Proposal Development Subject Matter

DESIRED POSITION: SENIOR New Business/Capture Manager

PROFESSIONAL SUMMARY:

Over 30-years in New Business and Capture Management at the VP/SVP

Levels for Several companies in the D.C, Maryland, and Virginia areas.

Senior Proposal Manager/Director with over 20 years of hands-on proposal

development experience:

Managed a 70-person Proposal Center of Excellence for McDonnell-

Douglas Aircraft Corp. Long Beach, CA. Managed $500 million –

$Billion proposals. Now the Boeing Company!

Performed proposal work for major companies in the area, including

Large, Small, Small & Disadvantaged Businesses (SDB), 8(a),

Hubzone, EDWOB, and Service- Disabled Veteran- Owned

Businesses (SDVOB).

Marketed to most of the Government agencies, military establishments

in the DoD, as well as, DISA NSA, NASA, DHS, FEMA, Coast Guard, CMS etc.

Subject Matter Expert (SME) in the preparation and delivery of ‘Award-Winning” proposals. Also, Integrated Logistics Support (ILS), CM, Quality Assurance, Cyber Security, and Risk Management.

Took the “Shipley Associates” and “Hi Silverman” Proposal Development courses.

Taught management courses in the California University System including Program/project Management, Proposal Development, Principles of Logistics Management, Configuration Management (CM), and Technical Communications.

A Consultative Trainer and Facilitator (Coach) during the implementation of Total Quality Management (TQM) at McDonnell-Douglas Aircraft Co., Long Beach, CA (over a 3-year period).

Extensive Integrated Logistic Support experience; was a senior member of the Society of Logistic Engineers (SOLE), took the Certified Professional Logistician (CPL) Exam.

Very familiar with FAR/DFAR, GSA Schedules and the Small Business Administration (SBA).

Wrote GSA Schedules including the 70 Series, Log World, PES, MOBIS/FABS for several small companies. Worked with the Navy’s Seaport-e, and, the NIH NITAAC CIO SP-2/2i, -3.

Through knowledge of narrative and oral proposal processes through Shipley:

Capture Strategy and Plans,

Proposal Schedules and milestones,

Proposal Management Plan,

Storyboards, River Raft, and Hybrid Proposals,

Outline development with page requirement allocations and assignments,

JIT Modular Proposal Development Training (VPM’s, PLUM’s, 1set Draft),

Page Layout Techniques,

Color reviews

Topical Module Development,

Value Proposition Modules,

Take-Away Messages/Two-Part Action Captions,

Win Strategy and Theme Development,

Discriminators, Ghosts, Features, Advantages, and Benefits,

Black Hat, Blue, Pink, Red, Gold Team Reviews,

SWAT, and Gap Analysis,

Unique Reformative Boilerplate,

Formatted Resumes,

Selective Past Performance,

Winning WRAP Rates,

Global Proposal Library/dictionary

Proposal Databases/Desktop Publishing

EXTENSIVE/PERTINENT EXPERIENCE:

Current Position: 1/01/2015 – Present:

Shipley-Certified Sr. Proposal Consultant, Computer Professional Consultants, LLC (VOSB)

Provide excellent new business/capture and proposal development to clients in the D.C. area, as well as, nationally. I am a Shipley-trained Sr. Proposal Consultant with over 20 years of New Business/Capture and proposal development experience at the VP/SVP Levels.

I have written proposals for almost every government agency, the DoD, and military branches and most of the healthcare agencies including the DHHS, NIH, CDC, CMS (here in Baltimore) and the Military Treatment Facilities (MTF).

Extensive knowledge of Information Technology Service Management (ITSM) and Information Technology Infrastructure Library (ITIL v3) principles, processes, and procedures. Ability to write to the various components of ITSM, including Configuration Management, Change Management, Release Management, Incident Management, and Event Management.

I am strategically located here in the Baltimore-Washington D.C. Corridor in close proximity to Fort Meade (home of NSA and DISA) and the Aberdeen Proving Grounds (APG) home of several Army Commands. We write tons of Army proposals.

