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Federal Proposal Management Best Practices

Wednesday, May 28, 2014 | 1:00 PM - 2:00 PM
Sheraton 2

Protest Proofing Your Proposal

Jay G. Herther, CPP APMP Fellow
Director of Business Winning, BAE Systems


GAO reports indicate that the number of protests has doubled in the past 5-years and growing.  Analysis of some recent protests and trends reveal a major change in the DoD/Federal acquisition/proposal industry.  So, why do contractors protest?  What are the odds of success?  What were the reasons that protests were upheld?  What are the rules?  Do protests mean that only the lowest evaluated Price can win and that "Best Value" is dead?  What behavior is this going to drive our Federal customers and fellow bidders?  What can you do in your Capture and proposal to attempt to make your proposal: "Protest Proof"?  This briefing researches this hot topic and the answers to these questions may increase your Pwin (Probability of Win): even if there is not a protest.  The audience will be polled to share their Protest war stories so we can learn more as an Industry.


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Jay Herther

Jay Herther is the Director of Business Winning for the Electronics Systems Sector at BAE Systems. He is a Growth Leader with over 25 years of experience leading capture/proposal teams to achieve an 80% win rate totaling over $10 Billion and the author of 12 APMP articles. Mr.  Herther has two Masters degrees from MIT and attended an Executive Harvard Business School program.  He is a Certified Proposal Practitioner APMP Fellow who won the APMP "Insight" Award in 2007 and APMP Fellow award in 2009.  


 


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