OST Global Solutions Capabilities Statement

OST Capabilities
Statement
Helping your business grow through capture &
proposal consulting, training, and process
improvement
OST Global Solutions, Inc.
Tel: 301-384-3350
service@ostglobalsolutions.com
www.ostglobalsolutions.com

Page 1 OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com

OST Global Solutions, Inc. Profile
Metro Washington DC proposal house and
government contractor helping businesses
grow organically through end-to-end BD
support and training

900+ fully vetted capture and proposal
managers, technical writers, graphic
artists, orals coaches, editors, subject
matter experts, and other proposal support

Bid & Proposal Academy
with a certification program
and courses attended by the
top Federal contractors

Track record supporting
18 out of the top 20
Federal Contractors,
winning $19 Billion
since 2005


Meet Select Members of Our Team
Team of 20 and a pool of 900+ 1099 professionals

Olessia Smotrova-Taylor, AF.APMP Alex Brown, AM.APMP Erin Hoefer
President/CEO and BD/Capture SME Director of Services, BD SME Business Development Manager
• Won $18 billion in new business • 17 years in government and • 7 years of experience in proposal
• President of APMP-NCA commercial markets, with 13 management and writing
• 18 years of BD experience years in BD • 87% win rate competing for ARRA and
• Author of “How to Get Government • Special Events Chair on APMP- federal contracts
Contracts” NCA Board

Michael McLoughlin, AM.APMP Julia Pochekueva, MBA, AM.APMP Robert Katz
Consulting Division Coordinator Marketing and Operations Manager Business Developer, Instructor
• 4 years of experience in research • 8 years of experience in marketing • 23 years of Business Development
and developing pipelines for and business administration experience
government contractors and writing • Experience at Grant Thornton • Background at Lockheed Martin and
proposals • Technology Chair on the Board of support to top 20 government contractors
Directors of APMP-NCA • Paramedic, firefighter


Commitment to Professionalism in Business
Development
• Dedication to the profession through high level of involvement in the Association
of Proposal Management Professionals (APMP)
• Corporate partner of the APMP National Capital Area (NCA) Chapter
• 3 staff on NCA Board of Directors
• Olessia is the chapter
President in 2012-2013 and
a speaker at numerous
APMP events since 2007
• Alex is Events Chair
responsible for APMP-NCA’s
award-winning events,
article writer and event
speaker
• Julia is APMP-NCA’s
Technology chair, and former
Executive Summary eZine
Chair and editor

Select OST Customers
Support to customers of all size and process maturity
Large
• Accenture • STG , Inc.
• AECOM • GMD Solutions
• Aegis • PSS
• Akal Security • Oberthur Card Systems
• Alban Engine Power Systems • TMC
• ASRC • Gregg Protection Services
• JHU Applied Physics Laboratory • Watan Group
• CSC • Veritas
• Booz Allen Hamilton Small
• B&R Construction
• Day & Zimmermann • Anautics, Inc.
• Dell • Big Sky
• DynCorp International, Inc. • GS5, LLC
• Eagle Systems & Services • CBAIA
• HP • DAI
• IBM • Diverse Technologies, Inc.
• Lockheed Martin • Barbaricum, LLC
• McDonald, Dettweiler & Associates • Blue Canopy
• Northrop Grumman • i2S, Inc.
• Raytheon • CATI Training Systems
• Unisys • Cortechs, Inc.
• GlobalNet Services, Inc.
Mid-Tier • Leonie Industries
• AVT Simulation • Lincoln Group
• Delphinus Engineering, Inc. • Lux Consulting
• IntegriGuard • Millennium Group
• LSI • Mind Over Machines
• Management Concepts • Offspring Solutions
• MTCI • QTC Management, Inc.
• SecuriGuard, Inc. • Smisson-Cartledge Biomedical

Bid Experience with Such Government Agencies and
Entities As:

Comprehensive federal experience, as well as commercial, state, and local proposals


Select Wins
A small sampling of our wins since 2005: from a few million to several billion

• $3 Billion CMS Enterprise Systems Development IDIQ for Northrop Grumman (won
together with the 2 sample task orders over $70 M)
• $2 Billion FDA ELMS IDIQ bid for GNSI
• $750 Million Veterans Administration (VA) Ft. Howard Development for a consortium of
construction companies
• $495 Million IDIQ JIEDDO Support Services for GS5
• $495 Million IDIQ Hull, Mechanical, Electrical and Electronic Systems Alterations on
Surface Ships, Submarines, Other Water-Borne Craft and Shore-Based Commands, U.S.
Navy for Delphinus Engineering
• $190 Million US Army NETCOM for STG, Inc.
• $80 Million ACC6 Dupont Fabrose Data Center for Alban Caterpillar
• $42 Million US Army ATEC IT Support Services for STG, Inc.
• $30 Million PAC-TNOSC US Army IT Support Services for STG, Inc.
• $20 Million Professional Monitoring Services bid to the Canadian Government for Gregg
Protection Services


