Maintains an extensive professional and personal network in the federal arena, to include relationships with small and large business A/E firms, specialty consultants, build-partners, agency contracting officials, and end-users/installation officials.
Develops strategic partnerships with other design, construction, and/or development firms in order to appropriately respond to ALL requirements of a federal government solicitation. Since often these solicitations require a broad suite of capabilities, the FCM personally oversees teaming strategies with industry partners. These may include strategic teaming with large businesses, SDVOSB/VOSB, 8(a), HUBZone, WOSB, or other categories on set-asides, total small business set-asides, design-build MATOCs, developer-led, etc.
Coordinates all business development activities closely with other DoD or other agency FCMs, and marketing/proposal managers within the federal team to insure all positioning and teaming efforts are properly coordinated and communicated. Supports fellow FCMs as needed with leads, industry partner contacts, teaming agreements, strategies, and agency-relevant ‘intel’ that could inform non-DoD federal pursuits.
Coordinates all positioning and pre-proposal activities directly with relevant office-level market sector leaders (MSLs) to insure strong collaboration and communication is maintained and shared throughout the capture and proposal process.
Thoroughly understands the intricacies of the SF330 process and what it takes to assemble successful pursuit teams and to prepare, coordinate and manage winning federal proposals.
Capture and Proposal Management – As the primary responsibility of each federal client manager, the following further details the expectations of each FCM relative to the federal proposal process:
Market Segmentation and Positioning – Develops agency specific client plans based on overall Federal strategic goals. Develops relationships to understand agency mission/goals. Positions the firm based on the client’s needs and determines the “fit” for our services. Researches potential opportunities and positioning requirements. Shares client plans with office leadership and determine focus by project type.
Identification & Assessment of Unqualified and Qualifying Opportunities – Conducts opportunity identification based on targeted client plan(s) utilizing company resources including: GovWin, Bloomberg Gov, FedBizOps, Agency Budget, teaming partners, competition/incumbents, etc. Conducts monthly agency-centered calls with office MPs/Ops/PMs to insure transparency on on-going and upcoming activities and to identify opportunities for action. Understands office(s) relevant capabilities. Initiates Capture Plans as appropriate and update as new information is acquired. For D-B pursuits, identifies these and presents to the Alternative Delivery Committee for visibility along with the intended lead office and begins teaming agreement discussions with targeted build partner(s).
Capture/Opportunity Development on Qualified Opportunities – Develops/refines Capture Plan to include: collaboration with lead and supporting offices, finalizing win strategy and theme, and identifying Review Team members. Leads Team Reviews, draft external Teaming Agreement/NDAs for execution. Determines required consultants in consultation with office MSLs/PMs. Leads monthly agency-centric meetings with offices.
Proposal Phase Activities – Coordinates with the PM to finalize executed Teaming Agreements including negotiated scope of services, and leads Team Review. Participates in interview preparation and client interview as appropriate.
Post Award/Contract Activities – Assists PM with final negotiation. Coordinates with Proposal Leader and Marketing Coordinator to publicize award. Requests client debrief (win or lose). Participates in Team Review. Serves as client advocate during contract execution including IDIQs and MATOCs. Attends project/contract kick-off and attends partnering meetings. Serves as client advocate during production phases relative to MSL/PM ownership of and performance on the overall contract. Alerts Corporate Director of Federal Programs regarding any interim CPARS or PPQ concerns that may negatively impact future pursuits with federal clients. Assists with project close-out, especially final CPARs coordination, and participates in office ROI analysis of the project/client.
Location: Los Angeles CA and Omaha NE. Other Leo A Daly office locations could be considered.
Education: Requires a Degree in Architecture or Engineering. Additional degree in Engineering Management or Business is also desirable.
License/Registration: Professional License or registration is desired. The individual must fully understand the A-E business and what each key discipline brings to the table, but will not be involved in the actual project execution, except possibly in a Principal in Charge (PIC) capacity (for example a large multi-year program).
25 Years or more of Federal/DoD experience in the A-E field.
Understanding of the Federal Authorization and Appropriation process relating to Facility and Infrastructure Design and Construction Programs.
Five years or more of experience in establishing federal business capture/win strategies, building relevant federally seasoned design teams, and leading the development of responsive SF330 proposal packages.
Must have demonstrated prior work experience on both design-bid-build and design-build projects/teams with one or more federal agencies and a thorough understanding of the federal government’s source selection process. Prior military service and/or federal civil service experience is highly desired.
SAME membership+active involvement with multiple SAME posts is highly desired.