Tuesday, May 27, 2014 | 10:00 AM - 11:30 AM
Selling to the New Generation of Procurement Professional
Managing Director, WBDS Inc.
The federal acquisition corps is growing younger every year. Currently 51 percent are from Generations X and Y. The average age of the Defense Acquisition Workforce is 45, and over the next 5 years nearly 25 percent of that workforce is eligible to retire. What that all boils down to is a new generation of procurement professionals that are steeped in, if not born and raised in, the information age. This generation is distracted by multiple information streams and require their attention be grabbed in the space of a Tweet—just 140 characters. Even the name of their Generation is short. This workshop discusses the effect of the "younging” of the defense acquisition workforce and how to pack as much punch into proposals limited to 10, 15, or 20 pages. We'll discuss real and effective ways to communicate more in less space, providing solutions the reader understands. Innovations in graphics, electronic submission techniques, and effective use of APPs within the proposal will be discussed.
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Frank Russo has more than 25 years of federal and commercial business development experience. He has held C-level business development positions at two multinational multibillion-dollar companies, directly contributing to doubling business unit revenue growth at both organizations. He has served as capture manager or proposal manager on more than 500 proposals, ranging in value from less than $1 million to more than $1 billion. Over the past 6 years, Frank consulted on numerous proposals for the "new generation” procurement professional, crafting effective 10- to 50-page responses to complex multidiscipline technical requirements. His techniques have achieved high technical marks, limited or no clarifications, and wins for his clients.