DT Global’s Success in Securing a USAID Award with Climate Finance Expertise

Introduction

DT Global, a prominent development contractor, recently secured a $42 million award from USAID for the Climate Ready BOSS program in the Pacific Islands. A key factor in DT Global’s success was leveraging an expert network to find niche talent like Robert van Zwieten, whose climate finance expertise proved essential in this competitive bid. This case study explores the challenges DT Global faced, the solutions they implemented, and the lessons learned from their successful approach.
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Problem

Despite their extensive experience in the Pacific region, having implemented the predecessor project called Climate Ready, DT Global recognized a significant gap in their capabilities. The new Climate Ready BOSS project required advanced finance expertise to mobilize over $1 billion+ in private capital—a skillset that was not readily available within their in-house team. With fierce competition from major industry players, DT Global needed to elevate their proposal to a higher level to secure this critical award.
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Solution

DT Global’s winning strategy leveraged OnFrontiers expert network, which enabled them to connect with Robert van Zwieten, a specialist in climate finance. Robert’s initial 10-day engagement with DT reviewing their proposal led to an extension of his role to a 45 day push, where he took the lead on crafting the technical approach to the private capital mobilization portion of the bid.

Robert’s private sector experience in climate finance was crucial to shaping DT Global’s winning proposal. Having worked on both sides—commercial finance and climate-driven development projects—enabled him to craft a realistic modular plan for mobilizing $1 billion+ in private capital and developing innovative strategies that aligned with USAID’s requirements.

This approach highlights the increasing importance of using expert networks in the federal business development (BD) and growth function to win contracts from federal agencies. By tapping into OnFrontiers, DT Global was able to secure the services of an expert with a rare blend of commercial investment and development experience in climate finance. 
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The ability to access specialized expertise through an expert network like OnFrontiers allowed DT Global to:

‍Strengthen Proposal Quality: Robert’s contributions provided a level of sophistication and innovation that helped DT Global outshine their competitors, including other seasoned firms.

Accelerate Capability Building: Instead of going through a lengthy hiring process, DT Global was able to quickly fill the critical skill gap with a high-caliber expert, enabling them to meet USAID’s ambitious private capital mobilization goals.

Expand Market Reach: Utilizing expert networks not only improved DT Global’s chances of winning this contract but also positioned them for future opportunities to break into other clients who prioritize climate finance initiatives.
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Results

DT Global’s decision to bring in a specialized expert paid off significantly:

Contract Win: DT Global emerged victorious against 10-12 competing contractors, ultimately outshining the final contenders.

Project Launch: The Climate Ready BOSS program, a five-year initiative with a budget of $42 million, is now set to mobilize significant private capital for climate mitigation and adaptation in the Pacific Islands.

Strategic Positioning: This win not only reinforced DT Global’s reputation in climate finance but also positioned them as a leader in innovative financing solutions for development projects, opening doors for future opportunities in the region.
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Advice to Innovators in the USAID Landscape

Robert van Zwieten’s involvement in this project highlights the importance of building specialized capabilities in-house or strategically sourcing experts. His key recommendations for innovative offerers in the USAID landscape are:

Leverage Expert Networks: This approach underscores a strategic advantage in the BD landscape—using expert networks to gain rapid access to niche skills and insights that can turn the tide in a competitive bid. For development contractors aiming to grow their federal footprint, building a relationship with expert networks like OnFrontiers can provide a crucial edge in securing high-stakes contracts and expanding into new verticals and agencies.

‍Be Agile and Cost-Efficient: Expert networks allow startups to scale their expertise without the financial burden of full-time hires. This agile approach enables companies to focus their resources on growth while maintaining access to top-tier professionals who can drive successful outcomes on a project-by-project basis.

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