Eliassen Strategic Insights

Business Development Playbook · 2025–2026

Fast paths to partnerships: where to win, how to win, and what to say.

Fast Pitch

Updated Weekly
  • Partner for speed, savings, and certainty—without Big 4 overhead.
  • 50–70% cost advantage; start in 2–4 weeks.
  • Specialists in Federal, Clinical, and Data/AI transformation.

Key Differentiators

  • ISO/SOC-aligned delivery; measurable outcomes and SLAs.
  • Modern data + AI engineering; secure-by-design platforms.
  • Flexible models: pods, managed services, and co-delivery.

Quick Actions

Field Tested
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2025–2026 Talk Tracks

2025 Focus

  • Agentic AI from pilot to production with governance.
  • OMB zero-trust mandates driving federal modernization.
  • RWE and clinical data platforms for submissions.

2026 Focus

  • AI observability and model risk management at scale.
  • Embedded finance and integrated risk analytics.
  • Interoperable clinical data exchanges across ecosystems.

Priority Opportunities (Filtered)

Gen AI Production Implementation Wave

HIGH

Pipeline: $47B by 2025

Why Now

  • 87% of enterprises moving from Gen AI pilots to production deployment. Current failure rate: 63% due to integration, governance, and talent gaps.
  • Eliassen's AI & Data Services practice combines technical implementation expertise with governance frameworks—rare in market. Most competitors offer either strategy consulting OR technical execution, not both.

First 90 Days

  • Launch 'Pilot-to-Production' accelerator program with pre-built governance templates
  • Target companies with stalled AI pilots (identifiable via LinkedIn, tech news)
  • Create case study library showing 4-6 week pilot-to-production timelines

Real-World Evidence Mandate Expansion

HIGH

Pipeline: $8.2B clinical data market

Why Now

  • FDA expanded RWE requirements for post-market surveillance and label expansions. Top 20 pharma companies must overhaul data infrastructure by end of 2025.
  • Eliassen's Clinical Data Sciences team has rare FDA submission experience + AI/ML chops. Competitors either have regulatory expertise (Deloitte) OR data engineering (tech firms), not both.

First 90 Days

  • Host webinar series: 'FDA RWE Playbook for 2025 Label Expansions'
  • Target VP/SVP Clinical Development at Top 20 pharma (LinkedIn Sales Navigator)
  • Create RWE maturity assessment tool (lead gen magnet)

Federal Zero-Trust Architecture Buildout

HIGH

Pipeline: $22B federal cybersecurity spending

Why Now

  • OMB zero-trust mandate has 73% of federal agencies behind schedule. CISA issuing quarterly compliance reports driving urgency.
  • Eliassen Group Federal has cleared consultants + modern ZTA implementation experience. Booz Allen is strong but expensive; smaller firms lack clearances.

First 90 Days

  • Target civilian agencies with low OMB maturity scores (public data)
  • Develop 'Zero-Trust in 90 Days' framework for small-to-mid agencies
  • Submit proposals for GSA Schedule 70 and SEWP VI vehicles

Embedded Insurance Technology Partnerships

MEDIUM

Pipeline: $700B by 2030 (25% CAGR)

Why Now

  • Traditional insurers partnering with retailers, automakers, fintechs to embed insurance into purchase flows. Technology integration (APIs, data sharing, underwriting automation) is primary barrier.
  • Eliassen has insurance domain knowledge + API/integration capabilities. Market is greenfield—competitors haven't specialized yet.

First 90 Days

  • Build 'Embedded Insurance Accelerator' framework (white-label platform)
  • Target P&C insurers with low digital maturity + partnerships (AM Best ratings + news)
  • Create thought leadership: 'Embedded Insurance Tech Stack Blueprint'

Basel IV Compliance Surge (Extended Deadline)

HIGH

Pipeline: $18B compliance technology market

Why Now

  • Basel IV deadline extended to 2025 but banks warned to accelerate. Mid-tier banks ($10-100B assets) are most behind. Estimated $50-200M compliance cost per institution.
  • Eliassen's Financial Risk & Compliance practice has Basel implementation experience. Big 4 audit conflicts prevent them from serving audit clients on Basel compliance consulting.

