WHAT WE DO?
CRITICALOUTCOMES are a niche consultancy which assists UK companies seeking to broaden their business footprint, and US companies seeking to enter the UK market. Our client base includes FTSE 100 outsourcers, and large US private-equity owned contractors, primarily focused on the emergency services, aerospace, security and defence.
DEFENCE
Navigating the complex acquisition processes of the UK Ministry of Defence and US Department of Defense is a core skill. We have a track record of shaping and winning major bids across each military service and joint commands. We understand and can shape the routes to market for new technologies and the buying patterns of Defence primes.
SECURITY
We have shaped and won business with UK Home Office, US Department of Homeland Security and other elements of the National Security apparatus in both US and UK. Critical Outcomes principal consultants hold security clearances which enable access to classified programs, and are experienced in the mechanisms which enable legal sharing of information across the Atlantic.
EMERGENCY SERVICES
Budgets and procurement routes for the emergency services are often fragmented and local, but decisions are heavily influenced my national policies and politics. Critical Outcomes navigates that maze, and has assisted in bringing private sector expertise and finance to operations usually considered inherently-governmental.
OUR EXPERTISE
PROCUREMENT PROCESSES
Procurement processes of relevant government departments in the UK and US.
CAMPAIGN MANAGEMENT
Coordination of Business Development / Sales resources, Bidding, Govt relations team, Marketing teams and product management to achieve a major contract award.
STRATEGY
Political, Policy and Military Strategy issues which influence acquisition decisions
LEGAL
We aren’t lawyers but we understand the legal imperatives behind procurement processes and contracts. We work closely with counsel in London and DC and know when to engage, and how to brief for maximum benefit to the client.
BUSINESS DEVELOPMENT
Assistance in developing innovative propositions and channels to market. Support of interface with government departments and political influencers.
SOLUTION ARCHITECTURE
Building of business cases and defining the offer in such a way as to maximise Probability of Win (Pwin). Understanding real customer drivers (military, security, policy, political) and shaping the offer to reflect those.
PROPOSAL MANAGEMENT
- Identification of external resources to support bid teams (eg specialist expertise in a particular functional area)
- Team leadership and management
- Proposal shaping
- Bid writing for critical elements
WHO WE ARE
Since 2011, Ian has been MD of Critical Outcomes Ltd. His core skills lie in the leadership, support and mentoring of sales teams and business development campaigns, particularly deal-origination, value-proposition development, bid-direction and the conduct of effective, but ethical, influencing campaigns to win and close business. He has been a Senior Civil Servant (US SES Equivalent) within UK MOD and held senior positions in Serco, BAE SYSTEMS (UK and USA), MBDA Missiles (UK and France) and Alenia-Marconi Systems (UK and Italy).
Ian has had close relationships in UK MOD, and the defence departments of the US, France, Germany and others for over 20 years. More recently he has worked closely with the Cabinet Office, Home Office and Emergency Services in the UK, and the Department of Homeland Security in the US.
Andie is an accomplished, successful Business Development Director, Strategist and certified Project Manager with a proven track record in working strategically at all levels within both the Defence and Security Sectors, winning new business and delivering major projects and programmes.
A proactive leader and problem solver, with excellent business acumen and motivational skills, Andie successfully shapes and influences many UK and international opportunities, leading to a successful sales record in technology, services, logistics and training. A clear understanding of the complexities of scope, risk and stakeholder engagement involved around large projects has resulted in an impressive track record of implementation and delivery to time and budget.
Andie has a proven ability to capitalise on business opportunities, with an impressive record in forging and developing new, high level relationships and opportunities in a competitive market place. She has previously held senior positions in Steria, Serco and Raytheon and has excellent relationships with major defence prime contractors on both sides of the Atlantic and in Government.
When necessary for success on a particular project Critical Outcomes brings in Senior Associates for short term, specialist skills or market access. Our network includes recently retired flag-rank military officers and government servants, and C-suite practitioners of HR, Corporate Finance and M&A.
IAN METCALF
MD & PRINCIPAL CONSULTANT
DR. ANDIE JOHNSON-MITCHELL
PRINCIPAL CONSULTANT
SENIOR ASSOCIATES