Manager Management
Resume:
SUSAN HALE, AM.APMP
**********@***.***
EXPERIENCE SUMMARY
With a successful win rate in the Federal sector, I possess senior-level skill and experience in the
pursuit and management of main thrust, strategic proposals for single award and multiple award
IDIQs, GWACs, BOAs, and BPAs (up to $30B in value). Proven capabilities in the management
of proposal responses to performance-based, earned value management, and best value Federal
solicitations across DoD (i.e., Air Force, Army, Navy, DISA, and DARPA), Civilian (i.e., DOS,
DHS, NASA, FBI, NOAA, FDA, FAA, and NIH), and Intel (i.e., DIA and NGA) agencies.
Responsible for the full life cycle management of the proposal process, which includes facilitating
the proposal team in the articulation and refinement of win strategies, themes, and discriminators
and to ensure the integration of these elements by the proposal team throughout the proposal
development process. In collaboration with the capture manager, I participate in the identification
and assessment of elements crucial to the development and refinement of capture strategies to
effectively increase win probability. Supervise and direct tasks of proposal and production staff.
As a member of the Capture and Proposal Team, I provide the following within the business
development continuum:
•Identify and present justifications that validate bid qualification and bid/no bid recommendation
decisions
•Communicate proposal-related requirements, high-level strategies, solution framework, and
status for high-dollar value acquisition contracts to senior management
•Facilitate the identification and development of win themes, discriminators, and ghosting
strategies
•Facilitate development and refinement of the technical solution framework (i.e., understanding of
the problem/challenge, technical approach and solution, and methodologies and tools to
be used) in alignment with RFP requirements
•Identify resources (internal and external) and staff necessary to meet scheduled proposal
development, production, and delivery activities
•Develop proposal management and kickoff meeting plans
•Analyze RFP requirements to develop annotated outlines, schedules, and compliance matrices
•Clearly and effectively communicate proposal tasks and objectives to proposal team
•Conduct storyboarding workshops that present overall proposal strategies and approaches to be
integrated throughout all proposal sections
•Conduct and facilitate kickoff meetings
•Ensure proposal content is compliant, responsive to customer requirements, presents a value-
added benefit to customer, and technical message is compelling
•Conduct daily status meetings to review items such as proposal/program issues, action item
status, and contract/subcontract management issues
•Develop briefing presentation material for all color reviews
•Facilitate review in-brief and debrief meetings for all color reviews
•Direct and coordinate post-color review recovery efforts of proposal and production team
members
•Direct and coordinate tasks assigned to technical writers/SMEs and teaming partners
•Perform quality check of all proposal sections and volumes. Responsible for accuracy and
quality
•Provide status reports to senior management on proposal scope, schedule, and costs
EMPLOYMENT
General Dynamics, Senior Manager, Proposals, 11/10-Present
Primary responsibility is to work within a team-focused collaborative environment with business
development and capture resources to support capture strategy development and lead proposal
management and development for main thrust strategic proposals. R esponsible for the full life
cycle management of the proposal process, which includes facilitating the articulation and
refinement of win strategies, themes, and discriminators and to ensure the integration of these
elements by the proposal team throughout the proposal development process. Facilitate
development of the solution framework for the technical, management, past performance, and
pricing sections. Supervise and direct tasks of proposal and production staff.
GTSI Corp, Senior Proposal Manager, 8/05-11/10
In my role as Senior Proposal Manager, I have final responsibility for preparing and delivering all
proposal volumes and other required proposal deliverables, controlling both the process and the
final product. Specifically, I facilitate the conceptualization of a total proposal solution and the
information needed to support the solution and then manage solution development at the detail
level. Lead and direct the tasks of proposal development and production teams in response to
federal solicitations, providing the necessary leadership to ensure the proposal product is fully
compliant and responsive to the RFP requirements and effectively communicates a persuasive
winning solution. Facilitate the formulation and development of win themes and discriminators;
develop proposal management and kickoff meeting plans; conduct kickoff and results-driven
storyboarding sessions; analyze RFP requirements; and establish proposal schedule, outline,
team assignments, and compliance matrix. Additional responsibilities include conducting daily
status meetings; select membership of all color reviews; develop and coordinate all briefing
materials for color reviews; direct recovery efforts of production and proposal teams post-color
review; direct the writing/editing/rewriting efforts of proposal team. Provide post-submission
support such as after-action/lessons learned, orals preparation, and supervising responses to
FPRs, IFNs, and BAFOs.
