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Win Before The RFP

We help you shape major contracts by influencing decision makers with capture campaigns that leverage CIA tradecraft and behavioral psychology.

Our Ethos

Effective capture campaigns influence decision makers by converting technology and process into mission stories that make an EMOTIONAL and PSYCHOLOGICAL point. This is the essence of communicating value.

Our methodology built from

CIA TRADECRAFT, BEHAVIORAL PSYCHOLOGYand refined through ANALYTICS

is the most effective (legal) way to

GAIN THE COMPETITIVE ADVANTAGE.

This is a hill we'll die on.

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Communicate value during every customer engagement with a

Mulitmedia Shaping ARsenal

Mul∙ti∙me∙di∙a  Shap∙ing  Ar∙se∙nal / n

A library of content to prime, supplement, and expand upon all of your team's customer engagements during capture campaigns.

Imagine a future where you've stopped chasing clients and for the first time they're chasing you.

 

We use multimedia arsenals to build communities of engagement that welcome customers into conversation with you. Analytics track customer topics of interest while sales funnels guide customers toward desired actions. Each piece of content is a conversation that supports your core messages and targets a specific audience of influencers or decision makers.

Click to view samples below:

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TURNKEY CAPABILITES

​Video production  |  Graphic Design  |  Written Copy  |  Coaching

Direct Email: sales/services overviews, human impact stories, mini documentaries, recruiting campaigns, tech demos, tutorials, staff bios

Conferences: landing pages, booth videos, print materials, presentation/panel scripts, pitch/demo scripts, highlights/recap videos

Social Media: paid advertising, direct messages, staff posts          Webinars: landing pages, live webinars, highlights, teasers

Websites: homepage copy, conference landing pages.         Podcasts: episodes, highlights, teasers

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CAPTURE WINS

 

$953M      PARSONS  |  United States Air Force, ABAD

$617M      PARSONS  |  Remote Sensing Center, CEOIS

$450M      MANTECH  |  NASA JPL ICE

$100M      OCTO METRIC  |  US Citizenship and Immigration Services, PLANXS

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A DIFFERENT Yet Proven Approach

We've helped government contractors win billions by using DIFFERENT skills and approaches to communicate your mission value.

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CIA Communications Tradecraft

CIA TRADECRAFT

 

We use frameworks developed by CIA Presidential Briefers to instantly get to the heart of the matter; translating complex issues into simple yet impactful messages. Leveraging CIA tradecraft we develop your Ultimate Value Statement and tight assertions that clarify your message and cut to the essence of what your customer cares about.

BEHAVIORAL PSYCHOLOGY

Effective shaping offers the perfect solution to your customer's exact problems. But shaping is mastered by communicating your solution in a way that connects to your customer's core values. We profile target audiences of decision makers and influencers using behavioral psychology. Then we elicit mission stories from your team that connect to your customer's mindset, personality, values, aspirations, and pain points.

ENGAGEMENT ANALYTICS

Firms typically mistake social media as a soft marketing tool. We use social media to directly target key decision makers and influencers according to their behavioral psychology. We also use social media analytics to gather critical insight on additional customer pain points, misunderstandings, and areas of interest to refine your customer understanding.

TRUST AND RAPPORT

Typical marketing/communications firms can't go deep on mission, tech, or business and you get generic content that reflects a lack of expertise. Our client relationships bloom when technologists recognize—through questions, comments, analysis—we also share mission expertise and a deep understanding of technology. This is the only way to partner with engineering talent to produce incisive content. And our ability to relate and connect with a wide variety of personality types elicits the energy required by staff who are not used to speaking on camera.

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Trusted by Industry Leaders

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A Proven Process

You cannot communicate a solution to a problem you don't understand. Effective shaping begins with a deep understanding of your customer's needs. Motivating action requires a deep understanding of your customer's values and decision making.

Crystalize need, develop tailored messages, produce shaping campaign.

CIA Communications Tradecraft

REFINE AND REPEAT

 

We use frameworks developed by CIA Presidential Briefers to instantly get to the heart of the matter; translating complex issues into simple yet impactful messages. Leveraging CIA tradecraft we develop your Ultimate Value Statement and tight assertions that clarify your message and cut to the essence of what your customer cares about.

