OST's Federal Business Development Service Team
Our Business Development Service gives you the advantages of an entire professional team dedicated to developing strategy, the Business Development Plan, identifying and researching opportunities, and executing them.
• Because we are a team of people and not just one individual, we will get more done faster, and find more perfect opportunities that you may otherwise miss. One individual may not have the time to scour dozens of capture and competitive intelligence tools, databases, websites, publications, attend all the meetings with the government and partners, and network at the scores of events - but a team can.
• In life, each individual has his or her professional strengths and weaknesses. Some part of the job gets done better, and another may get done poorly or not at all. In BD, some business developers are good at legwork and but are impatient with research and documentation, and vice versa. In a team, everyone works to their strengths, so you get peak performance in every aspect of business development.
• The best part is - no matter how many hours the team has to put in to deliver you results, you will never pay a penny more than the monthly fee. In addition, this monthly fee at any service level is far less than it would cost you to bring onboard only one federal business developer agreeable to a rather modest salary.
We are the team with extensive federal and industry relationships:
- Washington Metro Area Networking Groups: AFSEA, ACT-IAC, SECAF, PW Chamber of Commerce, IT4DC, Kennedy Center Thursdays.
- Well-Established Personal Networks.
- Professional Networks: FBB, APMP-NCA Board of Directors, APMP International, NortonNet, NCMA, and agency-specific groups.
- Social Networks: LinkedIn, GovLoop, TFCN, Twitter, Facebook, GovWin.
Relationship Manager: With more than 10 years of experience working with Federal contractors developing business in the IT, finance, health, and staffing industries, he has supported 15 of the top 20 federal contractors while they sought to win contracts with such government agencies as DOD, DOS, and HHS. He is also on the Board of Directors for the Association of Proposal Manager Professionals – National Capital Area (APMP-NCA) as the Corporate Partner and Marketing Chair. Building relationships with the government and industry in the Washington, DC metro area has been his key to success. Responsibilities include:
- He is the liaison between the client and the team. Being the one point of contact will allow him to become intimate with the client, knowing their pain points, goals and vision.
- He will also manage the team, coordinating with each team member through the whole process to insure that all pieces are working together to develop a stream of information that can be used.
- He will work with the Business Developers making sure that the client’s needs are being met in a timely and efficient manner.
Senior Business Developer and Capture Manager: With over 16 years of experience, this professional has personally been involved and is responsible for winning over $20 billion in contracts both as an employee and as a key consultant. Her experience in the industry has allowed her to develop processes, tools and techniques in both Capture and Proposal Management that are being used by multiple top 20 federal contractors. Responsibilities include:
- Managing the Business Development and research teams.
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Works with the Relationship Manager to insure that the client’s needs are being serviced efficiently and quickly.
- Works with the Researchers, making sure all available sources are being reviewed so the best opportunities are being found and considered.
- Continuously works with the team of Business Developers developing networks and attending industry events.
- Works directly with our Board of Advisors when needed to position our clients with high level government contacts.
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Facilitates meeting between key government contacts and our clients.
Current Board of Advisors includes:
Former Presidential appointee to the Department of the Army (positions held include Deputy Assistant Secretary of the Army, Principal Deputy Assistant Secretary of the Army and Deputy Under Secretary of the Army).
Experience includes: chemical and biological defense, chemical weapons demilitarization, cooperative threat reeducating program, nuclear weapons security and demilitarization, defense against terrorism, force protection, military preparedness, nuclear weapons complex clean up and ballistic missile defense.
Key contacts include: the Department of the Army, Department of Defense, and multiple foreign governments (Libya, Iraq, and Russia). She is a member of the Council on Foreign Relations, has been active in the Center for Security Policy, the Chemical and Biological Arms Control Institute and is on the advisory Board of Women in International Security.
Former retired Marine Corps colonel, Naval Attaché to US Embassy in Moscow, and Vice President of Raytheon Technical Services Company. He was directly responsible for over 1,675 employees at locations worldwide. Currently he is still an instructor at the US Army’s Center for Special Warfare.
Experience includes: Remote logistics, supply chain management, classified operations and maintenance, infrastructure services, live training and simulation, risk management, security services.
