Speaker Series Dinner: How to Win: Insights into Government Proposal Evaluation

For our May speaker series, the APMP-NCA chapter is pleased to present a full panel of current and previous Federal Government proposal evaluators. These panelists will provide answers to the proposal evaluation questions you have been dying to ask!

This panel will address how the Government approaches evaluation. Are there response techniques offerors should avoid? What methods of response help the evaluators? Does language matter? Do they care about future or present tense, passive or active voice? What types of graphics help or hurt an evaluation? How does the offeror identify hot button issues and what is the best way to respond to them? What types of questions help the Government clarify proposal requirements? How will the GSA ruling on LPTA impact proposals and evaluations? How does the BOE write-up affect Government evaluation of pricing submissions? Are there things to avoid in the BOE? Things that have a positive effect on evaluation?


You can’t put together a winning proposal unless you understand how Government proposal evaluators think. On May 24 at the Westin Tysons, hear directly from current and recent Government Source Selection officials and Contracting Officers in a panel discussion of how to win. Network with panelists before dinner, and then learn the tips and techniques that make your proposal stand out. Ask your burning questions during our extended Q&A session. This is one event you do not want to miss! REGISTER TODAY as seats are limited.

Speaker and Presenter Information


Jackie Lopez

Ms. Lopez, a former Air Force officer, is President and owner of Premier Enterprise Solutions, LLC (PES). PES is an 8(a) business development program participant, certified economically disadvantaged woman-owned and VA-verified Service-disabled Veteran-owned business. PES provides mission-critical support in the areas of cyber security, network engineering, software development, and telecommunications for both Federal and State Governments and private industry. 


Prior to entering private industry, Ms. Lopez had extensive experience in proposal evaluation and selection while serving as a Director at the GSA Federal Systems and Integration Center (FEDSIM) where she oversaw the annual sales, acquisition, and administration of $120 million of IT contracts. She also served as a Senior Account Manager for the GSA Office of Sales where she developed strategic relationships with other Federal Agency decision-makers and identified large IT business opportunities. 


Ms. Lopez received the GSA Administrators Exceptional Service award and is an ACT-IAC Fellow.  She is a member of the inaugural class of the Women Veteran’s Entrepreneurial Corps (WVEC), a women Veteran’s business accelerator collaboration between Capitol One and Count Me In. She is also a graduate of the Montgomery County Chamber of Commerce Veteran’s Institute for Procurement “Grow” Program and the SBA Emerging Leaders Program.  In 2013, Ms. Lopez was named as “One of the 25 Influential Women in Business – Making a Difference,” by Minority Enterprise Advocate Magazine.  



Stephen J. Yuter

Mr. Yuter is a former federal procurement executive across multiple agencies and served as the source selection authority for over $10B of contracts. As the Director of Acquisition Management and Head of the Contracting Activity (HCA) at the Department of Health & Human Services (HHS), Indian Health Service (IHS), he managed the annual contract spending of nearly $800M, executing nearly 24,000 contract actions in FY2015. He developed performance work statements and RFPs, and established evaluation criteria for a range of critical mission areas to include IT services, healthcare, financial management, and human capital. Prior to HHS/IHS, he held senior acquisition and contracting leadership positions to include serving as the Deputy Assistant Chief Procurement Officer for Policy, Systems & Risk Management at the Department of Housing & Urban Development, Chief of Strategic Acquisition at the HHS Program Support Center, and Team Lead/Senior Contracting Officer at the Department of Agriculture, Department of Homeland Security, and Department of Defense. His roles and responsibilities across the civilian and defense sectors included providing leadership for contracting operations, acquisition policy, and workforce development. Mr. Yuter is currently the Chief Contracts Strategist with Deloitte and on the National Contract Management Association (NCMA) Board of Directors, serving as Chair of the Audit Committee and member of the Strategic Planning Committee.


Reginald "Reggie" Lawrence

Mr. Reginald Lawrence completed a distinguished 36-year career as a Federal Government Civil Servant with the National Oceanic and Atmosphere Administration (NOAA) in 2012. Across his years of service, he filled many leadership and managerial roles including science and product applications specialist, Program and Project Manager, Branch Chief, Division Director, and Executive Administrator. For 30 years of his service, he also was directly involved in the contract and acquisition process in the capacities of Contracting Officer’s Technical Representative (COTR), Assistant COTR, Project Manager, Technical Evaluation Board Member (SME), Source Evaluation Board Member, Acquisition Lead (Cost & Technical Proposals). His was involved with contracts ranging in value up to $175M including Fixed Price, T&M, CP, CPAA, and set asides. Since retirement, he has provided his experience and insight into the Federal acquisition process to corporate and commercial entities. He has a B.S. in Mathematics, an M.S. in Computer Science, and Masters Certificates in IT Project Management and Contract Acquisition.

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Brian Hebbel

Brian Hebbel has been a Federal Government Contracting Professional for 34 years. He has had an unlimited contracting officer warrant for 32 years. He currently is serving as a Group Director, overseeing three contracting divisions at the Centers for Medicare and Medicaid Services. Brian has negotiated major contract awards at CMS during his year of service. As a Group Director, the favorite part of his job is reviewing contracting officer source selection documents. Mr. Hebbel also published a book in 2015, "How to Market & Sell to the U.S. Government, A View from the Inside", that has received very positive reviews from industry. Mr. Hebbel holds a Master's Degree in National Resource Strategy from the Industrial College of the Armed Forces.

Expected Number of Attendees


Relevant Government Agencies

Air Force, Army, Navy & Marine Corps, Intelligence Agencies, DOD & Military, Office of the President (includes OMB), Dept of Agriculture, Dept of Commerce, Dept of Education, Dept of Energy, Dept of Health & Human Services, Dept of Homeland Security, Dept of Housing & Urban Development, Dept of the Interior, Dept of Justice, Dept of Labor, Dept of State, Dept of Transportation, Dept of Treasury, Dept of Veterans Affairs, EPA, GSA, USPS, SSA, NASA, Other Federal Agencies, Legislative Agencies (GAO, GPO, LOC, etc.), Judicial Branch Agencies, State Government, County Government, City Government, Municipal Government, CIA, FEMA, Office of Personnel Management, Coast Guard, National Institutes of Health, FAA, Census Bureau, USAID, National Guard Association, EEOC, Federal Government, State & Local Government, FDA, Foreign Governments/Agencies, Proposals, Business Development, Graphic Designers

This event has no exhibitor/sponsor opportunities

Wed, May 24, 2017, 5:30pm - 8:30pm


Standard & In-Person Registration:  $75.00

The Westin Tysons Corner
7801 Leesburg Pike
Falls Church, VA 22043
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APMP-NCA (National Capital Area Chapter)

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