Michael O'Guin has assisted clients in winning contracts worth over $401 Billion. Michael O’Guin and his partner Kim Kelly conducted the Price-to-Wins for the world’s three largest wins in history which include Lockheed Martin’s Joint Strike Fighter and Northrop Grumman’s KC-135 Tanker Replacement. He has worked on more than a hundred capture efforts, performing Price-to-Win analysis, win strategy development, competitive analysis, capture team training, and should cost analysis. He and his partner have conducted over 110 Price-to-Win/Competitive Intelligence Analyzes with a win rate of 82%.
He has won DoD, civil, foreign and commercial pursuits with such diverse products as aircraft, ships, vehicles, maintenance services, train control, huge data storage, hand held data collection, and IT systems. He led best practice assessments for one of the world’s largest aerospace companies which identified 53 best business development practices and the characteristics which differentiated top performers at winning new business.
When he was with Price Waterhouse, he worked on a two year strategic benchmarking study of 24 aerospace & defense companies to identify best industry practices. He coauthored with Kim Kelly Winning the Big Ones: How Teams Capture Large Contracts and has authored numerous articles in Competitive Intelligence Review and Contracts Management Magazine.
Judith Zawatsky Keynote Speaker
Judith Zawatsky is an experienced federal leader with proven success uniting multiple stakeholders to create innovative program and policy solutions.
Ms. Zawatsky serves as Assistant Commissioner for the Office of Systems Management (OSM) within GSA’s Federal Acquisition Service (FAS). She leads efforts to simplify and modernize FAS systems and to oversee operation of government-wide federal award systems. She has extensive experience in systems management, previously serving as the Acting Assistant Commissioner for OSM and as Acting Deputy Assistant Commissioner and Director for Outreach & Stakeholder Management in the Integrated Award Environment (IAE), one half of OSM.
Previously serving as the FAS Chief of Staff, Ms. Zawatsky directed all executive operations for the Office of the Commissioner, which is responsible for overseeing the delivery of more than $50 billion of products, services, and solutions to customer agencies throughout government annually.
Ms. Zawatsky served as Director of GSA’s Multiple Award Schedules (MAS) Transformation Program Management Office. In that role, she oversaw all initiatives impacting the Schedules program with the goal of providing GSA’s stakeholders with a MAS program that addresses current market forces and provides government with a streamlined, value-based contracting solution that meets mission-critical needs.
In addition to multiple GSA Administrator’s and Commissioner’s Awards for operational excellence and process improvement, Ms. Zawatsky received a 2016 Fed100 Award for her work as the IAE Director of Outreach and Stakeholder Engagement.. She is a Lean Six Sigma Black Belt, and served on the Blue Ribbon Multiple Award Schedule Advisory Federal Advisory Committee Act FACA Panel.
Prior to joining GSA, Ms. Zawatsky spent 18 years as a commercial consultant in government contracting and business processes. She studied Business Administration at the University of Maryland and holds a diploma from Georgetown University’s Institute of Comparative Political and Economic Systems. Judith is a Harry S. Truman Scholar for Public Service.
Brian Hebbel Event Organizer, Speaker/Trainer
Brian Hebbel is federal procurement expert, consultant, author and trainer. Through his 36 years of Government contracting expertise, he has provided expert advice and guidance to Government officials and contractors alike. He is an author of “How to Market & Sell to the U.S. Government, A View from the Inside” and the visionary for this event. The huge success of his two smaller training events in Baltimore for the Government contracting business development and capture professionals has led to the formation of this event.
Brian Hebbel had over 34 years of federal contracting experience, prior to his retirement. He was a Senior Acquisition Official (Group Director) at the Centers for Medicare & Medicaid Services, Office of Acquisition and Grants Management. Prior to his retirement, he was the longest serving contracting official at CMS. He provided oversight to three contracting divisions awarding $1,500,000,000 in contract awards in FY 2017. Under his leadership, he provided oversight and guidance to acquisition strategies and schedules, solicitation requirements, source selection and resolving complex contracting issues.
He is the President of BARC Business Advisors LLC, to Bring Acquisition Results to Contractors (BARC). His website, acquistionhelp.com includes consulting, training and fixed price services.
Reeba Magulick Event Organizer/Speaker/Trainer
Reeba Magulick founded d8 Group to re-define how government contracts are captured—offering those firms interested in doing business with the Federal Government A New Way to Win. Her team short circuits the learning curve and win cycle for new entrants and also helps existing players with their critical business development and capture needs.
