Mastering and effective delivery of course material on an array of Shipley workshop topics (including Price to Win, Winning in the Cost Volume, Writing Executive Summaries, Qualifying to Win etc. to a range of participants including proposal writers, proposal managers, capture leads, and other business development professionals on a monthly basis both in-person and online.o Maintaining an in-depth understanding of industry best practices and sufficient subject matter expertise to present course content, answer questions, and share experiences in an effective manner.o Assisting e with developing plans to review and revise current course content, create and update case studies, and develop and design new training courses that add value

Defense technologies for government Oversaw pipeline for the company, refocused strategy on IT capabilities. Briefed customers on company’s changes, brought in Salesforce and Technomile to professionalize the Business Development tools and approach. Identified key performance indicators.

Oversaw pipeline management for the engineering division, responding to requests for information (RFIs), assisting with requests for proposals (RFPs), developing capture plans, and team development. Authored non-disclosure and teaming agreements and negotiated workshare. Individual contributor role.ACHIEVEMENTS: Built a team of 36 companies to address all aspects of the RFPs by developing a capability gap analysis. Served as the company’s point of contact (POC) for the Multiple Navy Other Transaction Authority (OTA).

Led the organization in procuring business development resources for market assessment. Researched and assisted staff in proposal development. Conducted weekly team strategy meetings. Individual contributor role.ACHIEVEMENTS: Established a modified Shipley gate review process for Navistar Defense, effectively supporting business growth. Substantially increased the number of bids and visibility across the organization of new initiatives.

Utilized gate and color review process expertise to direct business development pipeline and strategic discussions of the organization's capability for buildout. Developed and implemented executive reports and implemented a Salesforce CRM. Oversaw capture and management of multiple bids for prime contracts. Established a training budget and facilitated courses for engineering staff on responding to RFPs. ACHIEVEMENTS: Built a $5.1B qualified new opportunities pipeline. Captured and managed a US Army Indefinite Delivery/Indefinite Quality (IDIQ) contract worth up to $37.4B. Developed five campaigns for the US Navy, NASA, and US Army. Identified additional IDIQ contracts to increase base, directing the creation and execution of 11 proposal efforts valued at $439M.

Founder of a small woman-owned consulting business specializing in business development, capture, price to win, performance excellence, and operations and business execution. ACHIEVEMENTS: Prepared Board of Directors briefings, including strategies for adjacent markets. Assisted business in learning to build pipeline opportunities for future revenue growth in the contiguous and outside United States (CONUS) (OCONUS) markets. Established strategic relationships with a client’s internal and external stakeholders and secured their position on an existing key IDIQ with DoS. Ran two captures on a government services administration (GSA) mission-oriented business integrated services (MOBIS) vehicle.

Developed GMS strategy, led a five-year planning process, and based on an annual business plan, flowed down business winning goals to supporting organizations using business development metrics. Utilized business development metrics of book-to-bill ratios and qualified pipeline. Member of the executive team, leading account reviews for DHS and FBI for Senior Executive Vice President of Services. Built a business development team of eight based on a market segmentation strategy.ACHIEVEMENTS: Won $180M of business in the first seven months and increased pipeline for a 12 X 2012 sales target. Key member of team wins that included USAID IT Forward IDIQ ($650M) and the Iraq Rule of Law IDIQ ($25M).  Led the development of the GMS-qualified pipeline to $5.8B, increasing the customer base to include DHS and DLA opportunities. Drove successful operations and business development with large Navy programs ($100M annually), intelligence community, and Army contracts ($340M annually), expanding into the Defense Logistics Agency, Homeland Security, and DoS.

Developed a qualified pipeline for systems engineering solutions of $6.2B, supporting a business area with annual revenue of $810M. Led team to set up an Iraqi LLC to pursue business opportunities in that country. Built a business development team of nine, each assigned to a market segmentation strategy. Utilized business development metrics of book-to-bill ratios and qualified pipeline. Managed nine direct reports.ACHIEVEMENTS: Promoted from IDIQ Director to Vice President of Business Development, SES. Instrumental to more than $1.5B in bids submitted in one year, winning $1.064B (not including IDIQs).

Organized existing contracts and created a go-to-market strategy on targeted new IDIQ vehicles, including R23G, JIEDDO Ops Support, ESSA, and MCLogs. Program manager for Professional Engineering Services (PES) GSA Schedule, Mission Oriented Business Integrated Services (MOBIS) GSA Schedule, Seaport-e IDIQ. Utilized business development metrics of book-to-bill ratios and qualified pipeline.ACHIEVEMENTS: Promoted from IDIQ Director to Vice President of Business Development. Awarded value of wins of $1.064B (not including IDIQs); Criminal Justice Program Support, $10B IDIQ; and Radford Army Ammunition Plant, $850M. Oversaw bid proposal preparation, including Marine Corps Logistics Services (MCLogs), $116M; Engineering and Science Services and Skills Augmentation (ESSSA), $215M; JIEDDO Operations Support, $900M IDIQ; and Parts and Repair Ordering System (PROS IV), $900M.

Provided cost analysis and five-year forecasting for Missile Systems Integration Department. Developed staffing and product reports highlighting key problem areas for program management attention and action. Achievements Developed financial requirements for the TARTAR Missile Automated Information Management System, a management information system that downloaded information from the IBM mainframe to analysts' computers and was the frontrunner for the MIS system later adopted by the business area.