APMP NCA Dinner Series 2012 - September 19th Event
Proposal Processes that Work for Your Company’s
Size and Maturity
“The key to success is to focus our conscious mind on things we desire not things we fear”. Brian Tracy, renowned motivational speaker and author said these words as a way to show you how to succeed. He spoke of how we allow our fears to slow us down or often times stop us from achieving what we can or in most cases should in business and in life.
This September we are going to tackle one of the core goals in our industry, creating a successful proposal organization.There are many reasons a proposal shop can succeed or fail. For example:
- Small companies need to have in place a plan to gain new lines of business, or they need to have done their homework and applied for any preference certification they are entitled to obtain. They also need to have established relationships with primes, subs or mentors to give them the base needed to gain work and experience.
- Mid-sized companies need to have established a 5, 10 and 20 year plan that allow them to continue the work they have started and grow new lines of business and partner relationships.
- Large companies need to have the structure built that allows them to see further down the path which again allows them to be ready for industry changes because they simply cannot “turn that ship” as quickly as the mid and small businesses can.
In the end, the proposal shops are the engines that supply the companies with the fuel needed to keep it moving forward.
On the 19th, we will be discussing how companies (Large, Mid, and Small businesses) develop, maintain and produce proposals in today’s market. Each of our company will show both the different stresses they have daily to produce winning proposal but they will also share the similarities. There are building blocks that you need to have in place to establish a productive and sustainable proposal shop.
This session will address:
- What are the processes that need to be in place so you can grow and be successful
- What to look for in staff and consultants
- How to evaluate needs after an acquisition
- How to cross train to increase agility
Specific knowledge you should expect to takeaway:
- You should walk away with three sets of blue prints that can be used to stabilize their proposal processes and departments specific to the size and maturity of their organizations
- You should be able to focus yourself and have ideas on how to focus your team
- You will have a full lessons learned and best practices pallet from three companies that have proven success
- You should be able to see where you fit into the structure and know how to move yourself into a position to be more successful
With the government’s move toward lowering the number of contracts being offered to increase their buying power (according to new policies from the Office of Federal Procurement Policy), federal contractors have to reevaluate their staff numbers each year. Task orders will increase but most companies are searching for ways to get more production from their current staff. Agility, focus and efficiency are the current buzz words and there is no change in site. You need to know either how to increase your teams performance or learn how to be a part of these winning teams.
Rather than using a one size fits all approach, businesses have succeeded by tailoring processes and tools to their specific organizations. Through this session, attendees will learn considerations and inputs that have driven organizational and process decisions for businesses of all sizes.
Our Dinner Series events kick off with networking and include a full-service, sit-down dinner. This event will be held at:
Westin Tysons
Corner
7801 Leesburg
Pike
Falls Church, VA
22013
703-893-1340
Wednesday,
September 19, 2012
5:30 PM-8:30 PM
Members: $75.00
Non Members: $85.00
Your presenters include:
Eric Gregory; Senior Vice President of
Proposal Strategy and Operations for CACI.
He has 35 years of experience in proposal development, business development,
capture management and operations support for other major corporations such as
Martin Marietta, Hughes Aircraft, and Litton Industries. He has participated in
major proposal and capture efforts in field engineering, chemical and biological
detection and warning systems, anti-submarine warfare, surface warfare, UAV
systems, electronic warfare, scientific support services, and information
technology. He served on the Association of Proposal Management Professionals
(APMP) Board of Directors from 1996 to 2006 and served twice as Chief Operating
Officer and twice as Chief Executive Officer. He has also served three times as
Conference Chair or Co-Chair for APMP’s annual conferences---the 2000
conference in Orlando, the 2003 conference in New Orleans and as Co-Chair for
the 2011 Conference in Denver. He is a recipient of the association’s highest
honor, the William. C. McCrae Founder’s Award, is an APMP Fellow, and received
APMP’s Insight Award for his APMP Journal article. At CACI, Eric has been the
recipient of CACI’s highest proposal honor, the Victory Award, and has also
received CACI’s Thomas H. Moorer Award for outstanding contributions to the
company over an extended period of time. Eric joined CACI in 1999 and has been
a driving force in CACI’s new business operations ever since.