With 19 years of comprehensive business and sales experience, and 14 recent years spent in the Federal Government Contracting arena, Reeba is a proven operational, sales, and strategic business growth executive who has consistently led measurable new business wins and operational improvements for her organizations.
Reeba’s personal efforts have resulted in total federal contract awards exceeding $200M, and $150M in commercial product sales. Her involvement as a capture team member have resulted in additional wins exceeding $1B. She has developed a large and thriving network of trusted personal relationships with Federal Government Executives, large and small contracting firms, and premier industry experts who have formidable track records of winning new government contracts.
Ed Wilgus Event Organizer/Trainer/Speaker
Ed Wilgus is the President and founder of Barlow Acquisition Solutions (Barlow), LLC. For the past four years, Barlow Acquisition Solutions has provided Acquisition Consulting regarding the federal government procurement process in support of both the federal government and industry. He is also an instructor/trainer of the Federal Acquisition Regulations (FAR) and of the federal procurement process.
Prior to starting Barlow, Mr. Wilgus had a distinguished 33-year federal career with both the Department of Defense and the National Institutes of Health. During his federal career, Mr. Wilgus most recently served as the Director of Contracts for the National Institutes of Health Information Technology Acquisition and Assessment Center (NITAAC) during which he provided oversight for NITAAC’s three Office of Management and Budget (OMB) authorized Government Wide Acquisition Contracts (GWACs) and managed all issues related to the CIO-SP3 Contracts. He was a Contracting Officer with an Unlimited warrant for 25 years with the government.
While in the government, Mr. Wilgus held a Level III FAC-C certification with the Department of Health and Human Services (HHS) and a Defense Acquisition Workforce Improvement Act (DAWIA) Level III certification in Contracting, both of which are the highest available.
Melvin Broussard Trainer/Speaker
Melvin functioned as the Information Technology Technical Evaluation Panel (TEP) chairperson at for the Centers for Medicare and Medicaid Services, Office of Information Technology, for over 12 years (2003 -2015), often managing on more than one procurement concurrently.
He was responsible for ensuring technical evaluation panels were familiar with, and adhered to, procedures for evaluating technical and cost proposals for compliance to policy, regulations, proposal instructions and evaluation criteria. Functioning as a technical evaluation panel chairperson, he also participated in discussions, negotiations and contractor debriefs.
For his entire tenure at CMS, Mel was the technical evaluation panel chairperson of more than 70 procurements. He understands how panels work, how they evaluate, rate, and rank proposals; and why they come to the conclusion one contractor’s proposal is better than another. At the end of his training, you will too.
Erin Andrew Trainer/Speaker
Erin Andrew is a Managing Director with Live Oak Bank’s Government Contracting Division where she manages M&A Advisory activity. She represents buyers and sellers who are looking to acquire or sell and helps them with due diligence, financing and negotiations.
Erin joined Live Oak Bank with over 6 years at the U.S. Small Business Administration (SBA). Most recently she was Associate Administrator for Capital Access, where she oversaw the Agency’s lending efforts that included $100 billion of government loan programs for small businesses.
She also held positions at SBA as the Assistant Administrator for the SBA’s Office of Women’s Business Ownership where she oversaw the agency’s efforts to promote the growth of women-owned businesses, Acting Executive Director of the National Women’s Business Council, and Director of the Innovation Clusters and Skills Initiatives in the SBA’s office of Entrepreneurial Development. She also was a part of Booz Allen Hamilton’s federal government IT practice and held other positions at the state and local levels of government. She is a Project Management Professional (PMP) and a Kauffman Fellow (Class 20).
Ken Dodds Speaker/Trainer
Kenneth Dodds is an Industry Expert at Live Oak Bank in the Government Contracting vertical, providing small business government contractors with access to capital for mobilization and acquisitions, as well as advisory services. He joined Live Oak Bank after 21 years at the U.S. Small Business Administration (SBA), where he was a Senior Executive in the Office of Policy, Planning and Liaison responsible for Federal government contracting regulations and policy. He was the agency representative on the Civilian Agency Acquisition Council and the chair of the Small Business Procurement Advisory Council.
Previously he was the Director of the Office of Government Contracting, responsible for SBA programs and policies including goaling, size standards, size protests, procurement center representatives, subcontracting, certificate of competency, and the women-owned and service-disabled veteran-owned small business programs.
