CARL

Carl's clients use him as proposal manager, subject matter expert, writer, speaker, and trainer for his trade... In 1978, Carl helped win his first task order for Bell Helicopter's FMS case in Tehran, Iran. Since then, he has won 100 other large contracts worth $116 billion (averaging over $1 billion per contract)... I see lots of published guides that assume a year of capture is done and approaches, discriminators, and themes have been calculated. Frankly, that is not the case in my services contract world. Further, our products do not have clear features like "Mine weighs 100 pounds, so one person can lift it. That saves you the $1,200 cost of a crane". Tell me this. Is that Lockheed Martin engineer better than that Northrop Grumman engineer? My point is that for services bids deeper thinking in messaging, better postulated arguments, and expert skills in persuasive writing are required, and our capture people are spread way too thin to be much help there.

Also known as: Carl Selfe

Primary location: Orlando United States