Experience and benefits brought about through the leading Winning Proposals methodology and approaches....
Brian Thomas AM.APMP Acworth, Georgia USA 30102 Phone: 404 368 6884 Mailto:
[email protected] LinkedIn: http://www.linkedin.com/in/brianthomasoverseerltd
Proposal Manager / Specialist Bringing increased RFP win rates and revenue through a scalable and repeatable strategic proposal process. Improved win rates, reduced cost of bidding, increased proposal team efficiency and effectiveness; compelling, customer focused boiler plate material and executive summaries, increased overall company profitability through opportunity qualification. Application of APMP / Shipley proposal methods wherever appropriate. Successful track record of over 25 years extensive international proposal project management and consultancy experience from diverse industries.
Accomplishments: o
Made it more efficient and effective for sales to respond to opportunities by establishing ‘standard’ response templates; utilizing Word styles and best practice techniques as taught by the Association of Proposal Management Professionals (APMP) and Shipley methodology (http://www.shipleywins.com/ebook/PGv4/index.html).
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Brought an increased focus on clients / prospects and overall quality of responses; by addressing customer pains rather than just describing product features, allowing clients / prospects to easily ‘differentiate’ us from the competition.
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Increased the efficiency and effectiveness of sales community and stakeholders; by implementing a repeatable and scalable RFP process utilizing an RFP tool with a core competency database.
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Improved the utilization and conservation of technical resources’ by agreeing with key stakeholders a ‘Qualification of Opportunities’ step; the approval process was implemented within Salesforce, including, determining level of RFP support required and providing approvals to utilize available technical and non-technical RFP support personnel.
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Reduced email volumes and SME interrupts; by the identification of key SME’s / content providers and stakeholders along with their nominated back up’s. Solicited standard Q&A responses for use in the company’s RFP database.
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Provided a ‘feature / benefit focus on collateral; collaborated and identified with internal business groups (particularly Marketing) to better leverage and utilize offerings to better serve our clients and prospects.
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Doubled the volume and vastly improved the quality of proposals; by establishing in rapid timescales an RFP Capability and Role Requirements Model. Interviewed and recruited key personnel established the capability (moving it from New Jersey to Atlanta Georgia) within a three month time frame.
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Changed the direction and outcome(achieved short-listing); for one of the largest (£3B - three parallel Central Government proposals) opportunity for a UK company, by identifying a short fall in skills, resources and strategy and bringing in expert consultants, for one of the largest IT and Telecoms providers in Europe.
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Capabilities and Proficiencies o
Shipley Writing Winning (Federal and Business) Proposals methodology
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Proposal management, proposal process and competitive proposal development & scheduling
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Bid and proposal procedures and documentation, proposal strategy and writing customer focused proposals
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Workshop facilitation, story-boarding, win theme development, executive summaries, volume writing, Pink & Red Team reviews
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Proposal project control & risk management
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Microsoft Office (2007 – 2010), MS Visio, MS Project 2003 >, dtSearch a PC text search and retrieval application
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Establishment and management of effective process and strategic development efforts for both large and small complex technology driven proposals and projects with a value from $1M to $5B.
Full Time Proposal Specialist Roles (US): Experience in Defense, Information Technology, Utility Sales (Electric), Healthcare, Energy (Gas), Finance markets, Fleet Management, Government Organizations and Major UK & European Companies. o
Silverpop Inc; I introduced and established a bid/proposal process that had a greater client focus, building on Shipley and Axiom methodologies. I created supporting word templates and managed numerous key strategic proposals for SME and larger clients. Silverpop is the only digital marketing technology provider that unifies digital marketing automation, email, mobile, and social Nov 2012 – Present.
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Proposal Manager /Writer, Comverge Inc.; I managed the transition and set up of a proposal capability from New Jersey to Atlanta, established a Shipley proposal process and specifically tailored it to the companies processes. I also ran the first international successful $25M proposal effort to Eskom South Africa, and produced several $50M to $85M Electric Energy Demand response proposals to major utility companies. Comverge is a company providing enabling technologies for the Electric Smart-Grid, solutions to major utilities in the USA and EMEA – Aug 2010 to Sep 2011.
Proposal Project Consultancy Roles (US and EMEA). o
Leaders in Proposal Management in Greater Atlanta; I established a proposal consultancy and Linkedin networking group for local and national agencies. Nov 2011 - Present
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Proposal Specialist / Writer; Leaseplan USA, I produced strategically customer focused collateral for Leaseplan’s thirty one service offerings. Using the Shipley storyboard technique to outline / plan the writing and interviewing SME’s in workshops. I identified the client issues from the sales force, filled out the features & benefits of the respective solutions and drafted the proposal content for review and finalization. Leaseplan is a global supplier of fleet management solutions and is jointly owned by Volkswagen Bank GmbH and Fleet Investments B.V. Apr – Aug 2012
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Proposal Manager / Writer, Signum Group LLC; I produced a tailored Shipley proposal process and National Express Coach (NEC) RFP strategy approach and templates and managed and wrote the proposal for National Express Corp which then became down selected. Signum is a world leader in delivering Value Chain Planning Solutions, including Enterprise Asset Management (EAM) and Supply Chain planning, to asset-intensive businesses and is an Oracle Gold Partner for eAM. – Oct to Nov 2011 B. Thomas —2 of 4
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Proposal Manager, Fundtech Corporation; I managed and wrote several successful Internet Banking proposals valued up to $1M for Toronto Dominion Bank, for example East West Bank, Capital One Bank, Heritage Oaks Bank, and RFC Bank – Fundtech is a company offering software and services for B2B Commercial and Retail Banking - Sep 2009 to Jun 2010.
