Transforming a Subcontractor into a Leading Prime Contractor in the Defense Sector
Provided key strategic insight and technical differentiators to turn a Government Contractor into a household name and a competitive prime contractor, growing revenue by ~80% and directly contributing $30M in two years
76% Growth in 2 years
Our efforts grew the client revenue by 76% in only two years while also replacing existing revenue that ended.
$30M in bottom line revenue
Our efforts directly contributed $30M in revenue to the company balance sheets.
Brand Recognition
Our strategic guidance around how to approach the customer from a technical differentiation standpoint led to widespread name recognition.
Development Partner
In moments of need, Valerian stepped in as a key development partner to build software components or key deliverables.
Overview
With the intensely competitive nature of the Defense Industrial Base, creating a clear market distinction is essential for driving predictable, sustainable growth. Our client, a Government Contractor, initially served as a subcontractor to larger Prime contractors. They sought to differentiate themselves, pivoting to Prime contractor status in order to secure high-value contracts and trigger a substantial growth curve.
Objective
The main objective was to position the client as a leading Prime contractor in the defense sector by evolving their brand, strengthening their market presence, and driving growth through strategic wins. We set out to craft a unique market identity, focusing on technical expertise and advanced solutions that would distinguish the client from larger competitors. This involved establishing thought leadership, securing key contracts, and accelerating their growth curve in the Defense Industrial Base.
Challenges
Our client, a Government Contractor primarily operating as a subcontractor, needed to shift into the role of a Prime contractor. The challenge was to differentiate themselves in the fiercely competitive Defense Industrial Base (DIB) and secure high-value contracts while overcoming a legacy perception as a staffing provider. Their goal was to transition from providing staff augmentation and recruiting services to becoming a Prime contractor known for delivering advanced technology solutions in critical defense sectors.
Solution
Our approach centered on rebranding, business development, and technical differentiation. We transformed the client’s public persona through targeted messaging and thought leadership in areas like secure communications, data analytics, and artificial intelligence (AI). We provided playbooks to guide the client through the government procurement process, including teaming strategies with larger contractors and leveraging Small Business Set-Asides. We also supported proposal writing, emphasizing technical depth and showcasing the client’s ability to deliver secure, scalable systems for mission-critical operations. Additionally, we facilitated high-level relationship building with government agencies and other contractors to strengthen their market position.
