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Fractional Business Development and Capture Director
DoW & Federal Agencies
Position Overview
GES seeks an experienced Fractional Business Development and Capture Director to grow its Enterprise IT Services, Modernization, End User Services, High-End Engineering, Cybersecurity, and Cloud business across DoW and other federal agencies.
This is a hands-on, part-time leadership role responsible for developing customer relationships and leading opportunities through contract award. The ideal candidate brings established relationships within relevant federal buying organizations and a proven record of winning eligible 8(a) and SDVOSB sole-source/direct awards and competitive contracts. VA VOSB contracting experience is also valuable.
– The Director will own priority pursuits from initial customer engagement through qualification, capture, proposal development, negotiations, and award.
Success will be measured by contracts awarded, bookings, and profitable revenue growth. Opportunity identification and introductions must translate into qualified pursuits and awarded work.
Key Responsibilities
Customer Relationships and Business Development
- Bring and expand established relationships with DoW components, military departments, defense agencies, and federal civilian agencies that purchase GES’s services.
- Engage CIO organizations, IT directors, cybersecurity leaders, engineering organizations, program managers, requiring activities, contracting officers, and small business specialists.
- Secure substantive customer meetings to understand mission needs, technology challenges, funding, acquisition plans, and procurement timelines.
- Connect customer requirements to GES’s capabilities and position the company before solicitations are released.
- Lead capability briefings, technical discussions, customer visits, and presentations of relevant past performance.
- Develop prime contractor and teaming relationships that produce contract and task-order opportunities.
Opportunity Identification and Qualification
- Build a focused pipeline aligned with GES’s capabilities, past performance, certifications, delivery capacity, and growth objectives.
- Identify emerging requirements, recompetes, modernization initiatives, and task-order opportunities.
- Qualify pursuits based on customer access, funding, acquisition strategy, eligibility, competition, timing, expected value, and probability of win.
- Recommend bid/no-bid decisions and prioritize opportunities with a credible path to award.
- Identify gaps in capabilities, past performance, contract access, or staffing and recommend teaming strategies.
Sole-Source and Direct-Award Pursuits
- Identify and advance eligible 8(a) and SDVOSB sole-source/direct-award opportunities across DoW and federal agencies, along with applicable VOSB opportunities at the VA.
- Communicate GES’s capabilities and understand customer acquisition options within applicable procurement rules.
- Coordinate capability, technical, past-performance, and pricing information needed to support the customer’s acquisition process.
- Track funding milestones, customer actions, required submissions, and anticipated award dates.
- Maintain pursuit momentum through negotiations and award.
Capture Management and Proposal Leadership
- Own capture plans for priority pursuits, with clear actions, responsibilities, milestones, and customer engagement strategies.
- Develop tailored win strategies, competitive assessments, differentiators, teaming approaches, and pricing recommendations.
- Work with GES technical and delivery leaders to develop credible solutions, staffing approaches, and transition plans.
- Lead the business and capture strategy for sources-sought responses, requests for information, capability submissions, and proposals.
- Coordinate leadership, technical, operations, pricing, and proposal resources through submission, discussions, negotiations, and award.
- Support the transition of awarded work to delivery teams.
Growth Accountability
- Maintain an accurate pipeline documenting customer requirements, funding status, acquisition paths, next actions, and forecast award dates.
- Report progress against agreed bookings, revenue, win-rate, and pipeline-conversion targets.
- Ensure pursuits align with GES’s delivery capabilities and profitability objectives.
- Conduct win/loss reviews and apply lessons to future pursuits.
- Follow procurement integrity requirements and applicable contracting program rules.
Required Qualifications
- Typically 8–10+ years of federal business development and capture experience, including successful pursuits within DoW buying organizations.
- Demonstrated success winning contracts in one or more of GES’s core service areas: enterprise IT, modernization, end user services, high-end engineering, cybersecurity, and cloud.
- A record of personally originating, advancing, and closing eligible 8(a) and/or SDVOSB sole-source/direct-award opportunities.
