Manager Management

CHARLENE W. BOTELER

P.O. Box ****, Fairfax Station, Virginia 22039

*********@*****.***

Home: 703-***-**** Cell: 703-***-****

ACCOMPLISHMENTS/STRENGTHS:

Highly accomplished business development and proposal executive with expertise in information technology (IT), business proc ess

engineering, documentation, and training sectors. Twenty-five years' successful proposal development experience with a win rate between 65-

80%, including proposals valued between $100M-$800M. In 2010, served as hands-on Proposal Manager orchestrating the AMBIANCE

proposal, a single award for the National Security Agency (NSA) valued at over $800M. The effort involved months of preparation, a team of 19

subcontractors, encouraging disparate team members to work together, classified portions, and inspiring teamwork to vet, qual ify, and format

168 resumes with Top Secret/SCI credentials in one week. In 2011, served as Proposal Manager on a winning $100M Department of Veterans

Affairs’ task order (TO) prepared in only 5 days over a holiday.

Established and managed 7 proposal departments and the capability to successfully bid on Requests for Proposals (RFPs)/Requests for

Quotations (RFQs), Requests for Information (RFIs), and TOs. As Director, Proposal Operations, Mission Cyber Technology Solu tions (MCTS)

at ManTech International, hired, supervised, mentored, and trained 45 proposal personnel in 3 months, stopping revolving door turnover,

improving morale, and retaining 100% of the hires. As a highly-respected team leader, supported a $3B pipeline by managing this 45-person

team composed of Senior and Junior Proposal Managers, Proposal Coordinators, Subject Matter Experts (SMEs), Writers/Editors, Desktop

Publishers, Graphic Artists, and Consultants.

Wrote and implemented ISO 9001-compliant business development and proposal procedures, including processes, templates, file naming

structures, and organizing/populating a boilerplate library. Was principal in ISO internal and external audits. Extraordina ry achievements in

growing businesses and increasing revenues for 3 large businesses, 7 small 8(a) and 2 Service Disabled Veteran-Owned Small Businesses.

For example, in 2004-2007, increased revenue from $2M to over $45M.

Extensive knowledge of Shipley proposal methodology to prepare winning proposals, that includes employing a common sense app roach that

fits each unique proposal effort. Vast experience with Federal acquisition, including the Federal Acquisition Regulations (FAR) and th e Defense

Federal Acquisition Regulations (DFAR). Twenty-five years of experience in all phases of the proposal development lifecycle, including market

research, competitor analysis, forming teaming arrangements, strategizing, managing proposals, developing compliance matrices /outlines/win

themes/benefits to customers, writing sections, and heading/serving as an expert on color team reviews.

Expert analyst, excelling in developing compliance matrices and outlines. Accomplished in developing compelling text that hi ghlights themes,

features, benefits, discriminators, ghosts, and the use of stellar examples verified by 25 years of 100% compliant and compelling proposals that

address all requirements. Developed and delivered compliance training to groups as large as 50.

Highly accomplished in writing winning large ($100M+) IDIQ technical proposals, including General Services Admi nistration (GSA) MOBIS, GSA

FSS 70, IRS-TIPSS-3, Health and Human Services, Center for Medicare and Medicaid (HHS CMS) DA/DBA, Navy Seaport-e, GSA Alliant-

Small Business, GSA STARS, HHS ELMS, FAA e-FAST,and Department of State (DoS) HITSS. Broke into 21 new Agencies, including

Housing and Urban Development (HUD), Department of the Interior ( DOI), DoS, Treasury, HHS, National Aeronautics and Space

Administration (NASA), National Archives and Records Administration (NARA), US Patent and Trademark Office (U SPTO), US Department of

Agriculture (USDA), US Air Force (USAF) and more. Also for a joint venture, served as Proposal Manager on the winning $330M contract with

the Navy's Space and Naval Warfare Command (SPAWAR).

Active Top Secret Clearance. Previous Top Secret/SCI Clearance in 2010. Nine years of experience successfully bidding Intelligence

Community proposals with classified sections; 25 years of winning Department of Defense (DoD), Department of Justice (DoJ); a nd proposals

for other law enforcement agencies.

Superb organizational skills with ability to handle details; ability to take ownership and ensure quality completion; except ional interpersonal

skills to deal pleasantly with all organizational levels; excellent management/supervisory skills, as well as ability to perform as sole proposal

professional; proficiency in identifying/solving problems/challenges and ability to meet tight deadlines and time constraints on multiple

simultaneous projects. In 25 years, never missed a deadline. For example, a Proposal Manager was still working on proposal corrections

hours before it needed to be on a plane. A nervous Capture Manager was waiting. Devised plan to send him to airport to check-in, while

bringing in 2 more proposal managers to help finish edits, produce, and package the proposal, delivering it to the Capture Manager at the

airport an hour later, so he easily make his plane.