He also served as a senior attorney in SBA's Office of General Counsel, where he represented SBA in administrative contract litigation, provided legal advice concerning agency acquisitions, and drafted regulations, and as an Assistant Counsel to the Inspector General. He received his law degree from the Marshall-Wythe School of Law at the College of William & Mary.
Helene Johnson Speaker/Trainer
Helene Johnson is the founding Principal of Bid2Win Consulting, LLC, focused on Strategic Capture Management. Specific services include Capture execution, process and training. Prior to establishing Bid2Win Consulting, LLC, Helene was Vice President of Corporate Capture at American Systems, a large systems integrator supporting the federal marketplace in the areas of enterprise IT, training, engineering and analysis, test and engineering, and acquisition support for DoD and civilian agencies (2016 - 2017). She served as Director, Senior Capture Manager, and Account Executive for Northrop Grumman’s Health IT Division from 2009 - 2011 and returned in 2013 – 2015.
Helene was the Vice President Account Executive for SM&A in Irvine, CA, where she sold capture management and proposal development services to industry in the area of Health and Social Sciences. (2012 - 2013). SM&A was acquired by an investment company. From 2011 – 2012, Helene served as a Capture Manager for Hewlett Packard Enterprise Services for DoD programs. While at HP, she founded the Professional Capture Management Forum (ProCM), which focused on the art and science of Capture Management, and served as Executive Director and President from 2012 – 2015.
Prior to focusing on Health IT, Helene served at Vice President of Capture Management for CACI in Chantilly, VA, where she ran large captures for the DoD and DHS. (2005 – 2009).
Robert Johnson Speaker/Trainer
Bob Johnson is a Principal in Bid2Win Consulting, LLC, focused on Strategic Capture Management. Specific services include Capture execution, process and training. Prior to Bid2Win Consulting, LLC, Bob was Sr. Business Development / Capture Management Executive with Kforce Government Solutions (KGS) a large systems integrator supporting the federal marketplace in the areas of enterprise IT services, Big Data / Data Analytics, AI, ML, CyberSecurity and Software DevOps supporting for DoD and FedCiv sectors (2015 - 2019).
Prior to 2015, Bob served various roles in Federal Capture/BD for large, mid-sized and small government contractors and he co-founded the Professional Capture Management Forum (ProCM), which focused on the art and science of Capture Management and served as President from 2013 – 2014. Bob’s roles over the past 20 years have encompassed Chief Operating Officer, Sr. Vice President, Vice President, Director Operations and Advisor to the Indonesian Ministry of Science & Technology for Aerospace & Defense (1991 to 1998).
Bob earned his BA in Business Administration and Finance from Parsons College; BSc in Human Resource Management (1996) and MSc in Business (1999) from Hamilton University. He’s Certified Capture Manager and a Capture Management trainer; previously certified NCMA CPCM; Lockheed Martin Institute (LMI) Certified Professional PM, Pricing, Estimating, Cost Management; LMI Curriculum Architect and Instructor.
David Lowe Speaker/Trainer
Since 2009 isiFederal has been collecting and assembling federal data into actionable intelligence to support successful federal business development. With over 62 Million contract records, 1.2 million federal contacts including 71,642 active buyers (as of 9/4/2019) isiFederal has been helping businesses leverage data to gain a competitive edge.
In addition, isiFederal has provides market insight and proactive marketing that has driven over $425M in direct and indirect federal sales.
Personal “bests” include introducing pilot programs that grew into over $100M, innovative government centric briefings (GovBrief) that resulted in dozens of non-competed federal contracts, booking $11.8 Million in new business in 18 months (from cold calls) and managing sales reps to close ratios of 85%. David is a featured speaker for the Department of Veteran Affairs and other professional organizations; is the Father of six and Grandfather of five.
Len Miller Speaker/Trainer
Len Miller joined Hinz Consulting in October 2016 as a Sr. Vice President and Account Lead. He is responsible for supporting existing clients by providing the resources to support bid pursuits and provides value-add consulting via pipeline analyses, RFI/Sources Sought development/review, RFP analyses, bid/no-bid and bid team composition recommendations, and proposal reviews. He also pursues/wins new client accounts. He works special projects as assigned. He has over 35 years of experience in Federal/DOD and commercial business development, capture management, proposal management, product support, systems engineering, software engineering, software quality assurance, and program management. He has helped win over $20B since 1990 and has supported 15 $B+ proposals and multiple projects worth $100M+.
