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FEDERAL | Intermediate/Advanced

Wednesday, May 27, 2015 | 2:20 PM - 3:20 PM
Grand Ballroom D


Federal Performing a Proposal Premortem : A Winning Technique Inspired by Harvard Business Review

Marina Goren
CEO/President, Smart BD Consulting, Inc.


Inspired by a Harvard Business Review Article "Performing a Project Premortem,” I developed a successful proposal management technique. What if you knew the proposal you are about to start working on is a losing bid? What had gone wrong, failed and made it lose? What would you do differently, if you had a second chance?  A typical premortem is the exact opposite of a postmortem: it gives us a very important ability–an ability to plan and act pro-actively. Having this planning session before starting to work on a proposal can prove instrumental to: a) mitigating any proposal related risks; and b) designing a winning solution. I will outline a recipe for how to conduct a proposal premortem in this presentation, backed with specific examples and lessons learned from the proposal trenches.


Marina Goren is the CEO of Smart BD Consulting, a successful Proposal Development, Capture and BD consulting firm, serving over 15 Federal Government contracting firms in the DC area. She has taught numerous Proposal Development and Capture courses and was a speaker at 2014 APMP Bid and Proposal Conference. Prior to starting her own company, Ms. Goren was a VP of BD at ASRC Primus and was instrumental in growing the company from 2 to over 1,600 FTEs and over $200M in annual revenue in 5 years.

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Marina Goren
Marina Goren




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