Data Visualization and Publications

Lee Ellingson

Dick Eassom Testimonial

“Thanks Lee E., and I didn’t realize yesterday was going to be your last day. It was a pleasure working with you and thank you for all your efforts working [our two proposals], you ROCK Lee!!!!”

Data Visualization and Publications

Lee Ellingson

Dick Eassom Testimonial

“Lee E. has been invaluable at turning our engineering concepts into polished diagrams. He has been responsive in getting the last minute changes in place.”

Capture Support and Proposal Development

Al Whitt

Dick Eassom Testimonial

“Al W., a big Thank You to you and the team. I really do not think we could have gotten there with such a great package without you. I really appreciate everything you brought to the proposal, including your sense of humor.”

Program Planning and Controls

Rick and Lucas Tobin

Dick Eassom Testimonial

“Rick T. is close if not on the top of the list of planners that embody the aptitude & drive needed to excel in planning. We have appreciated Rick’s support and look forward to having Rick join us again down the line. Lucas T. has also been a top asset was the trail-blazer in so many respects. When I want to …

Capture Support

Paul Scherer

Dick Eassom Testimonial

“Paul S. fully understood everything about this effort, referred the right stuff to others, and answered the appropriate things yourself. You’d be surprised how few people actually do that well. It adds confidence to management that this team, and therefore this bid, is under control and in good hands.”

Data Visualization and Publications

Brian Smith

Dick Eassom Testimonial

“I got a lessons learned summary from Brian S. this week, showing not only his expertise in graphics and proposal preparation, but in the training and quality of the people SMA has. I will continue to suggest SMA help on major proposals…”

Program Management

Melissa Wachel

Dick Eassom Testimonial

“Melissa W. is a valued member of my team. She is professional, determined, proactive and creative with her project management assignments. I am able to rely on her projects being well-managed and know that I will only be engaged when needed. Melissa handles her team well, her project management duties well and is an excellent communicator. She escalates effectively, and …

Capture Support and Proposal Development

Garrett Cheal

Dick Eassom Testimonial

“Garrett C. is great! I am very happy with the support, guidance, and counsel from him, makes a big difference for us and our proposal. Thank you very much and please let him know we couldn’t be happier he is here!”

Technical Management and Engineering Services

Steve Hammond

Dick Eassom Testimonial

On Wednesday, 6 July 2017, an SMA client hosted an event in honor of Steve H.’s 17 years of continuous support to [one of their major programs]. We believe Steve’s 17 years is an SMA record for continuous deployment to a client. The client cited Steve’s ability to “make a positive impact” on all of his assignments on [that program].

Program Management

Greg Stebbings

Dick Eassom Testimonial

“Greg S. is working out very well. So far, he has shown that he has exactly the background and skills that we need. He is also a delight to work with.”

Capture Support and Proposal Development

Liz Chamberlain

Dick Eassom Testimonial

“In the year Liz C. has been here, she has earned the respect of everyone for her diligence, hard work and pleasant personality. Her boss relies on her as much or more than any of our employees because she always gets the job done with little need for supervision. She is always ready to help out and has covered for …

Capture Support and Proposal Development

Robert Derwae and Brian Smith

Dick Eassom Testimonial

Robert D. and Brian S. were commended for their work with a new client pursuing a strategic opportunity. They did an outstanding job of leading the proposal effort. The government recently announced that the client won the competition, which will grow the company in a big way. [The client’s] owners praised Robert and Brian’s dedication to getting them a WIN. They …

Program Planning and Controls

Lisa Neils

Dick Eassom Testimonial

“I just wanted to share that [we] think Lisa N. is awesome. We were talking about how relaxed we feel, and how collaborative we’re all becoming. We aren’t afraid to ask questions anymore or share ideas. [She] makes us feel valued and that our group is really becoming whole. [She’s] doing a great job as our lead and are just …

Program Planning and Controls

Lucas Tobin

Dick Eassom Testimonial

“I just want once again to reiterate how much I like working with Lucas T. He is professional, fast, straight to the point, and understands the program. He also provides the team with different view options to look at the data. It is benefiting both the team and leadership. I appreciate his help and support.”

