Business Development / Capture Management (Full Lifecycle)
Resume:
Richard R. La Face
Alexandria, VA 22301
703-***-**** mobile
*******@*******.***
Summary
Business Development/Capture Management Executive with over 20+ years’ experience in Information Technology (Software & Infrastructure Development, Data Management/Analytics) and Engineering Services business environments. Utilizing Shipley, MBDi and Microsoft Corporation methodologies, managed resources and processes for all phases of the business development/capture management lifecycle to include: • lead identification & qualification • client relationships • teaming • bid decision reviews • proposal staffing, management & authoring • color reviews & post-award marketing • client management. Addressed Federal markets to include: • Civilian Agencies (FAA, DOT, USPTO) • DoD Services (Navy, Army, Air Force) • Defense Agencies (DISA, DCMA, DLA etc.). An adaptable executive who seeks team inputs then plans and executes a growth strategy in a dedicated team or resource constrained environments.
Clearance: Secret (JUN2016), previously held TS/SCI (Non-Lifestyle Poly)
Experience
Summary of Captures Near $50M:
(1)DOT - FAA Operational Analysis and Reporting System ($50M): Identified, qualified and provided Capture Management (Gap matrix, team building, customer intimacy)
(2)USPTO - IT Cybersecurity Support BPA ($21M): Identified, qualified and provided Capture Management (Gap matrix, team building, customer intimacy) and proposal lead for our small business prime. Response complete, submission date slid due to Government shutdown.
(3)HHS – NIH (IDIQ for up to 800 FTE): Captured, Bid and Won the Long Term Administrative Support Contract (LTASC). Awarded an IDIQ contract to bid Task Orders for up to 800 FTE’s to support the scientists in all 27 NIH Institutes.
(4)DOT – FAA SOS-8 (Awarded $72.1M): BD and Capture Lead for a major subcontract for the FAA Systems Operations Services Engineering Support Services (SOS-8) contract takeaway at the William J Hughes Technical Center.
Vice President Civilian Federal Market
Addx Corp Jul 2018 – Mar 2019
Business Development/Capture and Account Management for Civilian Agencies with focus on Department of Transportation (DOT) / Federal Aviation Administration (FAA) account.
Managed multi-year pipeline of 35 opportunities with total contract value of $345M
oUSPTO IT Cybersecurity Support BPA (Sub, $21M): Identified, qualified and provided Capture Management (Gap matrix, team building, customer intimacy) and proposal lead for our small business prime.
oFAA Operational Analysis and Reporting System (Prime, $50M): Identified, qualified and provided Capture Management (Gap matrix, team building, customer intimacy) for this prime bid.
Worked with Division Senior Vice President to develop a long-term growth strategy and transition to Account Management paradigm. Mapped past performance, current capabilities and customer relationships (Follow the Money) to a plan to expand current engagements and extend to relevant new customers and capabilities.
Vice President Business Development
Amida Technology Solutions Sep 2017 – Mar 2018
Business Development/Capture Management across all Federal Agencies
Managed/Developed response for GSA Schedule 70 submission – Awarded
Managed/Developed response for GSA PSS (MOBIS / PES) Schedule submission
Built $300M+ Pipeline of Data Management/Analytics opportunities across multiple agencies:
oVeterans Administration: Added to VETS2 prime team, Added to T4NG prime team, BID an “Innovation to the Rescue” RFP showcasing our “Rules Reconciliation Engine” services - Awarded
oTreasury - Internal Revenue Service (RAASD): Formed team for Data Analytics & Innovation Support Services contract - Awaiting RFP
oArmy: Identified two strong primes for teaming for (1) Army Leaders Dashboard (ALD) and (2) Data Architecture Content Knowledge Management Solutions (DACMS) - Awaiting RFP’s
oUS Agency for International Development (USAID): Formed team for pursuit of Data and Evidence for Education Programs (DEEP) contract. Amida as technical lead, prime as customer lead and subject matter expert
oUS Air Force: Aligned with large prime for the Technology, Application and Development Sustainment (TADS fka SEMS IV) program
Director Business Development
NES Associates LLC (a CSRA Company) Jan 2015 – Sep 2017
Business Development / Capture Management / Proposal Development (Corporate) for 3 Divisions across all Federal Agencies. Provide Capture Management to divisions for current agencies (DISA, DCMA, and DLA) and provide Business Development/Capture Management/Proposal Management for pursuit of new agencies
Developed $3.2B qualified multi-year pipeline (starting from $0). Pipeline tool Microsoft CRM
Contract Wins:
oUSDA Operations Security Branch (Access Control, Intrusion Detection System, etc.) - NES has over 50% of the contract, 9 FTE’s on this Alliant Small Business contract
