Lana Hayes
*********@*******.***
Ellicott City, Maryland 443-
Proposal Manager with over 20 years of experience with excellent client and
project management skills. An action-oriented individual with the strong
ability to communicate effectively with technology, executive and business
audiences as well as a proven capability to deliver mission-critical
results. A committed and motivated person with exceptional decision-making
skills, a strong work ethic, a professional demeanor and great initiative.
* Management * Proposal Development * Administration*
Accomplishments
> Achieved revenue objective by implementing cost-cutting measures,
saving $10-$75 thousand yearly.
> Created new virtual proposal library with boilerplate verbiage,
templates and white papers.
> Launched well-received program of professional development courses for
all staff.
> Mentored and coached employees resulting in a 19% increase in
productivity.
> Performed competitive analysis to make recommendations for future
company growth.
Professional Experience
Accuvant, LLC April 2012 to May
2013
Proposal & Pricing Manager
> Work closely with Account Managers and Solutions Engineers to develop
proposals, pricing, Statements of Work (SOW) and RFP responses for
Managed Solutions organization.
> Management of the proposal process including; win themes, proposal
compliance, writing assignments for both RFP Response and Statement of
Work (SOW) creation, contract pricing, and overall proposal quality
assurance. Lead review team.
> Contributing to meeting regional gross margin and services goals
through strategic programmatic capture.
> Ensure proposal compliance and assist with capture and cost
strategies.
> Establish and maintain files (electronic and hardcopy) by setting up
directories on the Virtual Proposal Center (VPC); and review stored
files for organization and applicability.
> Researched and created section documents in addition to providing
necessary edits.
> Developed white paper and marketing material for capture management.
Proposal Manager/Coordinator October 2010 - October 2011
L-3 Communications, Annapolis Junction, MD
> Responsible for mechanics and logistics of assigned RFPs, RFIs, RFQs,
and other documents for proposals with cost values in excess of $50
million.
> Served as proposal manager on federal government RFP's, RFIs, and RFQs
working directly with 10-75 line unit personnel consisting of writers,
editors, illustrators, subcontractors, partners and consultants.
> Accountable for creative design for prominent high profile proposal
submissions.
> Effectively controlled the release of proprietary and confidential
information as needed.
> Developed and maintained proposal schedule, plans, outlines,
assignments, baselines, themes and storyboards.
> Assembled teams and teaming arrangements for subcontractors, joint
ventures and limited liability corporations.
> Responsible for kick-off/color team reviews and presentations.
Conducted lessons learned meetings.
> Establish and maintain files (electronic and hardcopy) by setting up
directories on the Virtual Proposal Center (VPC); and review stored
files for organization and applicability.
> Researched and created section documents in addition to providing
necessary edits.
> Developed white paper and marketing material for capture management.
> Prepared purchase orders, handled customer service issues, billing and
A/R.
> Created boilerplate content for multiple proposal usage.
> Served as the liaison in the creation of style guides, covers, spines,
and graphics.
> Served as point of contact for subcontractors, consultants, engineers
and writers.
Lana Hayes - Resume
Page 2 of 2
Deputy Proposal Manager August 2008 - August
2010
Motorola, Inc., Columbia, MD (2 year contractor)
> Researched, wrote and edited proposal documentation.
> Established electronic file structure with access and tracking
protocols to ensure integrity.
> Directed the creation and review process of proposals between $1
million and $350 million.
> Implemented production processes that saved $50,000 annually.
> Developed marketing presentations and white papers documents.
> Color team review lead and coordination. Chaired lessons learned
meetings.
> Conducted daily team tag up calls and follow up.
> Printed, assembled and distributed between 10-15 one hundred plus
page proposals monthly.
> Created schedule, matrices and resources involved in production and
delivery of a response.
> Completed bid bonds and insurance certifications.
> Database administration and permissions.
Proposal & Contract Administrator - July 2002 to August 2008
Chesapeake Virtual Solutions, Columbia, MD
> Prepared proposals for government and commercials sectors, service
agreements and packages for business development.
> Complied with federal, state and company policies, procedures and
regulations with appropriate certified documents.
> Documented performances of contractors and issued responses to
purchasing department requests.
> Assigned tasks to associates, staffed projects, tracked progress and
updated managers, partners and clients as necessary.
> Oversaw daily office operations for staff of 22 employees.
> Trained, coached and mentored staff to ensure smooth adoption of new
programs.
> Prepared purchase orders, handled customer service issues, billing and
A/R.
> Performed initial client assessment and analysis to begin research
process.
> Ensure timely creation and submission of 5-8 proposals monthly with
scope between 100 thousand and $3 million monthly.
> Participated in developing the solicitation and writing the draft
documents.
Education
> Microsoft Office & Project Certification, 2012 Howard County
Community College
> Computer Literacy Certification, 1996 Community College
of Baltimore
> Business Management Certification, 1992 State of Maryland
> Proposal Management & Writing Certifications, 2011 Shipley
Process Seminar
Skills
> Microsoft Office (Excel, Word, Powerpoint, Project, Visio, Access and
Publisher)
> Compass
> Adobe Acrobat Pro/Adobe Illustrator
> NetSuite
> Insite
> Salesforce
> Virtual Proposal Centers
> CRM Tool
> Sharepoint
> Professional Affiliations
> American Management Association, 2008
> National Association of Professional Women, 2010