Business Development Proposal Manager
Resume:
Lorraine (Lori) Granger https://www.linkedin.com/in/lori-granger-a1b780349/
757-***-****, Seaford, VA 23696
*******@*************.***
Professional capture/proposal/business development manager, project director, and technical communicator with more than 22 years’ experience in all facets of proposal management, capture management, project management, customer care and negotiations, Business Development (BD)/growth strategies, and sales, including $60M to $5B successful proposals designed to win and execute innovative information technology, engineering, environmental, intelligence, shipboard readiness, training, healthcare, and C5ISR contracts.15+ years’ experience working as a Proposal Manager with additional capture duties at three companies. 18+ years’ experience managing project scope, schedules, budgets, technical solutions, and quality, and adding value for customers and prospects. All projects achieved 100% accuracy in compliance and presentation. Assistant Editor of Association of Proposal Management Professionals
(APMP) Journal from 2003-2007. 9 years’ consulting on business process re-engineering (BPR). Eleven years’ experience as an IT team post- and pre-sales Technical Support Engineer focused on software and hardware, technical proposal and presentation preparation, and user training. 90% of my efforts were devoted to direct communication and influence with customers and prospects including gathering requirements, influencing requirements, and managing relationships. Education includes a minor in Mechanical/Power Systems Engineering with 300 and 400-level classes in engineering economics, statics, thermodynamics, power system sizing, etc. Strengths include energy and enthusiasm, a strong customer and prospect focus, ability to get the most out of team members/customers through skillful personal relations, entrepreneurial nature, ability to write and communicate with a combination of speed and accuracy, a sense of humor, and ability to focus on critical issues immediately when working with a new or potential customer.
Significant Consulting/Business Accomplishments
Senior Proposal Manager at HII/Alion Legacy:
managed Department of the Army Intelligence
Information Services (DAIIS) $87M bid in 2020,
Webster Outlying Field (WOLF ICS (Cross-Domain
Solutions) for NAWCAD Ship & Air Integrated
Warfare (SAIW) $127M, in February, and other
proposals in capture/active totaling $2B+.
Volume Lead/Writer on 11 successful proposals
($260M+) in 5 months for DOD customers, including
MARMC (10) and the Joint Staff Complex (AECOM).
Topics included several types of shipboard training
Significant writer on HP Services’ winning $5B bid for DLA hardware architecture–my work accounted
for 5% of the winning bid
Proposal Consultant/Writer for Shipley
Technical Volume Writer for a multi-million-dollar bid and contributed to the technical solution relative to data throughput and best-choice IT equipment for
Sprint Government Services
Proposal Manager/Writer for an $80M environmental contract win for Osage
Senior proposal writer for $300M+ at KBR in
2024/2025
Part of management team that tripled revenue at
QED in 3.5 years
Business win rate of 80 percent at Truestone
(Manager/Writer on C4ISR proposals)
Revived a flagging Ability One program with 4 out of 6 project wins as manager/writer in 5 months
Managed the implementation, execution, and
maturation of proposals and contracts for customers ranging from the GSA Public Building Services
agency to Dupont Chemical
Capture/Proposal Manager on MARSOC short-fuse
intelligence exercise contract in 2019
Manager/writer five successful $60-$70M Seaport-e engineering proposals for the US Navy
Responsible for Truestone’s obtaining a position on Martine Marinette’s team for the next-generation US Coast Guard Cutter – the OPC
Managed three (BPR, software staffing, and
helpdesk management) simultaneous $20-$30M
bids with team members ranging from administrative assistants to VPs (Keane FSI)
Significant Management/Communications Accomplishments
Coached/mentored at least 30 junior capture project/proposal personnel during my 21 years of consulting
Trained 100s of students on sophisticated software middleware products with 94% exceptional ratings
Managed proposal teams of 45+ staffers from 3 to 27 team member companies ranging from AAs to CEOs
Manage the day-to-day operations of my 21-year-old consulting business
Introduced innovative management and communications tools to my customers Lori Granger
*******@*************.***
Employment Summary
Frosty’s Corner, LLC, 2001 – Present: Proposal, Capture, and BD Consultant: Advise company owners and C-suite on project direction and management; proposal management, business best practices, particularly in the areas of capture, marketing, customer relationship management (CRM), and talent acquisition. Specialize in healthcare, environmental, and IT verticals. Participated in 50+ staff augmentation proposals, assisting with recruiting, analyzing benefits and compensation packages, and improving the companies’ business processes in the areas of requirements analysis, BPR, personnel substitution and succession planning, and recruiting and compensation process improvement, including working with health benefits, bonuses, and 401k company choices. Direct writing, editing, and rewriting efforts for all types of BD materials, including oral presentations, capabilities documents, website copy, safety manuals, and employee training. Part-time from 2007 to 2022 and full-time from 2001-2008, 2017-2018, 2019-2021, and 2022-present. Huntington Ingalls Industries (now HII with the Alion acquisition in 2021), Senior Proposal Manager for FSG (2021-2022): Proposal Manager for corporate legacy HII, Fleet Sustainment Group, and legacy Alion in Intelligence, Surveillance, and Reconnaissance (ISR), and Live-Virtual Constructive (LVC) solutions, unmanned systems, Artificial Intelligence/Machine Learning (AI/ML), and cybersecurity and electronic warfare
