May Speaker Series Dinner
The Price is Right… or is it?
May 14, 2014 -- 5:30 to 8:30 PM
In the era of Sequestration and LPTA, pricing has become
more important than ever before. Pricing
is a challenge for all companies with pricers / BD teams under pressure to win
in a more competitive environment. Our interactive
panel this May includes recognized strategic pricing experts from both Industry and
Government. Come away with valuable insights on how to avoid common pitfalls and develop a winning price strategy. This panel is moderated by Lee Cooper, a high-level BD executive with extensive
hands-on experience leading pricing strategy for large and small business on
programs valued up to $1.5 B.
With budgets falling, it has become necessary for organizations to take a more
strategic view of pricing. Strategic
pricing involves input from business development, capture, technical solutions,
proposal management, and of course pricing, as well as the executive
suite. More and more, developing the
winning price involves having input from competitive analysis and price to
win. The panel will discuss real life
cases of how companies mobilized the judgment to put solution, price, and
risk together into a winning package.
This lively and illuminating discussion will include equal parts industry and government speakers. Learn what the end-user is looking for in pricing, how they identify "best price", and how it all relates to their independent government estimates.
When: May 14, 2014 – 5:30 to 8:30 PM
Where: Westin, Tysons Corner
Cost: Members, $75 – Non-Members, $85
(Save money by taking advantage of Early Bird Discounts through May 2nd)
Jeff Saylor, Director of Contract Services, Policy and Administration -- U.S.
Department of Labor’s Employment Training Administration (ETA). Jeff has over 26 years in Federal government, all of which have been in
acquisition and grants management. In
addition to the Department of Labor, he has held leadership/supervisory
positions at the Department of Education’s Office of Federal Student Aid, the
Department of Justice’s Drug Enforcement Administration and the Federal
Communications Commission. Prior to his
current position in ETA, Jeff served as the Chief of the Division of Federal
Assistance, where he oversaw ETA’s $8 billion grant programs. He is FAC-C Level
III certified and holds a Master’s in Public Administration from George Mason
Gary Fitch, President of White Owl Systems, a pricing consultant to government contractor
firms. Gary is a finance and pricing expert with over 30 years experience in the
Information Technology Industry working on complex Systems Integration projects
in a Project / Business Management / Pricing capacity. Experience includes administration, analysis
and pricing of projects for Message Switching Systems (Networks), Satellite and
Landline Communications Systems, and Networked Mainframe / Micro Computer
Acquisition, Installation, Operations and Maintenance efforts. Also Intelligence community work overseas and
domestically (All Source Analysis etc).
Gary has led in the strategic pricing of opportunities as large as a $6
B IT program for the IRS. He has also
helped to manage / price workloads as high as 40 concurrent proposals. His strength as a strategic pricing expert is
enhanced by his varied experience in Government (Federal, State, Local, Higher
Ed & Healthcare) / Commercial background in business management (hands-on
CFO, Contracts / Subcontracts / Purchasing / Outsourcing and Financial /
Estimating Management, & Technical Staff) in the communications / computer
/ engineering / intelligence and Services fields.
Jacob George, Director of Finance at Red Team consulting. Jacob is a
Pricing Strategist Consultant at Red Team Consulting, providing pricing and program
management strategies for multi-million dollar US Federal Government
procurements ranging from $5 million to $20 billion dollar contracts. Combined with his unique combination of
proven business development, solution architecture, customer delivery, and
management skills, he is an expert in providing a wide variety of cost &
price strategy and project management consulting services. Additionally, Mr.
George oversees all finance, accounting, forecasting, and budgeting operations
at Red Team Consulting. Mr. George has successfully participated in
multiple industries including IT infrastructure; design-build, combined arms
support training/deployment, facility guard services, business process
reengineering, air traffic management, naval construction/procurement,
financial audit, health/human services and environmental engineering throughout
the U.S. and worldwide. To complement his cost accounting and pricing strategy
experience, he also possesses a large spectrum of complimentary experience in
program performance architecture development, Earned Value Management, DCAA
compliance/audit proficiency, and competitive analysis.
