Director of Capture, Business Development, and Proposals
Resume:
Lorraine (Lori) Granger
https://www.linkedin.com/in/lori-granger-a1b780349/
Virginia Beach, VA 23456
*******@*************.***
Professional proposal manager, capture manager, business development manager, and technical communicator with more than 10 years’ experience in new business development (at four companies), proposal management (at 45+ companies), contracts/subcontracts (since 2001), business development (at 15+ companies), and sales
(at 45+ companies). Specific skills include complex RFX writing and management, including multi-million -billion $ successful proposals designed to win and execute innovative contracts in the IT, engineering, and environmental industry areas; capture management (mostly for 8 small businesses); competitive analysis; presentations; marketing; strategic planning and partnering; and growth strategies. Delivered top ranked technical scores for proposals in many disciplines, including IT Software & Hardware, IT services, staff augmentation, and several engineering disciplines. Experienced at hiring and managing individuals directly and for staff augmentation proposals. Improved business practices at my consulting companies’ using Business Process Re-engineering (BPR) principles. Education includes a minor in Mechanical/Power Systems Engineering. Strengths include fierce accountability and integrity, energy and enthusiasm; adaptability to change; a strong customer and prospect focus; ability to get the most out of team members and customers through skillful personal relations; ability to learn, write, and communicate with a combination of speed and accuracy; entrepreneurial nature; and ability to focus on critical issues immediately when working with customers, proposal team members, and direct reports.
Significant Business Management Accomplishments
« Proposal Writer on HP Services’ winning $5B bid for DLA–work accounted for 5% of the winning bid
« Managed proposal teams of up to 47 members ranging from administrative assistants to CEOs
« Trained 100s of students on sophisticated middleware/backend software with 94% exceptional ratings
« Introduced innovative management and communications processes and tools to my customers including: ü the use of customized spreadsheets to provide at-a-glance information for proposal stakeholders ü the use of specific guided input sheets for proposal review meetings ü improved business growth with BPR for all customers
« Manage the day-to-day operations of my 20-year-old consulting business in the areas of prospecting, marketing, budgeting, accounting, inventory, honing offerings, and tax planning.
Significant Business Development/Capture/Proposal Accomplishments
« Business win rate of 80 percent (Truestone)
« Proposal Manager/team member for large services, IT HW & SW, and staff aug. bids (CACI, Sprint, HP, AECOM)
« Revived a flagging Ability One program with 4 out of 6 proposal wins in 5 months using BPR (PORTCO)
« Volume Lead on 11 successful proposals ($220M+) in 5 months (AECOM, now Amentum)
« Coached and mentored at least 27 junior proposal personnel (Multiple Companies)
« Managed three (BPR, software staffing, and
helpdesk management) simultaneous $20-$30M
bids with team members ranging from
administrative assistants to VPs (Keane FSI)
« Proposal Consultant for Shipley
« Part of management team that tripled revenue in 3.5 years and Proposal Manager/Writer on three successful $60-$70M Seaport-e engineering proposals and other smaller proposals for the US Navy (QED)
Employment Summary
Frosty’s Corner Unlimited, LLC. 2001 – Present: Proposal Manager and BD Consultant: Manage, write, and perform disaster recovery on proposals and inculcate best practices, particularly in the areas of compliance, capture, marketing, customer relationship management (CRM), and talent acquisition. Specializing in IT, engineering, and environmental verticals. Participated in dozens of staff augmentation proposals by managing and assisting in resume reviews and hiring. Recent proposal customers include NASA, NIH, Department of Energy, and USDA. Manage, write, edit, and rewrite capabilities documents, presentations, website copy, safety manuals, and employee training.
AECOM Management Services (now Amentum). 2018 – 2019: Proposal Specialist: Volume Lead on 11 successful project proposals for large customers valued at more than $220M. Writer and reviewer on Network Operations Center (NOC) staffing support contract project for the Joint Staff complex in Suffolk, VA. Developed a detailed plan to introduce a sales process database culminating in a complete technical solution covering proposal management and writing (technical, management, and past performance volumes), as well as tracking proposal development at all AECOM divisions/business units.
