Manager Development

Business Development Strategy & Proposal

L aurel M. M anagement

S imcox

P H I L OSOP H Y

“Opportunity is missed by most because it is dressed in overalls and looks like work.”

E D UCA T I O N & TR A I N I N G

B.A., English Language & Literature, University of Virginia

G RADUATE L E V E L COURSEWORK

P rocurement & Contracts Management, University of Virginia, School of Continuing and Professional Studies

• Cost Analysis, Project Management, Federal Acquisition Regulation, Contract Formation and

Negotiation, Services Contracting, Negotiation Cast Studies (GPA 4.0)

Cleveland State University

• Communications and Technology

OT H ER TRA I N I NG & CERT I F ICAT IO NS:

• USACE Three-Phase Quality Management Training, October 2008

• Grant Writing Seminar (January 2007)

PROFESSIONA L AFF I L I A T IO NS

Member – Association of Proposal Management Professionals

H I G H L I G H TS OF PROF ESS I O N A L E XP ER I E NC E & ACCO MP L IS H M E N TS

OVER V I E W

• Won approximately $3B worth of contracts in p ast 5 years.

• Write and manage all aspects of proposal development. Includes researching and identifying

opportunit ies, dissecting RFP / BAA or grant requirements, scheduling and assignments, compiling

sections from multiple writ ings, authoring sections, monitoring request / response status throughout

award.

• Knowledgeable of wide range of proposal formats, to include federal, state, and local government (e.g., SF

330, SF 245 /255, BAAs, grants.gov and SF 424 coversheet, etc.)

• Successfully obtained contract vehicles to leverage for increased business opportunities with key

clients /sectors such as GSA MOB IS schedule, HRSolutions, OPTARRS, and other agency or government-

wide acquisition contracts.

P hone: 703-***-**** E-mail: l ***********@*******.*** ( preferred)

Business Development Strategy & Proposal

L aurel M. M anagement

S imcox

• Developed strategic growth plans (long and short-term), managed timelines and schedules, developed and

submitted budgets for proposals. Also managed developed and managed budgets for proposal efforts

( ranging in scale and scope).

• Worked with top executives to enhance operations, client relationships, strategic growth, and implement

successful proposal development plans. Efforts focused on quality, consistency, streamlined processes

a nd brand management.

• Managed multiple simultaneous proposal efforts. Recent efforts range from small task orders ($10K),

n umerous grant proposals (USAID, CDC, Department of Commerce), to enterprise-level efforts ($250M+).

• H igh win rates achieved; for example, g reater t han 70% a t Centennial Contractors; 80% a t Skyline

U ltd; and a 100% win r ate for task orders managed / w r itten on competitive mult iple award EPA ID IQ

contract.

• Versed in FAR, C MOS a nd AP Style, desktop publishing, contract negotiation, and

C M/Coll aboration tools.

• Exceptional wr it ing capabilit ies. Develops overtly compliant and convincing, persuasive text. Includes

responses to RFPs, grant requests and BAAs, ID IQ RFTOPs, marketing material, and associated support

documents. Prolif ic and quick turnaround for maximum benefit. Includes editing and desktop publishing.

K E Y ACCO M P L I S H M E N TS & RESPO NS I B I L I T I ES

CAMR IS, I N T ER NAT IO NAL, Bid & P roposal Manager

Wrote and managed all aspects of proposal development and response, including management and technical

response as well as the cost volume, at this International Development firm. Efforts involved range of USAID

and CDC proposals and grant responses of varying size and complexity, VA and DoD professional services

p roposals, and other governmental and NGO clients. Included highly complex technical solutions as well as

staffing support contracts ranging from very small task order to in excess of $250M. Key accomplishments

i ncluded:

• Result: Submitted and obtained GSA MOBIS schedule that had been priority for “five years”

w ithin six months.

• Result: I mplemented “brown bag” luncheons conducted every two weeks to address staff’s

topics of interest /need. Topics include proposal writing, RFP shredding, ethics, identifying

opportunities, etc.

• Result: Established compliant, crisp, and easy-to-read templates for proposal sections;

standardized response template and color scheme; put in place processes /procedures that are

f lexible but comprehensive.

• Result: Facilitated collaborative environment to best capture technical and institutional

P hone: 703-***-**** E-mail: l ***********@*******.*** ( preferred)

Business Development Strategy & Proposal

L aurel M. M anagement

S imcox

knowledge and client /partner relationships. Emphasis on team environment involved

mentoring, brown bags for knowledge sharing and information learning, and improved

communication.

• Result: Mentored junior proposal staff to promote significant increases in skills and

opportunities for leadership.

I ndependent Consulting

Supported small and start-up companies and non-profits with broad range of proposal and

business development tasks on a consultant or retainer basis. H ighlights include:

• Result: I n two months, won two contracts with new client, expanding nationwide and

i ncreasing past performance record for future submissions. This proved successful as the

company has grown to approximately 8 times its size one year ago.

• Result: Wrote and managed major grant proposal submitted to Department of Commerce.

Supported solution development, budget formation, and was responsible for the written

p roduct for nationwide non-profit.

• Result: Called by industry contact to write Quality Assurance Plan for high-value small

business construction contract.

I ndigo I T, Senior M anager of P roposal Strategy and Development

Provided comprehensive strategy development and implementation for efforts ranging in size and

complexity. Attended to all aspects of planning and execution of effective strategy, management,

w r it ing, and production. Efforts at Indigo IT included:

• Result: Developed business development goals for 2010 and beyond; included pipeline,

contract wins, target revenue, areas of focus / improvement, and plan to achieve.

