“Every Day Is a New Challenge”
Albert Einstein once said, “You have to learn the rules of the game, and then you have to play better than anyone else.”
Mission Technologies’ C5ISR 53 Science and Technology/Business Development team has embraced this mindset, excelling from stand-up through execution and award of contracts—and achieving remarkable results along the way.
The team, comprising Eric Brown, Madison Jaronski, Joseph Johnson, Neil Kuhn, Scott Leonard, Jennifer Super and Jimmy Willard, was created in FY23 to formally address business development. Members quickly organized, assigning a dedicated business development person to each of C5ISR’s six business areas and adopting the military task force numbering system to enable easy flow-down and assignments.
A single team site was set up to house the team’s briefs, procedures and templates, and a battle rhythm of weekly and monthly business development status reviews, formulated strategic capture plans, gate reviews, reports, trade shows and contacts was established. Finally, members set up team sites for the individual business areas and formalized an S&T business development procedure document.
This year, the team tracked on average up to 220 opportunities daily in Salesforce, maintained and grew the pipeline from $9 billion to $17 billion, and performed more than 200 gate reviews. At the end of Q1 2024, Ops 53 had 31 contracts in evaluation. Members participated in multiple solutioning events, built response teams, orchestrated non-disclosure agreements and teaming agreements, engaged customers and conducted proposal reviews. They also planned and attended numerous trade shows and conferences and coordinated numerous technical demonstrations, including the first HII Technology Open House in Patuxent River, Maryland.
“The team made it very easy to nominate them for this prestigious award,” said nominator Frank McFalls, director of business development for C5ISR Systems. “Hard work, innovation and constantly leaning forward makes them a great team to belong to. I couldn’t be prouder to see them get recognized for their successes.”
He pointed out that each business area has its own unique capabilities and challenges.
“Every day is a new challenge,” said Willard, C5ISR Systems’ research and development portfolio manager. “We enjoy traveling to meet new customers and learning more about their needs. “
The fruits of their efforts have been significant. In FY23, the team submitted 71 total proposals and won 100% of the recompete bids as well as 32 of 42 new business contracts. In the first quarter of 2024, they won eight out of 11 awards, bringing the combined total to 40 out of 53 contracts won from January 2023 to March 2024 and achieving a 76% win rate. In conjunction with the entire 53 operation, they also helped provide more than 101 white papers, broad agency announcements, requests for information and other transaction agreements.
Jaronski, a business development representative, attributes the team’s success to natural collaboration open communication. “We all work very well together,” she said. “Our work is challenging, and there are some long days, but we find ways to laugh and have fun along the way. That makes all the difference!”
Leonard, a business development manager, agreed.
“I lead with a sense of humor to help build esprit de corps and a high-performing team, which comes because we work together toward the same goal while valuing and respecting one another,” he said. “A high-performing team translates to high-quality, winning proposals and new business for the company.”