Fractional BD leadership, disciplined capture, and safe, auditable AI for AEC/GovCon and geospatial services.
A practical, compliance-first plan to raise PWIN, shorten cycles, and build proposal discipline.
Black-hat/red-team review of a live/recent proposal
Compliance templates & boilerplates refreshed
Clear go/no-go + color-team cadence
Weekly deal reviews + exit criteria
Stage hygiene; faster close plans
Rewrites + snippet library
AI prompts with privacy guardrails
Traceable edits for audits/compliance
Partner motions (co-sell, MDF), when applicable
Five metrics I track on every engagement—kept simple, TCV-weighted, and refreshed with recent bids.
49% Win Rate (Qualified)
Share of bids won on go/no-go-approved pursuits (last 24 months).
Threshold above $1M; n=41 opportunities.
TCV-weighted win rate: 46%.
$32.3M (last 5 yrs)
Total contract value awarded for pursuits led/influenced (LTM + historical).
Mix: Federal, SLED, and industrial; prime + sub roles.
RFP → Award (Median Days)
Federal task/delivery orders: ~18–45 days typical.
New stand-alone federal awards (IDIQ/definitive): ~90–180+ days depending on complexity.
SLED RFPs: ~45–90 days end-to-end.
Playbook impact: faster stage hygiene, clearer next best actions
+20–35% (6–12 months)
Realized revenue growth as awards convert and new motions land.
Near-term booking lift (90d): pipeline adds + first wins.
Driven by proposal quality, meeting engine, exit criteria, and partner motions (co-sell/MDF).
(4–6× next 2Q)
Target coverage: 4–6× next 2 quarters, TCV-weighted.
Qualified = stage-gated opps with next steps + exit criteria met; excludes <$1M TCV or low-PWIN.
Refreshed weekly from the meeting engine; tied to forecast (commit + best case)
Strategy & Messaging Playbook — ICP/offer, value pillars, exec deck
Partner Motions (Co-Sell, MDF) — access, evidence, ROI
AI-Assisted Speed (Safe & Auditable) — guardrails, traceable edits
Capture System (Compliance + Snippets) — matrices, cadence, library
PWIN & Pipeline Hygiene — deal scorecards, exit criteria
Executive Meeting Engine — rhythm, agendas, pursuit maps
PWIN: 46% (TCV-weighted)
Bookings (Awards): $32.3M (last 5 yrs)
Cycle Time: ~18–45 days (task orders), ~90–180+ (stand-alone)
Revenue Lift: ~20–35% (6–12 months)
Six concrete deliverables that raise PWIN,
shorten cycles, and improve proposal quality.
ICP/offer, value pillars, talk tracks
Executive deck + pursuit storylines
Map partner value to pursuits
MDF plan with evidence + ROI
Compliance-first builds; color-team cadence
Reusable snippets; past performance
Weekly exec rhythm: agendas + scorecards
Clear owners, decisions, and next actions
Deal scorecards; exit criteria
Forecast clarity, fewer zombies
Guard railed prompts; better first drafts
Traceable edits: humans own final
Ready to raise PWIN?
Metrics-tilted: Clear plan, tighter reviews, and auditable AI support
to lift PWIN and cut proposal cycle time in ~90 days.
No pitch. We’ll confirm fit in 20 minutes.
Calendar not working? Email me at: blsbase@gmail.com
