Emma Alterman

I have 12 years’ experience identifying and responding to Federal proposal opportunities.  I generally work on large-scale strategic proposals in the Federal Public Health landscape, but have supported opportunities in IT, staffing, and vaccine areas as well. I have supported a vast number of U.S. Federal clients including CDC, VA, NIH, DHA, CMS, SAMHSA, FDA, NCHS, DOL, ICE, DoD, DOI, and DOS to name a few. I generally managing opportunities ranging in dollar values between $150M - $600M. On these proposal efforts I lead technical teams and analysists through strategic positioning, storyboarding/generation of a winning narrative, competitive analysis/communications with the Government, and drive schedule and delivery of the final proposal product. I am well versed in writing, interviewing, formatting, and collaborating with support teams such as graphics and editing. 

Guidehouse, LLC.      October 2020 – Present
Proposal Manager 
Guidehouse is a global provider of consulting services to the public and commercial markets with broad capabilities in management, technology, and risk consulting. 
• Currently responds to RFIs and RFPs supporting Federal Public Health Agencies such as CDC, VA, NIH, DHA, CMS, SAMHSA, FDA, and NCHS. Previously Emma has supported other agencies including DOL, ICE, DoD, DOI, and DOS.
• Supports fast turn-around task orders ($500k - $10M), large scale bids ($20M-$150M), and complex IDIQ submissions ($600M+).
• Led four separate $120M - $600M proposal efforts this year each requiring significant oversight and reporting to the highest levels of Senior Leadership and to our VC board.
• Led strategic resume generation on two large-scale “people focused” proposal efforts. One for a direct contract award of $1B and another for an IDIQ effort with a ceiling value of $3.6B over five years. Activities included interviewing 15 technical SMEs and writing content to showcase their expertise, accomplishments, and underscore their achievements while ensuring compliance with solicitation requirements. Emma is the strategic resume expert within the Federal practice and is pulled in on all bids that are personnel focused.
• Led response to a $600M IDIQ effort which required Emma to manage a team of 50 individuals through a multi-stage proposal effort for CMS which required collaboration across three different internal business practices, collaboration with external partners, and ongoing reporting/gate review to senior leadership.
• Managed a team of 70 individuals over the course six months, including three partner firms, during which Emma led the team through pre-proposal prep, win themes generation, graphics generation, past performance questionnaires/write ups, daily stand-ups, color team reviews, formatting and editing, and final submission of proposal documents. This specific effort was in response to a VA bid valued at $150M.
• Serves as the Public Health ”back-up” lead during which Emma manages a team of two formatters, two editors, one proposal coordinators, and up to three graphic resources.
• Basic proposal management responsibilities include leading proposal activities from pre-proposal prep through submission. Leading strategic solutioning discussions, win themes generation, kick off and stand-up meetings, all color review teams, bid/no-bid discussions, questions generation, and final desktop publishing to prepare for submission.
Advance Bioscience Laboratories (ABL), Inc.                    April 2018 – October 2020
Proposal Manager
ABL is a biotech corporation with headquarters located in Rockville, MD providing contract manufacturing and laboratory research service to advance leading vaccines and therapies from clinical development to the Federal and commercial markets.
• Day-to-day responsibilities included managing technical and business response volumes, opportunity go/no-go meetings, kickoff meetings, questions to and from government clients, color review meetings, win theme development, subcontractor selection and management, final editing/formatting and submission activities.
• Managed four IDIQ submissions simultaneously, which were all awarded to ABL, each response 200 pages and with a combined ceiling value of $364,554,000. These contracts hold a period of performance of seven years cementing a long-standing relationship with NIH/NIAD.
• Led two to four week turnaround Task Orders valued in the range of $500,000 for more simple requests and $3.4M for more complex projects. 
• Over the course of the year often led 30 Task Order responses in addition to four IDIQ solicitations.
• Responsible for CPAR responses. CPARs at times could be contentious but were also public record so finding a balance of back-and-forth with clients while also wanting to present a fully rounded narrative to be recorded in public record was a vital activity.
• Generated, curated, and disseminated trainings such as RFP Process (which covered large scale IDIQ solicitations), RTOP Process (Task Order responses), How to Read an RFP, and Write to Win. The company was still implementing processes and was working on stakeholder engagement as part of cementing our proposal process. These trainings set the framework for scientific technical contributors to understand the process and materials expected of them as part of a proposal response. 
• Additional duties included managing the Federal pipeline on Salesforce, templating and beginning commercial proposals, and providing first cut pricing of commercial proposals.
DSFederal, Inc.            November 2017 – April 2018
Proposal Manager 
DSFederal provides health IT and data analytics that delivers solutions to improve healthcare delivery and address critical challenges. They specifically provide services in IT, data science, artificial intelligence, project management, and grants management. 
• Worked closely with Business Development Managers to help identify and determine bid prosperity of opportunities across Federal, State, and local markets.
• Led large scale IDIQ and GWAC efforts by driving the proposal process including bid/no-bid meetings, kick off, color team reviews, daily status briefings, and strategic solutioning.
• Lead point on editing, formatting, and submission of projects and at times contributed technical writing sections where appropriate. 
• Mentored junior staff members, specifically educating an entry level proposal coordinator on industry practices.
Aurotech Corporation          April 2017 – November 2017
Proposal Manager
Aurotech is a Federally focused contractor with a focusing on the data science and engineering discipline within the federal civilian and healthcare communities. Aurotech’s core competencies include data science and engineering, application modernization, modernizing infrastructure and enterprise platforms, and big data analytics and visualization supported by cybersecurity, eDiscovery, and high-performance computing services.
• Led efforts directed towards Federal clients such as CMS, FDA, NIH, and DoD across a variety of subjects including eDiscovery, records management, cloud infrastructure, and analytics to name a few.
