Senior Capture Manager and Proposal Manager

Summary: Government, commercial, non-profit and tribal business development (BD) for 20+ years. Capture and/or proposal manager;

trainer/coach; volume leader (book boss); writer; grant writer. Leads pursuit strategies. Enables effective positioning and capture, with

definition of win strategies, followed by proposal strategy that builds compliant, competitive proposals. Improves and manages capture/proposal

processes and infrastructure and manages all capture and proposal phases. Helps small and mid-market businesses advance in federal markets,

including preparation in advance of socioeconomic status graduation. Supports large companies with sizable acquisitions (up to $22B). Led

teams in winning almost $3B in total awards in seven years (including multi-award IDIQs), plus $22B DHS EAGLE II award (nonincumbent,

unrestricted). Shipley-trained – former Shipley consultant. Recent domains include : acquisition planning and program

management office (PMO); communications/intelligence; cyber security; C5ISR; healthcare; IT; energy/environment; homeland

security; human capital/training; logistics and supply chain; Medicare/Medicaid; military/veterans affairs; and space.

Capture: Monitors federal procurement trends. Audits/establishes capture infrastructure. Performs opportunity identification, research and analysis

and builds and nurtures pipeline. Performs competitive analysis. Works with business developers and contract managers to negotiate teaming

agreements, including subcontractor RFP/SOW development. Leads win-strategy and theme development. Facilitates black hats. Works with

business developers, program managers and technical leads to define and execute buyer and teaming call plans. Working with technical and other

solution architects, facilities solution architecture development (i.e., lengthy brainstorming sessions). Works with pricing specialists to define pricing

strategies. Leads bid gates and facilitates internal and color team reviews. Creates and tracks pursuit budgets. Ensures proposal win strategy,

decisions and artifacts are integrated with proposal strategy and development. Ensures pursuit artifacts are distributed, controlled and archived.

Proposal: Manages proposal development (up to 40-member teams). Defines proposal strategies and plans; creates compliant proposal outlines.

Leads storyboarding with book bosses, technical leads/SMEs and writers. Coordinates color reviews. As needed, writes or polishes executive

summaries, technical approaches and management plans, performance metrics and incentives, quality assurance/control plans, security plans,

transition plans, configuration management plans, past performance and resumes. Leads stand-up sessions and data calls. Facilitates corporate risk

reviews (solution performance and cost realism) and color reviews. Facilitates proposal version control. Uses document management software and

collaboration tools.Manages development of oral proposals and coaches rehearsals. Implemented proposal infrastructure for numerous companies.

Federal clients (partial list): GSA IT, PES, FABS, STARS, MOBIS, Alliant; OPM, ITES-2, DIA SIA, CIO-SP3 Small Business, NETCENTS, SeaPorte,

ENCORE, e-Buy, FAA eFAST, other ID/IQs, GWACs. US Congress, Library of Congress, CDC, USDA, HHS, NIH, HUD, EPA, FDA, FDIC, SBA,

Social Security Administration (SSA); DHS (EAGLE, BPAs), NASA, State (DOS), Commerce, Justice, and Energy; the Interior, Veterans

Administration (VA), Treasury; Federal Reserve, Intelligence Community, and Pension Benefit and Guarantee Corporation (PBGC); White House,

National Renewable Energy Laboratory (NREL), National Park Service (NPS); and DoD (DIA, DLA, SMDC, DISA, Joint Chiefs, Joint Improvised

Explosive Device Defeat Organization [JIEDDO], Office of the Secretary for Defense [OSD], Joint Forces Command [FCOM], US Special Operations

Command, SPAWAR, five Service branches). MD CATA+ vehicle. Commercial proposal development for IT, telco, software, financial and training.

Tools: GovWin, Bloomberg Intelligence, federal databases (e.g., FPDS), Virtual Proposal Center, Privia, SharePoint, WebEx, Dropbox, ThinkTank,

client proprietary software, simple graphics tools (e.g., Edraw Max), MS Office and Visio

Selected Experience (2006 to the Present) – Independent Contractor

    Capture and proposal management for a graduating SDVOSB firm. Bringing scalable Shipley-based infrastructure, processes and templates to

teams. Advising teams and leadership on how to switch from pursuit of directed buys and socioeconomic set-asides to competitive, full and open

pursuits. Providing structured processes to capture and proposal activities. Guided team on expansion of pipeline, including emphasis on

qualifying bids. Led capture of a $100M company recompete. Tasks included: win-strategy work sessions and documentation; definition of win

themes; competitive and teaming analysis with win-probability scores and quals matrices; development of capture plan, schedule and level of

effort; teaming negotiations. Managed a proposal team for a healthcare IT proposal and an FAA IT proposal. January 2016 to present