SAIC, Proposal Manager, 8/03-8/05
As Proposal Manager, was responsible for ensuring a compliant and best value response to
federal solicitations. In collaboration with the Capture Manager, was an active participant and
facilitator in the development of win strategies, themes, and discriminators. Responsible for
crafting content for proposal sections (i.e., management plans, staffing plans, resumes, and past
performance); served as book/volume boss for designated proposals; interfaced with capture and
proposal teams in the development of capture strategies, themes, and discriminators; developed
business development, capture planning, and proposal development presentation materials; and
directed the development of a web-based repository/collaborative proposal development tool
used for pre-RFP and proposal development activities.
Information Management Consultants, Inc., Lead Consultant, 3/99-7/03
Proposal Manager
Responsible for the management and coordination of proposal development and writing activities
for mid-sized federal task orders and proposal efforts that supported the competitive bid proposal
process. Primary tasks included directing proposal kickoffs; facilitate Red Team Reviews;
oversee and coordinate production-related tasks; and analysis of RFP requirements. Collaborate
with SME's in the crafting of technical content; support internal review procedures for ensuring
high quality deliverables; serve as volume lead for selected proposals.
Systems Analyst/Technical Writer
Responsible for documenting and maintaining software and system development life cycle
documentation, which includes system design documents, functional requirements documents,
requirements traceability matrix, system administration manuals, maintenance manuals,
operations manuals, and user guides. Gather requirements and conduct interviews to collect data
necessary to develop documentation. Create test scripts, test system functionality, enter defects
into bug tracking database. Conduct web-based training and computer-based training, create
associated training collateral, and develop end user performance assessment evaluations.
Independent Consultant, 6/93-3/99
Developed technical documentation and provided instructional classroom and one-on-one
training support to federal housing agency. Responsibilities included developing end user
documentation; creating graphic illustrations, flow charts, and tables to support documentation;
interfacing with developers, testers, and analysts during the SDLC process; and developing
online help authoring files. Supplementary responsibilities included the planning, design, and
implementation of training curricula and associated training materials and conducting classroom-
style training and one-on-one training for technical and non-technical end users.
American Diabetes Association, Managing Editor, 7/88-5/93
Directed the editorial activities of the Association's three professional medical and scientific
publications and related symposia. Managed and trained in-house editorial staff and contract
consultants; provided substantive writing and editing of publications; coordinated and monitored
production efforts of staff and printer; developed editorial publishing standards and guidelines;
trained editorial staff to edit/write according to editorial style; maintained budgets for publications.
Served as a liaison to editorial boards and committees to assist in the development and
implementation of editorial policies and standards that governed all publications. Assisted in the
planning and implementing of electronic editing technology to publishing division. Interfaced with
advertising and marketing divisions on business development opportunities; development of
promotional approaches.
WEB-BASED COLLABORATIVE PROPOSAL TOOLS
SharePoint and Livelink
CRM TOOLS
Salesforce.com and GovWin
SPECIALIZED TRAINING
APMP Foundation Level Certification, 2010
Capture Planning Strategies, Shipley Training, 2005
Managing Winning Proposals, Shipley Training, 2005
Writing for Proposals, Shipley Training, 2005
APMP Professional Day 2007
APMP Professional Day 2005
Book Boss Role in Proposals, SAIC University, 2005
Writing for Proposals, SAIC University, 2005
Business Writing Basics for Professionals, SAIC University, 2004
SEI CMMI, Familiarity with CMMI Level 2
PROFESSIONAL ORGANIZATIONS
Association of Proposal Management Professionals
Women in Technology
EDUCATION
University of Mary Washington, Leadership and Management
University of Missouri--St. Louis, Education and Communication
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