oNavy Defense Critical Infrastructure Program (DCIP) – NES has 5 FTE’s covering the Network Infrastructure portion of the contract with ICF International (Large Business)
oFTC ITSS: Sub to small business. Past Performance Book Boss. Managed technical data calls
oDISA SETI: Lead team selection (capability screen, NDA’s, TA’s) and presented to bidding Division Director, Past Performance Book Boss
Bids Submitted:
oDOJ ITSS-5: Lead team selection (capability screen, NDA’s, TA’s) and presented to bidding Division Director, Engaged DOJ SME’s, Past Performance Book Boss
oAlliant II (Full & Open): Managed NES Division inputs to IDIQ Consultant building response
oCommerce IT: Sub to small business. Past Performance Book Boss
Director Business Development
SBAlliance LLC Mar 2013 – Dec 2014
Business Development and Capture Management for an Alliant Small Business GWAC, populated joint venture owned by SRI, MILVETS, NVI and SofTec
Business plan written to ensure a common understanding of how to grow SBAlliance
Developed qualified pipeline from $0 to $425M+ with Top 5 qualified opportunities of $175M in HUD, USDA and USAF
Develop capture plans for 4 CEO’s making business case for pursuit/bid
Multiple bids: HUDNet AM2 (Prime), USAF ARES2 (Sub) and USDA CRIS2 (Cyber)(Prime)
Business Development Director
REI Systems Apr 2012 – Feb 2013
Business Development (BD) and Capture Management in a matrixed organization presenting opportunities to Executive Management and Line Program Managers for DOE, VA and FAA
Developed and Managed $150M pipeline from Identification through Bid
BD/Capture Highlights:
oVA (VBA) Enterprise Data Warehouse - $17.5M Submitted
oDOE (EERE) – Developed EERE CIO relationship resulting in invite to bid on a Force.com platform IT rationalization effort
oFAA CIO One-IT (Development) – Started capture process by leveraging FAA and industry relationships to align with potential team mates
FAA / NASA Account Manager
TASC, Inc Aug 2010-Apr 2012
Business Development and Capture Management for the Fed - Civil Business Unit
BD/Capture Highlights:
oFAA ECSS - $84M (Subcontract) Won
oNASA Goddard OMES - IDIQ, $50M (Subcontract) Won
oVolpe TMIS - IDIQ, $50M (Subcontract) Won
Principal Investigator for Fed-Civil (All Agencies) Market Analysis
Achieved goals for 2010 and 2011
FAA Account Manager (Director)/ Business Development
Flatirons Solutions Corporation Oct 2009 – Aug 2010
Responsible for both the quality of project delivery on existing FAA contracts and for development of new FAA business
Oversee operations of the overall FAA account including specific contracts within the account including: Systems Operations, ACEP, NAVTAC and ATO-T
Interact with project managers and FAA clients to ensure that Flatirons Systems Engineering and IT service delivery meets and exceeds client expectations
Single point of Contact for all our FAA customers and coordinating with PM/DPM/Contract Manager for: financial forecasting and analysis; coordination of proposal activity; administering subcontracts; invoice management; production of monthly status reports; managing staffing requirements; and supporting business development activities
FAA Business Development functions included: Identify & qualify opportunities, capture management, proposal development, cost proposals, and client management
Director Business Development
ASRC Management Services Inc Mar 2007 - Oct 2009
Contracts Wins:
Department of Transportation - FAA: BD and Capture Lead for a major subcontract for the FAA Systems Operations Services Engineering Support Services (SOS-8) contract takeaway at the William J Hughes Technical Center – awarded a $72.1M / 7 year subcontract
Department of Justice – ATF: Bid, Captured and Won, 3 year, $5M contract to perform Administrative Support Services
Health and Human Services – NIH: Captured, Bid and Won the Long Term Administrative Support Contract (LTASC). Awarded an IDIQ contract to bid Task Orders for up to 800 FTE’s to support the scientists in all 27 NIH Institutes
Accomplishments:
Developed and maintained an $800M pipeline of multi-agency, multi-year opportunities
Developed Agency account plans and bi-yearly Business Development budgets for submission to the ASRC Federal Holding Company
Vice President Business Development
Federal Concepts LLC Mar 2006 – Mar 2007
Provided leadership in developing a Business Development strategy focused on the Federal Civilian sector
Developed and managed execution of a complete overhaul of the external and internal components of the company’s Business Development approach
Built a pipeline of opportunities leveraging current industry relationships and information sources for tactical and strategic opportunities and programs
Accomplishments include: Developed new client at Federal Trade Commission (FTC)
Business Development Executive