I am interested in providing your company excellent new business/capture and proposal development Subject Matter Expertise (SME) from my office here in Baltimore using telecommute, SharePoint and/or Drop Box. I look forward to Teaming/Collaborating with your company on your next business opportunity (RFP). As a Shipley Sr. Proposal Consultant, we do the “heavy lifting” on the proposal effort!

Previous Position: /1/12012 – 12/31/2014)

Vice President New Business and Proposal Development

Renaissance Systems, Inc. Upper Marlboro, MD 20772

Provided extensive new business, proposal development and capture management functions within an SBA Economically Disadvantaged 8(a) Company. Write proposals for almost every State and Federal Government agency. Primary emphasis at present on DHS/military clients (i.e. Navy and USCG). Extensive teaming and Partnering on opportunities.

Established the New Business Development/Capture Strategy and Proposal Development and Production Procedures for the company. Respond to Task Order Requests for Proposals, Sources Sought Notices (SSN) and RFI. Won several contracts including one for the U.S. Coast Guard through the GSA MOBIS Schedule 847-7 Program/Project Management Services. Developed GSA FABS Schedule.

Vice-President New Business/Capture Management\Proposals

Compro Systems Jessup, MD 01/02/2014 – 12/31/2011

Responsible for carrying out new business and capture activities for assigned opportunities and proposals across the entire Military Solutions portfolio as directed by the CEO/President. The role also included awareness of military technology & market developments both within and outside the company and working to ensure that viable, state of the art solutions is applied to opportunities to maximize competitiveness. Played an integral part in growing the Customers Solutions backlog through involvement in strategic and organizational planning cycles. Worked closely with the Program Directors in assisting long range strategic and technology planning business opportunity identification and validation, capture plan development and execution, and executive level customer and supplier relationship management for assigned opportunities. Focused on assigned new business captures; and, developing winning proposals applying the Shipley methodology!

Feb. – May 2011: (1099) Business Development/Proposal Consultant (3-Month Temp. assignment)

Hired to implement a New Business Development, Capture Strategy, and Proposal Development and Production Process including a Proposal Digital Library within an IT-oriented Small & Disadvantaged (SDB). Provided Capture strategy, teaming, and developed several proposals for Federal Government agencies including the DHS/DoD/DISA. Heavily involved with Cyber Security, IT Infrastructure, Health Care, and Logistics. Maintained a large pipeline of opportunities in the IT and Cyber Security Services areas.

Ref: J. Hudson, VP; NucoreVision, Inc. 301-***-****

Nov. 2011 – Dec. 2011 1099 Proposal Consultant)

Hired to develop a large proposal for the National Institute of Health (NIH) for the next generation of Anthrax Vaccines.

Ref: Lallan Giri, Ph.D. President/CEO. Telephone No. 301-***-****

June 2010 – Nov. 2010 (1099 Consultant/Senior Capture/ Proposal Manager)

Reviewed RFP/RFQ for an 8(a), ServiceDisabled Veteran-owned Business (SDVOB). Participate in strategy discussions including the capture strategy, Bid/No-bid decisions, develop storyboards, win themes, proposal directives, outlines, compliance matrices, and often writes the entire technical and management volumes of the proposal. Work with a diverse team on each proposal – usually including team members and technical personnel from other offices, subcontractors, and bidding partners. Deliver compliant, winning proposals for such agencies as the Federal Government including the BPGC the DoD, etc. Respond to Sources Sought Notices and prepare GSA Schedules. Wrote many task orders against Task Order Requests for Proposal (TORP). Developed large pipeline of opportunities in the Healthcare and medical field. Wrote many proposals for healthcare and medical services personnel the likes of Military Medical Facilities, etc.

“Heavily involved with Cyber Security, IT Infrastructure, Health Care, and Logistics. Maintained a large pipeline of opportunities in the IT and Cyber Security Services areas

“Hired to develop a large proposal for the National Institute of Health (NIH) for the next generation of Anthrax Vaccines!”

