Increase Your PWin Using Emerging Capture Strategies
Date: September 7, 2017, 7:30 AM
Falls Church, VA
APMP-NCA’s Capture Breakfast offers business and capture professionals the opportunity to present at our highly regarded annual event. The Capture Breakfast Team is looking for experienced individuals in the capture field to lead discussions during 15-minute, rotating table mini-sessions. This year’s event will be held on September 7 at the Fairview Park Marriott from 7:30 to 11:00 a.m.
Our breakfast will be kicked off by an enthusiastic keynote speaker, Mrs. Stacey Piper. The remainder of time will be round table breakout discussions on varieties of topics surrounding win strategies, led by different moderators including topics such as customer relationships, no-bid decisions, and teaming strategies. You will hear from the industry's best on their viewpoints and will take away pointers and guidance that you can apply in the opportunities you pursue.
Keynote: Stacey Piper--President, Stacey Piper Consulting; former VP Federal Marketing, ICF
- Heather Gray, GDIT, Director, Capture Management
- Kirste Webb, Information International Associates, VP, Business Development
- Christy Hollywood, Cardno, VP, Business Development
- Cora Murphy, Evermay Consulting Group, Sr. VP, Capture
- Zhenia Klevitsky, PwC, Director, Customer Relationship
- Jeffrey Shen, Red Team Consulting, VP/GM
- Kristen Murphy, GDIT, Senior Director, Capture
Stop by the vendor booths to pick up some swag and don't forget to bring your stack of business cards for networking.
Keynote – Stacey Piper –
Stacey Piper brings a deep understanding of Government clients and how to position companies who work with the public sector to increase awareness and expand reputation to enhance favorability and increase win probability. She is an accomplished, results-driven business development and marketing professional with more than 20 years of experience. Stacey has a proven record of successful partnerships with executive leaders and technical subject matter experts, influencing without authority, and gaining consensus. She is passionate about driving innovation and growth. Prior to starting her own consultancy, Stacey worked as a vice president the corporate growth department at ICF. While there she established a successful pursuit marketing methodology, trained more than 500 client facing staff on business development skills, and worked as a capture coach on key opportunities. Stacey moved to the DC Metro area upon graduating from Bloomsburg University of Pennsylvania in 1994. She earned her Masters of Science at Johns Hopkins University and served as an Adjunct Professor at Marymount University.
Presenters Heather Gray –
APMP certified Practitioner and Shipley-trained business development expert, Heather M. Gray, brings an extensive background in the full lifecycle of capture activities. Her experience includes successfully managing large ($100M+) and complex responses to defense, civilian, and intelligence community (IC) solicitations. Committed to winning the right opportunities, Gray identifies and assesses pipeline prospects, evaluates customer positioning, manages capture and proposal personnel, builds corporate partnerships, aligns bid resources, develops and improves processes, and trains team members to effectively lead growth. She is always looking for new and different ways to elevate professional activities and improve win strategies. Currently a Director of Capture Management for General Dynamics Information Technology, you can follow her on LinkedIn at https://www.linkedin.com/in/heatherdeaversgray.
Kirste L. Webb –
Kirste, a speaker at our Capture Breakfast, is Vice President of Business Development with Information International Associates (IIa), a woman-owned business. In her role as Executive Director for Visionary Center for Sustainable Communities (VCSC), an international non-profit organization, Ms. Webb provides mentoring and coaching for small businesses as well education and outreach to inspire the next generation to consider careers in industries where there are very significant skills gaps, such as manufacturing. She also provides strategic consulting services for a minority business implementing waste-to-energy projects in developing nations. Ms. Webb has more than 30 years’ experience in new business acquisition, specializing in working with small businesses.
Christy Hollywood –
Christy Roach Hollywood serves as Vice President for Business Development of Cardno International Development, overseeing strategy, communications, and pursuit of USAID, MCC, HHS, DFID, and World Bank projects. She previously led Hollywood & Associates, providing business development support to Civilian sector contractors. She also worked as a Shipley capture consultant. Earlier, she held pivotal business development roles at KPMG’s Emerging Markets Group, RTI International, Noblis, T. Rowe Price, and Fidelity Investments. Christy, CP APMP, holds a BA from UVA and an MBA from UNC-Chapel Hill
Cora Murphy –
Ms. Cora Murphy is Senior Vice President of Capture at Evermay Consulting Group. Ms. Murphy brings vast experience and outstanding achievements in capture management, business development, program management, and marketing. In her more than 20 years of leadership experience in Federal information technology, she has a proven record in successfully delivering services and marketing solutions and winning new business. At her most recent post, she established a training program at Capgemini whereby her team trained more than 200 personnel in proposal management, proposal writing, and capture management, leading to a 30% increase in proposal responses, contributing to a doubling of revenues in 2016 from 2015.
Zhenia Klevitsky –
Zhenia Klevitsky is a sales leader with over 15 years’ successful experience in developing and implementing effective strategies for expanding business within the Federal professional services market. Ms. Klevitsky brings an understanding of program execution, beginning her career as a management consultant, where she led more than 30 Enterprise Architecture and strategic planning engagements across the Federal government. Over the last 15 years, she has demonstrated expertise in leading teams responsible for sales, strategic program capture, and proposal management operations.
Ms. Klevitsky currently leads account teams in identifying and capturing new business and expanding client relationships with Federal agencies. She oversees strategy development and implementation of organizational business plans based on market and customer understanding; builds customer relationships, including CXO level; and manages her portfolio pipeline. Ms. Klevitsky also has experience developing proposal processes for small and mid-sized firms, as well as establishing and directing the firms’ proposal center operations.
Jeffrey Shen –
Jeffrey Shen is Vice President and General Manager at Red Team Consulting bringing over 20 years of proven leadership and expertise in federal contracting, corporate strategy, and business development. His career in management and consulting include working with U.S. corporations and public sector clients in the areas of capture management, strategic planning, and acquisition planning. He has delivered business strategy and technology solutions to the U.S. Federal government and Fortune 500 companies worldwide on contracts totaling over $30 billion. He regularly works with senior government executives and acquisition officials and has been a featured speaker at various summits and conferences in the past on topics such as Acquisition Strategies, Proposal and Capture Management, and Business Development.
Kristen Murphy –
Ms. Kristen Murphy is results-driven leader with 17 years of experience effectively managing teams responsible for winning new business in all phases of business for $300M+ opportunities. Her proven track record of success winning multimillion dollar DoD and Intelligence contracts includes a $382 Million single award contract. She is currently a Senior Director, Capture Management for General Dynamics Information Technology (GDlT) and is focused on a portfolio of new business opportunities for the Intelligence Community. Prior to GDIT, Ms. Murphy was Vice President Capture Management for AMERICAN SYSTEMS and oversaw the company's processes, personnel, and procedures related to the successful identification and award of major new business opportunities. Ms. Murphy held similar positions at ManTech and CSC.