Contact NSI
Case Studies
NSI Sets Public Sector Sales Quarterly Record
In January 2008, NSI was awarded the national contract to represent a Fortune 100 software company’s public sector sales efforts. During the first 90 days, NSI conducted an assessment of the entire vertical practice and produced a detailed report outlining the strengths and weaknesses of every territory covered. NSI also provided specific recommendations to drive additional sales within the company’s priority markets.
NSI New York Team Transforms Unknown Firm into a Contender
A mid-size consulting firm with no New York public-sector presence, contracts or business-development staff engaged The Walters Group/NSI to help them develop and implement a strategy to enter the New York consulting market. The result? In just one year, the executed plan helped the firm achieve over $1 million in sales.
NSI Turns Startup Company into the Standard
In early 2002, a start-up software company engaged NSI to help break into the government marketplace. The company’s product provided an innovative way for public sector organizations to offer personalized email subscriptions through a turnkey, web-based solution that would increase traffic on government Web sites, offer distinct advantages over email list software, automate updates to constituents and demonstrate return on investment to government customers by eliminating unnecessary fax and printing costs.
Atlanta Botanical Garden
NSI put grassroots and grasstops efforts to work to change public and political opinions with a unified voice supporting the Atlanta Botanical Garden’s plan to build an underground parking facility in Piedmont Park. The Atlanta City Council voted to recommend the parking facility in late 2005, and groundbreaking was scheduled for 2007!
NSI Solves Problems
A Fortune 500 financial services company and industry leader was competing for a project in a large city in the Northeast. Throughout the process, communications with the municipality had broken down and the company was convinced that their chances of winning the bid were dwindling due to a belief that the municipality was entertaining a bid from their competitor. The Fortune 500 financial services company engaged NSI to gauge its true potential for success.
Cover the Uninsured Week 2004
Cover the Uninsured Week (CTUW) is a national campaign to raise awareness about the 45 million Americans living without health coverage, including 8.5 million children. By working with local leaders and uninsured Americans willing to share their story, NSI helped CTUW surpass all previous campaign totals for events, coalition partners and media impressions.
NSI Produces Winning Strategies
A national engineering firm with offices located in West Virginia had been struggling to gain success within the government market. For years, they had been submitting bids and responding to requests for proposals, but they had only reached the short list of potential finalists once in five years and they had yet to win a contract. Before taking the drastic measure of closing their local West Virginia office, they reached out to NSI for marketing strategy development and assistance to gauge their chances of success within the local market.
NSI Builds New Company — Achieves Successful Shareholder Exit
In 1999, a start-up technology company developed software that could aid in the identification and detection of fraudulent transactions within the Medicaid system. Uncertain of how to best market and sell this new advancement the technology company approached NSI for assistance. The company’s goal was to enter into the Medicaid system at the state level of the government market.
Healthcare Leadership Council
Every year, the Healthcare Leadership Council (HLC), a coalition of chief executives from different sectors in the health care industry, tackles a number of legislative challenges on health care reform. With NSI, HLC has successfully positioned itself as a leading voice on health care issues and provided its individual member companies with unique opportunities to work with legislators at the local level as part of a broad-based coalition.
NSI Uses Legislation to Transform a Market and Drive Demand
A British company, which manufactures a variety of fire safety products, solicited NSI to assist their division that manufactures and sells carbon monoxide alarms. NSI was tasked with promoting the passage of new state and city legislation mandating the installation of carbon monoxide alarms in residential buildings. NSI’s work on the company’s behalf is an excellent example of how NSI can use legislative and regulatory efforts to create or expand a market.
New York State’s Recognized Public-Sector Procurement Experts
Organizations and agencies at all levels and branches have relied on The Walters Group/NSI for business strategy in the public sector environment.
