11.21.14 Remember, You Chose This Career! 2014 Mid-Atlantic Conference & Expo Sheraton Premiere Tysons Corner Len Miller Director, Proposal Management

11.21.14Remember, You Chose This Career!

2014 Mid-Atlantic Conference & ExpoSheraton Premiere

Tysons Corner

Len MillerDirector, Proposal Management

Siemens Government Technologies

2014 Mid-Atlantic Conference & Expo 2

How Did I “Choose” This Career?

1975-79: Air Force 1980-83 (BS Physics): College 1983 (first job in Industry): Programmer/Analyst 1983–1995: Systems Engineer, Engineering Branch Manager, Program

Manager, Product Support Group Manager, Aviation Training Group Manager, Deputy Training Division Manager, Quality Manager, and Proposal Manager Here is where I was “seduced”

1995-1996: Software Quality Manager, Capture Manager, Project Manager and Proposal Manager

1996-2000: New Business Development Rep and Proposal Manager 2000-2002: Proposal Operations Manager 2002-2013: Sr. Proposal Manager, Sr. Director of Classified Proposals,

VP Intelligence/Classified Proposals, VP Proposal Strategy and Operations

2013-Present: Director, Proposal Management

11.21.14

Did You Choose this Career…or Did it Choose You?

How many of us declared that we wanted to be BD/Proposal/Capture professionals when we grew up?

How many took college courses that would help us pursue a career in BD/Proposal/Capture professions?

Did you proactively choose the career you are in…or did you stumble into it over time?

Were you “seduced” into this career path over time?

Let me tell you a real-life story…

11.21.14 2014 Mid-Atlantic Conference & Expo 3

4

How Did We Get Here?

Marketing and Sales

Proposal Professionals

BusinessDevelopmentOperations

LineOperations

TechnicalRoles

Production/Publications Operations

A few standard paths lead to perdition!

2014 Mid-Atlantic Conference & Expo11.21.14


How Did We Get Here? (Cont’d)

By and large, our involvement was one of accident or a need to cure boredom– Need for certain skill sets

Writing Critical analysis Organizational Creative Leadership Common sense Business/investment analysis Production Ability to follow instructions

– Naiveté “I need somebody to work a proposal,” he said. “Sure”, she, the bored cubicle denizen, said

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6

Help Those We Lead to Choose the Right Path

As Leaders, we have the

responsibility to:

• Guide the career paths of each

person in our charge, as well as

others in our profession

• Lead by example and from “the

front”

• “Mentor” daily.

1. How many of you have actually had or currently have a mentor?

2. How many of you actively lead and mentor others?

3. How many of us feel “stuck” in their career and the path you are on?

11.21.14 2014 Mid-Atlantic Conference & Expo

What is a Mentor? - “A person at a higher level of responsibility in the organization, who agrees to act as a wise or trusted counselor, leader, and role model to a person who seeks to grow and develop professionally.” - Creating Mentoring and Coaching Programs – Jack J. Phillips


Who is Responsible for Your Career?

Leaders – responsible for their own path AND are also responsible to help guide/mentor each person in their charge and others in our profession.

Each Individual – each of us is DIRECTLY responsible for our own careers!

11.21.14

“Careers, like rockets, don’t always take off on schedule. The key is to

keep working the engines.”

– Gary Sinise


Who is Responsible for Your Career?

Time passes too quickly…you do nothing and years go by. Invest time in planning where you want to end up and then work that

plan!!! Get with a mentor and with your direct Leader to create that plan and to

work the plan. Use tools to help you develop a career life cycle profile and plan. Become an expert, develop a network, and make your career objectives

known). Stay current in your field. Set yourself apart from the crowd It’s up to you to choose the path / take the correct fork in the road. Get involved in professional associations, like APMP! Have fun at your job/career…life is far too short!! Be accountable to the Mentor, your Leader, and Yourself!!! – “To Thine

Own Self Be True”

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Where Can We Go?

Proposal performance prepares us for leadership roles throughout our organizations


BusinessDevelopment

Business Intelligence

Market Research & Communications

Marketing

BusinessDeveloper

Sales

CaptureManagement

CaptureManager

SeniorCaptureManager

CaptureManagementOperations

ProgramManagement

Deputy ProgramManager

ProgramManager

LineExecutive

BusinessCommunications

WriterTradeShow

Coordinator

PRExecutive

• Achieving career objectives

• Achieving career satisfaction

• Achieving opportunity

• Achieving new challenges

• Achieving financial objectives

• Positioning for 2nd, 3rd, 4th career

ProposalProfessional

ProposalManager

ProposalCoordinator

Production


Where Can We Go? (cont’d)

Proposal performance prepares us for leadership roles throughout our organizations