Program Planning and Controls

Tim Cooney

Dick Eassom Testimonial

“Tim C. did a fantastic job of taking the previous schedule, and completely redoing it such that it finally made sense and was in sync with the schedule from my subcontractor. Tim attacked the effort with enthusiasm and software tool knowledge unlike any I had received from the combined efforts of all previous planners that had attempted to create a …

Capture Support and Proposal Development

Rod O’Neil

Dick Eassom Testimonial

“I’d like to pile the compliments on. This was a complicated deal that could have significant long-term benefit. …Rod O., you continue to impress me with your ability to lead us all to an exemplary product. The dedication and can-do attitude of all of you who invested so much time on this made it not only a success but even …

Program Planning and Controls

Chelley Hughes-Anderson and Bryan Anderson

Dick Eassom Testimonial

“The IMS section of the PMR continues be a shining example of how far we have improved in this area since the start of the contract—this is directly attributable to thought leadership and diligence to the details by Chelley H. and Bryan A. Today during the PMR hot wash [there were] some great ‘well-dones’ to the team—but I want you …

Data Visualization and Publications

Lori Clark and Jeannie Ward

Dick Eassom Testimonial

“I want to extend my thanks to the SMA graphics folks (Lori C. and Jeannie W.) for their tireless support on the proposal. Typically, proposals are a major impact on my team resulting [in] complete disruption to our normal workflow while forcing my team to work many weekends. In fact, their great work has reduced that significantly. [The proposal] graphics …

Program Planning and Controls

Shane Thompson

Dick Eassom Testimonial

“Just wanted to take a moment and thank Shane T. for all his efforts on our project. It’s been great to have him back! It can be challenging work, with no shortage of twists and turns. And Shane handles it very well both with the client and with the team. Also, on the project economics side, he has really done …

Program Planning and Controls

Shane Thompson

Dick Eassom Testimonial

“[The customer] put a very nebulous task in front of us, and Shane T. took it by the horns and through a lot of [Excel] acumen, patience, and many meetings really delivered for [the customer]. It continues to be a pleasure working with Shane on the team, and I wanted to pass this glowing review of his performance along to …

Capture Support and Proposal Development

Steve Baucum

Dick Eassom Testimonial

“Steve B., thank you for your efforts supporting us here. You have done fantastic work. When we get closer to the Final RFP (or release of a Draft RFP) on the proposal, we will be reaching back out to you to re-engage full-time.”

Data Visualization and Publications

Dick Eassom

Dick Eassom Testimonial

“I wanted to say thank you to Dick E. on so many levels! (1) for an awesome job on the templates and user guide—HUGE success!!! (2) for putting up with my crazy thoughts—no easy task. (3) for getting up oh-dark-early to share with our team—sorry! And most importantly for making me look good to my boss—he called me after and was tickled …

Capture Support and Proposal Development

Jeffrey Ellis

Dick Eassom Testimonial

“Jeffrey E. is doing an excellent job, without his expertise and guidance we would not be where we are. He has taught us many things but the most important fact he keeps reminding us: ‘the only thing that is fixed is the proposal delivery date.’”

Program Planning and Controls

Tim Cooney

Dick Eassom Testimonial

“Tim C. has proven so valuable that we expect to have him here for the foreseeable future.”

Capture Support and Proposal Development

Liz Chamberlain

Dick Eassom Testimonial

“Liz C. exceeded my expectations and greatly enhanced the quality of our proposal. We could not have done it without her! She worked very well with the team and enhanced teamwork among its members. Our proposal was much better than would have been the case without Liz’s support. The final product had a look of professionalism and detail that would …

Capture Support and Proposal Development

Jeffrey Ellis

Dick Eassom Testimonial

“We truly appreciated the exceptional support that Jeffrey E. provided to our proposal effort. [He] went above and beyond the call of duty every step along the way, mentoring our authors to not only improve the product, but to improve their processes going forward here. Our proposal received high marks during color team reviews, and we could not have achieved …

Program Planning and Controls

Elisca Steensmaeijkman

Dick Eassom Testimonial

“Elisca S. has been doing an outstanding job. I gave her one of our toughest programs, one that was on the CEO’s watchlist, and she has made significant contributions to getting them ‘out of the red.’ I consider her one of the top planners in our product line and trust her with overseeing the training of a new hire. She …

