Stephanie Gilbert

Freelance Business Developer & Proposal Writer

Location:Albuquerque, New Mexico, United States
2 Skills
Ms. Gilbert has over 30 years of broad-based professional work experience including business development, capture management, grant and proposal development and management, project management, and IT systems development. She is fully versed in various IT methodologies and processes and has managed teams of business development, proposal, technical and administrative personnel. She possesses strong organizational skills, and excellent written, oral, and Microsoft Office application skills (Outlook, Word, Excel, PowerPoint, Project and SharePoint,) and has a working familiarity with Deltek CRM, Visio, and Adobe Illustrator/ Photoshop. Proposal Management and Business Development skills include:

Business Development
• Market research, competitive analysis
• Verification and validation of business/bid opportunities
• Development and presentation of the business case to support pursuit of opportunities
• Directing and performing opportunity capture and marketing efforts
• Identification, liaison and negotiation with teaming partners
• Development of winning strategies, themes, and discriminators
• Creation of approach to providing products/services (sourcing, management, implementation) Grant and Proposal Development/Management
• Request for Proposal (RFP) shredding, review and analysis
• Development, coordination, and writing of Proposal artifacts
o Proposal Calendar
o Compliance Matrix
o Past Performance references tailored to the RFP requirements
o Technical Approach
o Management Plan
o Pricing
o Develop and tailor plans: Quality Assurance, Security, Program Management, Staffing
• Manage proposal reviews, comments, and debriefs
• Develop and coach Oral Proposal presentations

Proposal Contractor – Albuquerque, NM, June 2006 – Present
Provide proposal and grant development consulting to aerospace, national laboratory, non-profit/not-for-profit, and security contractors nationwide. Respond to sources sought and statement of capabilities notices. Research opportunities and provide insights for appropriate pursuit. Assist in positioning for eventual bid. Develop and manage proposals, with a focus on 100% compliance, compelling technical and management response, pricing, resumes and past performance.
Recent proposals include: Enterprise Services (IT) for Sandia National Laboratories (DOE) valued at $88M over 5 years; Adjudication Services for NNSA and TSA; Background Investigation and Adjudication Services for Customs and Border Protection; Scout Sniper Observation Telescope for U.S. Marines; Advanced Ballistic Calculator for U.S. Army; and 21st Century Learning Centers for the State of New Mexico to provide afterschool educational programs.

Business Development Manager – Westech International, Inc., Albuquerque, NM, August 2009 – Feb 2011
Lead, directed, and coordinated all bids and proposals. Developed and implemented a simplified capture plan process, compliance matrices, proposal schedules, proposal volume outlines, and review team materials. Provided analytical assessment of all technical proposal sections. Ensured 100% RFP compliance. Directed and coordinated technical and administrative consultants. Developed corporate capabilities statement and associated marketing collateral.
Recent proposal activities include: Coached oral proposal team for the Lawrence Livermore National Labs (DOE) technical staff bid. Wrote technical sections for the Public Safety and Resource Protection Program support proposal for the DOE Hanford Site. Managed the proposal for the Air Force Operational Test and Evaluation Command technical support services bid. Managed and coached written and oral proposals for the Army Intelligence Electronic Warfare Test Directorate support bid.

Director of Business Development – enGenius Consulting Group, Inc., McLean, VA, Oct 2005 – June 2006
All business development functions. Provided market research, pursuit, capture, and proposal development for 8(a) opportunities within the Federal government. Customers included Army Corps of Engineers and the US Geological Survey.

Director, Marketing - Analex Corp., Alexandria, VA, Nov 2004 – Oct 2005
Provided capture management, or capture consulting, on every corporate bid. Managed all proposals. Developed pricing strategies, win themes, proposal outline, and research all aspects of each bid. Coordinated resources from contracts, HR, recruiting, operations, and BD for capture efforts. Managed and monitor BD pipeline. Developed and maintained master pipeline/bid/proposal schedule. Supervised proposal staff. Developed Step Review processes - created Step presentation and Capture Plan templates. Created and presented Capture Plans for bid opportunities. Built business case for bid/no-bid decision.

Manager, Business Development - Sytex, Inc., Vienna, VA, Sept 2003 – Nov 2004
Performed business development functions including identification and qualification of bid opportunities, presentation of corporate capabilities to potential customers and industry partners, establishing and nurturing relationships with new clients and partner corporations, and development of win/capture strategies for current bids. Responsibilities included development of collaborative proposal development website and consulting to novice proposal managers and technical writers. Sytex, Inc. has been sold to Lockheed Martin.

