Why intern with OST Global Solutions

OST Global Solutions, Inc. Copyright © 2011

www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 1

…Because There is No Second Place in

Proposals™

Get an Internship

with OST Global

Solutions, Inc.

OST Global Solutions, Inc.

Office: 301-384-3350

Email: [email protected]

Web: www.ostglobalsolutions.com



OST Global Solutions, Inc. Profile

Metro Washington DC proposal house helping

businesses grow organically through end-to-end

Business Development support and training

A proprietary set of lean and efficient

business development, marketing,

capture planning, and proposal

preparation processes that are

second to none

900+ fully vetted capture and proposal

managers, technical writers, graphic

artists, orals coaches, editors, subject

matter experts, and other proposal support

Track record supporting

18 out of the top 20

Federal Contractors,

winning $18+ Billion

since 2005



Our Facilities Offices in Rockville, MD, one mile from the Shady Grove Metro on the Red Line (accessible

from Maryland, DC, and Virginia by metro + bus or car)

Virtual workspaces

Offices, and Training and

Proposal Center in Rockville, MD



Meet Select Members of Our Team

Olessia Smotrova-Taylor

President/CEO

• Won $17 billion in new business

• President of APMP-NCA

• 17 years’ BD experience, including 4

out of top 5 government contractors

Alex Brown

Director of Services

• 16 years in government and

commercial markets, with 12

years in business development

• Marketing Director of APMP-NCA

Ruth Zein

Director of Research

• 16 years of experience in sales,

business development, capture, and

market research

• Served as the VP of Research at

Fedsources

Julia Pochekueva

Marketing Manager

• 7 years of experience in marketing

and business administration

• Experience at Grant Thornton

• E-zine chair on the Board of

Directors of APMP-NCA

Betsy Kolmus

Proposal Professional

• Has won more than $250M in new

business for federal contractors as a

proposal manager and writer

• Multifaceted skills from strategy to

writing, editing, coordination, and

DTP

Michael McLoughlin

Research Analyst

• 3 years of experience in research

and developing pipelines for

government contractors

• Member of APMP-NCA chapter

• Started as an intern at OST

Team of 20 and a pool of 900+ 1099 professionals



How Businesses Grow

Through Mergers & Acquisitions

(M&A):

- Purchasing other companies

- Joining forces with other

companies

- Takeovers

Organically:

- Increasing the number and size of

contracts (sales)

- Growing the number of employees

- Increasing the number of facilities

- Expanding presence, footprint,

etc.

This is what OST Does



Relatively New Profession, Recently a Secret

Some professional tools and techniques defined

Professional knowledge resides in a handful of companies

New government directives on contractor selection

Use of typewriters, rubber cement and white out

Exponential growth – APMP chapters opening as far as China, India, and South Africa

Refinement of the professional tools

Academic programs introduced (ex: OST teaching at Stevens Institute of Technology)

Profession “officially” born in 1989 through founding of the Association of Proposal Management Professionals (APMP)

Introduction of PCs and computer applications

Government acquisition evolving

Profession takes off: multitude of training options available to those who seek it

APMP grows to over a thousand members globally

Government acquisition reform reshapes the procurement field

Orals

Multimedia formats

1960s - 1970s 1980s 1990s 2000-Present

OST is one of the forefront leaders in the business development profession – an

exponentially growing field more people are learning about



Our Industry – Government Market

U.S. Federal Government is the largest buyer of

services and products in the world

- Hundreds of billions/year industry

- 79 federal agencies

But the market is even larger:

- Governments in all 50 states and the District of

Columbia

- 67,000 local governments

- Tribal governments

Many foreign governments have similar buying

approaches

Large commercial companies model their buying

systems after the government

This is a trillion-dollar global industry

This is the most stable, recession-proof field – as long as there is government,

there is a need for what contractors and OST (who helps them) do



Select Government Agencies and Entities We Have Proposed to (and Won):

8

Comprehensive federal experience, as well as commercial, state, and local proposals



U.S. Government Buys Nearly Everything from Private Industry

Services (over 50%): projects of national and

global importance in the areas such as:

