Partnering Before Purchasing: How Booz Allen Wins Proprietary Deals Early
Chrissy Cox, VP & Head of Corporate Development, Booz Allen Hamilton
"If we get a banker inbound for a company and we've never heard of it before... it's probably too late." That's Chrissy Cox's rule at Booz Allen Hamilton. It's also why about 80% of the firm's deals involve a company it already had a relationship or partnership with.
Chrissy explains how her team maps capability gaps with market leaders, looks at hundreds of companies a year, and keeps targets on a watch list until they're actionable. Liberty IT sat on that list for years before a proprietary deal. She also covers testing…
The skinny
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