Sr. Capture Manager - NCI Information Systems, Inc., McLean, VA, Aug 2002 – June 2003
Provided capture management for new business development opportunities, including Army-ITES valued at $500M over 5 years. Conducted a Black Hat review for this effort which included senior management from companies including BearingStraight, Lockheed Martin, and Northrop Grumman. Led sales staff in the verification and validation of new opportunities by customer direct interface creating competition analysis and potential price-to-win strategies. Provided research on clients, budgets, and industry trends. Developed business case for pursuing opportunities and presents all relevant information to NCI senior management. Applied experience and resources to resolve issues involving teaming arrangements and technical approach to solicitation requirements. Ensured total proposal compliance with Request for Proposal (RFP) requirements. Directed proposal staff in development and completion of proposals.

Affiliated Computer Services (ACS), Dallas, TX, Apr 97 – Aug 2002
Business Development Technical Director, Defense Programs - ACS Defense, Inc., Alexandria, VA, Feb 99 – Aug 2002
Performed all business development (BD) functions including analysis of opportunities spanning initial client contact through RFP, capture, proposal process, and award. BD Focus on Department of Defense and Federal Law Enforcement agencies. Identified and qualified opportunities and built a business case for pursuing. Prepared and delivered corporate capability briefings to new and current clients. Assisted clients in defining scope of work, statement of objectives, project requirements, and technical aspects of their enterprises. Reviewed and approved labor estimates and other program cost estimates. Worked for over 9 months in collaboration with Lockheed Martin on capturing the Army WIN-T contract valued at over $8.5M. ACS Defense was sold to Lockheed Martin.

Program Manager, Systems Integration Specialist - ACS Government Services (formerly CDSI), Rockville, MD, Apr 97 – Feb 99
As the Program Manager for ACS, provided subcontractor support to the IRS Integration Support Contract (ISC) for the Internal Revenue Service (IRS). Managed a technical staff of ACS and subcontractor employees. Performed all program management duties concerning budget, travel, subcontractor issues, staffing, and performance evaluations. Technical duties included working closely with IRS technical clients to define standard operating procedures, data requirements, and automated procedure support for the IRS Engineering organization. Assisting in the definition of support system and data requirements, schedule, and hardware/software architectures. Documented system architecture through creating of Entity Relationship Diagrams (ERDs), Component Hierarchy Diagrams, Dataflow Diagrams (DFDs). Provided software development support for workflow tracking of issues, action items, and other engineering work items.

Principal Research Scientist/Business Development - Battelle Memorial Institute, Arlington, VA, Oct 95 – Mar 97
Managed and directed proposal development teams. Developed IT methodologies for presentation in technical proposals. Modified and compiled proposal input to create a professional product. Interacted with directors, DoD program managers, other senior staff to investigate and relay project successes. Developed project descriptions to accurately record/communicate and recommend actions for work accomplished. Created, established, improved procedures and processes for control and development of proposals.

Sr. Systems Engineer/Systems Integration Specialist - Computer Data Systems, Inc., Rockville, MD, Sept 92 – Oct 95
Led a contract delivery order subtask to provide CASE tool support to IRS’s ISC user groups. As Subtask Leader, supervised three programmer/analysts and two UNIX system administrators. User groups included performance modeling, requirements definition, IRS Information Systems Architecture, and IRS Project charters.

Self-employed Consultant, Nov 93 – Apr 94
Wrote major portions of Indian Health Services (IHS) Requirements Analysis of Alternatives and Agency Procurement Request for the Resource and Patient Management System and the Banyan Office Automation/E-mail System Acquisition.

? Product Manager-Senior Programmer/Analyst, Jan 90 – Aug 92
o Compusearch Software Systems, McLean, VA
? Systems Analyst/Consultant, Apr 89 – Jan 90
o Seara Information Strategy Corp., Arlington, VA
? Self-employed Consultant, Sept 86 – Apr 89
? Computer Programmer/Analyst II, Apr 84 – Sept 86
o University of California – Davis, CA
? Computer Programmer/Operator, Mar 81 – Apr 84
o Northern California Grocers Assoc., Sacramento, CA

Secret, Department of Defense, 2001, Current
Public Trust, Internal Revenue Service, 1992

Associate of Science, Computer Science, Sierra College - Rocklin, CA, June 1982

PACA – Professional Aerospace Contractors Association of New Mexico