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Session Description

Hiring Proposal Consultants - Views From The Buyer And The Sellers

Consultants can serve and contribute in various roles, requiring different timing and time durations, such as Capture Manager, Capture Advisor, Proposal Manager, Color Team Lead, Color Team Participant, etc. This panel will focus on current trends and issues in identifying the need for and engaging outside consultants. Panel includes members of major defense contractors, capture and proposal consultants, and organizations that provide these services. We'll examine the who/what/why/when/how of selecting and engaging outside services from the perspective of "the buyers", the selection and engagement process from the perspective of "the sellers", and hot button issues such as how does industry find the right "fit" for their needs, how to define the scope of what you want the consultant to do, what to do about performance issues, etc.

Presenter Bios

Moderator
Joe O'Neill, CPP APMP Fellow
Proposal Consultant
Joe O'Neill, LLC

Joe O'Neill has 30+ years proposal experience in government and commercial markets. He has been involved in federal government proposals since 1984, primarily at BAE Systems in Nashua, NH. Since retiring in 2010, he has been a proposal consultant to defense contractors, both as a Shipley Consultant and through his LLC. An APMP member since 1990, he has been involved in over 100 major Department of Defense (DoD) proposals as a Proposal Manager, author, volume leader, or Red Team Leader.

Panelists

Jim Helsper
Managing Partner
CORTAC Group, Inc.

Jim Helsper has over 36 years' experience in aerospace and defense, concentrating the last 28 years on business development, capture, and proposal management. Mr. Helsper worked for 19 years at Hughes Electronics and since then he has worked for, owned and operated proposal management consulting firms. He is currently a Managing Partner with CORTAC Group, Inc.; a consulting company that provides project and proposal management services for companies competing in the public and private sectors.

Bruce Morton, CF APMP Fellow
President
2 Oceans Consulting

Bruce Morton is an APMP Fellow & President, 2 Oceans Consulting. Formerly VP Capture, MicroTech; Sr. Capture Manager, Lockheed Martin; Sr. Business Development Manager, Lockheed Martin; & Spacecraft Design Engineer, GE Aerospace. APMP annual Conference presenter each year since 2007, including Art & Science of Proposal Costing & Pricing; Art of A Successful Win Strategy; Pricing to Win; How to Develop Comprehensive & Compelling Win Themes; & World Domination: The Art of Successful Capture Management.

John Steckel, CP APMP
Sr VP of Business Development
Vencore

John Steckel "˜s core competencies are winning new business and refining/executing a company's strategic growth paths. Recently a VP of BD with Raytheon, he also held several strategic positions at BAE Systems and marketing and program management leadership roles at FedEx and PepsiCo. John served 21 years in the US Navy and Reserves as a P-3C Orion Naval Flight Officer. He has a BS from the US Naval Academy and an MBA from UNC-Chapel Hill.

Jay Herther, CPP APMP
VP of Business Winning
BAE Systems

Jay Herther is a growth Leader with over 25 years of experience leading capture/proposal teams to achieve an 80% win rate and contract wins totaling over $12 Billion. Mr. Herther has two Masters Degrees from MIT and attended an Executive Harvard Business School (HBS) program. He received the APMP "Insight" Award in 2007. Author of 13 APMP articles. He is a lifelong learner, mentor, and trainer with a burning passion for winning.

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