What Our Customers Say About Us
Select references from our customers
• “We would like to thank you for working with us. We won the last
contract when we used this service and would happy to
recommend it to anyone that wants to win. We are very happy with
your work as well as your company's customer service and
professionalism.” Steven Marlin, Director of Logistics / Contracts
Officer, Hewad Dost Group (HDG)
• “You did in 10 hours what I have been working on for 1.5 years.
Great job! Thanks for all your help.” Cliff Ingari, Senior Vice
President, AVT Simulation

• “Your hard work was the major reason we won this bid. (C-TNOSC).” Diane E. Justice, Vice President,
Defense Sector, STG, Inc.
• "OST Global Solutions training and webinars hit the mark every time. The curriculum is focused on the
needs of business development professionals in a hyper-competitive marketplace. They not only
identify the most common pitfalls, but also demonstrate in detail just how to write winning proposal
sections. The recommendations are succinct and actionable.“ Ciro Pinto-Coelho, Director, Strategy &
Business Development, Raytheon Company
• "Thanks for all you did to bring order and discipline to our rapid proposal response. I especially
appreciate your patience as we worked through the intensity of bringing the proposal to a final
response. Your contributions were noted by our SVP and COO.” Jay Carroll, Director, GWAC
Programs, STG, Inc.


OST Government Contracting Practice
OST is an EDWOSB that partners with our select business customers in
pursuing high win probability government contracts as a team
• Focus in the areas of acquisition support,
training, logistics, writing, business process
reengineering, human capital, and staff
augmentation
• Current contract with Aurora TRICARE
Management Authority in Colorado, providing
acquisition support
• Current contract with the Smithsonian
Institution, providing writing support
• Awardee of the US Coast Guard BPA
supporting CG-44 providing acquisition
support and logistics services
• Past performance providing training services
to NASA Ames and Langley
• Past performance providing training services
to the Johns Hopkins Applied Physics
Laboratory

Holistic and Practical Approach to Capture
We apply a common-sense capture process that removes unnecessary steps and focuses
on the most important success factors

OST
Capture
Process


OST Proposal Process
We employ a disciplined process leveraging the latest proposal best practices

Predecessor: Capture Process

Prepare Conduct Kick- Develop Prepare Conduct Prepare Prepare Conduct Prepare Read- Print, Implement Post- Update
Read for Kick- Off to Reach 9 Work Draft Pink Draft Draft Red Final Out- Check, Delivery Win Lessons
RFP Off Goals Packages 1 Team 2 N Team Draft Loud Deliver Strategy Learned

•Annotated Outline •Pink Team •Red Team Award
•Assignments Recovery Recovery
•Work Packages •Outline •Decision
•Compliance Checklist Frozen to proceed
•Style Guide
•Background Materials
•Briefing

Make Bid-No- Brainstorm & In-Process In-Process DTP, DTP, Conduct Collect Lessons Attend
Bid Decision Research Review(s) Review(s) Edit Edit Gold Team Learned Debrief

Integration Planning Writing Polishing Production Post-Proposal
Phase Phase Phase Phase Phase Phase

Successor: Project Delivery
Process that Includes Capture of
Additional Scope and Projects

Our goal is to be fully compliant and to give the Customer compelling reasons
why you should win, because there is no second place in proposals™


Quality Control Processes
Our quality control covers all the bases to ensure compliant, compelling, and polished
proposal products

Quality Control
Formal and Informal Reviews
Pink Team, Red Team, Peer Review, Gold Team, Read-out-loud
Review, In-Process Reviews, Call-Response Book Check

Checklists and Templates
Style guide, editing checklist, proposal section brainstorming
checklists, production checklist, submission checklist, and other tools

Best Practices
Quality by Compliant annotated outline, comprehensive kick-off,
Design daily management, just-in-time status checks, and other
best practices


Established Infrastructure to Support Your BD Efforts
Boosting productivity by 30% to save time and cut costs for virtual proposals, and
providing professional support at our state-of-the-art proposal and training center

• 4,300 sq ft proposal and
training facility in Rockville,
MD
• Central Desktop – 256-bit
high grade encryption with
optional extra security virtual
collaboration and document
Offices, and Training and
sharing package Proposal Center in Rockville, MD

• GoToMeeting – video
conference package
• Teleconference bridge
• Video-teleconferencing and Virtual workspaces
instant messaging