    Training and technical assistance on tribal 8(a) program. Travel to tribal communities on behalf of SBA and instruct them on the tribal 8(a)

program. Training includes federal contracting fundamentals, 8(a) program, tribal infrastructure, and business development and proposal

management. June – November 2015

    Capture manager for a Fortune 100 company’s pursuit of a $175M NASA contract. Company made a late start; rapidly led prime and teammates

through development of win strategy and solution brainstorming. Performed competitive analysis and coached black hat session. Helped team

define competitive win themes and coordinated call plan messages to buyer prior to RFP release. Worked with business developer to craft team;

created and managed series of data calls to large field of teammates to substantiate past performance claims and capture key competitive

offerings. Developed proposal/compliance outline. Developed storyboards and trained leads on their use. Led frequent status calls. Led team

through blue and red teams. April – June 2015. (In source selection – bridge extension)

    Capture manager to support a small 8(a)’s growth strategy. Lengthy advisory discussions with owner on fundamental capture best practices,

especially evolution from directed bids and subcontracting to prime contractor position. Evaluated owner’s lengthy 2015 pipeline. Performed

competitive analysis of a dozen potential pursuits to substantiate company’s position in the competitive range and made recommendations for

preliminary pursuit/no-pursuit decisions. November 2014 – February 2015.

    Proposal manager/writer for an 8a’s response to RFI for organizational development for USPTO. Also managed and wrote two proposals for

acquisition support (won one). July – November 2014

    Proposal manager for a WOSB’s submission to Fairfax County’s IT staff augmentation opportunity. Also managed proposals for State of

Maryland CATS+ IT task order RFP and HUD requirement for Oracle and PeopleSoft support. April - May 2014

    Proposal writer for $55 million research and healthcare delivery services project for the CDC, including PMO support, program development,

research, administrative support, statistical support, financial support, data management, human resources, conference/event planning, facilities

and logistics. March 2014 (Team made late no-bid decision)

    Proposal manager for complex $49 million GSA procurement to provide enterprise-level application maintenance, enhancements, operations

and transformation. Led team comprising eight subcontractors and 14 technical SMEs. Analyzed RFP and amendments; developed compliant

proposal outline and schedule, recruited additional proposal consultants; facilitated solution development, including storyboards; collaborated

with video production facility to produce DVD. January – February 2014 (Team made late no-bid decision)

    Proposal manager for winning response to the Federal Reserve’s IDIQ RFP for IT support for financial and human capital systems (i.e., Oracle,

PeopleSoft). Analyzed RFP, created proposal/compliance outline, developed proposal templates (i.e., references, resumes), and led team

through proposal development. Managed pink and red teams and regular status calls. For a WOSB. October – December 2013

    Capture coach/manager and oral proposal manager (pre-RFP) for a mid-market business’ pursuit of a US Army opportunity (logistics data

collection). Assessed the team’s capture performance and status and recommended and managed improvements. Reviewed and updated step

briefs, teaming arrangements, staffing plans, and other solution elements. Developed and executed most of a capture plan for continuing the

pursuit, which included development of a draft proposal outline/compliance matrix; an oral proposal outline; qualifications gaps analysis;

competitive analysis with pWin scores; decisions on a new joint venture; team status calls; black hat session; recruiting of key personnel; and

solution work sessions (win themes, definition of management and technical solution CONOPS). Liaised with pricing team. Created oral proposal

template. September – November 2013

    Coached and managed small business’ proposal response to DOS Video Teleconference Solutions IDIQ. July – August 2013

    Coached and managed very small 8a’s proposal response to $99M SPAWAR Command Wide 8a Programmatic Engineering Logistics Support

(Incubator) (C5ISR domain). July – August 2013

    Managed and wrote GSA 70 proposal for small business. June – August 2013 (Award)

    Capture and proposal coach for pursuit of Medicare and Medicaid utilization review support. Company required guidance in penetrating new

market (state and federal).. March – April 2013

    Capture support and written/oral proposal manager on a DOS IDIQ opportunity for a software engineering task order. Assumed responsibility

after capture manager failed to perform. Reviewed capture status and created capture plan (schedule, level of effort [LOE], resources, etc.).

