Customer Success Story
MPRI

International Government Contractor Uses Deltek Costpoint^® CRM to Manage Explosive Revenue Growth

The Challenge

MPRI, a division of L-3, is a government contractor serving national security, military, and law enforcement customers worldwide. In a short four-year span, MPRI grew at a strong rate, moving from $500 million in revenue to over $1.2 billion. With no sign of a significant slowdown in growth, management recognized an obvious need to automate their business development processes to maximize revenue opportunities as they continue their strong growth into the future.

Prior to using Costpoint CRM, MPRI was using three major systems to track projects and pipeline opportunities, and their practice for pipeline tracking and forecasting was not standardized across the organization. Information about clients, prospects and internal teammates was fragmented into multiple systems throughout the organization. In order to continue pursuing ever-increasing revenue targets in familiar markets and increasing share in emerging markets, MPRI began searching for a common tool that could be used across the organization to increase their ability to strategically analyze future revenue opportunities and provide real-time feedback about the immediate and long term health of their business. “It was also clear that the tool needed to adapt to our business environment, processes and structure,” said Rachel Miller, Senior Director of Marketing for MPRI..

The Solution

After a year-long evaluation process of three potential solutions, MPRI selected Deltek Costpoint CRM as the product that would best meet their goals of providing a pipeline tracking tool that was deployable across the organization and could assist with strategic long-range planning.

“Costpoint CRM met the needs of our government contract-based services business, private sector commercial sales and product-focused markets,” Miller continued. “Another strong deciding factor in selecting Costpoint CRM was its compatibility with our Deltek Costpoint accounting system, and the ability to integrate the contracting function into our back-office systems.”

The Benefit

Today, 200 employees in nine MPRI divisions use Costpoint CRM to power the business development process through every phase of the sales cycle. Business developers spend less time generating reports, collating data and running reactive exercises and now think creatively about how to use the data at hand to win new business. Overall, Costpoint CRM has delivered process innovation throughout the business development organization. “Our overall Costpoint CRM ROI demonstrated a very sharp increase in report accuracy and the management of business development activity. MPRI business developers and managers rely on this tool for information on emerging opportunities in every stage of their development. We are able to manage more opportunities of greater complexity than even a year ago, prior to our deployment of the Costpoint CRM system,” Miller stated.

Costpoint CRM has delivered numerous measurable benefits for MPRI. The company continues to see improved capture management efforts that drive new business for the company. Management oversight of current sales efforts has improved, thus ensuring that all possible efforts are made to win new business. The increased ability to forecast revenue across the company and collaborate on potential new opportunities has allowed MPRI to “right-size” the business and make sure that resources are prepared and ready to go as soon as a new project is won.

“We project pipeline revenue, manage the capture effort, conduct gate reviews, structure capture plans and develop the project management plan from information collected in Costpoint CRM,” Miller concluded. “This has meant significant change to our business development and capture efforts, which had been previously managed through memorandums, Excel spreadsheets and constant, often unproductive meetings. Around here, Costpoint CRM has made many people very happy.”

MPRI At A Glance

Company Name: MPRI
Headquarters: Alexandria, VA
Business Summary: Headquartered in Alexandria, Virginia, MPRI provides comprehensive and integrated programs that address training, education, leader development, organizational design and implementation, simulations, democracy transition, and emergency management across a broad spectrum of functional areas. Its customers include the Department of Defense, Department of Justice and select international government agencies.
URL: www.mpri.com