• Managed Business and Technical proposal volumes guiding technical teams from opportunity drop through submission. Led status calls, color review meetings, kickoff meetings, created proposal calendars, managed version control of both submission volumes, and acted as liaison between internal and external resources.
• Led the effort to apply for new NAICS code.
• Point on documentation surrounding a mentor-protégé program Aurotech was setting up with a protégé company through DHS.
• Part of an internal team focused on building out an automated workflow for the proposal process aimed at increasing efficiency and reducing error as part of the proposal generation process. 
ABL, Inc.                 January 2016 – April 2017
Proposal Coordinator
ABL is a biotech corporation with headquarters located in Rockville, MD providing contract manufacturing and laboratory research services to advance leading vaccines and therapies from clinical development to the Federal and commercial markets.
• Performed basic coordinator duties such as engaging different in-house stakeholders to contribute to the overall submission, point of contact for outside partner communications and materials, development and maintenance of proposal calendar, led review teams.
• Proposal specific duties included developing compliance matrices, outlines, agendas, document control, and ultimate submission of proposal documents.
• Limited participation in developing the Business Volume, however participated in strategic budget discussions, compiled Business Volume related inputs for the Proposal Manager, and at times assisted in the writing explanations within the volume.
• Managed the boilerplate library, employee resumes and bio sketches, and past performance information. All items that are regularly leveraged in proposal responses and can be used to create a strong foundation outline increasing the efficiency of proposal generation.
• Additional duties included managing commercial catalog orders of assay kits, leading SalesForce sales information surrounding the Federal pipeline, and setting up/managing Federal opportunity focused SharePoint sites.
LTG Associates, Inc.          May 2015 – November 2016
Research Assistant
LTG Associates is a minority-owned small business that takes an anthropological approach to formative, process, and outcome research and evaluation concerning the development and conduct of programs, the shape of communication, and the content of policy that affects the lives of communities. 
• Supported business development for both Federal and commercial clients through writing, editing, desktop publishing, and submission of proposals. Other duties included setting proposal schedules, tracking and integrating partner materials, and developing proposal focused tools and templates. 
• Worked closely with both managing partners surrounding strategic direction and messaging in proposal responses.
• Capture activities included seeking new opportunities both full and open those directed at small business mainly leveraging FBO, competitor research, and vetting SBIR leads. 
• Project work was based in qualitative and quantitative research in the social sciences field. Collected, extracted, analyzed, and managed data; conducted interviews both in person and over the phone; recruited study participants; transcribed focus groups and key informant interviews; conducted literature reviews; and drafted sections for final reports.
Abt Associates, Inc.                November 2012 – May 2015
Proposal Coordinator
Abt Associates is a global consulting and research firm that uses data and bold thinking to improve the quality of people’s lives. Abt has a presence in more than 50 countries, applies an evidence-based, and multi-disciplinary approach to tackling complex challenges in the fields of health, social and environmental policy, and international development.
• Served as proposal coordinator for the company's most strategically important proposals; worked with scientific staff in the development of these bids. Worked closely with the Corporate Creative Services team to format outgoing proposals, production and packaging of proposals, and final quality control of proposals.
• Coordinated key staff meetings, including Pink Teams, Red Teams, and Green Teams; prepared and distributed meeting minutes; assembled and tracked past performance materials; attended sales meetings, set up and tracked charge codes for each division's bids.
• Participated in an internal review team tasked with reviewing the color review meetings to streamline the productivity, implement best practices, and make color reviews more efficient.
• Managed and formatted boilerplate items such as resumes and project descriptions. Led a process review that resulted in development of a new resume format and customization process designed to tailor resumes to fit individual bids. Later built out a resume library that was available to all company resources to support business development related activities.
• Participated in an internal working group tasked with implementing training initiatives and designing the overall training program. Additionally, developed various training materials and templates and implemented those materials companywide.
• Spearheaded client debrief reviews to identify recurring weaknesses found within proposals and to strengthen those areas moving forward in response. 
• As part of an internal working group was tasked with reviewing market research and expanding business development into new markets; particularly those markets aimed at research, evaluation, and technical assistance.
CACI International, Inc.          July 2011 – November 2012
Proposal Coordinator 
CACI is a consulting firm focused on providing expertise and technology to enterprise and mission customers in support of national security missions and government transformation for defense, intelligence, and civilian customers.
• Established consistency and provided administrative support during the proposal development process which included running color team reviews, creating compliance matrices, editing and reviewing proposals, directing the production, reproduction, and packaging of all hard/soft copies of proposals.
• Assisted the Proposal Manager to produce draft and final text, and graphics. This included setting proposal schedules and monitoring section deadlines.
• Responsible for Business Development SharePoint administrator duties including managing internal proposal workspace, creating sites and workspaces within SharePoint, tracking the documents being edited and ensuring the security and integrity of all proposal documentation, reconciling documents, granting access to workspaces, establishing electronic file structures, and archiving old proposal opportunities.
•  SalesForce administrator responsibilities included running and creating data reports, creating and updating dashboards, communicating with Capture Managers to ensure all client and opportunity information was up to date and accurate, developing reports for monthly Board of Directors Meetings.
 

• M.A., Public Anthropology, American University, Washington D.C., 2017
• B.A., Anthropology, University of Colorado, Boulder, Colorado, 2011