January 2009 - May 2010 (1099 Proposal Consultant for several companies)

Review RFP/RFQ for an 8(a) Company. Participated in strategy discussions including the capture strategy, Bid/No- bid decisions, develop storyboards, win themes, proposal directives, outlines, compliance matrices, and often writes the entire technical and management volumes of the proposal. Work with a diverse team on each proposal – usually including team members and technical personnel from other offices, subcontractors, and bidding partners. Delivered compliant, winning proposals for such agencies as the Federal Government including the BPGC the DoD, Transportation, etc. Responded to Sources Sought Notices and prepared GSA Schedules. Wrote many task orders against Task Order Requests for Proposal (TORP). Wrote and won large contracts with the Centers for Medicare and Medicaid (CMS) in Baltimore, MD.

March 1908- January 2009- People Processing Information, Inc. (PPI) Crofton, MD

Senior Proposal Manager Perform the duties of a Senior Proposal Manager in a high-pressure environment, often working on several opportunities simultaneously.

Vice President of New Business Development for PPI’s Mentor Company, MAS – under their Mentor-Protégée’ Program Reviewed RFP/RFQ, participates in strategy discussions including the capture strategy, Bid/No-bid decisions, develop storyboards, win themes, proposal directives, outlines, compliance matrices, and often writes the entire technical and management volumes of the proposal. Work with a diverse team on each proposal – usually including team members and technical personnel from other offices, subcontractors, and bidding partners. Deliver compliant, winning proposals for such agencies as the Federal Government including the BPGC the DoD, etc. Respond to sources sought notices and prepare GSA Schedules. Wrote many task orders against Task Order Requests for Proposal (TORP). Won NATAAC CIO SP2, SP2i proposals. Wrote many CIO SP2 proposals for the NIH Subject Matter Expert (SME).

Ref: Linda Plater, Director of HR, PPI 410-***-**** X 201

February 2009 -December 2008 Surrex Corporation, Baltimore, MD.

Senior New Business and Capture Manager Performed the duties of a senior proposal manager/Consultant for CGH, Inc. - in a high-pressure environment, often working on several opportunities simultaneously. Reviewed RFP/RFQ, participates in strategy discussions including the capture strategy, Bid/No-bid decisions, develop storyboards, win themes, proposal directives, outlines, compliance matrices, and often writes the entire technical and management volumes of the proposal. Worked with a diverse team on each proposal – usually including team members and technical personnel from other offices, subcontractors, and bidding partners. Delivered compliant, winning proposals for such agencies as the Federal Government including the DOT/FAA, the DoD, etc. Respond to sources sought notices and prepare GSA Schedules. Supported their primary Customer the Department of Transportation/ FAA on very large multi- company bidding efforts for the F.A.A. on several large programs.

Ref: Ms. Joanne Caberara, 443-***-****.

June – Sept. 2007- Digicon, Inc. Herndon, VA

Senior Proposal Manager/Consultant Hired to assist with the development and delivery of the System of Airports Reporting (SOAR) Project Proposal for the Federal Aviation Administration (FAA).

Ref: Mr. John Dyer, Vice President of Business Development (703-

March 2005- May 2006 DAH Consulting, Inc. Silver Spring, MD

Vice-President for Business/Proposal Development/Operations Manager Worked directly for the President/CEO of a SDB in the everyday marketing and business development for the company.

Marketed most of the Federal agencies in the Washington, D. C. Metropolitan area.

Wrote award-winning proposals covering a wide variety of services and products.

Wrote Task Orders in response to TORP. Served as VP/General Manager of the Silver Spring, Maryland Office.

March 2000- February 2005 ComPro Systems, Inc. Jessup, MD

Vice-President New Business/Proposal Development Worked directly for the President/CEO of a SDB in the everyday marketing and business development for the company.