Competent Help for Any Pursuit Type and Size
We bring support tailor-fit to your requirements
• 900+ qualified professionals:
• Business Developers, Capture Managers, Proposal
Managers, Coordinators, Writers, Editors, Desktop
Publishers, Graphic Artists, Price Strategists, Price to Win
Experts, Pricers, Color Team Reviewers, Orals Coaches,
Schedulers, SMEs, and other proposal experts
• Several hours, days, or months in duration, full or part time
• IDIQs, short turnaround page-limited Task Orders, or
regular requirements contracts support
• Rate ranges to meet your budget
• Turnkey proposals, staff augmentation, or just-in-time
support
• On-site, virtual, or blended (in-person and remote) support
• Cleared proposal personnel available
• Various experts: from those who can craft an entire proposal
on their own to those able to run 100+ person team on a
multi-billion dollar deal

Just-In-Time Proposal Services Menu
If you are strapped for budget or time, get professional help in a targeted capacity

• Delegate some or all of these tasks to us as
needed, leaving you the time to concentrate
on other important work:
- Shred the RFP and prepare compliance checklist
- Build the draft annotated outline
- Prepare and later update the compliance matrix
- Set up proposal template and style sheets
- Pre-build storyboards or writers’ work packages
- Prepare a kick-off package and conduct kick-off
- Conduct just-in-time training
- Organize and conduct proposal reviews and
capture reviewers’ feedback
- Edit and polish your final proposal


BD Services Program to Generate Leads and
Transform Your Company into a BD Machine
4. Provide directions and mentorship on how to
position the company best to win during
capture and proposal development
3. Perform initial customer, intel, win strategy,
competition, and teaming analysis to qualify
opportunities
2. Generate leads and maintain your
pipeline to discover great opportunities
that fit your capabilities
1. Set a clear strategy and transform
your company into a bid-winning
machine through process redesign

BD Services Program is an overhaul of your approach to
growth and an outsourced Federal Business Development
solution to help you find government contracting
opportunities in your core competency areas, and maximize
your chances of winning them


BD Services Span the Federal BD Lifecycle, with
Focus on Typical BD Functions
Conduct Strategic
Begin Business Set Up the Company
Business Perform Market
Development to Do Business with
Process
Development Research
the Government
1.0 Planning Session 2.0 3.0

Stand up Your
End Business Enough Info
Marketing Campaign
Development Yes to Make No
Process to the Feds &
Decisions?
Partners 4.0

Yes

Perform Business Build the
Development During Opportunities Check for Strategic Fit
Project Execution Pipeline
9.0 5.0

Qualify Each
Prepare Proposal Conduct Capture Individual
7.0
Opportunity 6.0
8.0
Focus Area


Process Improvement
Helping you assess where you are as compared to industry best practices, and chart a path
forward to drastically improve your business development organization performance

Identify existing
and future
competitors and
establish relevant Develop a custom set
of processes,
benchmarks
procedures,
Perform staff
checklists, and
training in new
templates, and a
Conduct gap processes to
final set of
analysis to institutionalize
recommendations
Perform in-depth determine missing them
regarding your
evaluation of business components organization, tools,
development and processes
capabilities: conduct
interviews and
review proposals, Establish a baseline
processes, tools, above the
organization, and threshold and
other aspects and recommend
artifacts improvements


On-Site Classes, Webinars, and Corporate Training
See our entire schedule of courses and catalog at
www.ostglobalsolutions.com/training/schedule
• Topics ranging from Business Development,
Capture, and Proposal Management to Proposal
Writing, Solution Development, Orals, IDIQs and
Task Orders, and finer points of advanced business
development topics
• Training as the gold standard of the proposal
industry, with Bid & Proposal Academy Certification
• Master classes taught by industry-leading proposal
professionals
• Materials serving higher retention, and providing a reference you will keep
reusing
• Web-based training available for your dispersed workforce
• Available for on-site corporate training at your location
• We can customize courses to fit your needs and industry


Bid & Proposal Academy Certification for Proposal
Professionals
Five certification tracks with comprehensive skill-building courses


Self-Study Courses and Helpful Resources
http://www.ostglobalsolutions.com/training/self-study-courses


Contact Us to Get Started
Get OST as a strategic asset and your partner in helping you turbo-charge your
growth as a government contractor
We are a full life-cycle proposal house
- Alex Brown, Director of Services that offers all the help you need:
- Olessia Smotrova-Taylor, President/CEO
• Capture and Proposal Consulting
Services
Office: (301) 384-3350
Email: service@ostglobalsolutions.com • Business Development Services as part
Address: 7361 Calhoun Place, Suite 560 of our Growth Catalyst Program
Rockville, MD 20855
• Proposal evaluation, benchmarking, and
process improvement
• Training (Corporate Onsite Training,
Classroom Public Workshops, and
Webinars)

If you would like additional information about any of our services or FREE
business development resources, visit our website:
www.ostglobalsolutions.com

OST Global Solutions Capabilities Statement

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OST Global Solutions Capabilities Statement