A Proven Process

You cannot communicate a solution to a problem you don't understand. Effective shaping begins with a deep understanding of your customer's needs. Motivating action requires a deep understanding of your customer's values and decision making.

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CIA Communications Tradecraft

1. CRYSTALIZE CUSTOMER NEED

 

To crystalize your customer's exact needs we gather and prioritize intel on your customer's tech landscape, business processes, organizational culture, and barriers to adoption through discovery interviews, market research, and facilitated sessions. 

We profile target audiences by analyzing their behavioral psychologies. We conduct discovery interviews and study social media analytics to understand their values, motivations, and aspirations. These profiles determine the most effective ways to communicate the value of your solutions.

2. DEVELOP TAILORED MESSAGES

What to write here...

3. PRODUCE SHAPING CAMPAIGN

Now you have a messaging framework for everything you do–proposals, sales calls, presentations, demos, conferences. We start by converting your messages and stories into a multimedia arsenal. Then we use the multimedia arsenal to target each audience of decision makers or influencers with funnels of engagement designed to initiate a desired action. Finally, we track engagement analytics and customer conversations to continue crystalizing customer need, sharpen your messages, and the production additional content.

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Develop messaging bottom up

UVS

Develop shaping campaign top down

Customer behavioral psychology

Success stories and metrics

AUSB

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Sell

Demonstrate Understanding of Customer: Staff/ BD social media posts

OfferDirect Messaging

Emails, social media, conferences

Landing pages

BD video, demos

Introduce: marketing/branding

Customer needs: tech, workflows, 

Tailoring Messages

CIA Briefers have seconds to get to the point. And they start with an Assertion, the Ultimate Value Statement. Assertions clarify, cut to the essence and reveal the heart of the matter. We partner with your team to develop assertions that cut to the essence of customer concerns.  

 

We use frameworks developed by CIA Presidential Briefers to instantly get to the heart of the matter; translating complex issues into simple yet impactful messages. Leveraging CIA tradecraft we develop your Ultimate Value Statement and tight assertions that clarify your message and cut to the essence of what your customer cares about.

​Additionally, we work with your team to elicit and foster mission stories that make an emotional and psychological point with decision makers. These stories further illustrate your core messages and become part of your team's framework for all customer communications.

Producing Shaping Campaigns

Now you have a framework for everything you do - guides your proposals, your sales calls, your presentations, demos, conference messages.

Now that you have a provocative/engaging messages and stories you can target customers with a variety of shaping applications.

Through engagement analytics and customer conversations/engagements we continue to gather customer insight to further customer understanding.

Our Process

Redefine customer need and profile

To redefine your customer's exact needs we gather and prioritize intel on your customer's tech landscape, business processes, organizational culture, and barriers to adoption through discovery interviews, market research, and facilitated sessions.

To profile your customer's behavioral psychologies we conduct discovery interviews and social media analytics to understand their values, motivations, and aspirations. These profiles determine the most effective ways to communicate the value of your solutions to your customer.

Develop targeted messages

Like Presidential Briefers, you often have seconds to communicate large quantities of complex information. Leveraging CIA tradecraft we develop your Ultimate Value Statement and tight assertions that clarify your message and cut to the essence of what your customer cares about.

We develop stories and case studies that further illustrate your core messages. These messages and stories become your team's framework for all customer communications.

Produce Shaping Campaign

We arm you with an arsenal of media to supplement all customer engagements. We use that media to develop a strategic campaign across social networks, direct email, and conferences that move customers through a series of desired actions or sales funnels.

Firms typically mistake social media as a soft marketing tool. We use social media to directly target key decision makers and influencers while gathering critical insight through analytics to refine our customer understanding.

Additional media tools include videos, website copy, landing pages, white papers, editorials, podcasts, webinars, and more.

Refine and Repeat

Our shaping campaigns are a continuous feedback loop. Content is designed to deliver insight and analytics that continually refine customer understanding.

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