Business Development Proposal
Resume:
RICHARD L. SADALA
*******@**********.***
EXPERIENCE SUMMARY
Entrepreneurial and operational executive with over 30 years’ experience providing Strategic Planning, Business Development, Capture Management and Operations Management. Expertise in developing and directing an organization’s business development strategies, capture planning, proposal development management and corporate and client performance in the professional services and product development areas. Aggressive in pursuing realistic new business opportunities leveraging company strengths, forging strong complimentary relationships with other companies and developing short- and long-term winning strategies for growth. Has been instrumental in growing several businesses winning new contracts in NAVSEA, NAVAIR, USAF, USMC, NASA, DOE, DHS USCG, HHS/CMS and other Federal agencies.
Additionally, has executed successful line management (with P&L responsibility), strategic account management of several DOD contracts with over $80M in value, long-term client retention of product/service offerings resulting in corporate growth and enhanced profitability.
Experience in Systems Engineering, Program and Acquisition Management, Logistics, eLearning, Electronic Performance Support Systems, Biometrics and Power Generation Systems.
SUMMARY OF ACCOMPISHENTS
As an entrepreneur, co-founded a company to provide world-class customer services, provide staff-oriented cultures and enable staff creativity. Managed and trained senior staff in providing and delivering professional services and perform business development, capture planning and developing winning proposals. Responsible for identifying and capturing new business resulting in growth from startup to over $25M in annual revenues. Was instrumental in positioning the company for eventual acquisition.
Managed and assisted in developing winning themes and proposal content for the NIH CIO-SP3 and NIH CIO-CS contract resulting in a new line of business for a small professional services firm and computer storage provider.
Managed several winning proposal development efforts for the Centers for Medicare and Medicaid Services.
Developed and executed capture strategy and managed proposal development of winning single award USMC Amphibious Assault Vehicle (AAV) Integrator contract ($25M) from the incumbent which also led to winning a $20M USMC Logistics Support contract
Won NASA GSFC logistics support contract ($10M) by strategically teaming with a customer-known, well respected subcontractor
By utilizing newly available technology, developed Computer-Based Training/eLearning products which eventually led to a new line of business generating $10M in annual revenues, employing over 100 staff and won training-related contracts with $80M in value
Developed winning themes and managed proposal development for Distance Learning TRADOC contract task orders and won over $6M in new business for a small business which represented over one-third of annual revenues.
Won a $53M single award contract to provide Acquisition and Program Support to DHS USCG by developing and executing the winning capture strategy. This was a new line of business for the small business leading to employment of over 200 new staff supporting USCG.
By developing proposal winning themes and discriminators, as capture manager, won a IDIQ contract with a gross booking value of $100M.
Developed the life-cycle business development processes for a small business resulting in its successful implementation and execution.
PROFESSIONAL EXPERIENCE
Mr. Sadala provides encompassing company growth acumen to small and medium sized businesses that includes strategic analysis of company offerings leading to growth, capture planning of new business opportunities, development of winning proposal strategies and efficient, cost-effective Program Management. Specific tasks performed at small, medium and large sized businesses include:
New business opportunity pipeline development
Waterfall analysis to achieve corporate revenue goals
Campaign analysis, development and execution of new business area capture
Formulation of proposal winning themes and discriminators
Recommendations of corporate structure and culture to promote entrepreneurial motivation
Proposal development management and “color” team reviews
Lead line organizations in systems engineering, logistics support, IT software development and management services (program, acquisition and financial) with P&L responsibility
Performed corporate officer duties .
Lead Proposal Projects:
Contract
Description
Value
Result
HHS/CMS
SPARC SB
$20B
Win
HHS/CMS
PADOS
$20+M
Win
HHS/NIH
CIO-SP3
$50B
Win
ARMY/INSCOM
Global Intelligence Support
$7B
Win
USAF/WPAFB
ACCESS
$100M
Win
ARMY
Night Vision Lab Tech Support
$10M
Win
DHS/USCG
Program and Financial Management
$53M
Win
GSA
Alliant SB
$15B
Win
Navy/NAVSEA
SeaPort (original contract and with multiple companies during open season)
$5.3B
Wins
NASA/GSFC
Logistics Support of Ground Comm System
$10M
Win
Navy/NAVAIR
Aviation Maintenance Training Continuum System (AMTCS)
$33M
Win
Navy/NETPDTC
Training Support
$15M
Win
USMC
AAV Integrator Contractor
$25M
Win
US Courts
IT Support
$2M
Win
Army/TRADOC
Distance Learning
$6M
Wins
HHS/NIH
CIO-CS
$20B
Win
Navy/NAVAIR
Air Propulsion Center Engineering Support
$13M
Win
Navy/NAVSEA
Marine Propulsion Life-Cycle Support
$18M
Win
State
AFRICAP
$100M
Win
State of Nebraska
Medicaid Dental Network Mangement
$1B
Win
Senior Business Strategist
Corinth Consulting Group, LLC
November 1, 2021 – February 7, 2025
Transioned from a consultant to an employee to identify and develop winning strategies for the capture of new business opportunities and to advise on the development of building an efficient, quality corporate structure. Was instrumental in developing winning proposals for several Department of Housing and Urban Development programs, DHS Customs and Border Protection Purchase Card System, and the DOJ’s US Attorney’s Office of New York; established successful relationships with contractors for pursuing new business opportunities; and, was an effective member of Corinth’s senior management team.
