The Global Business Development Unit (GBDU) is evolving in step with the company’s twin goals of diversification and growth for core, adjacent, and new markets. Our new organizational structure presents four cross-cutting service areas designed to be more directly responsive to divisional development priorities while streamlining GBDU management under Katie Joyce, Director, and Patricia Poulton, Associate Director. Katie will provide overall direction and leadership to GBDU and will supervise the following service areas:
· Market Intelligence and Capture/Pipeline Development, led by Jeff Leone, will continue to monitor all RFP activity and offer in-depth market analysis that more closely links to divisions’ annual and longer term sales/strategic plans. Jeff’s team has been expanded to include proposal managers who will dedicate a portion of their time to pipeline development and capture in growing, priority markets—both domestic and international. This will enable additional support earlier on to drive aggressive growth in targeted markets, sectors, and capabilities, for example, top priority international countries or U.S.-based technical assistance or implementation projects.
· Portfolio Analytics and Strategy will generate and report sales performance and pipeline data. Over the next year, this team will roll out several enhancements to the way Abt collects and manages data on its current and future portfolio. Katie will lead this team charged with enhancing our ability to develop predictive analytics that will enable Abt’s leaders to make more data-driven decisions on bids and capture marketing.
The following service areas will report directly to Pat:
· Proposal and Pricing Center, led by Kristine Grillo and Judy Ward, will continue to provide divisions with direct capture and proposal leadership for Global Priority Bids, as well as rapid response coaching, mentoring and tools for non-Global Priority Bids (outlined below). Kristine will now lead an integrated international/domestic proposal management team that will allow increased flexibility in directing GBDU resources as required to meet divisions’ proposal needs. And we have shifted Jonathan Angerer to the Pricing Center to provide additional support in this vital area.
· As a part of the Proposal and Pricing Center, the Business Development Training and Capacity Building service area will be led by Lynn Smarte. This service area will provide rapid response support to divisions’ non-Global Priority Bids via the Business Development Service Center, a new help desk function. Also to meet the increasing demand for BD training, Lynn, with support from Denise Young, will develop and implement initiatives to expand divisions’ BD skills and capabilities, including coaching, mentoring, e-learning, and instructor-led training.
Katie will follow up with you in the coming days with further details about rollout of GBDU’s reorganization priorities this fiscal year. On behalf of the GBDU team, we look forward to partnering with you to achieve sales and profit goals for FY16 and beyond.
Best Regards,
Jack Downey | Senior Vice President, Business Development and New Market Initiatives | Abt Associates
4550 Montgomery Ave Suite 800 North| Bethesda, MD 20814
O: +1 301.347.5717 | C: +1 301.395.7940 | www.abtassociates.com
