Managed Care Advisors
Maximizing Success
Complex proposals can be a daunting challenge, requiring vast resources and bandwidth. The difference between winning and losing can often be determined by compliance and a thorough understanding of the Request for Proposal (RFP). Managed Care Advisors, LLC (MCA) was facing an unanticipated and complex bid for The World Trade Center (WTC) Health Program.
The World Trade Center Health Program maintains three major support contracts. The NPN contract and the TPA contracts were important bids for MCA (and parent company Sedgwick) as the company grow its vital support to this customer and the members of the WTC Health Program.
Using effective proposal management, our team was able to guide MCA to secure a contract.
Key Takeaways
- MCA won the NPN contract (approximately $75M) and is still awaiting an award decision on the TPA contract (approximately $70M).
- Efficiently executed two multiple-phased proposal processes, including oral presentations
- Managed two “back to back” proposal efforts with many overlapping proposal and business demands
- Maintained effective team communications to execute two complex proposals with multiple components among a large number of participants.
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About Managed Care Advisors (MCA)
Managed Care Advisors (MCA) was an EDWOSB found in 1997 that specialized in Managed Healthcare. Their mission is to empower individuals and organizations to attain and sustain health and productivity.
- Size: Originally Small
- Efficiently executed two multiple-phased proposal processes, including oral presentations
- Industry: Healthcare
- Services: Managed Healthcare, Employee Benefits, Workers’ Compensation, and Disability Management, and more
- Experience: Department of Homeland Security, Department of Commerce, Department of Health and Human Services, Department of the Interior
Solutions
With an in-depth understanding of the Request for Proposal (RFP), our team provided extensive proposal management and organization. Our team implemented some of the following solutions:
- Process: Work closely with the client to establish efficiencies and develop a proposal approach and schedule to execute the proposal effort.
- Agility: Rapidly establishing content planning sessions that would allow the team to “dive into” a proposal they were not expecting to bid.
- Communication: Maintained effective team dialogue to execute two complex proposals with multiple components among a large number of participants.
Obstacles
Submitting a winning proposal for the WTC Health Program contract was a complex and challenging task for MCA. Their challenges included:
- Deadline: Need to quickly staff up a proposal effort for an RFP that the client was not originally planning to bid.
- Complexity: Logistical concerns with managing the TPA proposal while transitioning into the newly awarded NPN contract.
- Demand: “back to back” proposal efforts with many overlapping proposal and business demands.