Director of Growth | Sales & Marketing Officer | Expert in Client Acquisition | Expert in Partner Relationship Management | B2G Sales | Growth Strategist | Healthcare IT, Cybersecurity, Cloud, SaaS, Big Data, AI
I'm a Federal Capture Manager. People outside of my space wonder what it is that I for a living, so here's some high points. In a nutshell, my job is to build trusted relationships and to help craft and to provide solutions to government client problems. When I got out of the military, I was blessed to get into the tech space, where I sold technology-- high ticket software and hardware. But I eventually learned that clients needed me to solve their problems, not sell them stuff. The "stuff" they bought was to be used to fix problems. That was my early introduction to what I now do every day- don't focus on the stuff, focus on the problems and solutions. I spend my time every week managing my time, reading reports, seeking and providing input and thinking both strategically and tactically with prospective clients, business partners and co-workers - especially members of my team who need to understand their roles. My daily duties usually include activities around leadership, sales, client relations, risk assessment, product development, research, team meetings, contract development and reviews, data calls, partner meetings, MORE research, lots of questions, and often times seeking to gain insights from many different sources. Oh, and documenting my findings. (The joys of paperwork.) I spend time wading through emails, thru opportunities, evaluating options (which is rarely easy, since many times I have several good options to choose from) and discussing things with people a whole lot smarter than me. Ultimately, my company's leadership wants me to understand and communicate to them how to position a "win" strategy for each client and each opportunity, just as our clients want us to be able to articulate a win strategy to solve their issues- on time and on budget. I need to understand not only government contracting procedures (the "FARs"), but I also need to understand the deep details of things such as the Shipley Capture process-- a process that uses standard terminologies and procedures that are constantly being refined. Finally, I work across many departments, not only at my employer, but within the wide ranging federal contracting landscape. I build trusted relationships-- people whom I have come to trust, as well as people who have come to trust me. Because at the end of each day- capture management is all about listening, analyzing, creatively thinking and building long-term relationships built upon trust.
Rich Sadala
4mo
Great description, Ross.
Retired at NCN (No company Name)
4moNailed it, Ross. Best to you. Steve.