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Case Studies

ITS Corporation

The winning formula for big contract dollars

Situation

West coast-based ITS Corporation, a leading provider of engineering and technical services work to the public sector, had successfully completed several acquisitions and won significant government contracts. But, with billions of dollars at stake in the form of the Alliant contract opportunity, ITS had reached a “make or break” point in its contracting efforts and needed to make a big splash.

ITS had to:

• Build the company’s brand in both the government space and in the DC area.
• Introduce subject matter experts as thought leaders in performance-based contracting, earned value management and GSA past performance.
• Support merger and acquisition activities with PR and internal communications.
• Position the company to capture the lucrative Alliant contract.

Results

Media surveys and messaging sessions helped to create the foundation for key ITS messages, which Boscobel then used in all outreach and press activities. Introductory briefings with key publications, including Washington Technology and The Washington Post, gave ITS the forum to announce its Alliant aspirations and explain the company’s unique strengths related to the contract. Boscobel interviewed subject matter experts, placing and writing thought leadership pieces on topics of significance to the Alliant contract. These articles, written specifically for audiences that understand and influence the business of government, appeared in key industry and government publications.

Boscobel also assisted ITS with internal and external communications pertaining to two acquisitions: Noesis, Inc., and LEADS Corporation. Editing of government and employee newsletters, development of news releases and proactive media relations supported the important transition created by these acquisitions.

As a result of these and other efforts, Boscobel secured more than 200,000,000 impressions leading up to the release of the Alliant contract. ITS Corporation, now a wholly owned subsidiary of QinetiQ North America, won the Alliant contract -- a procurement vehicle worth up to $50 billion in all.