Lee Cooper is an industry consultant with a 30-year career as a
business Development lead for large and small business that has included
extensive hands-on work with strategic pricing. During his career, he personally served as strategic pricing manager of
the most important programs bid by his group. He has personally served as pricing volume manager on opportunities
valued at over $1 billion. Lee has been
the strategic pricing manager on competitions involving IT services and
training services programs in national and international settings. He has a
gift of personality and character that has enhanced his work throughout his
career. Lee is an excellent speaker and
an experienced moderator who will grace our platform.
2014 APMP-NCA Reception @ APMP Bid & Proposal Con
Chicago, IL -- May 27, 2014
Sheraton Chicago Hotel & Towers (5-6 PM)
As we gather to learn and network with others in our industry at the International APMP Bid & Proposal Con event in Chicago, we would like to take this opportunity to show our appreciation of the APMP National Capital Area chapter members. Please join us the evening of May 27th for an NCA sponsored reception. Limited tickets are available for this reception so please register early. The first 75 registrations will have the chance to meet, mingle, and network with your chapter and invited guests. We hope you will join us to help celebrate!
For questions, please contact us at
Call for Speakers - Deadline to submit is April 30, 2014
APMP-NCA invites proposal, business development, and capture
professionals to submit their Call for
Speakers Abstracts to speak at the APMP-NCA
chapter’s annual conference in November. This 2-day event will feature
specialized certification training on Day 1, and a
full-day of educational opportunities on Day 2.
APMP-NCA is seeking presenters for Day 2 who
will specifically address these areas of interest for conference attendees:
- Proposal Basics
- Strategies (for proposals, BD, and capture)
- Industry trends and best practices
Our conference theme this year is: “The New
Normal: Strategies for Tomorrow's Market”.
The Program Committee will evaluate submissions based on the
- Abstract quality
- Topic relevance
- Format diversity
- Content appeal
- Track balance
- Speaker expertise
For consideration, please supply the following information
using THIS ONLINE FORM.
- Presentation Title
- Speaker Name & Contact Info
- Speaker Bio (up to 150 words)
- Presentation Abstract (up to 150 words)
Join the NCMA Potomac Chapter on April 29th for "Developing Winning Proposals". This action-packed seminar will ensure that attendees leave with a deeper appreciation for ensuring their proposal is responsive to the RFP; the team is correctly assembled and led; and that the resulting cost, technical, and management volumes present their company in the best possible light—increasing the likelihood of a contract award.
When: April 29, 2014 -- 8 AM to 4:30 PM
Where: Aronson, LLC
805 King Farm Blvd, Suite 300
Rockville, MD 20850
Volunteer Planning Session
The Mid-Atlantic Conference & Expo is the largest gathering of proposal industry professionals in the region. In order to make this event the type of success that our members deserve, we're calling on YOU to help shape the multi-day event.
When: April 23, 2014 - 12 to 12:30 PM
Number: 218-895-3926, code 851058
Agenda: This call is to discuss the 2014 event, layout, and framework. These quick calls will last approximately 30 minutes and will initially be held every 2 weeks. Any and all members interested in contributing an idea is welcome to attend. Let's get the ideas flowing early and make this a fantastic event!
Questions? Contact Shanelle Noss
2014 APMP-NCA Speaker Series Calendar
Event info, including descriptions and registration, will be released prior to event.
“How to Win Your Next Recompete”
“The Price is Right… or is it?”
Most of IDIQs, GWACs, and Schedules”
“A Look Back
at 2014 and
2014 Board of Directors Election
Results Are In!
The APMP-NCA Board of Directors Election has concluded. We thank all of our members who participated in the voting process and helped to appoint our new leadership moving forward.