- Experience leading competitive federal pursuits through contract award.
- Established, relevant relationships with government technology leaders, program offices, requiring activities, contracting organizations, and small business offices.
- Demonstrated ability to secure customer meetings, qualify funded requirements, establish viable acquisition paths, and convert pursuits into awards.
- Ability to discuss customer technology and mission requirements and engage technical specialists to develop solutions.
- Working knowledge of the FAR, DFARS, small business contracting programs, contract vehicles, task-order competitions, teaming arrangements, and limitations on subcontracting.
- Understanding of DoW acquisition processes, funding cycles, and the respective roles of program offices and contracting officials.
- Strong communication, negotiation, and cross-functional leadership skills.
- Ability to work independently in a fractional capacity while maintaining consistent customer engagement and pursuit execution.
- Willingness to travel for customer meetings, site visits, and industry events.
Preferred Qualifications
- Experience growing a small business serving DoW and federal civilian agencies.
- Experience winning new customer accounts and follow-on work.
- Relationships with large prime contractors and specialized technology partners.
- Experience pursuing enterprise IT programs involving multiple GES service areas.
- VA VOSB contracting experience.
- An active security clearance relevant to GES’s target programs.
Customer Access and Security
Candidates must be able to satisfy applicable military installation and federal facility-access requirements. The appropriate security clearance and access authorization are required for duties involving classified information.
Fractional Engagement
The Director will work directly with GES leadership on a defined portfolio of priority accounts and pursuits. The engagement will establish an agreed time commitment, availability for customer meetings and proposal milestones, access to supporting resources, and measurable performance objectives.
Candidates must disclose outside engagements that could create conflicts involving customers, competing pursuits, or confidential information.
Expected Results
Within the first 90 days:
- Assess GES’s capabilities, past performance, certifications, contract access, and competitive position.
- Establish a prioritized DoW and federal agency account strategy.
- Engage relevant customer relationships and secure substantive meetings.
- Build a qualified pipeline with documented customer needs, funding status, acquisition paths, and next actions.
- Develop capture plans for priority direct-award and competitive pursuits.
- Agree with leadership on bookings, pipeline, and award objectives
Ongoing performance will be evaluated against:
- New contract awards and bookings.
- Revenue and margin associated with awarded work.
- Conversion of qualified opportunities into wins.
- Advancement of eligible direct-award pursuits toward award.
- Growth within priority customer accounts.
- Forecast accuracy and execution against capture milestones.
Candidate Evidence
Candidates should be prepared to discuss representative DoW and federal contract wins, including the customer organization, service scope, acquisition method, approximate value, time from initial engagement to award, and their personal contribution.
Examples should distinguish between identifying an opportunity, supporting a pursuit, and personally leading an effort to award. Professional references should be able to substantiate the candidate’s role.
Candidates should explain the relevance and recency of their customer relationships without disclosing confidential or procurement-sensitive information.
Pay: $75.00 – $300.00 per hour
Application Question(s):
- Describe two DoW or federal IT services contracts you personally helped win. Include the agency, services, approximate contract value, acquisition method, and your specific role from initial engagement through award.
- Describe an 8(a) or SDVOSB sole-source/direct award you personally advanced to award. How did you identify the requirement, engage the customer, establish a viable acquisition path, and move the pursuit to completion?
- What weekly availability can you commit to this fractional role, including customer meetings, travel, and proposal deadlines? Describe any other professional commitments or potential conflicts that could affect your availability or ability to represent GES.
- Which DoW components or federal agencies have you worked with most recently? Describe the types of customer relationships you maintain, when you last engaged those organizations, and how those relationships align with GES’s enterprise IT, modernization, end user services, engineering, cybersecurity, and cloud services. Please do not provide individual contact names or confidential information.
Experience:
- business development: 7 years (Preferred)
- capture management: 5 years (Preferred)
Work Location: Hybrid remote in Washington, DC 20265
Compensation
$ 75 – $ 300 per hour
