Does this sound familiar?
We are falling behind on our proposal due to [name your poison here: not enough writers, too many writers, poor writers, no writers at all but plenty of EDITORS, etc.]. We need a Solutions Architect to step-in NOW, sort out this chaos, and get a proposal(s) submitted.
We are late launching our Capture of a major contract: too busy, key people quit or diverted to other work, understaffed, learned about it too late, etc. We need a temporary Capture Manager to step-in here.
Our engineers are not able to articulate our strengths for a proposal; we talk about our capabilities but not in ways that show the customer the benefits to that organization and its unique needs. We need a technically-minded Solutions Architect to suck the key capabilities out of our engineers' brains, and translate that into competitive discriminators in a proposal.
As always, everything looks easy to those who have never done it (or never done it well). BusDev, especially Capture, is not being done properly here: missed opportunities, missed site visits for upcoming procurements, late or missing teaming agreements, no bid strategy. We need a stand-in Capture manager to show this bunch of PMs how professional Capture wins jobs.
Don't worry, you've come to the right place.
MEET YOUR CONSULTANT
Hey, I'm Mack!
I'm a BusDev professional with 50+ years of experience in Capture and technical BD. I have helped Fortune 50 companies, mid-sized firms and tiny companies bid and win "longshot" programs and contracts. I ensure my clients build winning proposals with powerful writing, laser-focused compliance with the RFP, and a knack for addressing the customer’s unwritten requirements/needs inherent in every government procurement. 50+ years of BUSDEV experience, much of it as a Solutions Architect, enables me to craft remarkable capture strategies. Four years spent teaching the US Government how to write protest-proof Requests for Proposals now lets me teach contractors how to successfully respond to USG RFPs. I help clients identify key Government stakeholders, understand the real motivations and drivers for each person/group, know how the USG views their company or team’s competitive discriminators and weave all that into robust capture plans and compelling proposals. Expert at leading Red Teams and Black Hats, capture teams and proposals. Ten years’ teaching Technical Writing (and now RFP-writing) at post-grad level. "Wrote the book" on modern writing styles, techniques, use of AI (see below).
Here are some career highlights:
Supported 20 proposals and many RFI responses 2022-2024, mostly large SETA/services IDIQs with values up to $300M.
Authored “Persuade and Conquer – A Guide to Modern Writing” available via "Books" menu above
Authored and taught systems design and deevelopment classes in US, Europe and the Middle East
PM for $5+B IDIQ at DISA and $7+B IDIQ at Aberdeen Proving Ground, MD
Wrote management/technical volume for the winning DISA Advanced Technology proposal for the CTO at Ft. Meade, MD ($15+M).
Led OCONUS capture team in successful pursuit of radar subcontract for four, new-generation AWACS radar-equipped Boeing 737-700 aircraft for the Royal Australian Air Force (Project Wedgetail) valued at $1.4B. Led to over $7B in follow-ons.
Cleared contractor with US Secret clearance
I may be a rare breed - - - a technically-minded business developer (two US patents) who can translate a company or team's "what we do" engineering words into compelling, key discriminators. And I can get all that, with proof points, to fit into a page-limited proposal format. Or I can frame all that in persuasive presentations that align with the technical customers' needs, and deliver them to key technical/programs people.
3 Ways We Can Work Together
Big Problem
Billed hourly after 4-hr minimum met, Mack provides custom remote or on-site solutions and support to you and your team.
Several Problems
Billed quarterly, guaranteeing you have Mack on speed dial and get first dibs in his calendar for a minimum number of hours each quarter.
Ongoing Problems
Mack comes to your organization and spends 1-2 days, as often as needed, working intensively with your team to provide counsel and insight into solving your unique challenges.
Ready to get started?