Business Development Capture Manager

Stephen Mims

Bogue, NC 757-***-**** ********@*****.***

https://www.linkedin.com/in/stephen-mims-a0991514/

Professional Summary

I possess a solid and diverse background as an experienced and enthusiastic Consultant with a successful track record across various industries. Your skill set includes exceptional interpersonal, problem-solving, and analytical abilities, allowing me to provide valuable advice and expertise to client organizations, ultimately improving their business performance. I am well-versed in all aspects of operations, strategy, and finance.

As a reliable business professional, I have specialized experience in project management, process improvement, and financial analysis. I have successfully streamlined business operations and reduced costs in previous roles. My proficiency lies in analyzing data to identify trends and developing strategies to enhance efficiency. My detail-oriented approach and solid organizational skills enable me to handle multiple projects simultaneously while maintaining high accuracy.

For over 30 years, I served as a proposal/capture manager, overseeing bids that cover a wide range of services. These services include systems design, network integration, modeling and simulation, intelligence systems networks, business process reengineering/transformation, and the development of process toolsets and concepts of operation to support the delivery of advanced capabilities. Additionally, you have experience in identifying, delivering, and managing subject matter expertise to support agency missions.

I collaborate closely with senior leadership, capture personnel, and operations management to lead, manage, write, edit, review, and produce winning proposals. These proposals typically range in value from $20 million to $1 billion. My legal experience enables me to negotiate and draft complex teaming and contract agreements. You possess extensive knowledge of Federal Acquisition processes and regulations, including FAR, DFAR, agency-specific regulations, and ITAR.

I consolidate all proposal content into a compliant submission package, including technical, management, pricing, past performance, security forms, reps/certs, and other attachments. I base this package on a detailed compliance matrix and annotated outline that effectively integrates win themes and discriminators. I am trained and well-versed in key proposal processes such as Shipley and SM&A. Moreover, I am experienced in deploying tailored strategies and tools to support proposal execution, utilizing software such as MS Office, SharePoint, and Adobe Suite.

Corporate Law

Demonstrated Capabilities

Business Process

Federal Acquisition and Agency Regulations

Project Management

Issue Resolution

Customer Relationship Management

Research and Development

Business Analysis

Change Management

Process Improvement

Project Implementation

Analytical Thinking

Competition Law

Communication

Consultant, 04/2022 - Current

Self-Employed Services – Newport, NC

Work History

Devised and implemented processes and procedures to streamline operations.

Renegotiated outsourcing contracts to save considerable costs.

Cultivated positive relationships with vendors to deliver a timely and cost-effective supply of services and materials.

Integrated technology and business operations to identify targeted solutions to customer issues.

Integrated technology and business operations to identify targeted solutions to customer issues.

Created monthly forecast templates and resource management allocations for approved projects.

Created and developed detailed work plans to meet business priorities and deadlines.

Senior Proposal Manager, 09/2021 - 04/2022

Smartronix, LLC – Herndon, VA

Set the tempo for the proposal, which included

Identification of the requirements,

Integration of author inputs,

Coordination of team input and evaluation of compelling win themes and discriminators.

Ensured the accuracy of spelling and grammar to ensure the reader was not distracted by superfluous narratives.

Established the ability to understand the requirements' rationale to ensure our proposed solution's accuracy.

Worked effectively in fast-paced environments.

Consultant, 12/2016 - 09/2021

Self-Employed Services – Virginia Beach, VA

Provide consulting and proposal management services to small businesses, increasing their competitiveness in significant system acquisitions.

Increased the value of gate reviews and competitive analyses of opportunities by helping implement processes to increase win probabilities.

Provided business development services with a complete understanding and experience with the entire business development lifecycle, from opportunity identification to submission of quality proposals.

Supported proposals and performed research to facilitate SME input efforts for:

IT infrastructure (scientific laboratory integration) (Centers for Disease Control)

Weapons systems simulation (USMC)

Infrastructure security to include certification and accreditation (HHS, USMC, USN)

Organized and analyzed primary and secondary research to understand industry, market, and company trends.

Senior Proposal Manager, 01/2016 - 12/2016

Cambridge International Systems, Inc. – Arlington, VA

Provided proposal management support to IT, telecommunications, and logistics support.

Interviewed SMEs to ensure a compliant response to RFP requirements.

Led color team reviews.

Consultant, 04/2012 - 01/2016

Self-Employed Services – Chesapeake, VA

Supported corporate efforts to build proposal pipelines based on strategic objectives, capabilities, and teaming composition.

Evaluated anticipated win rate and available staffing.

Capture Manager, 08/2011 - 04/2012

BOSH Global Services – Newport News, VA

Evaluated the Company's business development processes and implemented a new capture process that streamlined BOSH's business pursuit efforts and increased win rates with new customers.

Tracked and recorded activity on accounts and closed deals to meet targets.

My efforts led to the acquisition of BOSH.

Consultant, 04/2009 - 08/2011

Self-Employed Services – Chesapeake, VA

Supported efforts to propose services to the Department of Health and Human Services (HHS) to establish a process to determine the effectiveness of medical treatments and associated costs.

This task required collaboration with Subject Matter Experts to gather relevant information and create a comprehensive plan.

Led Black Hat Reviews,

Opportunity Pursuit Reviews,

Color Review Teams,

Performed Competitive Analysis Assessments.

Developed Compliance Matrices,

Annotated Outlines/Storyboards, and

Performed Oral Presentation Development and training.

Senior Proposal Manager, 01/2008 - 04/2009

General Dynamics IT – Fairfax, VA

Introduced and implemented a process across the Army Systems Solutions Division for business development, capture, and proposal management to synchronize the operation of the group that GDIT formed following the acquisition of two companies with disparate processes. The result was an immediate increase in win rates.

Key elements of my responsibilities include working with the business development lead and capture manager in the early stages of the procurement to focus on developing and articulating a successful proposal strategy. This effort requires the integration of business development objectives with technical capabilities to ensure the proposal reflects meaningful discriminators in the technical solution and management approach.

Helped the business developer and capture manager develop a winning capture strategy.

Provided input for the selection of teammates.

Ensured articulation of a correct baseline solution.

Provided input to the development of a price-to-win strategy.

Assisted the capture manager in understanding customer requirements.

Presented new technology and drafted white papers and other technical documents to complete packages.

Assisted the capture manager in developing customer call plans and enhancing customer intimacy.

Proposal Manager, 07/2000 - 01/2008

General Dynamics, Advanced Information Systems – Falls Church, VA

I transformed from a Tactical Program Manager (short-term acquisitions: anywhere between 2 months to 2 years out before the RFP), carefully considered our win probabilities before bidding any effort, and prepared bid reviews that justified the release of B&P funds. I performed the full range of business development tasks, from identifying and qualifying opportunities to developing call and capture plans through proposal development. Our group in Suffolk, Virginia, was the only significant business unit on the east coast. We worked on the complete business development from initial pursuit to proposal submission. This included identifying opportunities, selecting teammates, and meeting with the customer to properly understand the needs and requirements. During this period, the business unit grew from 35 people to over 500 with the wins that I led as the Proposal Manager.

Edited and proofread technical documents for accuracy and consistency.

Organized and detail-oriented with a strong work ethic.

Excellent communication skills, both verbal and written.

Resolved problems, improved operations, and provided exceptional service.

Education

J.D.: Law, 08/1983

George Mason University School of Law - Arlington, VA

Bachelor of Arts: Political Science, 08/1971

University of South Florida - Tampa, FL

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