Expertise in writing, collaboratively and cooperatively working with capture managers, writers, and technical pe rsonnel to identify, develop, and

clearly communicate wide range of compelling information in both oral and written form. Ability to develop overarching graphi cs to further

CHARLENE W. BOTELER Page 2

communicate win themes. Developed award-winning marketing materials, including the Best Brochure Award from the Printing Industry of

Metropolitan Washington.

Savvy in using technology such as: MS SharePoint, MS Office Suite, MS Visio, MS Outlook, Adobe products, Privia, and Nuance pdf

Converter. among other software. Also knowledgeable in using tools such as GovWin and the Internet (OPM Exhibit 300s, budget forecasts,

company web sites, news clips) to research opportunities, competitors, and capture information.

Strong training and mentoring background. Holds a BS, Education/English, (Minor in Business) from George Washington University; 18 hours

of graduate credit in English, Writing, Business, and Information Technology. Excelled for 10 years as a High School English Teacher in Fairfax

Country Public Schools, teaching and mentoring over 1,500 students. Trained and mentored more than 40 proposal professionals.

EDUCATION:

B.A., Education-English (Minor in Business), George Washington University

18 Graduate Credit Hours: Northern Virginia Writing Project, Computer Applications, Human Relations, Information Resource

Management, Business, George Mason University, Virginia Polytechnic Institute, and University of Virginia

Certificate, Personnel Management, ManTech International, Inc.

Certificate, Proposal Boot Camp, Association of Proposal Management Professionals

Certificate, Writing Winning Proposals, Shipley Associates, Inc.

Interviewing Techniques, Pinkerton Computer Consultants, Inc.

Certificate, Program Management, Metters Industries, Inc.

Certificates: Topic Software Basics and Topic Software System Administration, Verity Corporation

Certificate, Interleaf Electronic Publishing 4.0, Interleaf Corporation

Certificate, Leadership and Management, Leadership Edge

CLEARANCE: Active Top Secret, SSBI, DSS, (Re-investigation Completed 12/23/2011); SCI held May 2010

CHARLENE BOTELER'S COMPETITIVE ADVANTAGE---INCREASING BUSINESS REVENUES:

Build relationships in business organization.

Hire, mentor, value, and reward hard-working proposal staff.

Learn from each proposal, focusing on continuous process improvement. Develop process/ensure it works.

Expertly analyze RFPs/RFQs, RFIs, Task Orders (TOs) to develop a thorough and accurate proposal plan with

schedule/milestones, writing assignments, compliance matrices, outlines, templates, directives, style guide

and writing instructions, points of contact, file naming conventions, and formats to error-proof proposal.

Work collaboratively and cooperatively with Capture Managers, Business Development and Technical Subject

Matter Experts to document customer information such as Who the customer is, what the customer wants,

what the customer's future plans are, who the evaluators are and any associated "hot buttons".

Identify strong win themes, features, discriminators, benefits, ghosts, and develop compelling text that

communicates reasons for evaluators to select an organization. Work with SMEs to develop technical solution

and overarching graphics to clearly communicate it.

Tailor past performance and resumes to Statements of Work (SOW) and Performance Work Statements (PWS).

Establish excellent, searchable boilerplate to help writers begin writing.

Write various sections and teach writers how to write a winning proposal, i.e.,: 1) Telling the customer WHAT

an organization will do; 2) Telling the customer HOW the organization will accomplish the work; 3) Showing

the customer examples that quantify and prove that the organization can do the work; 4) Telling the customer

WHY this is of benefit.

Document excellent examples to quantify and prove the organization can do the work, including customer

quotes, performance statistics, graphics, and descriptions of success.

Allow enough time for color team review and the accompanying corrections. Determine early in the process,

who has the final say to resolve conflicts.

Provide enough time for editing and final production--this is where "Murphy's Law" often steps in.

Have a backup plan for alternate production sites, alternate transportation for delivery, electrical problems,

computer malfunctions, and frequent back-ups so no documents or information are lost and no matter what

happens, the proposal will be submitted. Be creative and innovative.

Use connections to further teaming and business development.

Always find a way to make the deadline.

Always get a de-brief, win or lose. Learn from evaluator's comments.

CHARLENE W. BOTELER Page 3

SPECIFIC HIGHLIGHTS OF PROPOSAL EXPERIENCE:

Manages and supervises multiple proposal efforts simultaneously. Prioritizes, assigns, and supervises performance. Analyzes

RFPs/RFQs, RFIs, TOs to develop compliance matrices, outlines, formats, templates, directives, and schedules/milestones for

proposals. Used knowledge of Shipley, Far/DFAR and acquisition to manage, write, edit, and produce over 600 proposals.

Serves as an expert on color team reviews as well as provides quality assurance for wide variety of documents.

Leads strategy sessions to craft a winning solution, including bid strategy, win themes, discriminators, features, benefits, and ghosts.