Len has also supported SGT and CACI International in leadership roles over proposal operations.
Len holds a BS degree in Physics from Virginia Commonwealth University, Richmond, VA. He is a member of the Association of Proposal Management Professionals (APMP) and is APMP Foundation level certified in proposal management. He has developed numerous articles and procedures on proposal and capture operations; has spoken at events on the topics of proposals, captures, BD, software quality assurance, and career planning; and has provided formal training to students about proposal development/writing and capture planning/execution.
Julia Munro Speaker/Trainer
Julia Munro is a recognized expert with more than 25 years of successful operations and BD experience. Known as a “bridge builder”, she is an effective leader who engenders collaboration to win opportunities while ensuring they are executable and profitable. In her Commercial and Federal leadership roles, Julia led teams of stakeholders to design, implement, and operate comprehensive BD processes.
She personally has led international opportunities as large as $8 billion. During her Commercial sales career, she was lead presenter for many oral presentations for multi-billion-dollar opportunities.
Over the past decade, the Federal Government has placed increasing emphasis on the "oral presentation" in awarding contracts. In this session Julia, will help you understand the new norm and show to turn an anxious moment of public speaking into a successful presentation.
Jonathan Mostowski Speaker/Trainer
Jonathan is a founding member of Rebellion and lead strategist for defense procurement. He served as a contracting officer at the National Geospatial-Intelligence Agency for 13 years, where he developed innovative methods to empower the intelligence community in acquiring agile development services and modern IT solutions.
Jonathan is a co-author of the TechFAR Handbook, which is the authoritative guide on agile procurement for the entire federal government. Jonathan was subsequently recruited to join the U.S. Digital Service at the White House as an Acquisition Strategist and Bureaucracy Hacker, where he developed creative tools, policies, and statutes that continue to reinvent antiquated procurement with modern methodologies for buying and developing critical technology. Jonathan has an MBA from Strayer University-Maryland, and is an esteemed member of the Defense Acquisition Corps.
He also presents weekly episodes of his experiences hacking through federal bureaucracy on his Youtube channel, Agile Acquisitions and Alcohol.
Tony Trenkle Speaker/Trainer
Tony Trenkle is a nationally recognized health IT executive leader and former Centers for Medicare and Medicaid Services (CMS) CIO with a successful record of more than 20 years of leading high- priority initiatives in the public and private sectors. He currently leads TTrenkle Consulting LLC, which provides strategic consulting services to support clients in the IT and Healthcare sectors, both government and commercial. Before starting his consulting firm, Tony was IBM s Global Health Team’s Chief Health Information Officer 2015-2017. In that role, he led the Global Team’s go to market efforts to work with commercial health plan clients. He was also selected to IBM’s Industry Academy, which is a select group of IBM employees who are recognized as the company’s most eminent and innovative industry visionaries.
Tony joined IBM after 28 years in the US Federal Government. His last position was the Chief Information Officer (CIO) and Director of the Office of Information Services for CMS from 2010-2013 where he oversaw an annual $2 billion IT budget and CMS systems that supported Medicare, Medicaid and other major national health programs. Prior to his CIO role, Tony led CMS’ Office of E-Health Standards and Services, where he directed industry-wide standards and health IT work. In addition to CMS, Tony also had senior leadership positions at the Social Security Administration and the General Services Administration. He was a member of the Senior Executive Service and won a number of awards including the Presidential Rank Award.
Wendy Williams Speaker/Trainer
Wendy Lindquist Williams is currently a Sr. Director with d8Group, Inc. She has over 25 years of business intelligence research experience whereby she gathers, analyzes and distributes intelligence on products, market conditions, competitors and customers for business decision-making.
She develops innovative solutions from complex problems, provides actionable recommendations, generates presentations and ensures compliance with relevant regulations.
Wendy drives outcomes through leading intelligence gathering sessions specifically for Opportunity Strategy and Black Hats and is the key leader in the delivery and facilitation of both. The intelligence needed for sessions includes information to develop key elements of winning a deal: Client Call Plan Analysis, Client Issues and Priorities, Competitor: Image and Marketing, Requirements and Evaluation factors, Investments, Partners and Vendor Alliances, Resources and Key Personnel, Solution, Innovation, Past Performance and Pricing Strategies.