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How Accenture Seized Tomorrow

Steven Pearlstein writes in the Washington Post about how Accenture won the US Department of Homeland Security’s US-Visit contract award.

Early on, Rohleder and Stange figured that both Lockheed and CSC would take a tech-centric “systems engineering” approach in preparing their bids. So the Accenture team decided to differentiate itself by focusing on the management and operational challenges involved in checking 125 million border crossings a year, working from those to its technology solutions. In pricing their bid, Rohleder and Stange offered to put a sizable portion of their fee at risk, to be paid only if performance criteria were met.