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Bid Manager, MBDA UK Ltd (BAE Systems); I wrote managed and produced the successful proposal for the £150M Principal Anti Air Missile System (PAAMS) - PASS Support Bid for the T45 Destroyer proposal to Ministry of Defence, UK using the Shipley methodology. MBDA is a world leader in missiles and missile systems, and is a multi-national group with over 10,000 employees in France, the United Kingdom, Italy, Germany and the United States - Sep 2006 to Dec 2008. • Also seconded to the following international bids at MBDA UK Ltd – £25M PAAMS Phase 3 Support
proposal to Ministry of Defence, UK. £150M Euro-fighter - Ph2 Weapon System Enhancements proposal to Eurofighter GmbH - NETMA – Defense. £25M Meteor & ASRAAM Phase 2 proposal to Government of India. £20M Storm Shadow (Euro-fighter) proposal to Ministry of Defence, UK. o
Proposal Manager, Hewlett Packard UK Ltd for the successful ICT proposal to Anglo American - Aug to Sep 2006
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Proposal Manager, Cisco Systems UK Ltd for £50M proposals to U.S.A. and Europe, Middle East, and Africa (EMEA) – May to Jul 2006
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Proposal Manager, Barclays Bank Ltd London for several £60M ICT Support - Change Delivery proposals to Internal Business divisions – Nov 2005 to Feb 2006
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Bid Manager, Amey Business Services UK for the £8M Business Process Outsource proposal to Department of Trade and Industry, UK – Oct to Nov 2005
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Proposal Manager, Ultra Electronics Ltd (UK), Raytheon (USA), Raphael (Israel), EMIT Technologies, for the £10M Loitering Munitions LMCD Capability Defense proposal to BAE Systems Joint Integrated Project Team (JIPT) for the Indirect Fire Precision Attack (IFPA), MOD British Army (Royal Artillery) – Jul to Sep 2005
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Proposal Manager, British Telecom (CS&I), Thales, Quintec for the successful £3B Lorry Road User Charge proposal to Her Majesty's Customs & Excise (HMC&E), UK – Aug to Dec 2004
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Bid Manager, Accord Plc London for the £175M Cumbria Highway Maintenance proposal to Cumbria Highway Services, UK – Mar to Jun 2004
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Bid Manager, National Grid Transco (OnStream) UK for the £100M Gas Utility Meter Management Services proposal to Powergen – Sep 2003 to Mar 2004
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Bid Manager, BT Syntegra Farnborough UK for the ICT Network Backbone proposal to North West and West Midlands NHS Cluster and Strategic Health Authorities – Aug to Sep 2003
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Proposal Manager, University Hospital Birmingham Trust UK for the £7.5M Payroll Services proposal to Oxfordshire Health Trust, UK – Jul to Aug 2003
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Shipley Proposal Consultant, QinetiQ Farnborough UK for the £400M Combined Aerial Target Services proposal to Ministry of Defence, UK – Dec 2002 to Jan 2003
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Bid Manager - Anite Public Sector UK Ltd for the Data Warehousing proposal to Treasury Dept UK Government – Mar to Nov 2002 Greek World Olympics - Number Plate Recognition System proposal to Government of Greece B. Thomas —3 of 4
Number Plate Recognition System proposal to Metropolitan Police and various Police Forces around the UK o
Proposal Manager, Integris - Steria Hemel Hempstead UK for the £40M IT Services Contract proposal to the National Probation Service, UK – Jun to Oct 2001
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Bid Manager, Lucent Technologies Netherlands for the Universal Mobile Telephony System (UMTS) Deployment proposal to EMEA and the Communication Lines proposal to KPN (Koninklijke PTT Nederland) International – Nov 2000 to May 2001
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Bid Manager, BT Integrated Services Division, Hemel Hempstead UK for the ICT - Data Farming & Warehousing proposal to Essex County Council, UK - Aug to Oct 2000
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Proposal Manager, Honeywell Bull (Steria) UK Ltd for the £85M ICT & Web Portal proposal to Norwich City Council, UK – Jul 1999 to Aug 2000
Additional Project Management Roles (EMEA) o
Project Manager, Glaxo Wellcome, London, England (1997–1999); Introduced Y2K Compliance Procedures for Global Services. Coordinated and managed international project managers’ Y2K compliance activity toward transition of the year date change. Implemented a full disaster recovery capability for the global implementation of MS Exchange to support up to 30,000 users
Education and Training o
Axiom Sales Methodology, Selling Sciences Program, Atlanta GA USA – April 2013
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Four-Year Diploma, Management Studies, Part 1 MBA (Open University), Milton Keynes, UK 1994
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Writing Federal Proposals, Managing Federal Proposals, Writing Winning Proposals (UK), Managing Winning Proposals (UK), Train the Trainers (UK): Shipley Associates, 1994 to 2010
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Key Concepts of Project Management: Cranfield London, 1990
Professional Associations o
Association of Proposal Management Professionals: Accredited at the Foundation Level (AM.APMP), 2005
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