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Capture & Business Development Executives Conference 2013 Presenters

APMP Capture and Business Development Executives Conference Presenters

Nanette Bulger
Executive Director, Strategic and Competitive Intelligence Professionals (SCIP)

Nanette [Nan] Bulger is the Executive Director, CEO of SCIP, the Strategic and Competitive Intelligence Professionals Association. Nan is a practitioner and international consultant serving profit, non-profit and academic entities during her 30 year career.

Nan was global lead and sector senior director of strategic planning, market and business intelligence for Philips healthcare, Koninklijke Philips Electronics N.V., a Dutch multinational. As the highest ranking strategic planning and competitive intelligence/market research professional for royal Dutch Philips, Nan built experience as an operational revenue generator, demonstrating competitive intelligence as a foundational, critical competency and discipline within organizations.

A frequent speaker, writer and trainer, Nan is an internationally published market and competitive intelligence, marketing, strategic planning and intellectual property author.
She has a B.S. in physics/environmental science from Bridgewater state university, an M.B.A. in strategy and marketing from southern New Hampshire university, and an executive certificate in strategic risk and uncertainty from MIT.

David Dickerson
Director, Capture, CACI International, Inc.

David Dickerson has been a capture executive at CACI International since January 2006. In addition to contributing to wins worth an estimated $1B, he studies high performance organizations and strategic theory as it applies to competition. David founded CACI’s premier leadership program for high potential employees, oriented to teaching the business and leadership skills required for business growth.

Rick Harris, CF APMP
Executive Director, APMP

Rick Harris, a 25 year association executive, is the Executive Director of APMP, the global association of record for professionals dedicated to the process of winning business through proposals, bids, tenders, capture, business development and presentations. APMP has more than 5,300 members.

Jay Herther, CPP APMP Fellow
Director, Business Winning, BAE Systems Inc.

Jay Herther is the Director of Business Winning for the $4B Electronics Systems Sector at BAE Systems. He is a growth leader with over 25-years of experience leading capture/proposal teams to achieve an 80% win rate, totaling over $10 Billion. He has authored 12 APMP articles and dozens of Capture/Proposal briefings.

Herther is the APMP 2007 Insight Award and 1997 Lockheed Martin NOVA Award for Leadership recipient. He has a B.S. in Electrical Engineering from the University of New Hampshire, a Masters in Aeronautical Engineering from MIT and a Masters in Management of Technology from the MIT Sloan School of Management. He attended an 8-week Executive Harvard Business School (HBS) General Manager program. Herther is a lifelong learner, mentor, trainer, practitioner with a burning passion for winning business.

Howard Nutt, CFAPMP Fellow
Executive Director, APMP Center for Business Development Excellence

Howard Nutt, a 30-year BD professional, is Director of the APMP Center for Business Development Excellence, the APMP subsidiary dedicated to BD excellence through the Capability Maturity Model® for Business Development (BD-CMM) and continuing research and development on BD best practices. He was one of the original organizers and a long-time board member of the APMP, and is an APMP fellow. Formerly, the as Executive Director of the Business Development Institute International and a BD process consultant, Howard led development of the BD-CMM and its supporting services, conducted numerous benchmarking studies, and worked with large and small corporations in the USA, Canada, Mexico, Europe, India, and the Asia Pacific.

Kristin Pennypacker, CF APMP
Principal Consultant, Lohfeld Consulting Group

Kristin Pennypacker specializes in competitive strategy and proposal management to win strategic opportunities in DoD and civil markets. She provides strategic leadership and coaching for capture and proposal efforts, working with senior managers and staff on all aspects of procurements, including competitive assessment, capture strategy, offer definition, and proposal development. An experienced proposal manager Pennypacker’s expertise encompasses managing responses on large DoD procurements and task order proposals.


Pennypacker was a program manager for a large IDIQ ($1B) contract and a former Critical Strategic Initiatives (CSI) "blackbelt” in capture strategy and proposal development with Booz Allen and Hamilton. She has more than 15 years’ experience providing strategic leadership and capture and proposal management for federal civil, defense, and security procurements. On Booz Allen’s CSI Team, Kristin helped institutionalize best practices and competitive methods through consulting, providing hands-on expertise, and coaching to capture managers and proposal teams and led the proposal management consulting service offering for CSI.

Randy Richter
President, Richter & Company

Randy Richter is President of Richter & Company, a Frederick, Maryland based competitive analysis and pricing strategy firm. His knowledge and experience – combined with outstanding analytical and presentation skills and an overwhelming "can do” attitude – have helped clients win more than $60 Billion in business in the highly competitive Federal marketplace. He has been a highly-rated speaker at many events, including recent APMP National and Regional conferences.

Charles Sharrocks
President, CyberMission Solutions, Inc.

Mr. Sharrocks is a retired Naval Officer with extensive experience in contracts and information systems. Mr. Sharrocks served in the Office of the Navy Competition Advocate, where he worked on ensuring fair competition for large acquisitions. He has worked with large and small firms responsible for business operations and pursuing multiple procurements in Defense and civilian agencies. His experience includes multi-billion dollar National Laboratory acquisitions to large hardware procurements to specialty acquisitions for niche technologies. Mr. Sharrocks is a Project Management Professional (PMP) and is a certified Six Sigma Champion.

John Steckel, CP APMP,
Strategic Growth Team, Raytheon

John Steckel is a Vice President of Business Development for Raytheon Company, leading the company’s Strategic Growth Team, and is responsible for developing and enabling enterprise-wide initiatives to enhance Raytheon’s ability to win new business and supporting the company’s strategic opportunities.


He served as vice president of business development for Raytheon Technical Service Company LLC (RTSC) and served in several strategic positions at BAE Systems (Electronic Solutions Sector, Armament Systems Line of Business, Electronic Warfare). Before joining BAE Systems, Steckel served in marketing and program management leadership roles at several companies (FedEx, PepsiCo, Imagitas, Nashua Corporation, Dharma Systems). Steckel served 21 years in the United States Navy and United Stated Naval Reserves as a P-3C Orion Naval Flight Officer. He holds a B.S. from the United States Naval Academy and an MBA from the Kenan-Flagler School of Business at the University of North Carolina-Chapel Hill.

Geren Williams
Director of Capture Management, HP

Geren Williams is Director of Capture Management for HP Enterprise Services (HPES) Public Sector Civilian Segment. He specializes in capture strategy and management, competitive intelligence, and proposal strategy. Geren has significant experience in starting and leading highly-effective bid management organizations and directs a team of business development professionals providing capture management, bid management, proposal development, and bid coordination for Federal Public Sector clients.


Williams served as a Vice-President of Capture Management at CACI and as a Senior Associate at Booz Allen Hamilton, where he directed operations for the firm's "Civil Success Board," the Center of Excellence for business development activity in the Civil Market. He was also a senior leader in Booz Allen’s elite Critical Strategic Initiatives (CSI) team, organized to unite the most successful business development strategists and proposal experts to focus on the firm's largest, most complicated, and most strategic competitive procurements.
Geren holds an MBA from Duke University’s Fuqua School of Business, an MPA from the City University of New York’s Baruch School of Public Policy, a JD from the University of South Carolina School of Law, and a MS in Education from The Citadel.

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