Business Development Strategy
and Proposal Support

We regularly provide business development strategy and proposal support to help our health plan clients win new medical, dental, LTSS, behavioral health, foster care, and other specialty contracts. The scoring difference between the last winner and the first loser can be minuscule, so we strive to optimize every inch of these massive proposals. We identify strategic priorities and design innovative solutions and approaches that position the plan to serve as an exceptional partner to the Medicaid agency.

Prior to proposal release: Our support for the proposal process begins prior to issuance of the proposal. Whether we are helping an incumbent retain their contract or a plan striving to enter a new market or develop a new line of business, our team partners with plans to ensure they are prepared to submit a successful proposal. We work with our clients to evaluate upcoming procurement opportunities, identify strategic opportunities and programmatic gaps, optimally compile and analyze data, and develop solutions that can position the plan for a successful proposal. These solutions may include reconfiguration of existing operations, design and implementation of new models of care, or partnerships with community organizations or subcontractors.

Upon proposal release: Our team can write and edit all technical and business areas of the proposal. Working closely with plan subject matter experts and leadership, our team combines strategic support and technical expertise with professional writing skills to deliver a high-scoring and winning response. We also support plans with the proposal finalization and production efforts. In addition, we have experience developing and reviewing price proposals.

The quality of a bid is dependent on the features of the offer, how well the proposal is crafted, and how well it is reviewed. We offer our clients exceptional review and mock scoring services. In addition to providing ongoing review support, we often simulate the “fresh eyes” perspective of a state evaluator. We combine this mock scoring with direct, actionable, and specific feedback on how the plan can adjust or add to their response to score as favorably as possible.

Upon proposal award: We are available to assist clients in preparing for any potential protests through scoring analysis and a review of submitted proposals to evaluate protest strategies that may be used. Once the contract has been signed, we also provide readiness review assistance and operational support for implementation, including project management, technical assistance, and preparation and review of readiness documents and presentations.

We provide a spectrum of procurement support services tailored to client needs. To support clients in winning new contract awards, our services include:

• Supporting the strategic work prior to an RFP release to optimally position a health plan
• Strategizing around commitments and innovations for new contract periods
• Compiling data to quantify accomplishments and to shape innovation opportunities
• Delivering project management prior to the RFP release and during the RFP process
• Writing support and content development for RFP responses
• Review and mock scoring of drafts
• Packaging, production, and finalization of RFPs
• Providing RFP Protest support
• Conducting RFP writer and business development training and workshops

To support clients in procuring vendor contracts, such as PBM and other partnerships, our services include:

• Drafting of RFPs
• Reviewing and scoring proposals received
• Drafting responses to bidder questions

Since 2019, the scoring outcomes for all the Medicaid MCO bids we have supported are divided as follows:

Contract Award Notification Earned:  82%

First Place:  41%

Second Place:  32%