Register at: https://www.eventbrite.com/e/defensive-tactics-art-science-of-winning-re-competes-tickets-25988420064
An incumbent position used to give contractors an immediate advantage over the rest of the competition. After all, no one knows this work as well as they do, and no one has the same level of customer relationships and trust. However, in today's world of tremendous budget pressures, more and more Government clients opt for change and/or a lower price solution over what the incumbent has to offer. This requires companies to step up their game to win their own work back.
Smart BD Consulting has been instrumental in helping our clients with strategies such as: providing independent customer surveys, assessment and recommendations of how to improve the contract performance prior to the re-compete; solutions for innovative and believable cost savings measures; and effective proposal design and development methodology based on a Subject Matter Expert(s) interview model.
Ms. Goren will share these and other techniques during this informative presentation to help fight "incumbinitis" and attain 100% of re-compete capture. Using the inverse of the strategies and tactics described in this presentation, can also help insurgents navigate the procurement obstacle course to unseat the incumbents.
Marina Goren is the Founder and CEO of Smart BD Consulting – a successful Strategy/Business Development/Capture/Proposal Development consulting firm, serving over 15 Federal Government contracting firms in the MD/VA/DC area. Ms. Goren started Smart BD Consulting in 2012, and in a few short years it has grown to supporting over 20 active clients (including CSRA, Dell, SGT and ASRC) with a cadre of over 100 seasoned consultants. Ms. Goren has taught numerous Proposal Development and Capture courses and was a speaker at numerous APMP Conferences (at both international, as well as NCA Chapter events). Prior to starting her own company, Ms. Goren was a Vice President of Business Development at ASRC Primus and helped grow the company from 2 to over 1,600 employees in just 5.5 years. Prior to her job with ASRC, Ms. Goren held progressively responsible positions in several large companies such as IBM, Raytheon and Wachovia, as well as several small businesses. She started her career in the IT industry, managed Programs on the Operations side and then helped grow businesses on the Business Development side. Ms. Goren is well-versed in all aspects of business growth from formulating Go-To-Market Plan to Capture and Proposal Development.
Ms. Goren holds a Bachelor’s Degree in Computer Science from Northwestern University, technical certifications such as ITIL Foundation, CISSP, Six Sigma and IT Project+ and has been Shipley trained for capture and proposal development.