Marketed most of the Federal agencies in the Washington, D. C. Metropolitan area.

Extensive proposal writing and drafting. Made all teaming/subcontract arrangements.

Wrote award-winning proposals.

Wrote approximately 15 innovative research proposals over a 12-month period.

Worked directly for the President/CEO of a SDB in the everyday business development for the company.

Bid extensively on federal, state, and local government proposals.

Managed contracts at NSA/part of the CSC “Eagle Alliance” Team at NSA!

Ref: Mr. Om Bansal, President 410-***-****

December 1998- April 2000 Skyhawk Logistics, Inc. Silver Spring, MD Director, Proposal Development

Work directly for the President/CEO of an 8(a) company.

Directed the Business Development Division. Initiated a new Bid and Proposal Process within the organization.

Performed extensive research and assessment of federal agency current state and requirements for the future.

Extensive ILS Proposal Development

Won over $23M in new contracts in less than a year!

June 1997- June 1998 Tele Science International, Inc. (TII) Vienna, VA

Senior Vice-President, New Business, and Proposal Development Work directly for the President/CEO of an 8(a) company.

Provided senior management direction for a Small & Disadvantaged Business (SDB) 8(a) Company in the Northern Virginia (NOVA) area.

Highly experienced hands-on senior executive who directed the daily operations of a four (4) Division Information Technology Firm.

The Divisions included Energy and the Environment; Medical; Aviation & Logistics; and, Information Technology (IT).

Responsible for all facets of Operations, and Program Management relative to Federal Government and civil agency opportunities including identifying the opportunity, intelligence gathering, identifying the competition/incumbent, capture strategy/capture plan, discriminators, bid-no/bid decision, proposal directive, kick-off meetings, and proposal preparation and production.

Performed extensive research and analysis of federal government needs and requirements.

Responsible for developing and delivering all company proposals.

May 1979 - June 1981 Douglas Aircraft Div. McDonnell-Douglas Aircraft Co. Long Beach, CA Department Business Unit Manager (BUM): Managed the Proposal “Center-of-Excellence” (COE) within the Product Definition (Engineering) Directorate of Douglas Aircraft Company (DAC).

Managed a team of 90 multi-disciplined professional employees responsible for writing and delivering all company proposals, large and small.

Served as a Consultative Trainer and Facilitator (Coach) during the implementation of Total Quality Management (TQM) at McDonnell-Douglas Aircraft Co., Long Beach, CA (over a 3-yearperiod).

Extensive research and analysis of several world-class systems and processes in order to implement a “world-class” system for Douglas Aircraft.

POST DOCTORIAL:

CERTIFICATES:

MILITARY:

Spent 8-years in the U.S. Navy in the maintenance and repair of aircraft electronics and communications systems and equipment and Supply Support (Supply Chain Management). Spent over 15 years in the Naval Air Reserves as an Assistant Aviation Maintenance Officer. Extensive DoD/Navy Avionics Experience. Extensive travel. Extensive experience as Patuxent River, Naval Air Station, MD.

•Supply Chain Management (Supply/Inventory Management, Logistics/Distribution, Maintenance/Repair, Manufacturing) ILS SME

Extensive medical/Medicare proposal experience NIH; CMS; CDC: A participant in the Military’s large TRI-CARE Medical Program. Wrote State Medicare/Medicaid Proposals.

Dr. Richard Colligan, Ph.D. (USNR-Ret.)

************@*****.***

Trained Senior Proposal Consultant) Subject Matter Expert (SME) on Integrated Logistic Support (ILS), military aircraft and military training!

(Join me on Linkedin – over 5,000 Company Executives in my network for Teaming/Partnering.)

Certificate in Executive Management: The Claremont Graduate School (Prof: Peter Drucker) (12 Credit hrs. toward a Doctorate in Executive Management (DEM).

Shipley & Associates, Inc. Certified Proposal Development Course, Senior Proposal Manager, Chantilly, VA. 2009 H Silverman, Proposal Development Course

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