11.21.14

Non ProfitManagement

MarketingProject

ManagementExecutive

Publications Membership

ProposalOperations

Proposal Manager

Proposal Coordinator

Graphic Artist/Editor/DTP

Senior Proposal Manager

Proposal Operations Manager

Proposal Coordination Manager

Production Operations Manager

Senior Proposal Coordinator

Senior Level

Consultant All of the Above

• Achieving career objectives

• Achieving career satisfaction

• Achieving opportunity

• Achieving new challenges

• Achieving financial objectives

• Positioning for 2nd, 3rd, 4th career

ProposalProfessional

ProposalManager

ProposalCoordinator

Production

Where Can We Go? (Cont’d)

We develop the skill sets for all of the tracks cited… Why do so few of us ever seem to move far from the day-to-day grind of

doing proposals?– Company barriers erected that prevent movement– Administrative– Managerial– Artificial

Our own comfort level– I hate props but I know them– Can’t do anything else syndrome

Inability to connect the full range of our skill set with other opportunities Inability to sell ourselves

11.21.14 2014 Mid-Atlantic Conference & Expo 11


Where Can We Go? (Cont’d)

I want to be a Section Writer, Proposal Reviewer, and Capture Manager/Proposal Manager Trainer when I grow up.

What do you want to be? Don’t think in a traditional career

development model (only 1 to 2 companies in your career)

Instead, look at non-traditional models

11.21.14

13

New Models for Career Development

40 Years

2 Years2 Years 5 Years5 Years

Retire

Several Company Changes (3-5)

EnterWorkforce

(Any place)

Job 1

Functional Area

Non Traditional Model 1Non Traditional Model 1

Change Companies

3 Times in 5 Years

Promotion

ManagementPosition

Senior

ManagementPosition

Executive

ManagementPosition

Senior Executive

Promotion Promotion

Significant Additional Education

30-35 Years30-35 Years

14

New Models for Career Development (cont’d)


Retire

No Company Change to as Many as 6 Changes Over Time

EnterWorkforce

(Any Place)

Job 1


MultipleFunctionalExposure

FunctionalCareer 1Proposal Specialist

Junior Senior

FunctionalCareer 2Proposal Manager

Junior Senior

FunctionalCareer 3Capture Manager

Consultant

SmallDeals

LargeDeals

Full-Time

Part-Time

40 Years


15



Retire

Change Companies with each Functional Career Shift

EnterWorkforce(Any place)

Functional Career

1

Proposal Specialist


Job 1Multiple

FunctionalExposure

Functional Career

2

Functional Career

3

Functional Career

4

Proposal Manager

Capture ManagerBusiness

Development

40 Years

2 Years2 Years 5 Years5 Years 5 Years5 Years 25-30 Years25-30 Years

16



Retire

Company 1

EnterWorkforce

Job 1


MultipleFunctionalExposure

Career 1Proposal

Professional

ProposalSpecialist

40 Years

30 Years30 Years 10 Years10

Years

Company 2 Company 3 Company 4

ProposalManager

ProposalOps

Manager

Career 2Business

Development

Marketing

BusinessDevelop-

mentManager

CIManager Pubs Marketing Executive

Career 3 Non-Profit

Self

Career 4 Semi-

Retirement

Consultant

Teacher

17


40 Years



Retire

Multiple Companies During Career

EnterWorkforce

Proposal Professional Continuum

SectionWriter

Some Additional Education

Job 1Multiple

FunctionalExposure

BookBoss

ProposalManager

Section Writer/

Strategist

10 Years10 Years

Proposal Operations

Manager

5 Years

5 Years


A Simple Tool for Career Profile / Plan Development

Use a tool to support the career development of those in your charge

Encourage people to really think about their career

Review a real-world example Tool available in soft copy within these

11.21.14

Specific Actions

Current Job Title Next Desired Title Next Desired Title

<Area 1>

X Sample text. Type your actions here. Mark when completed.

Defining and Controlling Your Career Path

<Area 2>

<Area 3>

Specific Actions

<Area 1>


<Area 2>

<Area 3>

Specific Actions

<Area 1>


<Area 2>

<Area 3>

2014 2015 2016 2017

Guidelines for the Tool

Job Titles vary by person Specific Actions areas will vary somewhat by

person but there is a common set for promotion from one title to the next

Update each chart as needed. Minimum update frequency is on annual review period

Area checklists should be prioritized top to bottom; Items within area – same thing

Create another slide if necessary if Area boxes get too long

Specific Actions

Proposal Analyst III Proposal Analyst Lead Proposal Develop Mgr.

