SUMMARY:

• Highly accomplished business development and proposal executive with expertise in information technology (IT), health, intelligence, business process engineering, documentation, and training sectors. Thirty years' successful proposal development experience with a win rate between 65 - 80%, including proposals valued between $100M-$1B. In 2010, served as hands-on Proposal Manager orchestrating the Confidential proposal, a single award for the Confidential valued at over $1B. The effort involved months of preparation, a team of 19 subcontractors, overseeing consultants, encouraging disparate team members to work together, classified portions, and inspiring teamwork to vet, qualify, and format 168 resumes with Top Secret/SCI credentials in one week. In 2011, served as Proposal Manager on a winning $100M Department of Veterans Affairs’ task order (TO) prepared in only 5 days over a holiday.
• Established and managed 7 proposal departments and the capability to bid successfully on Requests for Proposals (RFPs)/Requests for Quotations (RFQs), Requests for Information (RFIs), and TOs. As Director, Proposal Operations, Confidential (MCTS) at Confidential, hired, supervised, mentored, and trained 45 proposal personnel in 3 months, stopping revolving door turnover, improving morale, and retaining 100% of the hires. As a highly-respected team leader, supported a $3B pipeline by managing this 45-person team composed of Senior and Junior Proposal Managers, Proposal Coordinators, Subject Matter Experts (SMEs), Writers/Editors, Desktop Publishers, and Graphic Artists.
• Wrote and implemented ISO 9001-compliant business development and proposal procedures, including processes, templates, file naming structures, and organizing/populating a boilerplate library. Was principal in ISO internal and external audits. Extraordinary achievements in growing businesses and increasing revenues for 3 large businesses, 7 small 8(a) and 2 Service Disabled Veteran-Owned Small Businesses. For example, in 2004-2007, increased revenue from $2M to over $45M.
• Extensive knowledge of Shipley proposal methodology to prepare winning proposals, that includes employing a common sense approach that fits each unique proposal effort. Vast experience with Federal acquisition, including the Federal Acquisition Regulations (FAR) and the Defense Federal Acquisition Regulations (DFAR). Twenty-five years of experience in all phases of the proposal development lifecycle, including market research, competitor analysis, forming teaming arrangements, strategizing, managing proposals, developing compliance matrices/outlines/win themes/benefits to customers, writing sections, and heading/serving as an expert on color team reviews.
• Expert analyst, excelling in developing compliance matrices and outlines. Accomplished in developing compelling text that highlights themes, features, benefits, discriminators, ghosts, and the use of stellar examples verified by 30 years of 100% compliant and compelling proposals that address all requirements. Developed and delivered compliance training to groups as large as 50.
• Highly accomplished in writing winning large ($100M+) IDIQ technical proposals, including General Services Administration (GSA) MOBIS, GSA FSS 70, IRS-TIPSS-3, Health and Human Services, Center for Medicare and Medicaid (HHS CMS) DA/DBA, Navy Seaport-e, GSA Alliant-Small Business, GSA STARS, HHS ELMS, FAA e-FAST, and Department of State (DoS) HITSS. Broke into 21 new Agencies, including Housing and Urban Development (HUD), Department of the Interior (DOI), DoS, Treasury, HHS, National Aeronautics and Space Administration (NASA), National Archives and Records Administration (NARA), US Patent and Trademark Office (USPTO), US Department of Agriculture (USDA), US Air Force (USAF) and more. Also for a joint venture, served as Proposal Manager on the winning $330M contract with the Navy's Space and Naval Warfare Command (SPAWAR).