Program Planning and Controls

Eleni Trujillo

Dick Eassom Testimonial

“I was recently copied on [the one year] anniversary of her [client] assignments. I had the good fortune of working with Eleni T. during her [program A] assignment and supporting my IPT CAM duties on the [program A] replan. I wanted to resonate on the professionalism, knowledge, and proficiency of her program planning and support, petitioning the recognition she deserves. …

Program Planning and Controls

Elisca Steensmaeijkman

Dick Eassom Testimonial

“I wanted to sing Elisca S.’s praises to you. She is an amazing asset to our team; she clearly knows her stuff when it comes to planning, she drives the team to get their tasks done and she holds the team accountable. She’s fantastic at pulling together who she needs to get the right answers and leads all of us …

Capture Support and Proposal Development

Carol McDonough

Dick Eassom Testimonial

“I do want to express my sincere appreciation for Carol M.’s work with our team. We have no in-house experience in this area and she was incredibly patient with us, returning to first principles and being thorough and deliberate. I really enjoyed the experience and am grateful to both Carol and SMA.”

Capture Support and Proposal Development

John Nelson

Dick Eassom Testimonial

“…I wanted to express my appreciation for the work SMA provided. In particular, John N. provided strong leadership and worked collaboratively to address and resolve issues. John made himself available day and night seven days a week. His dedication was remarkable and the work he produced was of high quality. I really enjoyed working with John and hope to have …

Capture Support and Proposal Development

Jim Guilfoyle

Dick Eassom Testimonial

“…I wanted to express my appreciation for the work SMA provided. In particular, Jim G. was a stand out. He was the first to volunteer for assignments. He would finish the work quickly with high quality and then seek out new assignments to keep progress moving forward. Jim was a pleasure to work side-by-side with in developing our response. I …

Capture Support and Proposal Development

Jeff Summerhays

Dick Eassom Testimonial

“Just wanted to let you know how pleased our bid team was with the support we received from Jeff S. on our Task Order responses. The concept of operations designs he provided for both projects were easy to understand yet complex enough to cover the SOW. Jeff was a pleasure to work with and is well liked and respected by …

Earned Value Management Systems

Mike Davis

Dick Eassom Testimonial

Mike D. is implementing Earned Value Management at our client. On delivery of his first Program Performance Report, client responses included, “Hey Mike, superb work!”, “Mike, great work!”, and “Holy cow—this is incredible!”

Program Planning and Controls

Dan Mulcahy

Dick Eassom Testimonial

“Dan M. has been a great help for us here…over the many months he has worked here. Dan has diligently and skillfully supported multiple program teams with accurate and up-to-date schedule performance assessments. Without his support, we would not have been able to satisfy critical program reporting requirements. Dan’s support and willingness to help is well recognized by myself and the entire …

Program Planning and Controls

Janet Lorelle and Louise Proulx

Dick Eassom Testimonial

“Janet L. and Louise P. have been great assets to our team! Should the need arise for a Cost Analyst or Scheduler for my team I will definitely reach out to you because of the great support SMA has provided.”

Program Planning and Controls

Roger Risinger

Dick Eassom Testimonial

“Roger R. hit the ground running and is doing a great job. I would hire him again.”

Program Planning and Controls

Eleni Trujillo

Dick Eassom Testimonial

“For the second half of 2019, Eleni T. has provided planner support for our project team. She quickly came up to speed to support the team and collaborated in multiple ways. Her major accomplishments include using Critical Chain to shorten schedule delays, creating customized Integrated Master Schedules and Master Phasing Schedules for high visibility tasks and for understanding our long-term …

Program Planning and Controls

Carla Williams

Dick Eassom Testimonial

“First and foremost, Carla W.’s demeanor makes her a joy to work with. In a very short time Carla forged friendships and professional alliances with team members that allowed her to be much more effective in getting the job done. Her work products with the IMS and multiple other tracking tools allowed us to keep track and stay on top …

Capture Support and Proposal Development

Holly Hope

Dick Eassom Testimonial

“Holly H., thank you very much for all the support that you provided for this. We certainly could not have done it without you. On behalf of the entire team please receive our gratitude and appreciation.”