• Result: Developed corporate resource (business development 101) that provided key

i nformation on wide range of topics.

• Result: Mentored BD team and management on business development and proposal process

based on knowledge of FAR and federal contracting. Included insight and information on

issues of compliance, costing, mentor-protégé agreements, joint ventures, teaming, negotiation,

etc.

• Result: C reated Value Statement, sample elevator speech, M ission Statement, and corporate

short- and long-term goals. Developed overall strategy for preparing company for 8(a)

g raduation. Impetus for further refinement and growth of internal processes and procedures,

P hone: 703-***-**** E-mail: l ***********@*******.*** ( preferred)

Business Development Strategy & Proposal

L aurel M. M anagement

S imcox

and greater emphasis on business development.

• Result: Developed / implemented a bid / no-bid analysis, comprehensive business development 101 resource,

capture handoff worksheet, opportunity / lead alert e-mail, and pipeline database to improve communication

and client-focused response.

• Result : Worked with professional marketing firm for increased branding. Obtained quote,

ROI information, case studies, and recommended course of action. Responsible for written

material; outputs included booth and print material.

• Result: Wrote PR announcements to build internal excitement and external branding for

I ndigo IT; included print / radio announcements for holiday charity event, raising money to

buy athletic shoes to donate to Walter Reed’s Soldier and Family Assistance Center. Received a

personal letter of thanks from the Center’s Director.

S kyline Ul td, Senior P roposal M anager

Lead proposal surge prior to exceeding the small business size standard for primary NAICs codes.

W rote and managed submit tal of 10+ major proposals as Prime as well as numerous subcontractor

efforts, minor proposals, and RFIs.

• Result: Awarded largest contract in corporate history a $66M multi-year, single award, FFP,

nationwide contract proclaimed by Washington Business Journal to be major win for small,

d isadvantaged businesses after incumbent’s protest was dismissed on lack of grounds and a

superior evaluation, lower cost, and full RFP compliance.

• Result: Company more than doubled annual revenue and size in approximately six months.

• Result: Won major HRSolutions M &A (F&O), R&R and PSS (set-aside) contracts as Prime

and S&A as subcontractor.

• Result: Mentored Capture /Business Development Manager to build effective relationships,

obtain valuable information, and amass a team that positioned Skyline to obtain OPTARRS

contract award.

• Result: Awarded BPA with new client (NIH); won competitive awards under established

vehicles and BPA contracts.

T echLaw, Proposal Writer/Manager

Provided exceptional support for a wide range of writ ing, editing, and marketing efforts. Lead

h ighly technical and complex proposals to meet strict t imelines, managing SMEs and resources

effectively. Highlights include the following:

Phone: 703-***-**** E-mail: l ***********@*******.*** ( preferred)

Business Development Strategy & Proposal

L aurel M. M anagement

S imcox

• Result: Achieved approximately 75% win rate on range of A-E and environmental proposals;

i ncludes 100% win rate under competitive IDIQ contract.

• Result: Participated in or managed team review process, often conducted with participants in

remote locations.

• Result: Monitored and managed orals process as well as in-person debriefings.

• Result: Responsible for written message proposal, marketing, etc. Includes development of

t ailored slip sheets, Web site material, standardized resumes and past performance templates.

C reated prototype video slide show, e-mail campaigns, and booth design. Includes 75 one-page

p roject descriptions and more than 100 resumes.

• Result: Developed internal databases to streamline data capture, assuring it is up-to-date,

accurate and easy to obtain.

• Result: I nitiated internal company newsletter, TechLaw Ink. As editor, wrote, edited,

researched /compiled information, and coordinate with graphics and senior management to

p roduce important internal communication for nationwide firm with many remote staff; its

purpose was to inform, unify, and promote a familiar corporate culture.

RE L EVA N T E M P LO Y M E N T L I S T I N G

• CAMRIS International, Proposal Manager / Head of Bid & Proposal (2 /2011 to 8 /2011)* (90K / annually)

• Independent Proposal / Capture Management &P roposal Writing Consultant (Intermittently 8 /2009 to

P resent) (variable)

• Indigo IT, Senior Manager, Proposal Strategy & Development (8 /2009 to 5 /2010)* (80K / annually)

• Skyline Ultd, Inc., Senior Proposal Manager (1 /2009 to 8 /2009) (65K /annually)

• Centennial Contractors, Proposal Writer / Manager (7 /2008 to 1 /2009) (56K /annually)

• TechLaw, Inc., Proposal Writer / Manager (3 /2006 to 7 /2008)(45K / annually)

• Richey International, Editor (6 /2005 to 3 /2006) (35K / annually)

*full-time positions originating from consulting

opportunities

RE F ER E NC ES

• Mr. Rick Kendall, Director of Operations (Indigo I T)

• Ms. Marsha Abramson, Business Development Manager (Skyline Ultd)

Phone: 703-***-**** E-mail: l ***********@*******.*** ( preferred)

Business Development Strategy & Proposal

L aurel M. M anagement

S imcox

• Ms. Judy Manley, Senior Vice President (TechLaw, Inc.)

• Ms. Tr icia Brown-Derocher, President (TechLaw)

• Ms. Elizabeth Bonasso, Proposal Specialist (Skyline Ultd)

• Mr. Peter Mendez, Proposal Development Coordinator (CAMRIS International)

• Ms. Rebecca Olroyd, Capture Manager (CAMRIS International)

Phone: 703-***-**** E-mail: l ***********@*******.*** ( preferred)

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