The IMPACT Case Study Framework

sgeigerconsulting
1 hour ago
2 min read

Most GovCon case studies read like product brochures.

That's a mistake.

Government buyers want proof that you understand their constraints and can execute within them. They want to see that you've navigated contract requirements, worked within budget realities, and delivered measurable outcomes tied to their mission.

I – Implementation Speed: How fast can you deploy? Agencies now have authority to move faster, your timeline is a competitive advantage.
M – Mission Outcome: What operational result do you deliver? Not compliance milestones, actual mission impact. (Reduction in processing time, improved threat detection, faster citizen services delivery)
P – Proof (Federal + Commercial)Federal buyers still want to see you've worked with other agencies, but there's more desire than ever to see what you've done in commercial markets. Show both:
- Federal track record: "Deployed at 8 civilian agencies"
- Commercial validation: "Used by 200+ enterprises including [recognizable names]
- If you have strong commercial proof but limited federal experience, lead with commercial. It signals maturity, scale, and reduced risk. If you only have federal, emphasize breadth across agency types and mission areas.
A – Acquisition Path: How easy are you to buy from? Can you sell via FAR Part 12? Are you on relevant marketplaces (Tradewinds, GSA)? Do you have a CSO-friendly model? The easier you make procurement, the more attractive you become.
C – Capability Over Capacity: What specific problem can you solve that others can't? This isn't about how big you are or how many people you can throw at a contract, it's about specialized expertise and proven ability to deliver the outcome. Small firms with deep capability in a narrow area are increasingly competitive against large integrators with broad capacity but shallow expertise. Show what you're uniquely good at, not just what you're staffed to do.
T – Tying It Together (Not Technology): Connect everything back to mission impact, not technology features. Buyers don't care about your "AI-powered platform with machine learning algorithms"—they care that you "reduce case processing time by 40% so veterans get benefits faster." Your differentiation is in the outcome you enable, not the tech stack you use to get there. Technology is how you deliver. Mission outcome is what you sell.

Example in Practice:

Implementation Speed: Deployed in 45 days average, vs. 6-month industry standard
Mission Outcome: Reduced benefits processing backlog by 38%, improving veteran experience scores
Proof: Used by VA, SSA, and DOL federally; also deployed at Blue Cross Blue Shield, UnitedHealth Group, and 50+ commercial health systems
Acquisition Path: Available via GSA Schedule 70, qualified for FAR Part 12 commercial buys up to $9.5M
Capability Over Capacity: 15-person team with specialized expertise in legacy benefits system modernization delivered more successful migrations than firms 10x our size because we focus only on this problem
Tying It Together: Veterans receive benefit decisions 40% faster, reducing wait times from 90 days to 54 days, directly supporting VA's commitment to improving veteran outcomes

🎯 Scrappy Move: Pick one legacy case study and rebuild it using IMPACT. Add at least one metric. If you don't have the numbers, go extract them from your delivery team this week. They exist, you just haven't asked for them yet.