’ve used the platform’s competitive intel to realize a competitor’s funding streams are going down, which raises questions regarding the viability of both the incumbent and the opportunity itself. Additionally, the relationship mapper has been a great tool for enabling internal discussion about opportunities and who the key stakeholders are. We like to say that our TechnoMile solution is like a Masarati and we’re on the back road doing 25 miles per hour right now – there’s a lot of opportunity to continue to advance how we’re using the solution and, in turn, continue accelerating CPT’s growth.”