Prepared and delivered step review briefings to senior managers. Performed competitive analysis with pWin scores. Led team to define win

themes/qualification; teaming and recruiting decisions; and liaised with price team For mid-market business. February – March 2013 (Award)

    Volume leader for the $2B OPM Training and Management Assistance opportunity. July – October 2012 (Solicitation cancelled)

    Technical writer for an IRS BPA for procuring computer equipment and accessories (value $1M). For a small business. July 2012 (Award)

    Proposal manager for SSA IT services. Worked closely with SDVOSB capture manager to lead team to respond to three simultaneous RFPs

within 30 days. Won two of three awards; total value $92M (new work). May – June 2012

    Proposal manager for a $190M military traumatic brain injury treatment and research RFP for the Defense and Veterans Brain Injury Center (for

an Alaska Native Corporation (ANC). March – April 2012

    Capture/proposal manager/coach/writer for pursuit of a $390M multi-award FDA healthcare marketing/advocacy IDIQ vehicle. Team had never

bid on a federal contract. Tasks included: rapid coaching/education; quals evaluation; win-theme definition; competitive analysis; teaming

(search, quals evaluation, SOWs, negotiations, teaming agreements); recruitment of pricing consultant and establishment of burdened rates;

proposal writing workshop, proposal development worksheets, solution brainstorming/storyboarding, past performance and resume templates.

Continually monitored progress onsite and virtually, led color reviews, provided detailed ongoing written and verbal feedback. Created basis of

estimate worksheets and led contracts/cost volume team. Wrote the IDIQ and sample task management approach and rewrote tech approach

post-reviews; wrote small business subcontracting plan. Oral coach and led team through development of a creative presentation with slides and

speaker notes. Oral proposal manager; led team through development of a creative presentation. For a non-profit, October 2011 – April 2012.

    Proposal writer and BD/capture coach for newly-established federal accounting practice of a leading provider. Reviewed and rewrote several VA

proposals for compliance and competitiveness. Won one of two awards (new work). August – September 2011.

    Proposal manager for winning response to $20M RFQ for USMC data warehouse services (recompete). Led inexperienced incumbent team

through full proposal cycle to develop 100-page technical proposal. For a large systems integrator. July – August 2011

    Proposal manager for one-week response for winning $20M IT/network sustainment services for the warfighter in southwest Asia (new work).

For a large systems integrator. July – August 2011.

    Provided BD/capture and proposal management, coaching and writing to a mid-market contractor (IT, logistics, healthcare, acquisition support,

PMO, environmental/energy). Worked with the proposal director and executives to implement BD, capture and proposal best practices. Coached

teams on all aspects of pursuit. Responsible for pursuit of 16 opportunities in the pipeline. Performed competitive analysis/win-probability for

these and other opportunities. Fulfilled BD and capture role for $1B logistics opportunity (MCLOGSS) and on a winning $36M Joint Staff award.

Managed rapid-response proposals, or led and supported capture for large opportunities, for the VA, DHS, DOE, DoD OSD, Joint Staff, US

House of Representatives, GSA, DOI, USMC, and DLA. Led reviews and re-wrote proposals. Orals proposal manager and coach for two

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opportunities, including one successful award. Ensured RFQ compliance and led development of written technical approach as well as oral

PowerPoint presentation; led team through rehearsals. Of seven opportunities awarded, five wins, including Joint Staff, NREL, NPS, VA and

DHS EAGLE II Functional Category 2 (all new work, total EAGLE II contract value is $22 billion). May 2010 to December 2011.

    BD/capture advisory support for a very small 8a SDVOSB pursuing its first competitive award for multimedia and new media production.

Coached owner on competitive analysis and positioning, strategic teaming, how to maximize evaluation scores, and best-value decisions. April

2011

    BD/capture and pre-proposal strategy for a WOSB/SDVSOB for a $1.5B multi-award DISA ENCORE II. Advised team on competitive analysis

and positioning, early solution development and capturing critical qualifications via teaming; created and led win strategy sessions and

preliminary technical storyboarding with 14 teammates. Solicitation cancelled, re-released later. March-April 2011 (Award)

    Ongoing training and technical assistance on grant writing and management for DOJ grantees. 2011

    Customized two-day BD, capture and proposal best practices coaching session for small contractor: competitive positioning, win strategies,

teaming, solution identification, and more. Reviewed company’s processes and recommended improvements. October 2010.

    Managed an incumbent team with no proposal skills on how to develop a recompete proposal for a $10M DHHS strategic and technical support

services contract in eight days. For a large systems integrator. Team received award. July 2010

    Capture and proposal manager for pursuit of a new $200M NASA/ Air Force Research Laboratory (AFRL) operationally responsive space

program. Coached 40-member team through a structured capture and proposal process. Led team through analysis of competitive landscape,

calculated win-probability scores, and supported teaming decisions and complex OCI mitigation. Prepared and delivered status briefings to

senior stakeholders. Performed in-depth research on multiple companies and identified key competitors. Led team through virtual, solutiondevelopment

work sessions using ThinkTank collaboration tool, followed by intensive onsite and virtual work sessions with 14 subcontractors

and four corporate units. Drove team to continually refine win strategies and themes as they defined a technical and management solution for a

new space paradigm; also facilitated development of the OCI plan, small business utilization plan and health and safety plan. Developed

complex draft and final proposal outline and corresponding writer templates with storyboard features; continually tracked compliance. Created

and enforced schedule. Managed four book bosses, numerous technical and management lead writers, 15 SMEs/writers, several coordinators

and production staff. Facilitated pink team, technical solution reviews, proposal readiness reviews, two red teams, corporate risk reviews, and

green team. Led status calls and issued data calls. Administered VPC. July 2009 to April 2010.

