Effective contract proposals – June 16th, 2009

June 16th, 2009 at 11:30 AM

On this week’s edition of “Gateway to Government Sales”, host Scott Orbach “The GSA Schedule Guy” interviews Toby Reut and Rick Slifer of RASA Consulting, who drop by the studio to help businesses of all sizes create effective contract proposals that will appeal to federal buyers. Scott also discusses the B2G Institute’s recent National Conference with a former speaker at one of the institute’s seminars held throughout the country. Listeners can send all their government contracting and sales related questions to be answered either online or on the program at ezgsa.com/questions.

Rick Slifer

Mr. Slifer founded RASA Consulting as Richard A. Slifer and Associates, LLC in July, 2005 as a company that had as its principle mission the provision of sales and marketing consulting services to new entrants to the federal market and to companies desiring to expand or improve their approach to the federal market. The company started with three clients—two small business and one of the top 25 federal contractors—and has since grown to providing expertise and services to IT and telecommunications companies from a broad spectrum of specialties. The common thread is that all of these companies need to improve their sales, business development, and marketing approaches to this huge marketplace.

Slifer has since attracted numerous professionalsto the firm who have broadened the base of services that can be offered to RASAConsulting clients. The true measure of the firms success is the improved win rates and the revenue increase experienced by client firms.

Mr. Slifer has more than 30 years of experience in building and managing successful sales, marketing, and customer service teams. During his career, Mr. Slifer has held executive positions in sales and marketing at Northern Telecom, MCI, and SAIC, where he designed and managed forward-looking strategies that resulted in multimillion and, in two cases multibillion dollar wins. At MCI he directed the capture effort and was the business manager for the highly successful FTS2001/GSA contract that generated more than $2 billion in revenue. He has extensive experience in corporate development at large systems integrators, including SAIC, where he focused on improving market penetration and developing new business opportunities and relationships with the Air Force Pentagon Communications Agency.

Mr. Slifer is active in the Industry Advisory Council, previously serving as Chairperson of the Telecommunications Shared Interest Group. Key Management Strengths: Business Development, Sales Performance, Marketing Strategy, Capture Management, Proposal Development

Anton (Toby) Reut
Executive Consultant

Toby Reut is a proven winner as a sales executive and has an unparalleled track record as a consultant over the past 6 years.

Mr. Reut has more than 35 years of experience in information and telecommunications systems management. Most recently he served as Vice President of Business Development at CMA, providing support for strategic planning, opportunity identification, and capture management of federal government IT programs. Mr. Reut’s range of expertise encompasses sales, marketing, and client services. As a Senior Vice President at FedSources, he managed market research and issue conferences, seminars, and teaming sessions with federal IT leaders across the industry. A skilled business development manager, Mr. Reut has led successful sales organizations and marketing teams generating multi-million dollar revenues. He also specializes in Webinar planning and execution. Key Management Strengths: Business Development, Market Research, Sales Performance