(EW). Worked released RFPs, with two in capture, and participated in color team reviews for FEDSIM OASIS proposals. Responsible for proposal management, cost volumes, and B&P budget targets. Worked mostly new business totaling $500M+. Assisted in training new Capture Managers and lower-level Proposal Managers. Served as the SharePoint trainer for the legacy HII staff in VA. Energy Network, Inc., 2018 – 2020 (part-time), Capture Manager: Capture managed and consulted in the areas of energy and alternative energy, including solar power, roof-top units (RTUs), energy resiliency, microgrids, energy storage, geothermally powered UPSs, cogeneration or combined heat and power (waste heat re-use from large heating equipment like boilers), IoT energy applications (real-time energy metering), indirect evaporative cooling, corporate LED system upgrades, emergency diesel power systems, sustainability, electric and natural gas supply and demand, water savings and conservation, and waste savings and recycling. Used integrated Sales Force platform with Pipeline, Mixmax, LinkedIn Premium, Google Apps, and MS Office to track and manage customers and prospects. AECOM Management Services (now Amentum, Inc.), 2018 – 2019: Documentation Specialist VI
(Proposal Specialist): Volume Lead on 11 successful project proposals for MARMC, J7, and USCG valued at more than $250M. Writer and reviewer on Network Operations Center (NOC) staffing support contract project. Developed a detailed plan to introduce a sales process database culminating in a complete technical solution, management, staffing, and tracking database/application for project development at all AECOM divisions/business units. Capabilities included provision of SQL queries and reports. Osage of Virginia, Inc., 2013-2017: Director of Business Development (Capture and Proposals): Advised company owners on business best practices, particularly in the areas of marketing, CRM, capture management, and proposal management. Successful at capturing a new client whom they had been pursuing for several years. During my first year, managed the entire proposal lifecycle. Managed and wrote a successful proposal for an $80M Environmental Remediation Contract. Wrote and won GSA Schedule 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 internal infrastructure, contributing to the company’s environmental objectives. Formally trained in Capture Management by Summit. Truestone, LLC, 2012 – 2013: Technical Proposal Manager: Win rate of 80% in C5ISR swim lane. Instrumental in Truestone’s obtaining a position on Martine Marinette’s (MM) team for the next-generation US Coast Guard Cutter by working with C-suites of MM and Truestone. Hired to manage the entire proposal lifecycle process for their new IDIQ contract. Gathered information for and maintained a database of source files for the previous five years (500+ files). Contract vehicles included a GSA schedule, IDIQs, and Seaport-e. Lori Granger
*******@*************.***
Managed and prepared short-fuse, one- to two-week RFQ responses. Company sweet spot was C5ISR and waterfall, RAD, and agile software development.
QED Systems, Inc., 2008 – 2012: Technical Proposal Manager: Part of the management team that tripled revenue in 3.5 years. Located opportunities and drove them to wins. Managed the entire proposal lifecycle process, including locating opportunities on FBO, e-Seaport, NECO, and GovWin, assisting line personnel with drafts; interviewing SMEs; setting schedules; developing win themes; and writing, editing, and producing final proposal softcopy and hardcopy. Gathered information for and maintained the 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 Proposal Manager, resume/technical writer, and database maintenance employee. Hewlett Packard, 2000 – 2001: Technical Consultant for Capture: Prepared/presented technical information on UNIX- and Intel-based servers and the company’s range of Internet appliances. Wrote and managed hardware proposals, including Storage Area Networks (SANs) and Network Operating Centers
(NOCs) ranging from $40M to $100M.
Other positions have included Technical Support Programmer and Technical Writer (Energy, Geospatial Software, Bureau of Mines and Land Management Paper Abstracts and Indices, Environmental Surveys, Electromagnetic Physics, and Civil Engineering).
Affiliations/Education/Skills
Member of International Association of Women, 10/18-Present
Member of SAME, 2015-2019
Assistant Editor of Association of Proposal Management Professionals (APMP) Journal 2003-2007
Member of APMP, 2003-2009 and 2019-2020
University of Arizona:
BA in General Studies (Technical Communication), graduated with honors (3.67)
Minors in English, Power Systems (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:
AI Prompt Engineering for Proposal Professionals (produced by Proposal Industry Experts)
Intensive training in Energy Supply, Demand, Processes, Operations, Alternative Energy, IoT, etc. (01/2018)
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) Additional Skills
Microsoft Word (advanced/expert) SAM.GOV/FedBizOpps.GOV (advanced)
SQL (intermediate-advanced) GOVWIN (advanced)
Oracle applications (intermediate) Microsoft Teams (advanced)
HR-based Software (intermediate) Microsoft SharePoint (advanced)
Adobe Acrobat Professional (intermediate) Microsoft Excel (intermediate)
Microsoft Outlook (advanced) Microsoft Outlook (advanced)
FAR Knowledge (intermediate-advanced)
Virtual Proposal Center (intermediate)
Microsoft PowerPoint (intermediate)
Database Management (intermediate, mostly Oracle)
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