Key contacts include: the Department of the Army, US Marine Corps, Central Intelligence Agency and multiple foreign governments including Africa, Russia, Ukraine, Kazakhstan, Uzbekistan, Germany, Cyprus, Iraq, and Japan.
Retired Brigadier General of the Army and Air National Guard. Former Assistant Director of Strategy and Policy for US Pacific Command. Former executive to the director, Air National Guard (Pentagon).
Experience includes: 36 years management and leadership in defense, energy and homeland security matters. Led over 35 bilateral defense discussions with over 22 nations to shape the Asia-Pacific regional security environment, resulting in the cooperation between 18 nations in areas of disaster response, homeland defense, energy and transnational crime, disaster management, and humanitarian assistance.
Key contacts include: US Pacific Command (including 36 separate nations in the Pacific region covering over 51% of the globe). Department of Defense and Energy and the Pentagon.
Former Chief Army Congressional Budget Liaison and Director of the Army Budget, stationed at the Pentagon. Retired Colonel of the Department of the Army.
Experience includes: thirty years experience in the field of government affairs, resource management, operations, and fiscal planning. He has developed and led seminars on the legislative process at the United States Army War College, the Defense Management Staff College, and the Army Management Staff College. As the Chief of the Congressional Budget Liaison Office he acted as liaison with the House and Senate Appropriation Committees. He also facilitated an ongoing dialogue between members of congress, their staff and the Army leadership to secure funding for service initiatives. In addition to representing the Army to Congress, he traveled extensively throughout the world with Members of Congress and their staff while dealing with key national defense issues.
Key contacts include: Department of the Army, Pentagon and both houses of Congress.
Marketing Manager: Bringing her MBA in Marketing to use in companies like Grant Thornton, Aggreko and the American Cancer Society where she worked in both the Public Relations and Marketing departments, she has proven herself highly capable and experienced and is a valued part of OST.
Responsibilities include:
- Development and/or refinement of Capabilities Statements.
- Up to date Market Research into government customers.
Researcher: Our Lead researcher comes from the IT/Engineering industry and holds an advanced degree in Engineering and Information Technology in addition to an MBA. Prior to joining OST, he was a researcher for two mid-size companies, and worked in the finance department of Citigroup. During his tenure with OST, he has been trained in all business development disciplines, and has supported more than 20 major business development efforts. His extensive educational background, attention to detail, keen business sense, and understanding of the federal business development toolset gives him an ability to search the universe of opportunities and quickly and correctly identify those that are a good fit for your business. Responsibilities include:
- Immerse himself into the different capture and competitive intelligence service to identify and research each opportunity that could be a fit with the client for a government customer.
- To work with the Senior Business Developer and Relationship Manager, fine tuning the search criteria to insure that we are constantly zeroing into the exact type of opportunity that fits the needs of the client.
Resource Manager: Her ten years of experience with the State Department (Foreign Services) has developed her into a professional that has a keen eye on process and identifying needs. Responsibilities include:
- Managing a database and maintaining relationships with over 600 consultants ranging in experience from proposal development, capture and business development management, contracts, pricing, and cost analysis.
Cost Strategist: Our Cost Strategist has over 20 years of experience working with companies such as Northrop Grumman, Litton/PRC, both as an employee and as an independent consultant. He is affiliated with the Society of Cost Estimating and Analysis, Association of Proposal Management and Program Management Institute. Responsibilities include:
- Work with Senior Business Developer and Relationship Manager developing Cost and Pricing Strategies for the client to work with the government customer.
Contracts Manager: This Contracting professional brings 35 years of experience and is an expert in contracts negotiations, Federal Acquisition Regulation’s (FAR) compliance, and cost and pricing strategy. Her experience includes developing strategies for DoD, DISA, NASA, DoE and DoT and creating teaming arrangements for Northrop Grumman, IBM, CACI, Lockheed Martin, L-3 Corporation, Booz-Allen & Hamilton, SAIC and Boeing. Responsibilities include:
- Work with the Senior Business Development Manager and Relationship Manager supporting all contracting questions as they arise.
- Assist with determining the client’s needs in order to do business with the government customer.
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