Total Spectrum Business Development OVERVIEW

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Our Mission What We Do Industry Experience Expertise at a Glance Strategic Analysis Examples Case Studies Contact Us

OUR MISSION Total Spectrum Business Development (TSBD) is a business advisory firm focused on advancing your growth and expansion strategies by leveraging decades of industry experience in the business and political arenas. Created in 2021 as a partner company of Total Spectrum, TSBD helps organizations develop business and financial strategies and leverage relationships vital to successful top and bottom-line growth. Total Spectrum Business Development blends Total Spectrum’s nationwide legislative and regulatory advisory services at the federal, state, and local levels with the relationships, tools, and knowledge that will allow your company to anticipate, adapt, expand and take advantage of opportunities for growth.





Business Advisory Business needs assessment Market opportunity analysis

Financial Resources Financing options ranging from traditional to state and federal grant opportunities Grant writing

Financial feasibility assessments

Operational Development Localized resourcing of vendors and facilities

Expertise in navigating the political process

Process improvement

Insight into laws and regulations and identifying opportunities

Supplier cost reduction

Policy advocacy to protect your business and shape your industry

Communications development

Strategy road mapping Strategy implementation and management follow through

Manufacturing resources and tax credits

Policy & Regulatory Guidance

Supplier negotiations Outsourcing / Offshoring / Nearshoring


Healthcare & Insurance



Public Policy

Professional Services


Renewable Energy


Financing & Taxation


EXPERTISE AT A GLANCE Total Spectrum Business Development Principals and Partners are experts in a variety of industries and disciplines, including healthcare, infrastructure, telecommunications, financial services, and more. Our roots in advocacy create and deliver messaging in a polarized political environment that raises your visibility, develops and sustains your brand in Washington, D.C. and state capitols, and builds relationships with policymakers. A balanced advisory and advocacy decision making process will favorably impact your bottom line. Among our team, you’ll find:

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Experts in advocacy, research, communications, political engagement Decades of executive experience in legislative and regulatory affairs for and on behalf of companies from Fortune 500 industry leaders to startups Expertise in global business leadership, growth & expansion strategy, operational transformation, and program development and implementations Chair, State Chamber of Commerce Tax Policy Committee Member, State Debt Oversight Committee National Political Director for high-ranking public figures National Finance Committee member

Expertise & Leadership

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Complete List of Principals

Legislative and executive leadership; oversight of 7k employees and annual budget of $1.3B Chair, Regional Transportation Authority; $2B budget Elected leadership on key State Senate Committees Special Staff Assistant to Governor D.C. Representative of multiple governors Senior staff to Congressional Members Named ‘Top Political Influencer’ Presidential appointee at National Credit Union Administration (NCUA) Director of Public and Congressional Affairs Corporate Stabilization Fund collaborator

STRATEGIC ANALYSIS EXAMPLE VENDOR SELECTION We have in-depth experience in vendor and technology selection to tailor solutions that meet your most critical needs

Strategic Alignment Strategic Alignment • Business Strategy •

Make vs. Buy Analysis

Selection Planning • Stakeholder Identification •

Use Cases & RFI/RFPs

Evaluation Process • Data Evaluation & Analytics •

Reference & Industry Research

Contract Negotiations


Evaluation Process

Selection Planning

Decision • Proposal & Financial Analysis •


Contract Negotiations • Contract Agreements & Negotiations •

Liaison with Procurement Partners

STRATEGIC ANALYSIS EXAMPLE BUSINESS OPPORTUNITY ASSESSMENT Our corporate and public policy experience allows us to assess your strategic objectives and tailor solutions that meet your most critical needs

Current Market Analysis Current Market Analysis • Internal Review •

External Review (Market Intelligence)

Future Market Analysis Future Market Analysis • Goal Setting •


Strategic Road Mapping

Market Research Market Research • Market Opportunity •

Competitive Assessment

Strategic Road Mapping • Timeline Goal Development

Milestone Setting

Plan Execution Plan Execution • Strategic Plan Execution

STRATEGIC ANALYSIS EXAMPLE FINANCING OPTIONS We use our decades of corporate and entrepreneurial experience to provide the balanced guidance required at critical points in your business expansion