First 90 Days

  • Target 30 mid-tier banks with low capital adequacy ratios (public filings)
  • Develop 'Basel IV Readiness Assessment' (3-week engagement, $150-250K)
  • Partner with fintech vendors (Moody's Analytics, SAS) for joint go-to-market

Decentralized Clinical Trial Technology

MEDIUM

Pipeline: $16B DCT market by 2027

Why Now

  • 35% of clinical trials will be decentralized by 2027 (up from 9% in 2023). Requires patient-facing apps, remote monitoring, data integration, regulatory compliance expertise.
  • Eliassen's Clinical Solutions + App Development practices can deliver end-to-end DCT platforms. Most competitors are either tech-focused (no regulatory expertise) or CROs (limited software engineering).

First 90 Days

  • Build DCT reference architecture and platform accelerator
  • Target mid-sized biotech companies running Phase 2/3 trials (clinicaltrials.gov data)
  • Partner with Medidata, Veeva for co-marketing and technology integration

Competitive Battlecards

Top 6

Accenture

Battlecard

Strengths

  • Global scale and reach (200+ cities, 120 countries)
  • Deep industry practices across all verticals
  • Strong offshore delivery capabilities (60% of workforce)

Gaps

  • High hourly rates ($200-$500/hr for senior consultants)
  • Perceived as impersonal/transactional by mid-market clients
  • Large team sizes can slow decision-making

Win Strategy

  • 50-70% lower cost for equivalent talent quality
  • Faster ramp-up (2-4 weeks vs 8-12 weeks)
  • Specialized expertise in Financial/Clinical/Federal niches

Deloitte

Battlecard

Strengths

  • Trusted brand with C-suite access
  • Deep regulatory and audit expertise
  • Strong government and life sciences practices

Gaps

  • Audit independence conflicts limit consulting scope for audit clients
  • Premium pricing ($250-$600/hr)
  • Rigid methodologies and governance processes

Win Strategy

  • No audit conflicts—can serve all clients without restrictions
  • Execution excellence vs. PowerPoint-heavy deliverables
  • Deeper bench of hands-on practitioners (not just advisors)

Capgemini

Battlecard

Strengths

  • Strong presence in Europe and North America
  • Expertise in SAP, cloud migration, and application services
  • Growing AI and automation capabilities

Gaps

  • Perceived as 'second-tier' vs. Accenture/Deloitte in U.S. market
  • Less specialized in clinical/pharma consulting
  • Cultural fit issues reported by U.S. clients (European HQ)

Win Strategy

  • 100% U.S.-based consultants (no offshore dependency)
  • Specialized Clinical Solutions practice (Capgemini lacks this)
  • Simpler, flatter org structure = faster execution

Slalom

Battlecard

Strengths

  • Strong regional presence (42 markets in North America)
  • Culture-first ethos similar to Eliassen
  • Agile and modern delivery methodologies

Gaps

  • Limited federal/public sector practice (no clearance capabilities)
  • Weak clinical/pharma specialization
  • Less mature managed services offerings

Win Strategy

  • Eliassen Group Federal with cleared consultants (Slalom lacks this)
  • Leading Clinical Data Sciences and RWE capabilities
  • Stronger bench in Financial Services Risk & Compliance

Cognizant

Battlecard

Strengths

  • Massive offshore delivery capacity (70% in India)
  • Strong in application maintenance and support
  • Competitive pricing for large-scale projects

Gaps

  • Quality control issues due to high offshore reliance
  • Less strategic/advisory vs. execution-focused
  • Weak federal and clinical trial consulting

Win Strategy

  • Higher-quality U.S.-based consultants (no offshore quality risk)
  • Premium positioning vs. commoditized services
  • Specialized clinical trial and RWE expertise (Cognizant lacks depth)

Booz Allen Hamilton

Battlecard

Strengths

  • Dominant in federal market (95% of revenue from government)
  • Deep bench of cleared professionals (TS/SCI)
  • Mission-critical system integration expertise

