Archive for the ‘Business development’ Category

Preparing for the Next Storm

Friday, October 18th, 2013

“Yesterday, I was able to do something that I hadn’t been able to do over the last few weeks: reach someone at the agency where I had been calling. After the first couple of rings, I expected to receive another prompt to leave a voicemail, but instead, I received a moment of pause…”

In today’s article, Director of Services at OST Global Solutions, Alex Brown, discusses how to recover from the Government shutdown and to prepare for possible future outcomes. (more…)


Written by Alex Brown, Our Director of Services, Alex Brown, has been in business development for over 20 years. At OST Global Solutions, Alex was brought on to develop multiple service lines including direct BD services for clients, multiple classroom training programs (from capture to writing) and a re-launch of their consulting division. Prior to his work at OST Global Solutions, Alex supported Proposal Development Consultants as a relationship manager for consultants and federal contractors in the metro DC area. Also, at VediorNA and Ingenta, he worked both in business development and in information architecture/project management, to servicing Fortune 500 clients in the Boston metro area. Alex is on the board of directors for APMP NCA since 2008.
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How to Build an Opportunities Pipeline with High-Probability Bids

Friday, August 9th, 2013

Every business needs a pipeline, which is essentially a list of all the opportunities you are chasing, with their associated values, dates when they are going to be released and awarded, all the key information about each opportunity, metrics to see how well you are progressing with the pursuit, and a variety of other information that will help you track these opportunities better and increase your probability of winning them. You can start your pipeline as a spreadsheet, and as it grows, you might want to select an appropriate pipeline tool. For example, you could establish a pipeline in Microsoft SharePoint 360, Privia, Salesforce, or Central Desktop. (more…)

Written by Olessia Smotrova-Taylor, AF. APMP, President ad CEO of OST Global Solutions, Inc., a business development, capture, and proposal management company that helps businesses grow in the federal market. Olessia has won more than $18 billion for her clients, and helped many small businesses acquire game-changing opportunities. She started working on IDIQs 11 years ago, including working on Task Orders exclusively for 5 years managing a $450 million/year IDIQ. She has won a few dozen IDIQs and Task Orders over the course of her career. She is the President of the Association of Proposal Management Professionals (APMP) National Capital Area (NCA) chapter, and a well-known speaker and author. She has developed and taught a graduate course in proposal development at NASA for the Stevens Institute of Technology. Prior to founding OST, she won business for Raytheon and Lockheed Martin, and wrote for the Financial Times of London. Olessia can be reached at otaylor@ostglobalsolutions.com or at 301-384-3350.
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My (Almost) Graceful Skydiving Experience

Thursday, July 25th, 2013

Skydiving was never on my bucket list. My reaction to my friends proudly handing me a gift certificate surprised them—I asked them what possessed them to pick a gift like that. Were they tired of me? To which they argued it seemed like a great idea, since last year I rode a rollercoaster for the first time and even did aerobatics in a military jet. Somehow I am starting to get a reputation. It didn’t click in my head that shooting machine guns, defensive driving, tree climbing, hostage rescue training, racing Jaguars, and doing barrel rolls in a plane made me seem like a daredevil, an obvious candidate for one half of a plane ride. (more…)


Written by Olessia Smotrova-Taylor, AF. APMP, President ad CEO of OST Global Solutions, Inc., a business development, capture, and proposal management company that helps businesses grow in the federal market. Olessia has won more than $18 billion for her clients, and helped many small businesses acquire game-changing opportunities. She started working on IDIQs 11 years ago, including working on Task Orders exclusively for 5 years managing a $450 million/year IDIQ. She has won a few dozen IDIQs and Task Orders over the course of her career. She is the President of the Association of Proposal Management Professionals (APMP) National Capital Area (NCA) chapter, and a well-known speaker and author. She has developed and taught a graduate course in proposal development at NASA for the Stevens Institute of Technology. Prior to founding OST, she won business for Raytheon and Lockheed Martin, and wrote for the Financial Times of London. Olessia can be reached at otaylor@ostglobalsolutions.com or at 301-384-3350.
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Building the Foundations of Federal Business Development workshop on October 7-8, 2013

Monday, July 22nd, 2013

This course offers the essential skills in professional business development. Gain an understanding of the basics of Federal Business Development (BD) lifecycle, how to navigate the U.S. Government market place, perform strategic BD planning, market analysis, federal marketing, pipeline development, opportunity qualification, and maximize your win probability. (more…)

Written by Olessia Smotrova-Taylor, AF. APMP, President ad CEO of OST Global Solutions, Inc., a business development, capture, and proposal management company that helps businesses grow in the federal market. Olessia has won more than $18 billion for her clients, and helped many small businesses acquire game-changing opportunities. She started working on IDIQs 11 years ago, including working on Task Orders exclusively for 5 years managing a $450 million/year IDIQ. She has won a few dozen IDIQs and Task Orders over the course of her career. She is the President of the Association of Proposal Management Professionals (APMP) National Capital Area (NCA) chapter, and a well-known speaker and author. She has developed and taught a graduate course in proposal development at NASA for the Stevens Institute of Technology. Prior to founding OST, she won business for Raytheon and Lockheed Martin, and wrote for the Financial Times of London. Olessia can be reached at otaylor@ostglobalsolutions.com or at 301-384-3350.
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The Tools and Techniques for Establishing Federal Government Relationships

Wednesday, June 19th, 2013

Customer engagement is the cornerstone of capture, and yet many government contractors miss out on building customer intimacy and all of its perks. They either start too late in the game, or are in touch with only one or two people who may not be the decision makers or who won’t talk to them, or wait until the industry day to find out who the customer is—when it’s way too late to influence acquisition strategy and other important facets of a procurement. Luckily, there are numerous professional tools out there to help capture managers figure out who the customer is early, and navigate customer organizations like a pro. (more…)

Written by Olessia Smotrova-Taylor, AF. APMP, President ad CEO of OST Global Solutions, Inc., a business development, capture, and proposal management company that helps businesses grow in the federal market. Olessia has won more than $18 billion for her clients, and helped many small businesses acquire game-changing opportunities. She started working on IDIQs 11 years ago, including working on Task Orders exclusively for 5 years managing a $450 million/year IDIQ. She has won a few dozen IDIQs and Task Orders over the course of her career. She is the President of the Association of Proposal Management Professionals (APMP) National Capital Area (NCA) chapter, and a well-known speaker and author. She has developed and taught a graduate course in proposal development at NASA for the Stevens Institute of Technology. Prior to founding OST, she won business for Raytheon and Lockheed Martin, and wrote for the Financial Times of London. Olessia can be reached at otaylor@ostglobalsolutions.com or at 301-384-3350.
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