• Three years of successful experience writing medical, health, and research and development (R&D) industry proposals, covering topics such as clinical research, animal studies, medical studies, laboratory Quality Assurance, Biological Select Agents and Toxins (BSATs) handling, and the many Federal, state, and local regulations that must be complied with for this work. Wrote the winning technical section, past performance, corporate experience, and resume sections for Research and Development Support Services (RDSS) for the U.S. Army Medical Research Institute of Infectious Diseases (USAMRIID) valued at over $1B with TOs valued at $25M.
• Active Top Secret Clearance. Previous Top Secret/SCI Clearance in 2010. Nine years of experience successfully bidding Intelligence Community (IC) proposals with classified sections; 30 years of winning Department of Defense (DoD), Department of Justice (DoJ); and proposals for other law enforcement agencies.
• Superb organizational skills with ability to handle details; ability to take ownership and ensure quality completion; exceptional interpersonal skills to deal pleasantly with all organizational levels; excellent management/supervisory skills, as well as ability to perform as sole proposal professional; proficiency in identifying/solving problems/challenges and ability to meet tight deadlines and time constraints on multiple simultaneous projects. In 30 years, never missed a deadline and never had a non-compliant proposal. For example, a Proposal Manager was still working on proposal corrections hours before it needed to be on a plane. A nervous Capture Manager was waiting. Devised plan to send him to airport to check-in, while bringing in 2 more proposal managers to help finish edits, produce, and package the proposal, delivering it to the Capture Manager at the airport an hour later, so he easily made his plane.
• Expertise in writing, collaboratively and cooperatively working with capture managers, writers, and technical personnel to identify, develop, and clearly communicate wide range of compelling information in both oral and written form. Ability to develop overarching graphics to further communicate win themes. Developed award-winning marketing materials, including the Best Brochure Award from the Printing Industry of Metropolitan Washington.
• Savvy in using technology such as: MS SharePoint, MS Office Suite, MS Visio, MS Outlook, Adobe products, Privia, and Nuance pdf Converter among other software. Also knowledgeable in using tools such as GovWin and the Internet (OPM Exhibit 300s, budget forecasts, company web sites, news clips) to research opportunities, competitors, and capture information.
• Strong training and mentoring background. Holds a BS, Education/English, (Minor in Business) from George Washington University; 18 hours of graduate credit in English, Writing, Business, and Information Technology. Excelled for 10 years as a High School English Teacher in Fairfax Country Public Schools, teaching and mentoring over 1,500 students. Trained and mentored more than 40 proposal professionals.
• Well organized with an interest and ability to handle details; Expertise in communicating a wide range of compelling information both in oral and written form; and more than 30 years' experience writing, proofreading, and editing diversified written material, including corporate information, proposals, marketing, scientific, and engineering documentation.