Your 2014 Board of Directors:
President - Maryann Lesnick, APM.APMP, PMP, MOS
Vice President – Lisa Pafe, PPM.APMP, PMP
Treasurer - Eric Schwarz, AM.APMP
Secretary - Constance Dyson, AM.APMP, MBA
Annual Events Chair – Open
Corporate Partner Chair – Andrea Tasker
Event Logistics Chair - Alex Brown, AM.APMP
Special Events Chair – Ros Angus
Speaker Series Chair - Frankie Reynolds, APM.APMP
EZine Chair - Jessica Douglass
Marketing and Publicity Chair – Ben Skelly
Membership Chair - Jay Carroll, APM.APMP
Technology Chair - Tom Skrobacz, AM.APMP
Mentorship/Professional Development Chair - Alexis Dimouro, PPM.APM
November Speaker Series
“A Look Back at
2013 and Forecast for 2014”
2013, 5:30 - 8:30 PM, Westin Tysons
Join us for the
final Speaker Series event of the year: “A Look Back at 2013 and Forecast for
2014”, including our interactive Town Hall format. Both Government and industry
experts will give us their insights into what happened in the Government
marketplace in 2013 and what we can expect moving forward. These insights will be very valuable as we
face uncertain times with budget dilemmas and Government shutdowns,
creating a shrinking and even more competitive market for contractors.
panel will give attendees the opportunity to “ask the experts” all of their
burning questions related to what took place this year and what we’re facing next.
Don’t miss the final event of the year – a chance to network with experts and
peers, ask questions, engage in lively conversation, and win great raffles. No
slides – just a great interactive panel!
Speaker Series, Networking, Panel, and Dinner
20, 2013, 5:30-8:30 PM
Tysons, 7801 Leesburg Pike, Falls Church, VA 22043
Cost: $75 for Members, $85 for Non-Members
Branch - Deputy Assistant Secretary of the Navy (Acquisition and Procurement)
in the Office of the Assistant Secretary of the Navy (Research, Development and
Acquisition). He is the senior career civilian responsible for acquisition,
contracting and policy for the Navy’s world-wide, multibillion-dollar
acquisition system. Mr. Branch is the principal civilian advisor to the Navy
Acquisition Executive, serves as the Department of the Navy’s Competition
Advocate General for procurement matters and is the community leader of the
Navy’s contracting workforce. Previously, Mr. Branch was the first civilian
director of contracts at the Naval Sea Systems Command and the Chief
Procurement Officer for the Government of the District of Columbia. He is an
SES and has received the Navy Distinguished Civilian Service Medal, the David
Packard Excellence in Acquisition Award, two Presidential Rank Awards for
Meritorious Executive, the Vice Presidential Hammer Award for Reinventing
Government, and the 2012 Samuel J. Heyman Service to America Medal for
Management Excellence. Mr. Branch has a B.S.
in Economics from the University of Pennsylvania Wharton School and completed
the Executive Program at the University of Virginia Darden School.
Cipicchio - Lead Contract Strategist for Deloitte Services LP, Federal
Contracts Group. Prior to joining
Deloitte in 2012, he had a 35 year government acquistion and contracting
career, holding SES positions at the DoD, DHS and TSA. At TSA, Mr. Cipicchio led all acquisition
activities and served as the Head of the Contracting Activity, responsible for
award of $3 billion in contracting annually.
Mr. Cipicchio also led efforts to develop acquisition policies and
regulations at DoD and DHS including FAR, DFARS, and Homeland Security
Acquisition Regulation. While serving as
the Deputy Director for Policy in the Defense Procurement and Acquisition
Policy office, he was responsible for developing and implementing contracting
policies. Mr. Cipicchio also served as a
contracting officer at the Naval Sea Systems Command. He holds DoD and DHS Level III Contracting
Certifications and was twice awarded the Secretary of Defense Meritorius
Civilian Service Award and Medal. He
holds a J.D. from the Catholic University and a B.S. from Gannon University.
