Strategic Marketing, Capture Management & Proposal Development:

Assisted multiple small, mid-sized and Fortune 500 companies in the development and pursuit of strategic markets. Demonstrated experience with winning government contracts generating multi-year/multi-billion revenues through effective capture and proposal management. Established winning operational teams using strategic alliances that address the customer’s hot buttons to enhance probability to win ratios. Proven expertise in working with government-wide acquisition contracts (GWACs), Department of Defense contracts, GSA Schedules and contracts with commercial industries.  Demonstrated 70% win-rate on Government proposals since 2003.

 

Strategic Pricing & Volume Pricing Management:

Assisted a Fortune 500 company in winning a U.S. Army Field and Installation Readiness Support procurement valued at approximately $9 billion for three out of twelve Sample Task Orders. Established the price volume organization to meet RFP requirements; established the WBS and responsibilities to meet tasks, and managed daily process to ensure a timely response. Worked with pricing and contracts to meet Service Contract Act requirements including a comparison of the wage determination labor rates for designated locations. Worked with the Sample Task Leaders to establish basis of estimate methodology that is consistent with the technical response. Assisted Pricing personnel with establishing the strategy to meet requirements for reasonableness and realism, developed the Price Volume narrative response and managed multiple pricing specialists.  Efforts resulted with an Award.

 

Contracts & Compliance:

Revamped and managed the GSA IT Schedule 70 Contract Team to meet compliance and passing GSA Audit. Negotiated multiple strategic vendor agreements to fill product/service voids. Established a migration strategy for expiring contracts generating $25 million annually. Established and implemented the company’s first Schedule CTA agreement and expanded use for multiple contracts. Increased Professional Services sales. Negotiated the multiple inter-departmental agreements to meet compliance requirement including DCAA.

 

Business Management & Operations [Example of Process Enhancement & Business Tools]:

Established the lifecycle processes for capture, proposal and contract management for a Fortune 500 company including the clarification of roles and responsibilities, the development of performance metrics, and implementation of a structured data tracking systems to monitor performance and a consistent methodology to analyze results.Conducted a complete redesign of a company’s capture and proposal management process from opportunity to contract award incorporating all the critical steps in developing a compliant and compelling response. These processes, templates and tracking tools are still in use and have contributed to the company’s win-rate ratio increase.

  -  Established the capture and proposal management roadmap and development templates to ensure repeatability through all phases.

  -  Redefined the approval criteria and approval gates necessary for submission.

  -  Clarified and developed specific guidelines for the proposal review process.

  -  Using SharePoint advanced capabilities, developed a capture and proposal activity tracker that provided real-time information on win/loss ratios, resource management, and financial projections.

  -  Improved the lifecycle process of a department within a Fortune 500 company resulting with increased productivity, consistency, and repeatability while significantly reducing channel conflicts.

  -  Redefined roles and responsibilities for all functional groups using the RASCI model.

  -  Created performance metrics to meet business objectives.

  -  Developed structured data tracking systems to track daily activities, monitor performance, and provide a consistent method to analyze results.