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Federal Proposal Management Best Practices

Wednesday, May 28, 2014 | 3:50 PM - 4:50 PM
Sheraton 2

Taking the Guesswork out of Gate Reviews

Frank Russo
Principal Director,  FedConsultants.com

Even if an organization is doing gate reviews, there’s a good chance the gates are no more than guesses.  Even the best gate reviews can be ambiguous for three big reasons;

  • The false need for organizational buy-in
  • The "pleasing” principle
  • Ending the process prematurely

This session provides the last Gate Review process a company will ever need.  Implementing it takes courage, discipline and the willingness to not please everyone.  This simple and highly structured approach distills the gate process into six simple questions consistent through eight defined steps.  This innovative approach to a business development staple process was refined over 15 years of proposal management  experience wrangling conference rooms full of C-level executives, retired military officers and subject matter experts to quick and highly effective bid decisions.  Attendees will leave with step by step instructions, fillable forms, specific definitions and metrics for each step in the process.

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Frank Russo

Frank has over 25 years of federal and commercial business development experience.   He has held C-level Business Development positions at two multinational multibillion companies.   He directly contributed to over 100% business unit revenue growth at both organizations.  He has served as capture manager and/or proposal manager on over 500 proposals ranging in value from under $1 million to over $1 billion.    Over the past six years Frank consulted on numerous proposals for the "new generation” procurement professional crafting effective ten to fifty page responses to complex multi-discipline technical requirements.  His techniques have achieved high technical marks, limited or no clarifications and wins for his clients.


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