Earned Value Management Systems

Mike Davis

Dick Eassom Testimonial

“We would be dead in the water without Mike’s skillset and stellar performance pushing us in the right direction. In my opinion, Mike D. operated far outside of his requirements to help our team succeed; he was truly a team player. I’ve never seen anything like it! At the end of the day, if I can have one person on …

Capture Support and Proposal Development

Ralphine Ippoliti

Dick Eassom Testimonial

“I have nothing but the highest praise for all you did to get us to where we are, Ralphine I. Please put me down as a fan and a reference any time you need it!”

Capture Support and Proposal Development

Robert Derwae & Brian W. Smith

Dick Eassom Testimonial

“Brian S. and Robert D. just completed their work yesterday and did a great job getting us to final! Very long days for Brian, and he was key contributor to our electronic and print ‘book check’ submission success. Thank you for SMA’s support on this bid!”

Capture Support and Proposal Development

Jeni Purcell, Patricia James, Rod O’Neil, Peter Sherman

Dick Eassom Testimonial

“I think this virtual experience worked well for us. Rod O. was very well capable of handling virtual meetings as well as SharePoint for configuration management. Overhead support from Peter S. and Jeni P. made it even smoother. Thanks to entire SMA team.”

Data Visualization and Publications

Lee Ellingson

Dick Eassom Testimonial

“Just a short note to thank you for bringing Lee E. to us. He is a seasoned professional, anticipating my needs and delivering what I need, when I need it. His experience with USG proposal requests makes us working together easy. Lee’s attitude of being a team player is the grease to keep things running smooth. Since I’m in proposal …

Program Planning and Controls

Simon Dekker

Dick Eassom Testimonial

“I just wanted to reach out and let you know Simon D. has been a pleasure to work with and we are making good progress.”

Data Visualization and Publications

Lee Ellingson

Dick Eassom Testimonial

“We conducted our Technical Volume Red Team last Friday and received excellent comments from the reviewers. Lee E. has been a tremendous asset, working with me over the weekend to revise graphics and to re-apply formatting styles to produce a clean baseline document.”

Capture Support and Proposal Development

Debbie DeHaas, Bill Harland, Marc White

Dick Eassom Testimonial

“Marc W., Debbie D., and Bill H., we are successfully under contract for the DARPA program. Your help in the proposal last year was instrumental for this success! Thank you again! I only regret that I had to wait this long to share this news!”

SMA Headquarters

Luke Anderson

Dick Eassom Testimonial

“I can’t thank you all enough for being so gracious and including Luke A. in your organization at SMA [as a summer intern]. He really appreciated being involved with the team and feels a strong sense of allegiance to the team. I asked if he wanted an internship over the year with [our family company]. He promptly replied, “No Dad, …

Capture Support and Proposal Development

Betty Green, Steve Hammond, Alan Moffatt

Dick Eassom Testimonial

“Betty G., Steve H., and Alan M., …I wanted to personally thank this team for your dedication, professionalism and stick-to-it-ness as you persevered in preparing and delivering the proposal. For sure, there is more to go, but your tireless efforts are much appreciated and foundational in carrying the program forward. Thank you for carrying our water. All the best and …

Program Planning and Controls

Elisca Steensmaeijkman

Dick Eassom Testimonial

“Elisca S. joined the team in April/May 2020 and has done an outstanding job. We just received our CPAR rating from US Air Force for the program and Scheduling has improved from Satisfactory to Very Good rating. I appreciate her help and dedication to the team and would like to share this good news with you. She always goes above …

Capture Support and Proposal Development

Danny Long

Dick Eassom Testimonial

“We couldn’t have won this award without Danny L.  He was a key member of the team, and is always a pleasure to work with.”

Program Planning and Controls

Elisca Steensmaeijkman

Dick Eassom Testimonial

“In July we received  a formal CPAR from our USAF customer and the program received the highest grade of any program supporting USAF contract efforts in the company!  In 5 out of the 7 categories we received the highest rating of Exceptional!  I made sure the entire team and their mangers were aware of this achievement and I wanted to …

Capture Support and Proposal Development

Lee Manthei

Dick Eassom Testimonial

“Lee M. just finished the first major task order proposal and it was darned lucky that he was transferred from capture to proposals last month. The customer is in a hurry to obligate money and they gave the contractors 10 days (extended to 11) to respond with 150 pages and pricing for $50 million. Wow! Lee billed almost 200 hours …

Capture Support and Proposal Development

Lee Manthei

Dick Eassom Testimonial

“Lee M. served as our Proposal Manager.  And while Lee is a subcontractor he did not operate that way.  He was committed to the successful development of our proposal and…put in countless hours to ensure that our proposal was of high quality and compliant.”