Gaps

  • Minimal commercial sector presence
  • Limited AI/data science depth vs. tech-native firms
  • Slower adoption of modern agile/DevOps practices

Win Strategy

  • Eliassen Group Federal + commercial practices = hybrid capability
  • More modern tech stack and agile delivery methods
  • Competitive pricing for civilian agency work (lower clearance overhead)

Targets & Entry Paths

Financial Services · Mid-to-Large Financial Services Undergoing Digital Transformation

BD Focus

Top Pain Points

  • Legacy system modernization pressure
  • Cloud migration complexity
  • Cybersecurity threats

Key Personas

  • Chief Information Officer (CIO)
  • Chief Digital Officer (CDO)
  • Chief Risk Officer (CRO)

Entry Paths (Next 30–60 days)

  • Failed cloud migration or stalled digital transformation
  • Recent regulatory audit findings
  • New fiscal year budget allocation

Pharma, BioTech & Medical Devices · Pharma & Biotech Companies Scaling Clinical Trials

BD Focus

Top Pain Points

  • Site recruitment delays
  • Patient enrollment challenges
  • Data quality issues

Key Personas

  • Vice President, Clinical Operations
  • Head of Data Sciences
  • Chief Medical Officer (CMO)

Entry Paths (Next 30–60 days)

  • Failed clinical trial requiring redesign
  • FDA feedback necessitating additional studies
  • Phase III trial initiation

Technology · High-Growth Tech Companies Scaling Engineering & Product

BD Focus

Top Pain Points

  • Hiring velocity vs. quality trade-offs
  • Technical debt accumulation
  • Platform scalability constraints

Key Personas

  • VP Engineering
  • Chief Product Officer (CPO)
  • CTO

Entry Paths (Next 30–60 days)

  • Recent funding round (Series B+)
  • Major customer escalation or SLA breach
  • Board-mandated AI strategy

Government · Federal Agencies Modernizing Legacy Systems

BD Focus

Top Pain Points

  • Legacy system technical debt
  • Cloud-first mandate compliance
  • Zero-trust implementation

Key Personas

  • Chief Information Officer (Agency CIO)
  • Program Manager (IT Modernization)

Entry Paths (Next 30–60 days)

  • Congressional mandate or appropriation
  • OMB directive (e.g., cloud-first, zero-trust)
  • RFP release or recompete

Retail · Retail & E-Commerce Companies Building Omnichannel Experiences

BD Focus

Top Pain Points

  • Channel integration complexity
  • Inventory visibility gaps
  • Personalization at scale

Key Personas

  • Chief Digital Officer (CDO)
  • SVP, Supply Chain

Entry Paths (Next 30–60 days)

  • Peak season (Q4) underperformance
  • Major platform outage or downtime
  • E-commerce platform migration decision

Insurance · Insurance Carriers Digitizing Distribution & Claims

BD Focus

Top Pain Points

  • Claims processing cycle time
  • Fraud detection accuracy
  • Agent/broker portal usability

Key Personas

  • Chief Operating Officer (COO)
  • Chief Actuary / Chief Risk Officer

Entry Paths (Next 30–60 days)

  • Natural disaster claims surge
  • Regulatory exam findings
  • Annual rate filing deadlines

Outreach Toolkit

Cold Open (Email)

Subject: Cut time-to-value by 50% on your 2025 initiatives Hi {{FirstName}}, We help teams deliver data/AI, security, and clinical programs 50–70% more cost-effectively than Big 4, starting in 2–4 weeks. Recent outcomes include 320% over 3 years. Worth a 20-minute discussion on where you’re aiming for Q1? — {{Your Name}}

Call Opener

  • “We’re helping teams move from pilots to production with governed AI—2–4 week starts.”
  • “We typically replace Big 4 with 50–70% lower cost and faster results.”
  • “In 90 days, we stand up measurable outcomes—want to see how?”

Meeting Agenda (30 minutes)

  1. Goals and constraints (5m)
  2. Proof points relevant to your segment (7m)
  3. Delivery model and governance (7m)
  4. Fast path options and 90-day plan (7m)
  5. Next steps and stakeholders (4m)
Looking for the one-page printable summary? Executive Summary