Challenge
EDS is a leading global technology services company, having founded the information technology outsourcing industry more than 40 years ago. Today, EDS delivers a vast array of information technology and business process outsourcing services to clients in manufacturing, financial services, healthcare, communications, energy and transportation as well as to governments worldwide.

Massachusetts has long led the way in Medicaid program innovations throughout the country. However, with increases in budget pressures and the health care system, Massachusetts was left at an impasse. Update its outdated Medicaid Management Information System (MMIS), or loose its ranking as a leader in the nation’s Medicaid programs. Recognizing this opportunity, EDS retained O’Neill and Associates to help them win the bid for the Commonwealth of Massachusetts' new MMIS.

Solution
O’Neill and Associates worked with EDS’s senior management to develop a government and public relations strategy to establish relationships with key officials in the Commonwealth.

O’Neill and Associates provided EDS with on-going analysis of legislation and executive branch actions as well as guidance with regards to the procurement process. This included strategic counsel during the response preparation phase. Furthermore, O’Neill and Associates provided strategic advice to raise EDS’s visibility with appointed and elected state officials.

In addition, O’Neill and Associates directly lobbied high level state officials and attended legislative meetings to advocate EDS’s position.

Results
Utilizing the government and public relations strategy crafted by O’Neill and Associates, EDS won two contracts totaling $48 million for the Commonwealth of Massachusetts’ new MMIS. Winning two contracts of such scope and scale within just two days marked a level of success unprecedented in EDS history. O’Neill and Associates involvement was crucial in securing these contracts and providing EDS with the necessary expertise to win business with the Commonwealth of Massachusetts.

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