Manager Management

Christopher Lapina

*** *** ******, *** ***, Rockville MD 20851

Cell: 301-***-****; Email: ************@*****.***

Professional Summary:

** *****’ full life cycle business development and business initiatives management experience, public and private sectors – multiple markets

8 years proposal management and capture support – USAID, DIA, HHS, VA, DoT (surface) and DoS among others

Agile approach to proposal management

Blend of direct hire and contractor engagements

Proposal experience in the $15M to $115M range

Consultant, Federal Government Contracting Mar 2013 - Present

Management & Writing:

Manage the Capture to Proposal transition process and the complete proposal process

Succinct, relevant and coherent articulation of value propositions, narratives, win arguments and differentiators

Collaborate with SMEs for solutions, proposal content and white paper development

Review legacy intellectual property and furnish upgrades

Prepare decision gate reviews, calculate PWIN and furnish debriefings

Process Improvement/Execution:

Opportunity management and pipeline development

Prospect evaluation, analysis & decision gates

Pre-and post RFP color team conduct

Organization of BD resources.

Business Development Support Lead, Booz Allen Hamilton Jan 2006 – Feb 2013

Deputy proposal manager for the Solutions for Intelligence Analysis (SIA) IDIQ resulting in a win and numerous, subsequent TO wins. Participated with other managers (proposal structure, compliance, color team preparation)

Collaborated with cross-capability teams and SMEs to leverage maximum impact for priority bids and proposal content.

Led research & analysis for account teams’ decision makers to inform market and sector strategies, account planning, risk analysis, opportunity assessment, bid/no-bid decisions, competitor analysis and teaming relationships resulting in accurate and timely information for decision-makers.

Built and maintained an opportunity pipeline for a civil account team. Devised prioritization criteria. Identified, assessed and vetted hundreds of opportunities resulting in an initial 40 prioritized bid targets spanning 36 months. Worked with senior management and account leads to devise strategies, capture plans, activity milestones, decision gates.

Proposal Manager, BearingPoint 2002 - 2005

Managed and delivered winning bids in the commercial law, economic & judicial reform, and international trade facilitation areas of USAID; multiple bids in the $15M to $50M range.

Responsible for concurrent bids employing multiple teams of proposal development and production specialists.

Re-prioritized efforts to meet dynamic workload and schedule shifts

Worked with leadership on competitive positioning and managed the complete RFP response process working with subject matter experts, writers, editors, graphic designers, and production staff.

Business Development Director, Sirenic, London 2000 – 2001

Worked with the CEO and CIO of this new start wireless technology company to devise a UK market entry strategy, cultivate lead sector clients, develop industry alliances and negotiate initial licensing deals.

Executive Director, Projectlink Plc (London) 1998 – 2000

Special assistant to the Managing Director to capture outsourced marketing,

E-commerce and business expansion projects. Identified targets, prepared & delivered sales presentations, bid and won high-value consultancy assignments in the finance, telecommunications and media sectors resulting in consistently exceeding goals.

Participated with the delivery teams composed of senior management analysts and subject matter experts in an account management and quality assurance capacity. One such project being the build & launch of smile.co.uk, the UK’s first full-service internet bank resulting in 30,000 new customers in the first month of the launch.

Contractor, Select Engagements (Western Europe) 1990 – 1998

At Wolf Olins, facilitated and coordinated the content development and launch of a

Web-based customer relationship magazine for Orange, the UK’s first digital cellular service provider, resulting significantly improved customer conversion rate. (London)

At Telecom Eireann, contributed analysis and thought leadership of a transformation plan to restructure the company’s product portfolio in advance of their IPO resulting in considerable cost savings and a positive influence upon the initial share price. (Dublin)

At Independent Television News (ITN), managed the development of the UK’s first real- time wireless news portal resulting in a successful launch on time and within budget, Responsible for aggregated content agreements, budget, business unit procurement, cost control, schedule and a team of six operational staff. (London)

Education

California Institute of the Arts, School of Music: Musicology & Composition

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