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:
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:
Specific knowledge you should expect to takeaway:
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:
7801 Leesburg Pike
Falls Church, VA 22013
Wednesday, September 19, 2012
5:30 PM-8:30 PM
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.
Courard; Vice President, Corporate Capture Management for Salient Federal Solutions,
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:
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.