Data Visualization and Publications

Lee Ellingson

Dick Eassom Testimonial

“Congratulations! We won one of the contracts for program. Thank you for your support in getting this pursuit into the ‘win’ column. Lee E.—your track record remains intact!’

Capture Support and Proposal Development

Alan Moffatt

Dick Eassom Testimonial

“This has turned out to be the longest and hardest fought campaign…yet.  I would like to mention the stellar work by Alan M. to lead the proposal writing and his efforts to ensure it was a first class submission.”

Data Visualization and Publications

Jolyne Tarver

Dick Eassom Testimonial

“As COVID-19 home working procedures were enacted, the proposal team took on the challenge of running a complex, multi-business unit bid entirely remotely. All worked under tight deadlines, the proposal team delivered a high quality proposal on time and within budget to the customer.” (SMA Associate Jolyne T. provided production & graphics support to this effort.)

Data Visualization and Publications

Brian Smith

Dick Eassom Testimonial

“I wanted to send a note of appreciation to Brian S. He is an amazing professional to work with. He was able to deal with our proposal inputs with changes and some within the 2-hour window of delivery.”

Capture Support and Proposal Development

Noel Janda & Terry Thornhill

Dick Eassom Testimonial

“Noel J. and Terry T., thanks so much for your assistance on this killer proposal. To say we could not have submitted without your help is an understatement. We submitted on Sunday with 5 minutes to spare and the orals went well. And now we wait.”

Program Planning and Controls

James Evans

Dick Eassom Testimonial

“James E. successfully supported transition from the current Project Control Analyst (PCA) to become the new singular PCA for a $100M R&D full EV program. His support included managing monthly EV deliverables both to the PMO and the government customer, closeout of a major subcontractor, and working with the customer to determine desktop IBR criteria and movement toward implementing initiating …

Capture Support and Proposal Development

Joe Boyle

Dick Eassom Testimonial

“Joe B. We got this beast over the line! It was a pleasure and an honor to work with a true professional like you. Your calm demeanor, willful conduct of activities and tireless effort enabled us to collectively get there. Thanks for being a true partner in this effort and I wish you what promises to be a very relaxing …

Capture Support and Proposal Development

Ralphine Ippoliti and Al Whitt

Dick Eassom Testimonial

“Our proposal was submitted at 12:07 pm today!!!!!!!!!!!! Ralphine I. and Al W., thank you for all your advice, hard work, guidance, and hand holding!! You are true professionals and I really appreciate your support and look forward to working with you as we move forward.”

Capture Support

Management Consulting Team

Dick Eassom Testimonial

“Just wanted to touch base and let you know that we were genuinely pleased with the quality of the work that your team did for us recently. It was well done… thank you. Two things stand out: First, the quality of the CA was very high—as much as we really appreciated the great detail data, we also appreciated the solid, actionable …

Program Planning and Controls

How do I balance risk across cost/schedule/technical?

Dick Eassom Q&A

A resource loaded IMS integrated with the EVMS and Risk Register are key elements of an effective PP&C system that provides early warning to issues and insights into the drivers of the cost/schedule/technical trends.

Technical Management and Engineering Services

How do I improve my preparation for milestone reviews?

Dick Eassom Q&A

The stress and cost of preparing for milestone reviews persists to this day in spite of numerous improvements in processes and execution discipline. Modern techniques have fundamentally changed design and development methods. These techniques can result in artifacts needed for customer milestone reviews as contemporaneous products of the design process.

Program Planning and Controls

What is the cost of not having cost/integrated PP&C skills for my program?

Dick Eassom Q&A

Environments that implement cost and schedule as separate functions in the organization create stovepipes resulting in rework, extended hours for staff, and late CDRLs. In these environments, more time is spent reconciling data rather than analyzing information. Program Planning & Control (PP&C) organizations with integrated cost/schedule capabilities can operate as much as 30% more efficiently.