    USAF space applied research opportunity (modeling/simulations, technology demos). July 2009 to May 2010. Won two of three task orders

($10M, new work).

    Proposal manager for winning response for $18M FEMA national disaster preparedness exercise solicitation (recompete). February 2010

    Rapid storyboard and writing support for winning recompete of a DoD $370M training systems support contract. October 2009

    Replaced proposal manager to help small-business prime finish a winning 2000-page, $800M proposal to provide combatant craft to the US

Special Operations Command (new work). Proposal was in severe disarray. In 10 days, led the virtual and onsite team to finish red team

recovery and final writing, verify compliance, and move the volumes with complex CAD and other graphics through production. October –

November 2009

    Proposal manager/writer for successful pursuit of $40M contract to provide beam control engineering and analysis (directed energy) to

AFRL/NASA April – June 2009

    Proposal manager for $15M opportunity to provide IT services for USAF. Led virtual team through rapid (two weeks) proposal development, red

team, and final reviews. September 2009

    Proposal manager for two week winning response to recompete of $3.5M DISA enterprise service and solutions (recompete). June 2009.

    Proposal manager for two-week response to $28M DIA intelligence analysis. May – June 2009

    Managed proposal development and delivery for successful recompete of CPFF $22M USAF R&D contract. April – May 2009

    Managed pre-RFP BD/capture activities for USAF cyber security and control systems. Team made no-bid decision. February- April 2009.

    Managed pre-RFP BD/capture preparations for $800M NASA IT procurement November 2008 - February 2009.

    Managed rapid response to $8M JIEDDO RFQ for records management services. November – December 2008.

    Managed winning one-week proposal response to $85M of IT services for Library of Congress (value is recompete plus significant new scope

and increased value). October – November 2008

    Proposal manager for winning 600-page response to $30M firm fixed price (FFP) RFP for business and IT transformation for state DMV (new

work). September – October 2008

    Proposal manager for response to DHS TO RFQ for development of a $12M geospatial CONOPs. September 2008

    Managed winning incumbent recompete of $18M DoD OSD program management/business transformation contract. July – August 2008

    Managed winning response for $20M health services systems integration for VA/DoD partnership (new work). June – July 2008

    Managed proposal for combined $10B IDIQ and task order RFP for program management and IT services for Food and Drug Administration.

May – June 2008

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    Deputy proposal manager in support of smaller prime’s winning bid on $20M Centers for Medicare & Medicaid Services (CMS) fraud prevention

services (new work). May – July 2008.

    Proposal manager for $4.5M task order response (new quality assurance reporting system) from CMS ESD IT IDIQ vehicle. April 2008

    Proposal manager for $150M CPFF Navy global supply/logistics training and technical assistance procurement. February – April 2008

    Proposal manager for $12M DISA global audio/video teleconferencing O&M FFP/T&M contract. December 2007 – April 2008.

    BD/capture manager for recompete of a DHS $250M IT network operations contract (pre-RFP). October – December 2007.

    BD/capture/proposal management consultation for Medicaid and SCHIP (State Children’s’ Health Insurance Program) services. Developed

proposals in response to three state Medicaid RFPs. May – October 2007

    Advised an HR services solutions business on improved BD/capture and proposal infrastructure and processes for seven business units. May -

August 2007

    Managed rapid oral proposal development for Census $53M TO RFP for NOC. June 2007

    Managed development of NIST Advanced Technology Program SBIR grant proposal for environmental engineering company. May 2007

    Proposal writer and technical volume lead for RFP for USCIS $225M program operations. January – February 2007

Note: Earlier proposal history extends back to 1983.

Education: The University of Alabama in Huntsville, 2.5 years, English major

Professional Training:

  · Managing and Writing Federal Proposals (Shipley Associates)

  · Capturing Federal Business (Shipley Associates)

  · Marketing to the Federal Government (The George Mason University)

  · Introduction to Contracting with the Federal Government (The George Mason University)

  · Government Proposal, Pricing and Accounting (The George Mason University)

  · Acquisition Reform Act: Past, Present & Future (The George Mason University)

  · Small Business and the Government Contracting Process (The George Mason University)

Organizations and Volunteer Work:

  · Association of Proposal Management Professionals

  · Honor Flight

  · USO

  · Arlington Food Assistance Center

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