W rites management plans, corporate experience, and facilities sections of proposals. Tailors resumes and past performance to fit

Statement of Work (SOW) or Performance Work Statement (PWS) requirements. Researched and wrote technical sections.

Managed and wrote proposals for: BEP, Bureau of Census, CBP, CIA, CNCS, DHS, DIA, DoD (DIA, DISA, DLA, USA, USAF, USN,

USMC, USCG), DOE, DOI, DOJ, DoS, DOT, EEOC, ED, EOUSA, EPA, FAA, FBI, FDA, FDIC, GSA, HHS, HUD, ICE, INS, IRS, LOC,

NARA, NASA, NPS, NRC, NSA, NSF, OCC, OPM, SBA, Treasury, USCS, USDA, USPS, USSS, VA customers, among others. Broke

into over 21 new Agencies for various employers. Overall win rate of between 65-80%.

Managed, developed, and won numerous IDIQ proposals valued at over $100 million [IRS TIPSS-3, GSA MOBIS, GSA Alliant SB,

Seaport-e, HHS CMS, GSA STARS, FAA e-FAST, HHS ELMS]. Provides capture management support to ensure compelling

proposals. W on classified proposals, including $800M NSA Ambiance single award, FBI Triple S, Army INSCOM, Executive Office of

the US Attorneys (EOUSA), and Gaitorbait. Other high value proposal wins include: $100M VA T4 task order in 5 days; $330M

contract with the Navy; $112M DoS HITSS contract. W rote 8 responses to RFIs that were awarded

At ActioNet, wrote 150 proposals in three years, growing company from $2M to $45M. Began as sole proposal resource and

established a department of 5. Developed ISO 9000:2000 compliant proposal and business development procedures, processes,

templates, formats, filing structure. Participated in ISO Audits. Ensured procedures were used and were repeatable.

Conducts opportunity research using GovWin, Agency Budget Forecasts, and OMB justifications and the Internet. Uses GovWin to

track pipeline, ensure capture has been performed on opportunities, and forecast resources to meet requirements.

Establishes "boilerplate" libraries to make proposal writing easier and faster, including file structures and naming conventions.

Develops/Writes “boilerplate” material and graphics. Established library of competitor data.

Interfaces regularly with all levels of organization, including with Chief Executive Officers and Presidents, Executive Vice Presidents,

Chief Operating Officers, Vice Presidents of Business Development, Program/Project Managers, Technical Experts, and teaming

partners, and proposal staff.

Managed a wide variety of proposal administrative tasks, including coordinating and verifying time sheets, scheduling administrative

support, answering employee's questions, recruiting, interviewing, hiring, training, performance appraisals, and firing. Ensured

employee promotions were within specified guidelines. Drafted employee disciplinary notices; held disciplinary meetings; ensured

progressive disciplinary action was followed. Counseled employees and acted as mediator. Effectively handled two EEO lawsuits.

Managed seamless operation of a large proposal center, including proposal production area, online technical library, furniture,

supplies, hardware and software, hiring, budget and approving bills for payment.

Provided in-house proposal training, including developing and delivering training and reference materials on topics such as:

compliance, compelling text, editing, grammar, and writing.

WORK EXPERIENCE:

06/12-02/13 Capture/Proposal Management Consultant Focused Management, Inc.

04/11-06/12 Director, Proposal Development (Company sold) Information Innovators, Inc.

05/20-04/11 Director, Proposal Operations, Mission Cyber Technology Solutions (Better worklife) ManTech International, Inc.

02/10-05/10 Proposal Consultant Self-employed

09/07-02/10 Senior Director of Proposals (Laid off. Owner wanted to save money) Trusted Mission Solutions, Inc.

07/04-07/07 Director of Proposals. Promoted to Senior Director of Proposals (Husband died at Christmas party) ActioNet, Inc.

10/00-07/04 Director of Proposals (Company sold) Pinkerton Computer Consultants, Inc.

11/95-10/00 Director of Proposals (Company sold) Star Mountain, Inc.

03/94-11/95 Marketing Support Manager/Proposal Manager NCI Information Systems, Inc.

06/92-03/94 Business Development Center Manager Metters Industries, Inc.

04/88-06/92 Sr. Technical Editor. Promoted to Publications/Proposal Manager CASDE Corporation

01/87-04/88 Senior Technical Writer/Editor MRJ, Inc.

01/86-01/87 Technical W riter. Promoted to Technical Documentation Manager. Software Solutions, Inc.

09/76-01/86 Teacher of English. Class and Club Sponsor Fairfax County Public Schools

AWARDS/PUBLICATIONS/PRFOESSIONAL ASSOCIATIONS:

Performance Bonuses, 1986-Present.

1992 President's Award and Outstanding Performance Award, 1993, Metters Industries.

Best of Category (Brochure), Printing Industry of Metropolitan Washington, 1992.

Member, Association for Proposal Management Professionals (APMP), 1994-Present.

Chronological resume, listing of proposal wins, and many references also available.

Contact this candidate