Case studies
We’re proud to represent a number of businesses in the Government market. Below are de-identified examples of work we’ve done for them.
Featured client · Sales as a Service · Ongoing
Mesh Cyber: from founder-led BD to a seven-figure federal win
“Having known the team behind Valkyrie Consulting for a number of years, we engaged them when Mesh was relatively small and looking to grow. At that point our business development depended on whatever time Paul and I could find outside client delivery. Valkyrie took responsibility for our sales function and have operated as part of Mesh ever since. They built our CRM and go-to-market approach with us, developed our vendor and partner relationships, led our tender responses from draft to submission, and supported our client accounts.
In our first year together, Mesh has more than tripled in size and added over $1.5 million in revenue. Notably that included a heavily contested seven-figure federal contract, won through a partnership Valkyrie helped us build, on a bid they led. The momentum has continued, and we now have more open opportunities in market than at any point in our history.
The work Valkyrie does puts our people and our capability in front of the right buyers, and it has allowed Paul and I to stay focused on growing our business and delivering great work for our clients.”
Mike Donaldson, Co-founder and Director, Mesh Cyber
3x+
growth in the first year
$1.5m+
new revenue
What we run for Mesh: CRM and go-to-market, vendor and partner relationships, tenders from draft to submission, and account support.
Federal market entry · Three months
Technology vendor expanding into Federal
The challenge
An established technology vendor had built a solid base across state and local government, but had no federal presence and no Canberra footprint.
Federal buyers did not know them, and they had no agency relationships, target list or plan for building federal pipeline from a standing start.
What we did
Over three months, Valkyrie ran their federal business development as their sales function.
We mapped the agencies most likely to buy what they sell, ran targeted outreach under their brand, managed stakeholder engagement through to buyer meetings, and supported their submissions as opportunities came up.
Outcomes
20+ agencies engaged across federal, state and local government
16 buyer meetings from a standing start
Two competitive submissions and a live funding application
A national target map they now sell against
Tender support · Process review and uplift
Mid-sized multinational, Federal and State
The challenge
A medium-sized multinational engaged Valkyrie for tender support on a number of key opportunities across the Federal and State Government markets.
Their existing response process relied on outdated templates, was not tailored for Government, and had a low success rate.
What we did
We worked closely with key stakeholders to understand their offering, their challenges and the response process they had in place. We then rebuilt the tendering process, templates and responses so that every submission was:
Bid managed effectively to produce a high-quality response
Cleared on time through the right channels and levels of management
Clear and concise in addressing the requirements and showing value to the Commonwealth
Updated and formatted to remove reliance on outdated templates
Outcomes
Tender responses of a significantly higher standard than before
Higher win rate and gross margin
Bodies of work won in competition with larger, more established firms
Lessons from the engagement used to streamline their process and uplift templates and content
Want results like these?
Start with a call and we’ll tell you straight whether we can help.