Spinnenweber - Vice President & General Manager, URS Mission Readiness
Group. Mr. Spinnenweber is an established executive with proven success leading
global engineering, IT and missions operations for a tier one provider of
business to government solutions. Prior to joining URS in January 2013, he was
Vice President and General Manager Maritime Division Defense Group of Computer
Science Corporation (CSC). Previously at CSC, he held positions of Vice
President and General Manager of Army Division, Vice President of Operations
for the Intelligence Group, Vice President of Strategic Business Development,
Capture Director and Director of IT and Navy Surface Warfare. He began his
career as a marine engineer designing ship and combat systems. Mr. Spinnenweber
holds an undergraduate degree in Marine Engineering Systems from the United
States Merchant Marine Academy and an M.S. from George Washington University,
as well as an MBA from the Global Executive MBA program at Duke University’s
Fuqua School of Business.
Gary Loyd - CEO of Centurion
Research Solutions, brings more than 25 years of experience in the government
and education marketplace. Under his leadership, Centurion has increased its
stature in the area of federal government contracting research and analytical
valuation with the development of Centurion’s business intelligence and
opportunity assessment tools. Acquired in 2006, Mr. Loyd has been successful in
growing the company, doubling its size and revenue, and in expanding the line
of products and services used nationwide by businesses both large and small.
Mr. Loyd possesses extensive knowledge and experience across federal, state,
local and educational markets. Prior to Centurion, Mr. Loyd served as CEO and
founder of ifour, LLC; Vice President for Federal Sources, Inc. (FSI); and
President & CEO of a software development and systems integration company.
He has also held management, business development and consulting positions with
BDM International, Inc. and Titan Systems Corporation. During the tenure of his
career, Mr. Loyd has generated over $600B selling directly to federal, state
and local government organizations and helped government contractors
substantially increase their win rate. The multiple organizations Mr.
Loyd has founded, acquired, grown and sold throughout his career reflect his
winning mix of entrepreneurial spirit and business acumen. Mr. Loyd holds a BBA
in MIS from the University of New Mexico, Robert O. Anderson School of
Fordwich President of Strelmark, LLC. Ms. Fordwich's business development
career spans nearly 30 years, covers the globe, and includes BD leadership
roles in a number of international firms. She spent more than a decade working
for KPMG, where she directed international business development from their
global headquarters in Amsterdam and held local, regional, and national
positions developing marketing strategies. Ms. Fordwich also served as the
Senior Vice President, AOC Key Solutions and the Vice President of Global
Marketing for Headstrong and the Managing Director at Qorvis Communications,
LLC before founding her own business development firm called Strelmark. A
renowned national business development expert, Ms. Fordwich specializes in
speaking, training, and orals coaching. She was Host of Government Contracting
Weekly, a TV program sponsored by AOC Key Solutions, and has been featured as
an expert on business development in the Washington Business Journal, wrote as
a guest columnist for the Legal Times, and served as the monthly regional emcee
for Accelerent, a business development group. She holds a BA,
Political Science & Geography from Mary Washington College.
5:30pm – Networking & Cocktails
6:30pm – Dinner
7:15pm - Chapter Business
7:30pm – Panel – Interactive Q&A
8:30pm – Adjournment
From our trusted Platinum Partner, Lohfeld Consulting, comes an excellent FREE webinar that we'd like to share with all of our members:
"Doing Less with More… and Winning More!" – Lohfeld BD Webinar Series – Nov. 20, 2013
Date: November 20, 2013
Time: 12:00 – 1:00 p.m. EDT
Today companies are trying to make the most of every dollar to increase their competitive edge. Even a small decrease in overhead costs or increase in productivity can make big difference. Lisa and Brenda will decompose a budget for developing a 30-day proposal and a 10-day proposal for small, medium, and large companies and provides recommendations for decreasing costs, while also streamlining workflow, effectively using automation, and working smarter not harder.
They will also describe how they implement management best practices like Agile, Information Technology Infrastructure Library® (ITIL), and Project Management Body of Knowledge (PMBoK), and commonly used tools and technology to generate cost savings.
