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CAPTURE & BUSINESS DEVELOPMENT | Intermediate/Advanced

Friday, May 29, 2015 | 9:40 AM - 10:40 AM
Grand Ballroom A


Seven Deadly Proposal Sins

Olessia Smotrova-Taylor, CF APMP Fellow
President/CEO, OST Global Solutions, Inc.

David Huff
Business Development and Operations Director, OST Global Solutions, Inc.

Most proposals are written by good companies that care deeply about their customers. Then why do so many of these proposals turn out poorly? When assessing proposals along 60 parameters and interviewing the companies, we have traced many of the failures to the Seven Deadly Proposal Sins that both small and large companies, novices and professionals, commit. Engaging in pride, gluttony, greed, envy, sloth, lust, and wrath lead to underestimating competition, spreading oneself too thin, not resourcing the proposal to win, company-wide counterproductive beliefs, copying-and-pasting, unselective teaming, and being too rigid in proposal processes. This presentation goes beyond merely admiring the problem, and offers specific steps that bidders can take to mitigate the risk of developing a losing proposal. The measures span quality control processes, organizational changes, process adjustments, and other improvements that focus on the finer points of proposal mastery that raise the companies’ probability of winning.



Olessia Smotrova-Taylor, CF APMP Fellow, is the President/CEO of OST Global Solutions, a BD, capture, and proposal management and training company. OST won over $20 billion for clients. She is the President of the National Contracts Management Association (NCMA) Bethesda/Medical Chapter, and served for two years as the President of the Association of Proposal Management Professionals’ National Capital Area Chapter. She authored How to Get Government Contracts: Have a Slice of the $1 Trillion Pie, and 16 courses for OST’s Bid & Proposal Academy. Prior to OST, she won business for Raytheon and Lockheed Martin, and wrote for the Financial Times.

David Huff is the Business Development and Operations Director at OST Global Solutions. He oversees business development operations, managing clients’ opportunity pipelines of over $500M. He has captured, managed, written, and won proposals ranging from $100K to $495M. He is one of the Bid & Proposal Academy instructors, focusing on writing, proposal management, capture, and BD. He is an Army veteran with 27 months over two deployments to Afghanistan with the 82nd Airborne Division. He also runs an SDVOSB, ArdentGuide, focused on information technology and acquisition support. He holds BS in Business Administration from The George Washington University.

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Olessia Smotrova-Taylor
Olessia Smotrova-Taylor

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