Independent Consultant
May 2014 – October 2021
As an Independent Consultant, provided business development strategies, capture management and proposal development services for a number of private companies.
Contracted by Corinth Consulting Group, providing business development strategies and pipeline development of new potential business opportunities. Is responsible for identifying, qualifying and capturing new business opportunities. Also, assisting in the development of proposal winning themes, discriminators and technical and experience response material. Assisted in developing proposals for Task Orders for the Army’s ITES -3S contract, a HHS FDA acquisition support opportunity, DHS Customs and Border Protection Enterprise Small Business procurements, Air Force’s Enterprise Cybersecurity Contract, and DCMA and DFAS IT-related modernization projects.
As a business strategist for The Pattern Solution (TPS), a WOSB, transitioned TPS from a 1099 consultant provider to a subcontractor with several prime contractors. Identified attorney and accounting services providers to assist the TPS president in standing up a corporate infrastructure meeting Federal regulations and compliance requirements. Developed a pipeline of opportunities and identified and negotiated several teaming opportunities for DOD, HHS and DoCommerce procurements.
As a consultant to Organizational Communications, Inc., managed the NIH CIO-SP4 proposal development for a small business and provided technical writing for the Management and Experience sections. Also, assisted in developing winning themes and discriminators.
For a SDVOSB company, developed the draft proposal for NIH’s CIO-SP4 opportunity by addressing the technical and corporate experience areas. Also, was involved in Pink and Red Team reviews.
As the Senior Business Strategist for FM Talent Source, LLC, a Women-Owned Small Business, was recruited to provide business growth and organization strategies. Developed a new business opportunities pipeline to include DOD and civilian agency targets. Also, developed capture plans for current (Health and Human Services, United States Department of Agriculture) and new (Army Financial Management Command, Department of Homeland Security, Naval Sea Systems Command and Naval Air Systems Command) customer procurements. Introduced FM Talent’s corporate capabilities to contractors for teaming opportunities and provided recommendations for staff motivation and responsibility strategies leading to more efficient and timely company growth. Participated in numerous proposal development efforts as proposal manager, technical writer and color team reviewer. Also, developed win themes and innovative management and technical approaches.
For an Australian company, Advanced Navigation, Mr. Sadala provided business intelligence and capture management services by identifying new unmanned vehicle business opportunities in the Department of Defense, commercial Federal agencies and original equipment manufacturers that could utilize Advanced Navigation’s Global Positioning Systems and inertial guidance systems. He identified relevant procurements, program offices and points of contact, vehicle manufacturers and research programs; developed a pipeline of opportunities; and, initiated capture strategies and planning for each promising opportunity.
As a Consultant to Red Team Consulting, Inc., was recruited to develop a winning proposal for the Navy’s Seaport-e contract for iGov Technologies, Inc. Also, provided technical writing proposal development support to Virtual Connections, Inc. in several bids to HHS/CMS for IT application development (Pharmacy, PECOS and PADOS, a winning proposal) and services support under the CIO-SP3 contract vehicle and to DentaQuest in their winning $1B bid to the State of Nebraska’s Medicaid Dental Provider Program Management contract. Other proposal development projects included GSA and USACE Construction Facility Management, DoState Financial Support Services and IT application development projects.
Contracted by Solutions By Design II, LLC to perform capture management and proposal development services for their DHS CBP Financial Operations and CMS Strategic Partners Acquisition Readiness Contract (SPARC) bids. Also, identified and negotiated teaming on several DOD opportunities.
Contracted by ViON Corporation to develop strategies and themes for their winning proposal to the National Institutes of Health CIO-CS opportunity. Also, provided proposal development expertise by developing the solicitation compliance matrix, proposal volume outlines, draft technical and management content and being a member of color team proposal reviews. This award brings a new Line of Business to ViON where they will perform Managed Services as an Original Equipment Manufacturer.
Director of Business Development
ITility LLC January 2014- May 2014
Recruited to lead a staff of capture managers, business developers and proposal management staff in the identification, pursuit and capture of new business opportunities. Led proposal development teams in submitting the Defense Health Agency Information Management Services and Department of Homeland Security Cyber Security Support Services proposals. Developed a new business opportunities pipeline of potential bids for DISA, SOCOM, DTRA, Navy and other Federal agencies.
Director, Capture Manager
General Dynamics Information Technology February 2013 – January 2014
Recruited to develop the capture strategy of new business opportunities, working with the technical staff in developing client solutions and leading the proposal development team. For the Defense Military Sector of the Intelligence Solutions Division, was involved in the INSCOM Global Intelligence Solutions, NAVAIR Intelligence Communications and Operations Services and DODEA-Pacific Information Technology Support Services proposal efforts.
