Why intern with OST Global Solutions

Get an Internship
with OST Global
Solutions, Inc.
…Because There is No Second Place in
Proposals™
OST Global Solutions, Inc.
Office: 301-384-3350
Email: service@ostglobalsolutions.com
Web: www.ostglobalsolutions.com

Page  1 OST Global Solutions, Inc. Copyright © 2011
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com

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

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

A proprietary set of lean and efficient
business development, marketing,
capture planning, and proposal
preparation processes that are
second to none

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


Our Facilities
Offices in Rockville, MD, one mile from the Shady Grove Metro on the Red Line (accessible
from Maryland, DC, and Virginia by metro + bus or car)

Offices, and Training and
Proposal Center in Rockville, MD

Virtual workspaces


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

Olessia Smotrova-Taylor Alex Brown Ruth Zein
President/CEO Director of Services Director of Research
• Won $17 billion in new business • 16 years in government and • 16 years of experience in sales,
• President of APMP-NCA commercial markets, with 12 business development, capture, and
• 17 years’ BD experience, including 4 years in business development market research
out of top 5 government contractors • Marketing Director of APMP-NCA • Served as the VP of Research at
Fedsources

Michael McLoughlin Julia Pochekueva Betsy Kolmus
Research Analyst Marketing Manager Proposal Professional
• 3 years of experience in research • 7 years of experience in marketing • Has won more than $250M in new
and developing pipelines for and business administration business for federal contractors as a
government contractors • Experience at Grant Thornton proposal manager and writer
• Member of APMP-NCA chapter • E-zine chair on the Board of • Multifaceted skills from strategy to
• Started as an intern at OST Directors of APMP-NCA writing, editing, coordination, and
DTP


How Businesses Grow
This is what OST Does

 Organically:  Through Mergers & Acquisitions
- Increasing the number and size of (M&A):
contracts (sales) - Purchasing other companies
- Growing the number of employees - Joining forces with other
- Increasing the number of facilities companies
- Expanding presence, footprint, - Takeovers
etc.


Relatively New Profession, Recently a Secret
OST is one of the forefront leaders in the business development profession – an
exponentially growing field more people are learning about

1960s - 1970s 1980s 1990s 2000-Present

 Some professional  Profession  Profession takes  Exponential growth
tools and “officially” born in off: multitude of – APMP chapters
techniques defined 1989 through training options opening as far as
 Professional founding of the available to those China, India, and
knowledge resides Association of who seek it South Africa
in a handful of Proposal  APMP grows to  Refinement of the
companies Management over a thousand professional tools
Professionals members globally
 New government (APMP)  Academic
directives on  Government programs
contractor selection  Introduction of PCs acquisition reform introduced (ex:
and computer reshapes the OST teaching at
 Use of typewriters, applications
rubber cement and procurement field Stevens Institute of
white out  Government  Orals Technology)
acquisition evolving
 Multimedia formats


Our Industry – Government Market
This is the most stable, recession-proof field – as long as there is government,
there is a need for what contractors and OST (who helps them) do

 U.S. Federal Government is the largest buyer of
services and products in the world
- Hundreds of billions/year industry
- 79 federal agencies
 But the market is even larger:
- Governments in all 50 states and the District of
Columbia
- 67,000 local governments
- Tribal governments
 Many foreign governments have similar buying
approaches
 Large commercial companies model their buying
systems after the government
 This is a trillion-dollar global industry


Select Government Agencies and Entities We Have
Proposed to (and Won):

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


U.S. Government Buys Nearly Everything from Private
Industry
Government contracting is a huge field with nearly every industry imaginable

 Services (over 50%): projects of national and
global importance in the areas such as:
- National security, defense, intelligence
- Disaster recovery
- Environmental mitigation
- Social services
- Antiterrorism
- Infrastructure: information technology, roads,
buildings
- Safety, logistics, maintenance…
- …and on, and on…
 Products: from paper clips to medical
supplies to major weapon systems

Simplified View of the Competitive Buying Process

Government Government Government
Needs Issues a evaluates the
Something Request for proposal and
Proposal (RFP) awards the
contract

Company Company Company
finds out and prepares and executes the
prepares in submits a project
advance proposal


Here are Some Examples of the Projects We Helped
Win for Government Contractors
Most of our projects impact daily lives nationally and globally

 $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
 $20 Million Professional Monitoring Services bid to the Canadian Government for Gregg
Protection Services
 $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.
 $42 Million US Army ATEC IT Support Services for STG, Inc.
 $30 Million PAC-TNOSC US Army IT Support Services for STG, Inc.