Doing more with less does not mean longer hours for less pay, but rather leverages continuous process improvement, teamwork, creativity, and ongoing training to result in long-term savings. Lisa and Brenda will share best practices for cost savings.
About the Presenters:
Brenda Crist is a Managing Director at Lohfeld Consulting Group, a past President of the APMP NCA Chapter, and APMP Fellow. She holds Professional-level Accreditation, coordinated the 2012 Accreditation Survey, and has Master’s Degree in Public Administration from American University.
Lisa Pafe, PMP, APM.APMP, Principal Consultant at Lohfeld Consulting Group, serves on the APMP NCA Board of Directors as Chair of the Speaker Series Planning Committee. She holds a BA from Yale University, an MPP from Harvard University, and an MIS from The George Washington University.
Registration: Click to register
Time Management: Strategies and Tactics to Keep Your Proposal on Schedule
September 18, 2013 at Marriott Courtyard Hotel, Tysons Corner
ever decreasing timelines and budget cuts, it is critical to manage multiple
proposal efforts with short turnaround times. Learn from industry professionals
who have successfully navigated and created a time management process that
works for both the strategic level (keeping sight of your win strategy) and the
tactical level (meeting time constraints).
Join us in
Tysons for networking and breakfast, followed by a fantastic panel giving
proven advice on making the most of your time on proposals. Some key takeaways:
- Learn what
makes schedules work for the people who have to live by them
- How to managing
people who work at different speeds (eager beavers and snails)
for making up for delays while maintaining quality
multiple proposals more efficiently without burning out your proposal team
the team continues to focus on proposal solution and strategy within time
and networking begin at 7am (we promise coffee), breakfast is at 8am, with the
panel following immediately after. As always, we’ll have great giveaways
available for raffle simply by attending, including coaching time and books
from the panelists.
Brenda Crist, PPF.APMP, Managing Director, Lohfeld Consulting
25 years’ experience providing capture, proposal, and program management
support for IT companies serving the federal market. Helps qualify new business
opportunities, conduct research, perform competitive analyses, implement
capture plans, and manage proposal efforts. Prior experience includes serving
as Proposal Manager for Harris and TechTeam (now Jacobs). Past President of the
Association of Proposal Management Professionals (APMP) National Capital Area
(NCA) Chapter. Holds APMP Professional-level accreditation, Information
Technology Infrastructure Library (ITIL) certified, APMP Fellow, and APMP
Certification Instructor . MPA Public Administration, American University.
Rethore, CEO of M. Beacon Enterprises
with organizations and leaders to develop realistic business strategies and to
break them down into the key actions that allow them to succeed. She has
successfully done everything she teaches, both as a senior executive at Fortune
500 corporations and as a consultant to many more. Strategy development and
execution don’t have to be intimidating. Strategic thinking must be thorough
and forward-looking, but it must also be realistic for you and your
organization. For example, the North American division of a global professional
services firm needed a better way to manage leads (and execute proposals)
across multiple lines of business. Tara created and led a new process that
linked longer term strategy and near-term metrics for execution – and allowed
the team to manage its time more effectively. The new process reduced
complexity, allowed greater collaboration, unlocked new client opportunities,
and decreased staff time required to manage and close leads. Follow Tara on Twitter @TRethore or contact with her LinkedIn community.
Group Moderator: Susan Trivers, President, Trivers
the only absolutely limited resource. In 14 years of proposal consulting, Susan
has helped proposal teams of all sizes and for all agencies maximize their
output during the time they have available. She’s created proposal schedules,
coached individuals to meet interim deadlines and avoid failure work and
encouraged leaders to plan ahead rather than wait for emergencies to arise.
Clients of Trivers Communications Group have earned billions in contract wins.Follow
Susan on Twitter @speakandgrowbiz and join her network on LinkedIn.
7:00 - 8:00 AM...............Registration and Networking
8:15 AM.........................Welcome and Introductions
8:55 AM.........................Town Hall/Interactive Q&A Session