Paul spent ~9 years with McKinsey & Company, where he was a Partner based in Washington D.C. Within the firm’s Global Public and Social Sector Practice, Paul led the Go to Market (GTM) team, which spanned 23 countries.

Prior to McKinsey, Paul held roles General Dynamics Information Technology, Johnson & Johnson, Ariba (now part of SAP) and Andersen Consulting (now Accenture), and is a former U.S. Army officer. Paul has particular expertise in Public Sector Go to Market strategy and operating models, as both an advisor and practitioner. You can visit Paul’s company website at pathfinderconsultingllc.com, and he can be reached at [email protected]

Key points include:

03:18: Doing business development in the public sector

09:41: How the decision process works

14:04: RFPs and the procurement process

21:17: Work from the federal government for independent professionals

28:20: Paul’s work as an advisor on procuring government contracts

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