Senior Vice President, Business Development
MCR, LLC April 2009 – May 2012
Recruited to identify and capture of new business, manage proposal development and provide strategic analysis of new markets. Promoted to serve as the interim SVP for Business Development (BD) to lead the company and BD staff in the identification, qualification, capture and growth of new business opportunities and to build new strategic alliances with other companies. Developed BD process improvements and workflow.
Selected accomplishments are:
Developed the strategy for the expansion of Unmanned Aerial System (UAS) systems engineering experience into NAVAIR’s UAS community and planned the NAVAIR business base expansion into other potential customers..
Was capture manager for MCR’s award of the USAF WPAFB’s ACCESS IDIQ procurement ($100M).
Provided business development process reengineering expertise for corporate-wide restructuring.
Independent Consultant, Principal
May 2007 – April 2009
As an Independent Consultant, provided business development strategies, capture management and proposal development management for a number of private companies, as follows:
For a nuclear power and environmental technical and management company, was contracted to be the Senior Advisor to the President and CEO to provide business and infrastructure development strategies. Identified business opportunities in the Nuclear Regulatory Commission, the Department of Energy and with commercial architecture and engineering firms.
For a security company, was contracted as Capture Manager for Global Programs, to provided business opportunity identification, developed capture strategies for qualified targets and assist in proposal development in the areas of physical security, military training, military and law enforcement advisory services, intelligence analysis and linguist/translation services in the international market place. Was responsible for negotiating the teaming agreements with several large businesses to provide security and military training services and was awarded several new line of business task orders.
For a training and curricula development company, contracted to provide capture strategies and proposal development for a number of competitive task orders under an Army Distance Learning contract. Developed over 50 task order responses which resulted in new awards worth over $6M.
Vice President of Strategic Planning
Solutions By Design II November 2004 – April 2006
Recruited to assist the President in restructuring the company’s business development infrastructure and leading a team of managers and business development staff in identifying new opportunities. Was the Capture Manager for the Navy Seaporte, US Courts Help Desk/Migration and DCMA Marketing and Training winning opportunities.
Director of Business Development
Enterprise Information Services, Inc. June 2004 – November 2004
Recruited to identify, position and assist in proposal development of new Information Technology and Program Management related business opportunities. Was Capture Manager for USCG $53M Program Management procurement where I negotiated the subcontractor teaming and wrote the winning proposal.
President
Q Management Group, Ltd. November 2001 – February 2003
As a co-founder of the company, was responsible for the entire operation of the new startup corporation. Developed the financial and benefits structure and supervised the contractual and operations staff in the completion of tasks. Managed several winning task order proposal development efforts for providing financial management services to the Naval Sea Systems Command (NAVSEA) with a value of $250K.
Director of Business Development
ANADAC/Identix Public Sector September 2000 – October 2001
Was recruited to identify new business opportunities and lead proposal development teams. Was instrumental in developing capture strategies and provided assistance to corporate management in company restructuring. As Capture Manager, was successful for winning NAVSEA’s Multiple Award Contract (MAC) worth over $100M. For this proposal effort, developed winning proposal themes, developed the team structure and negotiated teaming agreements with proposed subcontractors.
Co-Founder and Executive Vice President
AERA, Inc. May 1988 – January 2000
As a co-founder of the company, was responsible for the development of the corporate infrastructure. During my tenure, captured the initial business opportunities to start the company and was responsible for capturing a major portion of contracts and sales leading to the positioning of the corporation for acquisition.
As Group Leader for the Interactive Multimedia Group, led the group in business development and sales, operations, financial management and strategic planning for Information Technology-related opportunities. Also, was responsible for the profit and loss of the group. Managed a staff of over 100 people in the development of interactive computer-based training and information products. Managed several winning commercial and Federal Government proposal development efforts which resulted in over $8M in annual revenues and $80M in contract backlog. Managed the budget and technical efforts of subcontractors. Identified numerous new business opportunities which resulted in rapid growth for the company in the training area, i.e., won the Aircraft Maintenance Training Continuum System $35M contract with the Naval Air System Command (NAVAIR), Naval Education and Training Program Development Command’s Training contract ($34M), USAF E-6 Interactive Electronic Technical Manual (IETM) for Radar Upgrade Program ($3M) and numerous commercial contracts with Barents Group (sub to US AID contract-$1M), Bell Atlantic training efforts ($5M), and several Army training efforts (sole source-$7M)
Also, as the head of the AERA Marketing Team, led a group of senior managers in the identification of business opportunities of $10M or of greater value, assisted in development of strategic capture strategies, provided strategic proposal writing skills and made bid/no bid decisions for proposal efforts. Was the capture manager for the following new business awards: USMC AAV Vehicle Integrator contract ($25M), NASA Goddard Logistics contract ($10M), DOE HQ Vehicle Support contract ($1M), SSGTG Integrated Computer-Based Training/IETM Training Program for Bath Iron Works ($2.4M), and NAVAIR Propulsion and Power Engineering Serviced ($13M).
SECURITY CLEARANCE
Secret (inactive)
EDUCATION
MS, New York University, Aeronautics & Astronautics
BS, New York University, Aeronautics & Astronautics
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