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CAPTURE & BUSINESS DEVELOPMENT | Intermediate/Advanced

Wednesday, May 27, 2015 | 10:00 AM - 11:30 AM
Cirrus


Incumbent vs. Challenger:  One Contract, Two Capture Strategies

Kristin Dufrene
Vice President, Proposal Development, Engility Corporation


Bob Reynolds, CPP APMP
Consultant

In a tough competitive market, with fewer new programs, incumbent contracts attract more competitors than in the past. This presentation highlights best practices from both sides—retaining business as an incumbent and capturing new business as a challenger. Incumbents have many advantages – they thoroughly know the customer, the work, and how much everything costs.  However, with patience, smart capture, and a persuasive proposal it’s possible to leverage an incumbent’s typical weaknesses to take their contract away from them. Join us as the two authors of APMP’s BOK sections on "Winning as the Incumbent” and "Unseating the Incumbent” present strategies to win a contract. We’ll use a chronological order to emphasize the capture process from at least 12 months before RFP release. Taking turns from each "side” to identify competitive challenges, strategies to mitigate risks, and ways to increase our P-win, we will engage our audience with every twist and turn!



Kristin Dufrene
, CPP APMP Fellow, has been a member of APMP since 1995, serves on the International Board of Directors, and chairs the Procurement Improvement Committee. She has 25 years of Federal acquisition experience, and is Vice President of proposal development at Engility, where she manages the proposal organization and provides growth strategies for the $2.5B enterprise. Previously at CACI for 11 years, she served as Vice President of Capture and Proposal Excellence and Vice President of Business Sustainment. The focus put on sustaining the business base to facilitate growth, resulted in a consistent 92%+ recompete capture rate for the company.


Bob Reynolds, CPP APMP, has 37 years of BD, capture, and proposal experience, including 20 years working for aerospace, environmental consulting, and remediation and construction companies, plus 17 years as an independent consultant providing capture and proposal management services to contractors.  He helped his clients win $7+ billion in contracts, and specializes in taking contracts away from incumbents, and then holding on to them during recompetitions.  An M.I.T.-trained toxicologist, he has also served in SME and program management roles.  He has been a member of APMP since 2008, is an APMP certification mentor, and presented at the 2011 national conference.

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Kristin Dufrene
Kristin Dufrene
Bob Reynolds
Bob Reynolds


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