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Federal Proposal Management Best Practices

Wednesday, May 28, 2014 | 2:20 PM - 3:20 PM
Sheraton 2

Plan B - When Do You Execute It?

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


So, you get to the Red Team Review, you’ve used up 2/3 or 3/4 of the proposal schedule, and 4 of the 6 volumes are scored RED, as in ‘start over - these are in really bad shape!’ As the Proposal Manager, what do you do now to recover? Didn’t you see this coming, and shouldn’t you have put "Plan B” in place long before this? How do you know when to execute a Plan B? This presentation will examine the ‘classic’ telltale signs (along the proposal development process) that are indicators of an impending disaster. More importantly, it will suggest a half dozen tried and true "Plan B” options that can be employed to overcome failing proposal situations.


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Joe O'Neill

Joe O’Neill has over 30 years proposal development experience in both government and commercial markets.  He has been involved in large federal government proposals since 1984, for defense systems and services, primarily at BAE Systems in Nashua, NH.  Since retiring in 2010, he has been a Proposal Manager for other large defense contractors, both as a Shipley Proposal Consultant and through his LLC.  He has been involved in over 100 major Department of Defense (DoD) proposals.  Involvement ranges from proposal process management to author, volume leader, Proposal Manager, and Red Team Leader.  He has been an APMP member since 1990.


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