- National security, defense, intelligence

- Disaster recovery

- Environmental mitigation

- Social services

- Antiterrorism

- Infrastructure: information technology, roads,

buildings

- Safety, logistics, maintenance…

- …and on, and on…

Products: from paper clips to medical

supplies to major weapon systems

Government contracting is a huge field with nearly every industry imaginable



Simplified View of the Competitive Buying Process

Government

Needs

Something

Government

Issues a

Request for

Proposal (RFP)

Company

prepares and

submits a

proposal

Company

finds out and

prepares in

advance

Government

evaluates the

proposal and

awards the

contract

Company

executes the

project



$3 Billion CMS Enterprise Systems Development IDIQ for Northrop Grumman (won

together with the 2 sample task orders over $70 M)

$2 Billion FDA ELMS IDIQ bid for GNSI

$20 Million Professional Monitoring Services bid to the Canadian Government for Gregg

Protection Services

$750 Million Veterans Administration (VA) Ft. Howard Development for a consortium of

construction companies

$495 Million IDIQ JIEDDO Support Services for GS5

$495 Million IDIQ Hull, Mechanical, Electrical and Electronic Systems Alterations on

Surface Ships, Submarines, Other Water-Borne Craft and Shore-Based Commands, U.S.

Navy for Delphinus Engineering

$190 Million US Army NETCOM for STG, Inc.

$42 Million US Army ATEC IT Support Services for STG, Inc.

$30 Million PAC-TNOSC US Army IT Support Services for STG, Inc.

Here are Some Examples of the Projects We Helped Win for Government Contractors Most of our projects impact daily lives nationally and globally



What We Do to Help Federal Contractors Win Government Contracts

Begin Business

Development

Process

Set Up the Company to

Do Business with the

Government 1.0

Conduct Strategic

Business Development

Planning Session

Perform Market

Research

Enough Info to Make

Decisions?

No

Yes

Yes

Check for Strategic Fit

Qualify Each Individual

Opportunity Conduct Capture Prepare Proposal

Perform Business

Development During

Project Execution

End Business

Development

Process

2.0 3.0

6.0 7.0 8.0

9.0

Stand up Your

Marketing Campaign to

the Feds & Partners 4.0

Build the Opportunities

Pipeline

5.0



BD Service Building opportunity pipelines for businesses

Study of the Company and BD Strategy Session

Market Research

Opportunity Search Parameters Calibration

BD Plan Development

Opportunity Search Through Databases and Registrations

Individual opportunity review and qualification, opportunity monitoring

Opportunity Pipeline

Marketing & Opportunity Identification Meetings with Customers and Partners

Opportunity Search via Personal Relationships and Networks

Opportunity Search via networking groups, trade shows, and other events

Start of the Capture Effort

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Holistic and Practical Approach to Capture

OST Capture Process

Capture is to proposal what attending the course is to passing the final exam graded on a

curve



OST Proposal Process

Integration

Phase

Planning

Phase

Predecessor: Capture Process

Read

RFP

Make Bid-No-

Bid Decision

Prepare

for Kick-

Off

Conduct Kick-

Off to Reach 9

Goals

•Annotated Outline

•Assignments

•Work Packages

•Compliance Checklist

•Style Guide

•Background Materials

•Briefing

Brainstorm &

Research

Develop

Work

Packages

Prepare

Draft

1

In-Process

Review(s)

Conduct

Pink

Team

In-Process

Review(s)

Prepare

Draft

2

Prepare

Draft

N

Conduct

Red

Team

•Pink Team

Recovery

•Outline

Frozen

DTP,

Edit

•Red Team

Recovery

•Decision

to proceed

Prepare

Final

Draft

DTP,

Edit

Writing

Phase Polishing

Phase

Read-

Out-

Loud

Conduct

Gold Team

Print,

Check,

Deliver

Production

Phase

Implement Post-

Delivery Win

Strategy

Collect Lessons

Learned

Attend

Debrief

Update

Lessons

Learned

Post-Proposal

Phase

Successor: Project Delivery

Process that Includes Capture of

Additional Scope and Projects

Award

Disciplined process employing the latest proposal best practices



We Help Large, Mid-Size, and Small Businesses

For large businesses:

Provide people to augment

their BD staff; advanced

training; tweaks to processes

For mid-tier businesses:

Building an opportunity pipeline,

the best of processes to

compete toe-to-toe with the

larges, turnkey proposal teams

or staff augmentation,

training, etc.

