Government Contracting Strategy & Revenue Diversification
The Challenge
Invictus Support Services, a California-based exterior building maintenance company serving clients across four states, relied heavily on private property management contracts for revenue. While successful in the private sector, the company sought to diversify revenue streams and build long-term stability through government contracting. However, the complex procurement landscape, stringent compliance requirements, and competitive bidding process presented significant barriers for a company without public sector experience.
Our Approach
We developed a comprehensive government contracting roadmap addressing both strategic positioning and operational readiness:
SWOT Analysis: Evaluated competitive landscape, identified strengths and gaps in government readiness
Competitive Intelligence: Analyzed successful competitors to understand value propositions for public sector clients
Internal Audit: Assessed and upgraded hiring practices, safety procedures, training programs, and certifications to meet government standards
Policy Development: Collaborated with HR and Operations to strengthen employee protection and compliance frameworks
Geographic Targeting: Identified high-potential opportunities in Arizona, California, and Nevada based on existing market presence
Relationship Building: Proactively engaged procurement offices at local and state levels to introduce capabilities
Marketing Materials: Created government-focused capability statements and collateral
Bid Response System: Established cross-functional process for preparing comprehensive, competitive proposals
Result
$3,655,622 in government contracts secured since 2022 (5 contracts total)
Average contract term of 3 years with multi-year extension options
Revenue visibility through 2029 enabling strategic business planning
Diversified revenue streams reducing dependency on single market segment
Strengthened internal operations benefiting both public and private sector work
Established relationships with procurement offices for ongoing opportunities
Sustainable growth supporting employee stability and expanded benefits
