11.21.14 Remember, You Chose This Career! 2014 Mid-Atlantic Conference & Exp Sheraton Premier Tysons Corne Len Miller Director, Proposal Management Siemens Government Technologies
Dec 22, 2015
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
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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…
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How Did We Get Here?
Marketing and Sales
Proposal Professionals
BusinessDevelopmentOperations
LineOperations
TechnicalRoles
Production/Publications Operations
A few standard paths lead to perdition!
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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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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
2014 Mid-Atlantic Conference & Expo 7
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!
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“Careers, like rockets, don’t always take off on schedule. The key is to
keep working the engines.”
– Gary Sinise
2014 Mid-Atlantic Conference & Expo 8
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
11.21.14 2014 Mid-Atlantic Conference & Expo
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
2014 Mid-Atlantic Conference & Expo 10
Where Can We Go? (cont’d)
Proposal performance prepares us for leadership roles throughout our organizations
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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
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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
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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
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New Models for Career Development (cont’d)
Non Traditional Model 2Non Traditional Model 2
Retire
No Company Change to as Many as 6 Changes Over Time
EnterWorkforce
(Any Place)
Job 1
Significant Additional Education
MultipleFunctionalExposure
FunctionalCareer 1Proposal Specialist
Junior Senior
FunctionalCareer 2Proposal Manager
Junior Senior
FunctionalCareer 3Capture Manager
Consultant
SmallDeals
LargeDeals
Full-Time
Part-Time
40 Years
30 Years30 Years 10 Years10 Years
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New Models for Career Development (cont’d)
Non Traditional Model 3Non Traditional Model 3
Retire
Change Companies with each Functional Career Shift
EnterWorkforce(Any place)
Functional Career
1
Proposal Specialist
Significant Additional Education
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
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New Models for Career Development (cont’d)
Non Traditional Model 4Non Traditional Model 4
Retire
Company 1
EnterWorkforce
Job 1
Significant Additional Education
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
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New Models for Career Development (cont’d)
40 Years
Non Traditional Model 5Non Traditional Model 5
2 Years2 Years 20 Years20 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
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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
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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>
X Sample text. Type your actions here. Mark when completed.
<Area 2>
<Area 3>
Specific Actions
<Area 1>
X Sample text. Type your actions here. Mark when completed.
<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)
Defining and Controlling Your Career Path
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.
Defining and Controlling Your Career Path
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
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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.
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“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
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Thank You
Len MillerDirector, Proposal ManagementSiemens Government Technologies, Inc.Office: (703) 483-2106Cell: (571) [email protected]
11.21.14 2014 Mid-Atlantic Conference & Expo
“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