Challenge
Based in Georgetown, Massachusetts, TransCOR Information Technology develops and integrates mobile computer solutions for complex systems that demand reliable data retrieval, communications and storage. TransCOR offers rugged hardware capable of working in harsh environments. They provide customized solutions for such industries as telecommunications, transportation, public utilities, distribution, public safety, emergency management, and even the military. Seeking to develop business with the Commonwealth of Massachusetts, TransCOR engaged O’Neill and Associates for government marketing services.

Solution
O’Neill and Associates developed and implemented a government marketing program to raise TransCOR’s profile within Massachusetts and help the company to win new public sector business. Services included identifying the decision makers crucial to TransCOR’s goals and facilitating appropriate introductions and meetings; carefully monitoring Commonwealth of Massachusetts procurement opportunities; gathering intelligence on various projects of interest to TransCOR and utilizing this information as a means of maintaining TransCOR’s pipeline of opportunities; and providing strategic counsel regarding specific contracting opportunities and assistance preparing competitive RFP responses.

Results
Through O’Neill and Associates’ efforts, TransCOR won a project to outfit Massachusetts State Police cruisers with mobile data terminals, beating out the incumbent Fortune 50 company. O’Neill and Associates then successfully urged the Commonwealth’s Operational Services Division to convert that RFP into a blanket contract that allowed our client to sell rugged computing to agencies throughout the Commonwealth. Subsequently, TransCOR won business with the Commonwealth’s Department of Transportation and Department of Conservation and Recreation.

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