Planned Strategy Review Planned Strategy Review • Corporate Objective Review •

Financial Needs Assessment

Alternative Options

Resource Review Resource Review • Current Financial Resource Assessment

Financing Options

Alternative Options • Cost Reduction Strategies •

State & Federal Grant Programs


Evaluation • Funding Source Assessment •

Selection Criteria of Financing Options

Plan Execution Plan Execution • Final Financial Plan Execution




Axial Healthcare is a risk management solution company that identifies and addresses opioid-related risk in patient populations. The solution provides timely, interactive tools to providers that allow for data-driven solutions. Axial Healthcare wanted to introduce their technologybased model to potential business partners in Arizona. They wanted to integrate with and outreach to influential customers who needed Axial’s help in identifying and controlling opioid-related addiction.

TSBD designed and executed a strategy to help them meet their need.

TSBD scheduled targeted meetings with c-suite level healthcare executives, providing Axial Healthcare the opportunity to develop relationships at the highest levels of the local community.

TSBD’s access to healthcare executives and familiarity to each plan’s priority was predicated on TSBD’s extensive experience with Arizona health plans and developing health care policy in Washington, D.C.

TSBD collaborated with Axial to develop a price-benefit analysis, allowing Axial to secure their objective in Arizona.


Health Choice, an established Arizona-based provider, included Axial Healthcare in their proposal to AHCCCS. Due to Health Choice’s successful bid, Axial was able to establish a foothold in Arizona marketplace.

Even though Health Choice has since been acquired by Blue Cross of Arizona, Axial Healthcare continues to serve Arizona’s AHCCCS community as part of the Blue Cross of Arizona team.





Lumen Technologies, Arizona’s largest telecommunications provider, was faced with a ballooning tax obligation. They were also hindered by local municipal operational issues.

These issues were creating significant financial liability and missed opportunities to expand.

They set out to find a strategic advisory firm to assist with addressing their tax and local municipality situation.

Lumen hired TSBD to develop strategies to combat their taxation issue, create broadband grant application writing capabilities, and mitigate local municipal operational constraints. TSBD used its expertise in tax policy and legislative affairs to assist in developing, writing and advocating for policy changes at the state level and within the Governor’s office. TSBD relied on its diverse local network to assist Lumen with operational concerns, cost efficiencies, and strategic advice on working with local staff and elected officials.

Reducing their State Tax Assessment Ratio from 18% to 15%, Lumen decreased its tax liability, creating an annual savings of $3 million.

At this program’s full maturity, Lumen will realize a significant cumulative cost savings over the five years following its implementation.

Lumen will receive CARES Act Broadband funding to expand and diversify their rural networks across the state. This investment will help Lumen financially and assist the state with its mission to expand broadband access and reliability to its residents.


US Solar Industries, a solar panel assembly startup, was in a Private Placement Memorandum phase of their startup. One of their requirements was to develop an operational roadmap to begin production immediately following their initial investment. This roadmap was to support a forecasted capacity demand of approximately $800M in future production.




A TSBD Principal was brought on to develop an operational strategy that included multiple components, site selection, and an organizational personnel infrastructure.

The strategy included supply considerations for consumables and panel components as well as qualifying capital equipment providers and assisting with TÜV Rheinland certification testing.

US Solar Industries was able to proceed with their Private Placement Memorandum (PPM) as a result of the roadmap assembled.




Apple Computer wanted to understand the financial benefit to moving their printed circuit board (PCB) assembly to Brazil for their desktop product line.


The solution was a make vs. buy assessment to identify the cost differences between inhouse assembly in California vs. outsourcing it to an Electronics Manufacturing Services (EMS) provider in Brazil.

Apple found that costs to outsource PCB assembly to an EMS provider were higher once the company considered import tariffs and other unknown variables such as the company’s ability to meet unplanned market demand.

The engagement required coordination with company R&D and Operations personnel to create existing and planned logistical process flows.

An RFP then ensued to identify viable vendors with appropriate South American operations that could be scaled up or down, depending on market conditions.

This engagement informed Apple’s investments in other production capacity. This allowed the company to avoid significant opportunity costs due in large part to their ability to respond to rapidly evolving market demand.

Tailored business advisory solutions blended with legislative and regulatory advocacy

For more information, contact: Michael DiMaria Vice President of Business Development (602) 717-3891

Total Spectrum is the ideal partner for your organization’s growth

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