Winning Government Contracts and Training Winners
At OST Global Solutions, Inc., our job is to teach and empower Government contractors to be successful at winning contracts, and to lend them a helping hand as they find opportunities, prepare for them and write proposals. We specialize in capture management and proposal preparation, strategic planning, contracting opportunity identification and qualification, and marketing to the U.S. Government. We also train our clients in all the secrets of how to do it on their own and win. We are mission-driven and are, therefore, different from other companies that offer similar services; our goal is not just to provide a service, but to strengthen our clients, help them establish processes for winning, and teach them exactly how to win contracts.
The reason we’re passionate about helping Government contractors do their jobs better is that we support the greater mission of the whole Government contracting industry. It is the essential nature of U.S. Government work that we aim to support: To serve our nation and successfully execute the projects we all pay for—projects that impact the wellbeing of everyone and that often extend beyond U.S. borders.
Olessia Smotrova, CF.APMP Fellow, president and CEO of OST Global Solutions, Inc., has more than 20 years of experience in business development, communications, and marketing, including more than 15 years in contract capture and proposal management. She led winning bids for four out of five top Government contractors, winning more than $20 billion over the course of her career. She is the author of the book How to Get Government Contracts: Have a Slice of $1 Trillion Pie. She also consults and teaches others how to get contracts with the Government and large commercial organizations, as well as developing processes, tools, and Bid & Proposal Academy courses that enhance business developers’ abilities to win business. She has taught a graduate course at the Stevens Institute of Technology, and provided training to Treasury and NASA. She has served for two years as the President of the National Contracts Management Association (NCMA) Bethesda/Medical Chapter, and for 2 years as the President of the Association of Proposal Management Professionals (APMP) National Capital Area Chapter. She is recognized as an APMP Fellow for her contributions to the field of capture and proposals, the highest honor for business development professionals. Prior to supporting hundreds of Fortune 500 companies and small businesses as a consultant and growing OST, she worked as a business developer for Raytheon and Lockheed Martin and wrote for the Financial Times of London.
Capture and proposals aren’t just meant to sell your company and help you win contracts. They are project plans—plans for developing solutions that will enable your company to execute the contracts you win the best way possible. To do a proper job, it takes knowledge and preparation. Companies must think through every aspect of the project, identify innovative and more efficient ways of completing the work, find or develop the right technology and tools, find the right people to do the work, and lay out a project plan. This preparation starts well before a Request for Proposal (RFP) is issued, because after an RFP drops, there’s too little time to begin brainstorming and take all necessary actions to ensure successful contract execution. Preparation continues into the proposal writing process, and even after proposal submission. Lack of preparation leads to flawed plans, rework, poor quality, incorrect pricing that consequently throws the project off schedule and causes overruns, and can sometimes even lead to a domino effect that negatively impacts related projects. When a project is negatively impacted by poor preparation, it subsequently harms those the project is meant to serve.
Many companies don’t know how to prepare properly in advance through capture and develop strong proposals that instill confidence that their company can do the job at hand. Some believe they don’t have the money to do a good job with capture, so they just don’t do it. Others don’t have the right staff available for it; either their business developers are busy on other projects or don’t have the right skills. Yet others don’t find out about the Government contracting opportunities that are a good fit for them far enough in advance, don’t maintain the proper discipline of tracking opportunities in their pipeline, or don’t have responsible staff, so they are always reacting instead of being proactive. Many companies cut and paste text from old proposals into new ones and never take the time to think through a plan. Sadly, all these companies manage to win some contracts on occasion, perpetuating their bad habits.
OST is here to break that mold and help you put poor planning in your rearview mirror. Through our Bid & Proposal Academy courses and business development certification programs, free educational resources and tireless service in associations that help Government contractors, we strive to make a difference. Let us know how we can help you find Government contracting opportunities, win your next bid, raise your win rates, and develop your internal staff through top-notch training. In us, you have found a true partner for success.
Ready to Win More Government Contracts?
Schedule a FREE 45-minute Business Development Consultation with one of our experts or call 301-384-3350. We’ll discuss actionable ways you can grow in the Federal market and tell you exactly how we can help you reach your goals.