NSI Expands the U.S. Market
A United Kingdom-based company hired NSI to identify and secure a significant local government contract to use as leverage to win projects in United States (U.S) municipalities, as well as to expand their presence in the U.S. market. The company is a leader in water leak detection technology, which saves water utilities significant time and money, and has a strong track record of success throughout Europe. The company was able to do this by reducing and recovering lost and unaccounted for water due to leakage. Prior to engaging NSI, the company had a relatively small presence in the U.S. and had achieved little success in building strong, high-level government relationships.
Medicare Today
Millions of seniors were unaware or had questions about the prescription drug benefit as well as new preventive screenings now available under the Medicare Modernization Act. NSI launched a campaign that was ultimately honored by the Public Relations Society of America as the top healthcare program in 2006.
NSI Develops a New Line of Business
In August 2000, NSI was hired by the premier Web interface and portal developer to develop their government relations and state and local marketing division. Prior to NSI’s engagement, the developer did not have a government relations or municipal marketing effort. As pressure came to diversify and expand to new markets, the developer turned its attention to the municipal marketplace. NSI began the program by conducting research to determine the states that lead the nation in technology and innovation and found that one of the top states identified was Florida. NSI and our Florida consultants worked with the Florida Technology Office to promote the developer’s message to state leadership. Over a 10-month period, the developer and NSI’s Florida consultants were successful in securing a $6 million contract to manage the state’s portal interface.
NSI Secures Allocations for Funds
A first-time biotechnology fund engaged NSI to assist in raising money from state or local government pension funds. NSI quickly researched which government funds would invest in a first-time fund with no track record and entertain allocating money to biotechnology, which resulted in a list of 12 potential funds. From there, NSI turned to its network of local market experts to further understand the feasibility of allocation from each of their 12 targets. By cultivating and leveraging relationships with key decision makers and staff in each local market, NSI prioritized their list to focus on the top four funds. NSI developed a strategic and thorough marketing plan for each target market, the execution of which resulted in securing funds from two states totaling more than $100 million for the fund.
NSI Organizes the Right Team
A leading technology company was on the verge of losing a large contract with the City of Los Angeles when its IT director, a strong proponent of the technology company and someone who played an integral role in helping the company secure a $48 million contract, announced their retirement. The former deputy IT director, a vocal opponent of the technology company, was hired to fill the vacant role. Upon the announcement, the new I.T. director called for a rebid of the contract, and the technology company engaged NSI to help build its relationships with key city officials and reestablish a relationship with the new I.T. director.
NSI Gets Out the Message through Grassroots Campaigns
The federal No Child Left Behind Act included a component for supplemental services, which would identify failing schools and then provide free tutoring services to students in those schools. When a school was designated as failing, it had the responsibility of alerting parents that their children were eligible for free tutoring. Once the parents became aware of the program, it was their responsibility to sign up for the service in order for their children to actually be enrolled in the tutoring program.
NSI Grassroots and Grasstops Efforts Stimulate Act Passage
NSI was hired by a non-profit organization to conduct a strategic grassroots and grasstops campaign to assist in the passage of the Food Allergen Labeling & Consumer Protection Act (FALCPA). Through NSI’s efforts, FALCPA passed in Congress with the support of the coalition.
NSI Secures Lengthy Procurement Relationships
The largest water and wastewater services company in the United States was an NSI client. One year into the relationship, NSI’s consultant helped to negotiate an expansion of the initial contract due to the fact that the company acknowledged that without the help of NSI’s consultant in Honolulu, the company had no chance of establishing its profitable relationship. In this and many other cases, NSI was the difference between a company’s success or failure in the very competitive state and local government market.
NSI New York Team Brings Big Firm Monumental Success
A global tier-one consulting and system integration firm needed help building a New York public sector practice. The firm was essentially a nonentity in New York State and despite its national and global reputation had less than $2 million in New York State public sector sales and no effective sales plan prior to engaging.
NSI New York Team Provides Competitive Advantage
A major national telecommunications firm with a solid track record and a thriving private-sector business decides to ramp up its growth and expand into the complex public sector market. They pick New York as their target and engage the Walters Group, NSI to help them make it happen.