Avanade Inc. Sep 2004 – Mar 2006
Responsible for both Federal DoD (external) and Microsoft and Accenture (internal) customers
Responsible for driving sales and revenue through development and execution of strategic business growth plans
Responsibilities encompassed the full BD lifecycle
Senior Business Development Manager
Dynamics Research Corporation Mar 2002 – Sep 2004
Responsible for an $8M annual bookings goal and a qualified opportunity pipeline of over $24M
Self-directed business development working within a team-built strategic account plan
Embraced a “Team” approach to business development with operating divisions
Accomplishments:
o$42 M - GUARDIAN S&E (Enterprise IT Services), Air National Guard
oIDIQ - Advanced Information Technology Services AITS, National Guard Bureau
o$1 M - Purchasing Supply Chain Management Pilot, Air Force
oIDIQ - Tinker AFB MRO Facilities Transformation (LEAN Cell Design), Air Force
o$300 K – MDA Historian Support, Missile Defense Agency
o$700 K - Joint Tactical Radio System Joint Program Office Support, Air Force
Business Development Manager / Program Manager
Stanley Associates Inc. Mar 1997 – Mar 2002
Developed new business in Federal DOD and Civilian agencies
Managed a pipeline of over 20 leads/opportunities on an annual basis
Directed and managed all stages of the business development life cycle
Program Manager for two Prime IDIQ Contracts: Information Technology Omnibus Procurement (ITOP I and II)
Contracts Wins:
o$12.3 M - HHS ACF Network Development/Management
o$2.2 M - WIN2K Migration, Treasury (OCC)
o$9 M - Data Mining / Supercomputing contract, DEA
o$1 M - VISA automated application process, Department of State
o$600 K - GCCS System Administration, USCG
o$1.1 M - Satellite Tracking Hardware tracking installation, Bureau of Prisons
o$12.4 M - Collaboration Center contract, NAVSEA
o$9.5 M - Telecommunications installation upgrade contract, USAF
Stanley Associates Program Management Tasks Led:
NMCC Engineering Support for CMAS migration to DII COE – Included Contract and Task Order Level Management, performed on the DII Systems Engineering tasks. Developed the two major deliverables for this subtask: the “Site Preparation and Installation Plan” (A 071) and the Implementation Plan (A 088). Accomplishment of these deliverables entailed several trips to a National level C2 facility and extensive interaction with Government officials and subcontractors.
Consolidation of Worldwide Online System Replacement (WWOLS-R) and Integrated Network Management System (INMS) – Included identification of requirements, re-design of the INMS system architecture, design of a new data structure, prototyping the new design and finally, integrating the network management functions and associated data in the WWOLS-R into the INMS and its database. Responsible for Contract Level Program Management, including the development of Work Breakdown Structures (WBS), Risk Management, cost estimation and labor distribution.
Fiber Optic Feasibility Study – Developed Rough Order of Magnitude cost estimate for the installing/purchasing of two survivable Fiber Optic communications configurations in support of NORAD/USSPACECOM ITW/AA.
Military Service Jan 1981 – Oct 2004
National Security Agency
Tactical SIGINT Technology Office, R&D Directorate
Directed and managed projects within the Office of the Secretary of Defense. As member of NSA/Joint Service Technology Management Staff, developed and refined specialized finance and programmatic analysis tools used by Senior Technology Review Panel to logically allocate resources to technology development programs. Briefed EA-6B aircraft electronic Warfare capabilities to a combined joint service/civilian audience. Special Assignment: Sole Military representative for highly sensitive special technical operations in support of National Level tasking for the 1988 Moscow Summit.
U.S. Navy - EA-6B Naval Flight Officer
Naval Aviation Squadron Management Positions
Director Aviation Safety: Managed safety, health and welfare of 25 aircrew and 225 maintenance department personnel. Planned and implemented safety programs. Result - enabled the squadron to have two years accident and injury free and thus extending the squadrons’ mishap free safety record to 19 years and over 19,000 flight hours.
Education
Degree Institution Major
M.B.A. George Mason University Masters Business Administration
B.S.E.E. SUNY, Stony Brook, N.Y. Bachelor Science Electrical Engineering
Certificates National Cryptologic School Economic Analysis & Quantitative Decision Making / Program Management
Industry and Civic Associations
Member Air Traffic Controllers Association (ATCA)
Member American Council for Technology / Industry Advisory Council (ACT/IAC)
Member Alexandria Community Rowing (ACR) – Competitive 8-man Sweep
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