Earned Value Management Systems

How can I improve the utility of my IMS/EVMS data?

Dick Eassom Q&A

You know your system is working when the project team and management use the information to make both day-to-day, and milestone decisions, not just keep score. Successful program planning and controls integrates cost and schedule principles with technical and other product components. Getting the level of detail right is one of the biggest challenge to effectively implementing IMS/EVMS for decision …

Capture Support

How can a division of a major A&D contractor implement true long-term strategy beyond bottoms-up, product-line driven 5-year planning?

Dick Eassom Q&A

Dynamics around budgets, conflicts/threats, and competitors make long-term strategy development more challenging than ever. Segmentation offers a useful way to think about the distinct parts of a business—not necessarily based on products or customers, but on attributes such as nature of responsibility, frequency of competition, and technology domain. Long-term strategies appropriate for each of the segments that the division participates …

Capture Support

What is the best strategy for managing an underperforming business unit?

Dick Eassom Q&A

Competitive and market pressures are changing the economics of historically strong businesses. Our approach is to determine root causes of underperformance by comparing the current business to customer needs and competitors’ behaviors. Insights into misalignment with market demands will lead to options for change—for example, business model transformation, targeted investment in product development, cost reduction initiatives, etc. Conditions for business …

Capture Support

How can an incumbent platform manufacturer protect its market segment from new entrants?

Dick Eassom Q&A

The government’s recent emphasis on competition creates an increased threat to company franchises and ability to leverage platform incumbency. An effective way to protect markets is to anticipate competitors’ approaches and then design counter-strategies. We apply our structured choices methodology for win strategy development to evaluate and reverse engineer likely baseline strategies for each competitor, and alternatives. We then compare …

Capture Support

How can a commercial aviation products manufacturer prioritize strategic growth areas?

Dick Eassom Q&A

Often excitement is created by a technical breakthrough or news about growth in another company’s business, but these alone do not warrant strategic moves. However, sustainable growth platforms are developed with an integrated outside-in (areas of external demand) and inside-out (areas of distinctive company assets and capabilities) analysis. We characterize market opportunity areas based on trends in end-user needs, technology …

Capture Support and Proposal Development

How can a Tier 1 contractor quickly respond to an unfavorable change to an RFP performance specification?

Dick Eassom Q&A

Unfavorable RFP changes are most troubling because they indicate a disconnect with the customer. If there are RFP changes, it is important to conduct a fast cycle assessment of possible competitive strategies. Develop new alternatives and assess impact of customer changes and anticipated competitor responses to determine the strongest strategy based on evolving conditions. Tactical moves are then determined based …

Capture Support

Should I bring my commercial offerings to the government market?

Dick Eassom Q&A

Regulation and process have made the government customer historically unattractive to commercial companies. Partnerships with traditional government contractors is one way to navigate the system, and new government efforts to reach out to innovative commercial firms might further facilitate adoption of commercial offerings. There are also occasional opportunities when the government may prefer a commercial offering because it offers better …

Capture Support and Proposal Development

Is there a sweet spot for my capabilities beyond my current market?

Dick Eassom Q&A

The technology-push approach of finding new applications for existing products and capabilities is extraordinarily difficult. Consider a market-pull perspective by conducting research and working with marketplace incumbents to characterize particular segments and the outstanding unmet needs. This allows you work backwards to identify relevant capabilities to address market needs.

Capture Support

Am I ready to address an adjacent market?

Dick Eassom Q&A

There are a number of dimensions to successful enter into adjacent markets. From a demand/supply perspective, these include a good understanding of opportunity areas and having the ability to create and sell the right products for the adjacent markets. To be successful in adjacent markets a new business model is usually required, which is often the most challenging part for …

Capture Support

What additional value do I have to offer for my customer to buy above the lowest price?

Dick Eassom Q&A

There is value beyond the terms of the deal reflected in the price. A useful way to think about value is a framework of innovation that includes program infrastructure, product or service offering and customer experience. There can be opportunities within each to create a robust system of value for a customer by linking value creation across these innovation types.

Capture Support

How do I assess the strategic value of a program to my competitors?

