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Consulting Client Development Advisor - Defense Who You'll Work With

McKinsey's U.S. Social Sector, Healthcare and Public Sector Entities (SHaPE) sector provides management consulting services to clients across three major sectors, including governments at the federal, state, and local levels. The Defense and Security subsector of SHaPE spans the Department of Defense, and members of the National Security Community.

Through our unique client services model, McKinsey is able to bring federal, state and private sector expertise, capabilities and people to provide a distinctive level of impact for our Defense and Security clients.

You will collaborate with Department of Defense (DoD) focused Client Service Teams (CSTs), on business development, capture management, and proposal delivery, thereby enabling the growth of these CSTs so that they may maximize the impact they have within their associated client communities.

You will play a key role in generating new engagements in the public sector through business development, capture management and proposal delivery.

You will have responsibilities across all three of these areas, as an individual contributor and key catalyst for collaboration with CST leaders and colleagues. Business development will compose a portion of your effort, with the majority of effort typically across capture management and proposal delivery. As part of core capture management activity, you will lead coordination of a CST's effort to partner with other organizations to advance clients' ability to contract the firm for services.

You will increase the advanced notice McKinsey has of upcoming procurements, which will increase the period of time McKinsey has to shape the opportunity and build its response prior to the issuance of any RFP or RFQ. What You'll Do In the business-development phase, you will:

Establish and maintain a network of relationships with government procurement professionals and end clients in identified client organizations. Establish senior management and program management relationships with other industry consultancies and contractors with whom McKinsey might partner in service to the government; including both small businesses (across socioeconomic categories) and large business contractors. Collaborate and drive internal client CST days that problem solves around CST growth aspirations, potential clients to serve and capabilities and expertise that McKinsey can bring to drive the most impact for those clients. Work with CSTs to construct comprehensive client account plans and manage the client opportunity pipeline. Support CSTs in the development of written materials for client development discussions, adding specific expertise around client positioning, contracting, and funding. Educate client procurement professionals and potential partners about McKinsey's capabilities. Gather intelligence about upcoming procurements for which McKinsey might be well suited to compete. In the capture-management phase, you will:

Help position McKinsey as procurements are being formed, by making recommendations to help ensure government is clear about their requirements and will be able to procure the kind of assistance they need. Drive contracting strategy for opportunities created primarily from client conversations. Identify industry partners with whom McKinsey could team for emerging procurements and finalize teaming agreements in collaboration with McKinsey's contract team. Collaborate with market intelligence focused colleagues to develop opportunity-specific competitive intelligence analysis, along with 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 for McKinsey to win the procurement; including pricing strategies.