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Spotlight on Dr. Ronald Smith

Dr. Ronald G. Smith
CIBER, Inc.
Peachtree City, GA

APMP Question.
 How long have you been a proposal manager/specialist/writer?

My first proposal was in 1996.

APMP Question.
How did you become involved
 with proposals?

Started as a subject matter expert, (SME) and soon moved into a management position that required proposal involvement.

APMP Question.
Do you work in a “corporate office” or “home office” environment? 

What do you like best about working in your current environment? 

What do you like least?

Our office is located at 200 Westpark Drive, Peachtree City, GA.

 

 

 

We have a great team in Business Development, Capture, and Proposals.  Our people make it all worthwhile.

 

In most proposal efforts, only one winner emerges.  My least favorite task is notifying the team that we were not the winner. It is difficult due to the energy, expense, and human effort that has went into the proposal. I hate seeing my folks disappointed.

APMP Question.
What do you feel is the most challenging aspect of your job?

Balancing a 60 million dollar Profit and loss center, motivating and inspiring everyone on the team.  Another important part is having everyone recognize the skill and talents of the entire team. Proposals are not won by individuals; Proposals are won by teams.

APMP Question.
What shortcuts or helpful best practices about working with proposal teams could you share?

Best practices include proper budgeting for the effort,  proper team selection that fills any gaps. Selective bidding is a critical measure of success.

APMP Question.
When did you join APMP?

Approximately one year ago. 2008

APMP Question.
What is your method for successfully working with your proposal teams?

Communication must be open, frank, and often.  Failure to communicate is detrimental in business efforts but is extremely important in proposal efforts.

APMP Question.
Which type of proposals do you do most? Commercial or government?

Defense Technology Services, a division of CIBER Federal works exclusively on government contracts and proposals.