Responsibilities:
In this role, you will have responsibilities in business development, capture management and proposal delivery as an individual contributor and key catalyst for collaboration with Social, Healthcare and Public Entities (SHaPE) leaders and associates.
- In business development, you will have responsibilities that include establishing relationships with professionals in priority client organizations including procurement professionals and senior and mid-level professionals at the prospective client, in concert with McKinsey client service team leaders. You will construct comprehensive client account plans and manage the client opportunity pipeline. You will also develop market research white papers, represent the firm at industry events and establish strategic teaming relationships to broaden reach and impact.
- In the capture management phase, you will provide market research input in advance of procurement to ensure the government is clear about their requirements and will be able to procure the kind of assistance they require. You’ll also make recommendations to SHaPE leaders and consultants about how they can gather useful information about emerging procurements, identify partners with whom McKinsey could team for emerging procurements with and finalize teaming agreements. You will develop opportunity-specific competitive intelligence – including relative strengths and weaknesses of competitors.
- In the proposal delivery phase, you will understand the objectives and requirements of the RFP and formulate a view about what it will take to win the procurement. You will collaborate with team members to ensure key aspects of client intimacy resonate through the proposal. You will create work plans and align resources to generate high-quality proposals on time. This phase also includes developing written portions of proposals, negotiating teaming relationships, and capturing feedback from debriefs.
- You will also increase the advance notice McKinsey has of upcoming procurements which will increase the period of time McKinsey has to build its response prior to the issuance of any RFP/solicitation.
Requirements:
- Undergraduate degree; graduate education is preferred
- 10+ years of professional experience in business development, capture management and proposal delivery in the Federal Civilian Agency market; preference for candidates who have worked at large professional services firms
- Full and deep understanding of the Federal Civilian government market, corresponding government procurement process, how such procurement decisions are made and how to maximize the chance of securing new contracts