For small businesses:

Building an opportunity

pipeline, proposal

support, just-in-time

support, training,

mentorship, establishing

processes, marketing,

etc.



Select OST Customers

Large

• Accenture • AECOM • Aegis • Akal Security • Alban Engine Power Systems • ASRC • JHU Applied Physics Laboratory • Northrop Grumman • CSC • Booz Allen Hamilton • B&R Construction • Day & Zimmermann • Dell • DynCorp International, Inc. • Eagle Systems & Services • HP • IBM • Lockheed Martin • Raytheon • Unisys

Mid-Tier

• AVT Simulation • Delphinus Engineering, Inc. • IntegriGuard • LSI • Management Concepts • MTCI • SecuriGuard, Inc. • STG , Inc.

• GMD Solutions • PSS • Oberthur Card Systems • TMC • Gregg Protection Services • Watan Group • Veritas

Small

• Anautics, Inc. • Big Sky • GS5, LLC • CBAIA • Diverse Technologies, Inc. • Barbaricum, LLC • Blue Canopy • i2S, Inc. • CATI Training Systems • Cortechs, Inc. • GlobalNet Services, Inc. • Leonie Industries • Lincoln Group • Lux Consulting • Millennium Group • Mind Over Machines • Offspring Solutions • QTC Management, Inc. • Smisson-Cartledge Biomedical

Support to customers of all size and process maturity



How we Do it: Some of the Best BD Processes in the World



Benefits of Interning at OST

Great opportunity to learn a unique business

development process that yielded $18 billion in

new business for our clients since 2005

- 5 hrs/week dedicated to 12 training modules in a

course normally sold to the public at $4,995, to build

a foundation in business development

- The remaining time dedicated to hands-on

experience with exposure to Fortune 500 clients

Exposure to topics that deal with national security

and other government programs and initiatives

Small business means more attention to interns and REAL responsibilities

- Duties that offer a chance to showcase greater accomplishments on the resume

- Professional resume writing assistance at the internship completion

- Letter of reference provided to enable you to find a great job

Unpaid internship where benefits exceed $16K per semester (include training

courses, mentorship from highly paid consultants, memberships, and other perks)



And More Benefits…

Personal mentorship from thought leaders in

global business development

Membership at the Association of Proposal

Management Professionals (APMP) and the

APMP-NCA committees

Free attendance at select networking and dinner

events in the Washington, DC Metro Area

Free attendance at OST’s training courses that

are normally $1390 per course

Free lunches frequently brought into the office

Combination of onsite and remote work,

convenient for academic load

Formal performance reviews

For academic credit, if desired

Opportunity to learn a profession that pays $80K-

$400K/year

Lifetime benefits are exponential, offering you a skill to create six-figure income in a

profession that is as lucrative as the legal field and as stable as finance



Main Benefit: An Invaluable Skill for Success

Any field you are

studying

Understanding of

business

development

Careers requiring BD skills:

- Business owner

- Company executive/manager

- Business developer

- Consultant (management

consultant, strategist, technical

writer, orals coach, proposal and

capture manager, graphic artist,

price-to-win expert, etc.)

- Program/project manager

- Marketing/sales expert

- Engineering/IT/Science and

other technical professional

involved in writing business

proposals

- And on, and on…

= +

Learn a skill that will augment you as a professional in almost every field



How to Apply for an OST Internship:

Provide a cover letter, resume, and

a writing sample to

[email protected]

(or apply for a specific positions at:

www.ostglobalsolutions.com/careers) You can also find us at your school’s Internship Web

page and use the appropriate application process

mailto:[email protected]

http://www.ostglobalsolutions.com/careers

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Why intern with OST Global Solutions

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