Dick Eassom Q&A

Assessing strategic value requires a multi-faceted approach including examining recent bidding behavior within similar focused market areas, understanding the increase in expected value of future opportunities that a win will provide the competitor, and monitoring artifacts that illustrate the competitor’s desire to win. Strategic value can be quantitatively estimated using tools such Real Options analysis commonly used in commercial pricing …

Capture Support

How do I deal with the uncertainties in my pricing strategy?

Dick Eassom Q&A

Analytical methods can be used to better understand, decompose, and measure uncertainties applicable to pricing strategy. Different types of procurements, ranging from commodities bought by the item to major systems development, are driven by different types of uncertainties. Understanding these and having the tools to analyze them are critical to developing a robust pricing strategy.

Capture Support and Proposal Development

What can I do to better defend my customer’s award decision during a protest?

Dick Eassom Q&A

It is too late once a protest has been filed. Helping your customer defend an award decision is best done before the final RFP is ever released—by helping your customer define clear requirements and evaluation criteria. Proposals should be prepared with the evidence needed for a defensible award decision.

Capture Support and Proposal Development

How do I understand why I really lost?

Dick Eassom Q&A

Getting “on the record” or “off the record” feedback is insufficient in understanding losses. Understanding losses requires understanding alignment against customer needs, assessing competitive insight, and reviewing strategic execution through an unbiased perspective.

Capture Support and Proposal Development

How do I right size my internal capabilities?

Dick Eassom Q&A

Partnering with trusted providers can help minimize fixed costs, retain critical organic capabilities, and meet surge and specialized needs. It is vital that the decisions on which roles to outsource are aligned with your company’s culture and intended market strategy.

Capture Support

How do I know when I need to change my strategy to win?

Dick Eassom Q&A

Effective strategies anticipate surprises from customers and competitors. Responding to these surprises requires a strategy that monitors specific signposts and that you can test during the pursuit, and that can evolve.

Capture Support and Proposal Development

How do I achieve real organizational learning in the proposal environment?

Dick Eassom Q&A

Though typical practice in industry, lessons learned conducted on major competitive losses have largely failed to result in enduring systemic learning. Findings are often limited to unique external or internal conditions that make it difficult to transcend from experiential to pedagogic knowledge needed for organizational learning. A capability-centric perspective to learning overcomes the limitations of these traditional approaches.

Capture Support and Proposal Development

How do I get the right insight into my customer’s source selection?

Dick Eassom Q&A

Most companies fall into a trap of perceiving their customers from a single lens, and discounting contrary evidence or opinions. A rigorous analytical, fact-based approach can be applied to gaining unique insights and testing those insights during a competition.

Capture Support and Proposal Development

How do I increase my capacity to bid with reducing budget?

Dick Eassom Q&A

Tailoring internal processes to match the pursuit is essential in increasing bid capacity, but insufficient to compete effectively. Firms must also have a clear understanding of the balance between maximizing the probability of win on individual bids and total value of programs pursed to achieve the target return on investment (ROI) for your business.

Capture Support and Proposal Development

How can I control my B&P costs with slipping RFP schedules?

Dick Eassom Q&A

Make effective decisions on what not to do as much as a focusing on what to do. Efficient management of Bid & Proposal (B&P) funds is about having clear investment criteria across the entire portfolio of pursuits and spending smartly on each pursuit.

Program Planning and Controls

Tim Taylor

Dick Eassom Testimonial Leave a Comment

“I want to pass on my appreciation for the support Tim T. provided to the Surveillance component of the recently established EVM Program. When Tim and I began working together I knew enough about EVM to understand the high level briefings provided at PMR meetings. Over the course of a year, Tim taught me EVMS and Surveillance, drafted our company …

Earned Value Management Systems

Mike Davis

Dick Eassom Testimonial

“I want to let you know that the ability to add consultants to the team is really paying off. Mike D. is an excellent EV analyst and picked up the [program name] ball and is running with it. He is a breath of fresh air for me on the [program name] program.”

Program Management

Jay Knafelc

Dick Eassom Testimonial

“Jay K.—We very much appreciate your project management…to date. Your relentless persistence and can-do attitude is a big part of all the work we’ve completed. Thank you for all the hard work, long days, and time away from home.”