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.

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

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

Solution Development Techniques – Centering on Customer Needs

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 customer 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 SMEs that manage the development of solutions during the capture phase.

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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High quality proposal consultants and very quick, responsive staffing. You respond to my inquiries faster than any other staffing company, with people who are more likely to meet my needs. You also consider soft-skill factors, like personality, energy, etc." Proposal Manager, Government Contractor Client
Most of the editors sent my way did quite well on the writing test I gave them. I was impressed with their knowledge and approach." Response Center | H&PS NA Proposal, Government Contractor Client
I am very impressed with the professionalism, support and follow-up PDC provides to both their consultants and to clients." Director of Proposal Development, Government Contractor Client
Staff are very supportive and tuned in to both clients and consultants to make good matches on projects." Proposal Writer, Government Contractor Client
Quick, Responsive Service
Excellent response to my needs—résumés delivered in minutes, resources provided in time to meet my needs."Director of Proposals, Government Contractor Client
Head-and-shoulders above everyone else, very supportive and responsive." Graphic Artist, PDC Contractor
Excellent service, high-quality/experienced resources, able to turn on a dime."General Manager, Government Contractor Client
Customer service and response time is tremendous."Director, Business Development, Government Contractor Client
Quick response to fill requirements with highly qualified staff."Senior Proposal Manager, Government Contractor Client
Timely service with the appropriate level of tenacity."Editor, PDC Contractor
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PDC is the best group of supporters and agents that I have been with in the past ten years—professional, experienced, and highly capable. Kudos."Supervisor of Proposals, Government Contractor Client
PDC is the friendliest and most helpful company of proposal professionals in the DC Metro area. I highly recommend them to friends, colleagues and clients who don't already use them. Kudos always."Director, Business Development, Government Contractor Client
PDC offers excellent customer service. Their staff works closely with you to identify just the right kind of candidate for your position, so that your time is not wasted in looking at résumés or talking to candidates that are not appropriate."VP of Business Development, Government Contractor Client
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