Stephanie Cleveland

CAPTURE & BUSINESS DEVELOPMENT STRATEGY Strategic business capture and proposal executive with 20+ years transforming federal go-to-market performance, driving double-digit improvements in win probability, and operationalizing enterprise-grade growth infrastructure influencing a $9B+ Public Sector pipeline, accelerating win rates, institutionalizing competitive intelligence, and enabling scalable growth execution. • Govern enterprise capture strategy, driving organization-wide transformation and scalable go-to-market capability for Public Sector opportunities. • Define and operationalize governance frameworks, performance metrics, and standardized processes that optimize capture lifecycle effectiveness. • Lead cross-functional teams in integrating strategic capture methodologies with business development, proposal, engineering, and delivery operations. • Orchestrate systems modernization initiatives to ensure alignment with long-term organizational strategy and enable data-driven executive decision-making. • Develop and implement executive reporting dashboards, consolidating multi-source data for comprehensive pipeline visibility. • Lead organizational capability-building through training curriculum design, knowledge management, and upskilling of capture teams. • Direct subcontractor program management to ensure alignment with strategic objectives and quality standards. • Drive continuous improvement initiatives, identifying process gaps, compliance risks, and strategic opportunities to enhance competitive positioning. • Partner with senior leadership to influence strategic planning, resource allocation, and operational execution across the Public Sector business unit. • Provide oversight for the deal governance process, ensuring consistent application of policies, risk management, and compliance standards. • Synthesize bid trends and market intelligence into actionable strategies, establishing best practices and innovation in capture execution.

As Associate Director of Business Strategy, I lead the Capture Success team. Capture Success is responsible for creating the capture process methodology, as well as the tools, templates, and training necessary to ensure all of our capture managers are successful. Coming from an extensive background in Proposals has helped me to view the opportunity lifecycle from the end game and work backward. Capture Success is focused on ensuring there is collaboration in early shaping of opportunities, continuously evaluating the viability, and building win themes in order to build a winning proposal from the early identify/qualify stages, rather than after an RFP is issued. Primary Responsibilities include: • Manage a cross-functional team consisting of deal governance, software developers, contract administrators, data analysts, and program managers. • Program owner for our subcontractor program which supplies on-demand and long-term contractors and consultants for business development, proposals, capture, pricing, data analysis, and software development. • Leading focused “tiger teams” across multiple stakeholder organizations to solve for issues and process improvement, such as – identifying compliance risks in the funnel, increasing win ratio for capture-engaged deals, defining and documenting processes where gaps have been identified, etc • Building our new reporting dashboards that combine multiple data sources into one “pane of glass” for executive reporting. • Create training curriculum to upskill and maintain the knowledge base of our capture teams. • Oversee the deal governance process for Public Sector • Direct the development of a new platform for managing opportunities.

Primary Responsibilities • Managing business capture activities, to include strategy workshops, opportunity gate reviews, black hat sessions, collaboration sessions, proposal reviews. Shaping opportunities to increase win probability. • Maintaining complete action item lists, call plans and opportunity repository sites to ensure continuity of materials and actions across diverse team members and activities • Driving continuous analytical thinking across team members to derive appropriately innovative solutions • Interacting routinely with all levels of Division, Operation and Group management, infrastructure POCs, staff, and customers, and follow through on tasks. • Briefing capture status to senior management at specified milestones in the capture process, when material changes occur and as needed. • Conducting after action reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions. • Proven track record of successful capture management at a variety of acquisition sizes. • Demonstrated knowledge of key account business rhythms, technical priorities, acquisition trends. • Excellent written and verbal communication skills. • Leadership skills developing, organizing and executing significant capture activities, including building industry teams, assessing win probability, and executing customer call plans. • Self-starter and ability to manage time independently without direct supervision. • Operates at the senior level and influence, negotiate and close

Evaluate pursuits for strategic value with Account Teams and Company Leadership Manage 2 to 4 multi-million dollar pursuits per week globally Manage global pursuit teams Develop pursuit strategy Craft customer-targeted messaging Analyze client requirements, based on RFP or Account Team knowledge Create proposal/project plan Coordinate Subject Matter Experts and tailor their content to the clients' needs Manage and drive the proposal and RFP response process Manage editors and writers Oversee final proposal deliverable Conduct win/loss reviews and analysis Create tools and templates for "self-service" use Develop sales and proposal enablement content Develop and present training for global sales teams Deliver training workshops to cross-functional teams

Managed and drove the proposal and RFP response process Analyzed RFP requirements Developed client or pursuit specific messaging Coordinated and gathered content from Subject Matter Experts Pulled entire proposal or RFP resoponse together Edited for content, grammar, uniformity, and overall flow

Lead Editor for an international government proposal. Lead Editor for an international government proposal. Performed final overall edit of a multi-volume proposal, which had been written by several subject matter expert authors. Edited for grammar, punctuation, consistent branding, acronym, and terminology usage; and re-wrote as necessary to create the "feel" that all volumes were written by one person.