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CAPTURE & BUSINESS DEVELOPMENT | Intermediate/Advanced

Wednesday, May 27, 2015 | 1:00 PM - 2:00 PM
Grand Ballroom A


Are We Stuck in the Past? The Need for New Thinking

Ajay Patel
President & CEO, SM&A


From the early days of our industry in the late 1960s, through the advent of the PC, to the present day, we have constantly refined the art and science of winning proposal development. But have we really created better proposals? This presentation posits that proposals haven’t really changed much over the last 25 years. In relation to the rate of change throughout our world, they have remained rooted in the past, and use about the same story-telling principles. We need to evolve the art of narrative and visualization. This presentation offers a view of different, more nuanced story-telling principles, and shows how these new methods are being used in other contexts. Can we create this change in a highly restrictive proposal environment?



Ajay Patel leads SM&A as President, CEO, and ownership team member since July 2013. He leads advisory teams focusing on competitive strategy, policy, technology & investment decisions for senior executives in industry & governments in the US, Europe, Middle East & Asia. He has over 30 years' consulting, business development, operations, program management & systems engineering experience. Ajay was previously a Director at Deloitte Consulting, Senior Partner at the Monitor Group, and COO at SM&A.

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Ajay Patel
Ajay Patel


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