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CAPTURE & BUSINESS DEVELOPMENT | Intermediate/Advanced

Thursday, May 28, 2015 | 1:00 PM - 2:00 PM
Grand Ballroom A


Guiding the Procurement with Crafty Questions (Even after RFP Release)

Frank Russo
Principal Director, FedConsultants.com

Never miss an opportunity to guide the RFP or SOW to your company’s favor, even after the RFP is released. Crafting effective questions is both art and science. In this session, we discuss the psychology behind tailoring questions to subtly lead responses to a favorable conclusion. We also look at the art of question construction based on the goal you want the question to achieve. We will dissect the good, bad and ugliest questions and answers from actual procurements to demonstrate how a highly effective question is crafted, as well as review successful outcomes. At the conclusion of this session you will become better at crafting questions that will:
  • Shape the RFP to your company’s strengths.
  • Surface competitor weaknesses.
  • Level the pricing playing field (especially as an incumbent).
This session is not without humor, as some of the worst and most humorous questions and responses are discussed.



Frank Russo has over 25 years of federal business development experience. He has held C-level positions at two multinational, multibillion companies as a business development executive. His efforts at both organizations directly contributed to over 100% business unit revenue growth during his tenure. He has served as capture manager and/or proposal manager on over 500 proposals ranging from under $1 million to over $1 billion in value including base operations, logistics, security, medical administration, medical service and scientific services. Most importantly he has crafted countless pointed and insightful questions that have cracked the impenetrable Contracting Officer handbook answer "Please see paragraph X.X of the RFP” and achieved the outcome he was after.

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Frank Russo
Frank Russo


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