COMPUTER SKILLS:

• Proficient with MS Office Suite (Word, Excel, PowerPoint, Access, Edge), MS Windows 7, 8, and 10; MS Visio, MS SharePoint, MS Outlook, Internet search engines, Windows XP/2003/2007, Privia, Nuance pdf Converter, Dragon Naturally Speaking, Adobe.
• Performs simple troubleshooting on PCs and printers; solves problems before requesting assistance.
• Developed employee's skill and corporate experience (contracts, tasks/delivery orders) databases for expeditious proposal personnel and experience selection.
• Transfers various graphic file formats and develops effective graphics.

WORK EXPERIENCE:

Independent Proposal Consultant

Confidential

Director of Capture and Proposal Development

Confidential

Director

Confidential

Director of Proposal Operations

Confidential

Proposal Consultant

Confidential

Senior Director of Proposals

Confidential

Senior Director of Proposals

Confidential

Director of Proposals

Confidential

Director of Proposals

Confidential

Marketing Support Manager/Proposal Manager

Confidential

Business Development Center Manager

Confidential

Sr. Technical Editor

Confidential

Senior Technical Editor and Writer Confidential

Responsibilities:

• Analyzes RFPs/RFQs/RFIs/task orders. Manages and supervises multiple proposal efforts simultaneously. Develops compliance matrices, outlines, formats, templates, directives, and schedules/milestones for proposals. Managed, written, edited, and produced over 600 proposals. Serves as an expert on Red/Gold Teams.
• Leads strategy session to craft a winning solution, including bid strategy, win themes, discriminators, features, benefits, and ghosts.
• Writes management plans, corporate experience, and facilities sections of proposals. Tailors resumes and project summaries to fit RFP/RFQ/RFI/task order requirements. Researches and assists in writing technical proposal sections.
• Researches and writes proposals for Information Technology (IT), Training, Health Care/Medical and Research.
• Wrote the technical section, past performance, corporate experience and resume sections for Research and Development Support Services (RDSS) for the U.S. Army Medical Research Institute of Infectious Diseases (USAMRIID) valued at over $1B with TOs valued at $25M.
• Managed, developed, and won numerous proposals valued at over $100 million. Provides capture management support to ensure compelling proposals. Won $800M Confidential Confidential single award with 19 subcontractors, 168 resumes in one week, and classified sections. Won classified proposals including: FBI Triple S, Army INSCOM, Executive Office of the U.S. Attorneys (EOUSA), and Gaitorbait. Managed, wrote sections, and ensured compliance to win $100M VA T4 task order in 5 days.
• At Confidential, wrote 150 proposals in three years. Grew company from $2M to $45M in three years. Single-handedly wrote, submitted, and won: IRS TIPSS-3, GSA MOBIS, GSA Alliant SB, Seaport-e, HHS CMS, as well as many funded proposals. Broke into HUD, DOI, DoS, Treasury, HHS, and USAF. Won $330M contract with the Navy and a $112M HITSS contract with Department of State. Revised, reformatted, and updated all company resumes for standardized proposal master. Analyzed, formulated, defined, and wrote job requirements. Developed and used resume database to match personnel with RFP requirements.
• Conducts opportunity research using GovWin, Agency Budget Forecasts, and OMB justifications. Uses GovWin to track pipeline, ensure capture has been performed on opportunities, and forecast resources to meet requirements.
• Reviews and analyzes RFPs/ RFQs. Assigns bid/proposal number and tracks bid status. Participates in bid decisions. Identifies and mitigates "show stoppers".
• Establishes "boilerplate" libraries to make proposal writing easier and faster, including file structures and naming conventions. Develops/Writes “boilerplate” material and graphics. Established library of competitor data.
• Developed, wrote, and presented proposal training to improve proposal writing; developed style manuals.
• Developed ISO 9000:2000 compliant proposal and business development procedures and processes. Participated in ISO Audits.
• Coordinates resources, proposal writing and production. Coordinates work with teaming partners.
• Understands the Federal Acquisition Regulations (FAR), the Defense Federal Acquisition Regulations (DFAR), and contract administration.
• Interfaces regularly with all levels of organization, including with Chief Executive Officers and Presidents, Executive Vice Presidents, Chief Operating Officers, Vice Presidents of Business Development, Program/Project Managers, Technical Experts, Subject Matter Experts.
• Reads, comprehends, and presents technical material; acts as a liaison between subject matter experts and production staff.
• In 3 months, interviewed/hired/mentored approximately 45 proposal personnel. Built a strong proposal organization to grow company from $1B to $5B. Implemented proposal processes/procedures. Improved staff morale, provided training, and stopped turnover retaining 100% of hires. Managed proposals valued between $1M-$1B making sure text was compliant and compelling.
• Supervised staff of 45 proposal managers, writer/editors, marketing support staff, word processing supervisor, graphic artists, reproduction staff, and outside consultants. Prioritizes, assigns, and supervises task performance.
• Managed a wide variety of proposal administrative tasks, including coordinating and verifying time sheets, scheduling administrative support, answering employee's questions, recruiting, interviewing, hiring, training, performance appraisals, and firing. Ensured employee promotions were within specified guidelines. Drafted employee disciplinary notices; held disciplinary meetings; ensured progressive disciplinary action was followed. Counseled employees and acted as mediator. Effectively handled two EEO lawsuits.
• Managed seamless operation of a large proposal center, including proposal production area, online technical library, furniture, supplies, hardware and software. Managed proposal budget and approved bills for payment.
• Provided in-house proposal training, including developing training and reference materials on topics such as: compliance, compelling text, editing, grammar, and writing.
• Serves as an expert on color reviews as well as provides quality assurance for wide variety of documents.
• Wrote 8 responses to RFIs that were awarded.