What We Do to Help Federal Contractors Win
Government Contracts

Begin Business Set Up the Company to Conduct Strategic
Perform Market
Development Do Business with the Business Development
Research
Process Government Planning Session
1.0 2.0 3.0

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

Yes

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

Qualify Each Individual
Prepare Proposal Conduct Capture
Opportunity
8.0 7.0 6.0


BD Service
Building opportunity pipelines for businesses

Opportunity
Search
Through
Databases
Market and
Research Registrations

Marketing &
Opportunity Individual
Study of the Opportunity
Search via opportunity
Company and BD Plan Identification
Personal review and
BD Strategy Development Meetings
Relationships qualification,
Session with
and Networks opportunity
Customers
monitoring
and Partners Opportunity Start of the
Pipeline Capture Effort

Opportunity
Search
Parameters Opportunity
Calibration Search via
networking
groups, trade
shows, and
other events


Holistic and Practical Approach to Capture
Capture is to proposal what attending the course is to passing the final exam graded on a
curve

OST
Capture
Process


OST Proposal Process
Disciplined process employing 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


We Help Large, Mid-Size, and Small Businesses

For large businesses:
Provide people to augment
For small businesses: their BD staff; advanced
Building an opportunity training; tweaks to processes
pipeline, proposal
support, just-in-time
support, training,
mentorship, establishing
processes, marketing,
etc.

For mid-tier businesses:
Building an opportunity pipeline,
the best of processes to
compete toe-to-toe with the
larges, turnkey proposal teams
or staff augmentation,
training, etc.


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

How we Do it: Some of the Best BD Processes in the
World


Benefits of Interning at OST
Unpaid internship where benefits exceed $16K per semester (include training
courses, mentorship from highly paid consultants, memberships, and other perks)

 Great opportunity to learn a unique business
development process that yielded $18 billion in
new business for our clients since 2005
- 5 hrs/week dedicated to 12 training modules in a
course normally sold to the public at $4,995, to build
a foundation in business development
- The remaining time dedicated to hands-on
experience with exposure to Fortune 500 clients
 Exposure to topics that deal with national security
and other government programs and initiatives
 Small business means more attention to interns and REAL responsibilities
- Duties that offer a chance to showcase greater accomplishments on the resume
- Professional resume writing assistance at the internship completion
- Letter of reference provided to enable you to find a great job

And More Benefits…
Lifetime benefits are exponential, offering you a skill to create six-figure income in a
profession that is as lucrative as the legal field and as stable as finance

 Personal mentorship from thought leaders in
global business development
 Membership at the Association of Proposal
Management Professionals (APMP) and the
APMP-NCA committees
 Free attendance at select networking and dinner
events in the Washington, DC Metro Area
 Free attendance at OST’s training courses that
are normally $1390 per course
 Free lunches frequently brought into the office
 Combination of onsite and remote work,
convenient for academic load
 Formal performance reviews
 For academic credit, if desired
 Opportunity to learn a profession that pays $80K-
$400K/year


Main Benefit: An Invaluable Skill for Success
Learn a skill that will augment you as a professional in almost every field

Any field you are Understanding of Careers requiring BD skills:
studying + business = - Business owner
development - Company executive/manager
- Business developer
- Consultant (management
consultant, strategist, technical
writer, orals coach, proposal and
capture manager, graphic artist,
price-to-win expert, etc.)
- Program/project manager
- Marketing/sales expert
- Engineering/IT/Science and
other technical professional
involved in writing business
proposals
- And on, and on…


How to Apply for an OST Internship:

Provide a cover letter, resume, and
a writing sample to
hr@ostglobalsolutions.com
(or apply for a specific positions at:
www.ostglobalsolutions.com/careers)
You can also find us at your school’s Internship Web
page and use the appropriate application process


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