Clientele Development Advisor - Federal Civilian Agencies


  • Bachelor's degree; Graduate education is preferred but not required
  • 10+ years of professional experience in business development, capture management, and proposal delivery
  • Preference for experience at large professional-services firms, as well prior experience with the Federal Civilian government market
  • Deep understanding of the Federal Civilian environment and corresponding government procurement processes
  • Understanding of how procurement decisions are made, and how a consultancy can maximize the chance of winning new contracts
  • Ability to build consensus and help lead without formal line authority
  • Proven strategic and analytical thinking skills
  • Strong experience in client service; successful track record developing client relationships, ideally within one of the following agencies: Commerce, financial regulatory agencies (e.g., FDIC, SEC), NASA, State, Treasury/Internal Revenue Service and US Postal Service (USPS).
  • Focus on entrepreneurial approaches; ability and desire to initiate the identification and pursuit of innovative ideas
  • Excellent writing and editorial skills

Who You'll Work With

You'll work with our Federal Civilian agency Client Service Teams (CSTs) and will be based in our Washington, DC office.

You'll interact collaboratively with consultants and operate as an integral member of the Federal leadership team, forging effective relationships across McKinsey's distributed and non-hierarchical organization. Some key organizations include: Commerce, financial regulatory agencies (e.g., FDIC, SEC), NASA, State, Treasury/Internal Revenue Service and the US Postal Service (USPS).

What You'll Do

You will work to expand the firm's impact within Federal Civilian agencies by playing a key role in generating new engagements through business development, capture management, and proposal delivery.

We call this process "clientele development." In the public sector, we can break this process into three phases: 1) Business development, which includes all activities that occur before a client organization has decided internally to move ahead with a consulting engagement on a given topic, 2) Capture management, which begins once an opportunity has been qualified and ends with the formal award decision, and 3) Proposal delivery, which typically starts with the Request for Proposal/Quote (RFP/Q) release and ends upon proposal submission.

You will have responsibilities across all three of these areas, as an individual contributor and key catalyst for collaboration with PSP leaders and associates.

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