ProposalExecs

The ProposalExecs Roundtable Series brings together a select group of business development and proposal executives from leading government contracting organizations for peer-to-peer roundtable discussions on topics tailored to the unique challenges of winning government business.

Participants gain shared knowledge, fresh perspectives, actionable advice and benchmarking opportunities — all in an intimate, confidential setting facilitated by an industry veteran.

When:
April 25, 2019
8:00 am - 8:30 am, Breakfast & Meet the Participants
8:30 am - 11:00 am, Roundtable Discussion

Where:
Proposal Development Consultants Corporate Office
1801 Research Blvd., Suite 307
Rockville, MD 20850

Solution Development Techniques – Stand Out from Your Competitors

Proposal leaders can employ various techniques when developing a proposal solution during the all-important capture phase. These include solutioning sessions (either free-form or facilitated by internal/external resources), gamestorming, design thinking, the 3-box approach to innovation and execution . . . and more.

This spring, ProposalExecs Roundtable participants will gather to discuss which tactics and techniques can be used to ensure that a chosen solution is the one a prospect will prefer, and that it will differentiate their company from competitors.

Thoughts to consider for the Roundtable event:

  • How are you thinking about solution development during capture?
  • Which techniques/tactics have worked for you – and what hasn’t?
  • Are you doing anything that takes you outside your comfort zone? If so, what?
  • How do you make sure that the solution you develop fits your prospect's needs?

Who should attend:
Capture managers and capture SME’s that manage the development of solutions during the capture phase.

Moderator: 
Ricki Henschel Sr. Vice President, BD and Innovations Learning at ICF International, Inc.

Ricki has been working in the world of business development (BD) for more than 25 years. In 2005 she developed and began running the ICF BD Operations team, assuming responsibility for capture and proposal support, BD systems and research. Ricki helped guide efforts to win the largest opportunities pursued by ICF, drawing on expertise across the company to address the complexities of disaster management, cyber security, transportation, education, healthcare, digital engagement and more. She was recently charged with identifying how best to enrich ICF's BD and innovation capacity through training, with the intent to win more exciting work. Prior to her focus on BD, Ricki’s professional journey included experience as an on-air DJ (jazz and top 40), time spent in news broadcasting, and in manufacturing broadcast amplifiers for radio stations. Those who know Ricki know nothing makes her happier than a big, significant win — except her grandkids, a great single malt and maybe another Stanley Cup. Go Capitals!

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