Proposal Development

X As Sect/Vol Lead, provide direct support for Resumes, PP, and/or Mgmt/Tech Volume. Participate in at least 2 efforts, including one large corporate proposal. (3/11)

X Manage at least 1 small/med-sized BG prop. (as prime) participating in all proposal-management related tasks including milestone reviews (if applicable), resource allocation, strategy dev., storyboarding and outlining, prop dev and reviews, and production. (6/11)

X Manage at least 2 efforts similar to above as a subcontractor. (6/11)

As Deputy PM or Coordinator, support at least 2 Corporate or BG proposals. (2/11)

X Participate in 3 Proposal Reviews as a Section/Volume review lead, incl. at least one effort leading the Review team on an FPR (or similar) response. (4/11)


Specific ActionsProposal Development

Serves as team leader to coordinate major proposal efforts.

Focus on the win strategy and resultant tactics throughout the proposal development process

X Assists proposal stakeholders in understanding and implementing capture and prop dev best practices

X Works with line organization management to identify cost/ pricing volume lead; ensures cross-pollination and consistency of pricing with other volumes.

X Responds to RFP amendments and implements required changes to proposal.

X Identifies roles and responsibilities to the detail level; communicates tasks and objectives clearly and unambiguously; and ensures accountability on all requirements.

Specific ActionsProposal Development

Responsible for direct supervision/ management of the proposal analysis staff. Manage all activities involved in the development and revision of proposals.

Proposal strategy, including developing win themes, valuepropositions, DAGs, and graphics.

Maintain and adhere to tightly-controlled spend plan

Develop and manage proposal team personnel and resources

Analyzes USG solicitation, identifies all requirements and criteria for evaluation, and prepares and distributes the detailed proposal schedule, outline and guidelines.

Works with line organization management to identify cost/ pricing volume lead; ensures cross-pollination and consistency with other volumes.

FY11 FY12 FY13 FY14 FY15

Specific Actions

Proposal Analyst III Proposal Analyst Lead Proposal Develop Mgr.


Specific ActionsProposal Development (cont.)

X Prepares status reports and briefings for management; prepares, presents, conducts, andparticipates in reviews at all stages in the proposal.

X Define requirements for and implement tools and processes extend Prop Team Capabilities

Professional Development

Complete Shipley Price-to-Win or Winning in the Cost Volume Course

Evaluate and Begin MPA Courses

X Present at APMP Conference/ Journal Article; Attend Roundtables

Complete Accreditation for APMP Practitioner

Additional Training

Complete 2 Company University or equivalent Sharepoint/KM Training courses

Specific ActionsProfessional Development

Enter formal MPA Program

Complete Shipley “Winning through Oral Proposals” course

Complete Price-to-Win or WCV Course

Present at APMP Conference/ Journal Article; Attend Roundtables

Leadership

Company Professional Training

Capture Management

Support BD in Development of 1 Opportunity (resourcing, teaming, positioning)

Manage Small BG Capture Effort including Milestone Development, Win Strategy, Pricing Strategy, Proposal Dev and Lead-in to Execution

Professional Development (cont.)

X As Review Lead, manage 1 Pink or Red Team Review on a small Corporate or BG effort, incl. review planning, documentation, execution and recovery (6/11)

X Develop an accurate B & P Spend Plan working with team mentor or Capture Mgr; coordinate timing with B&P Training course (12/10)

Additional Training/Dev

Complete 2 Sharepoint/KM courses (03/11)

X Office 2007 Training

Professional Development

X Complete Shipley Capturing Federal Business course (10/10)

Complete Shipley “Managing Federal Proposals” course (03/11)

X B&P Mgmt, Intro2Mgmt, Fin Mgmt, ReCompete - 1 per qtr; (06/11)

FY11 FY12 FY13 FY14 FY15


Maybe It’s Not So Hard?

Nobody else or hardly anyone else wants our jobs Many companies recognize us as critical to new business

success Great learning ground for multiple career paths Great positioning for semi-retirement And, nothing is better than winning!!! Choose your path and follow it…when you come to a fork

in the road, take it.

11.21.14

“I shall be telling this with a sighSomewhere ages and ages hence:Two roads diverged in a wood, and I,I took the one less traveled by,And that has made all the difference.” The Road Not Taken - Robert Frost

24

Thank You

Len MillerDirector, Proposal ManagementSiemens Government Technologies, Inc.Office: (703) 483-2106Cell: (571) [email protected]


“The woods are lovely, dark and deep, But I have promises to keep, And miles to go before I sleep, And miles to go before I sleep.”- Stopping by Woods on a Snowy Evening Robert Frost

mailto:[email protected]

Documents

11.21.14 Remember, You Chose This Career! 2014 Mid-Atlantic Conference & Expo Sheraton Premiere Tysons Corner Len Miller Director, Proposal Management