Cowan and Associates (C&A) provided strategic planning, business planning, change management, performance measurement, and knowledge management support to various Navy commands. Its managing director, Jeff Pottinger, was contemplating a Request for Proposal to provide change management support services to the Naval Supply Systems Command (NAVSUP) in Mechanicsburg, Pennsylvania. Pottinger was intimately aware of the significant change management challenges facing NAVSUP through his experience with several previous contracts supporting NAVSUP, and he knew his company had the capability to support its requirements. He was meeting with C&A’s founder and president and its CFO to discuss this opportunity and whether to devote scarce resources to writing a winning proposal.