Hélène
Courard; Vice President, Corporate Capture Management for Salient Federal Solutions,
Inc.
Salient a leading provider of Federal IT and
engineering solutions enabling government and industry to respond quickly to
new or surge mission requirements with exactly the right people, skills,
expertise, and technical solutions; and one of America’s Most Promising
Companies according to Forbes Magazine. Ms. Courard is
responsible for the entire Capture and Proposal organization. Her organization
supports pursuing and bidding new work and executing against Salient’s
aggressive growth strategy. Ms. Courard’s key mission is building the
best capture and proposal organization in the industry. She is fully
responsible for establishing and implementing the capture and proposal
processes and procedures; managing all BD systems for the corporation; and
capture and proposal planning and the execution of strategic opportunities. She
has improved the corporate capture rate from 49% to 63% and win rate from 34%
to 41% in the last 15 months.
Ms. Courard brings over 19 years’ experience with a proven track record of leading, motivating, and directing teams in full-opportunity lifecycle development, operations, and governance.
Prior to joining Salient, Ms. Courard was the Managing Director for Process & Infrastructure with Lohfeld Consulting Group, and held numerous key positions with Computer Sciences Corporation.
Jeff Handy; President for Fulcrum IT
Mr. Handy is responsible for overall company
performance and profitability, as well as for facilitating Fulcrum's growth in
the technical services arena and establishing Fulcrum's long-term growth
initiatives. Fulcrum IT has been recognized multiple years on the
Washington Business Journals 50 Fastest Growing Companies, the Inc.500/5000
Annual Exclusive List of America’s Fastest-Growing Companies and as a finalist
for the Fairfax County Chamber of Commerce (Fairfax Chamber) Contractor of the
Year in the Annual Greater Washington Contractor Awards. Most
recently Fulcrum was named a finalist in the Helios Apollo Awards.
Prior to becoming President of Fulcrum IT, Mr. Handy was President of Government Micro Resources, Inc. (GMRI) where he transitioned GMRI from a $100M reseller of commercial products to an IT engineering firm delivering technical services to government clients. In addition, Mr. Handy served on multiple industry and government advisory boards including GMRI’s Board of Directors.
Before joining GMRI, Mr. Handy
served as Vice President and Director of Business Development for Defense and
Intelligence Systems for BTG, Inc. In this role, he led BD, Capture,
Sales and Proposals supporting intelligence agency and unified command
programs that provided network and systems engineering support, data mining,
decision support systems, data fusion and C4ISR. Previously, Mr. Handy
spent over six years working in the Naval Research Laboratory's Information
Systems Division providing insight and support for battle management,
anti-submarine warfare, the Strategic Defense Initiative (SDI) and Massively
Parallel Computing (MPC) research.
Mr. Handy holds a master's degree in information systems from George Mason
University.
In addition to Fulcrum IT, Mr. Handy currently serves on several Boards including
the Board of Directors of NexGenVS. He is also a founding partner of this
early stage technology company that leverages a patented peer-to-peer
architecture for live mobile video products. Mr. Handy is a member of the
Young Presidents’ Organization (YPO) where he has served
as Chairman and on the Executive Committee.
Your Moderator for the evening:
Alex Brown;
Director of Services for OST Global Solutions
Alex
Brown is responsible for all service lines OST has to offer their clients. In
the last two years, he has stood up multiple new divisions (Business
Development, Training, Process Improvement and OST Global Solutions venture
into small business federal contracting). He was also integral in the
development and re-launch of the consulting division. OST Global Solutions is a
Metro Washington DC small business that supports clients with end-to-end
business development support and training. With over 900 fully vetted proposal
support consultants we are able to find any solution for our clients. Since
2005 we have won over 19 billion in awards and contracts. Alex has been a guest
speaker for organizations such as APMP, AFCEA, Woman in Technology and
SmartProc. He has also written articles for multiple industry periodicals.