Osage of Virginia, Inc. 2013-2017: Director of Business Development: Advised company owners on business best practices, particularly in the areas of capture management, proposal management, CRM, and marketing. Successful at capturing new clients and business. During my first year, managed the entire proposal lifecycle. Managed and wrote a successful proposal for an $80M Environmental Remediation Contract. Wrote winning GSA Schedule 899 contract. Located opportunities and moved them through the pipeline to fruition. Later in tenure, promoted to Director of Business Development. Developed and maintained company website. Assisted with Osage’s company infrastructure.
Truestone, LLC. 2012 – 2013: Technical Proposal Manager: Win rate of 80%. Managed the entire proposal lifecycle process for an IDIQ contract. Gathered information for and maintained a database of past performance source files for the previous five years (500+ files). Contract vehicles included a GSA schedule, IDIQs, and Seaport-e. Managed and prepared short-fuse, one- to two-week RFQ responses. Company sweet spot was C5ISR and other software.
QED Systems, Inc. 2008 – 2012: Technical Proposal Manager: Part of the management team that tripled revenue in 3.5 years. Managed the entire proposal lifecycle process, including assisting line personnel with drafts; interviewing SMEs; setting schedules; developing win themes; and writing, editing, and producing final narrative for all volumes. Populated and maintained databases that held the company’s statistics and past performance narratives. Managed and prepared short-fuse RFQ responses, sometimes in as little as two days. Managed three direct reports including an assistant, resume/technical writer, and data entry employee.
Hewlett Packard. 2000 – 2001: Technical Consultant: Prepared/presented technical information on UNIX- and Intel- based servers and the company’s range of Internet appliances. Wrote and managed IT proposals, including Storage Area Networks (SAN) and Network Operating Centers(NOC) architecture proposals.
2Bridge Corp. 1999 – 2000: E-Business Consultant/Software Trainer: Assisted start-up company with business process implementation and maintenance. Prepared customer demonstrations and prototypes of e-hub portal software using highly complex software and 2Share software, which was an easy-to-use graphical user interface product. Prototypes consisted of web sites rapidly generated in preparation for customer use of 2Bridge’s 2Share product. Evaluated and prepared responses to RFPs and RFIs.
Affiliations/Education/Skills
« Member of APMP, 2003-2009 and 2018-Present
« Assistant Editor of Association of Proposal Management Professionals (APMP) Journal, three years
« Member of International Association of Women, 10/18-Present
« Member of SAME, 2015-2018
University of Arizona:
« BA in General Studies (Technical Communication), graduated with honors
« Minors in English, Mechanical Engineering, and Journalism Rensselaer Polytechnic Institute (50% Scholarship):
« Completed courses toward a double BS in Technical Writing/Nuclear Engineering (3.25 GPA) Other Education:
« Proposal seminars and APMP conferences (2002-Present)
« HP’s UNIX Fundamentals, UNIX System Administration, and Server Appliance classes (2000-2001)
« Training classes including SQL, Java, SmartStar, Unify Vision, and Business Objects (1990-2000)
Skills
« Microsoft Word (advanced/expert)
« Staff Augmentation (expert)
« SQL (intermediate-advanced)
« Oracle applications (intermediate)
« HR-based Software (intermediate)
« Beta.SAM.gov (formerly fedbizopps, expert)
« GOVWIN (advanced)
« Microsoft SharePoint (intermediate)
« Microsoft Excel (intermediate)
« Microsoft Outlook (advanced)
« Microsoft PowerPoint (intermediate)
« Microsoft Outlook (advanced)
« FAR Knowledge (intermediate)
« Database Management (intermediate)
« Advanced courses (300- and 400-level) in
Engineering Economics, Statics, and Power Systems
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