Wednesday, February 24, 2010

Resume: Abbe Buck Hann, Federal Business Development, Capture Manager $50 Million+ Sales

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Abbe Buck Hann
PO Box 147,Haymarket, VA 20168-0147
Office: 1-800-380-2825
Mobile: (703) 753-4100
Linked-in Profile:
Twitter: @highviz_pr @abbebuck

Career Summary

Over 15 years of experience managing various projects in the Federal Government and Private Commercial Sector; Project Management to developing Business for each project from $500,00 to $500 Million

· Valuable experience with a wide range of service providers, traditional government contractors and top lobbying/law firms as President and Principal Consultant of HighViz Consulting Group, and as Capture and Proposal Manager for Shipley Associates

· Developed key relationships and teaming agreements with federal prime government contractors streamlining their processes to go after large federal business, securing several wins for clients, from $6 Million (EPA for Information Experts), $40 Million (HHS CMS for ASSYST) to $50 Billion Dollar GWAC (ALLIANT for BearingPoint)

· Led Capture effort for $40 Million Dollar HHS CMS and potential $20 MM BRAC OASISS contract efforts for ASSYST, Inc., $500 Million + NETCENTS 2 for ATSC, Inc. IIT’s JIEDDO and DRS’ R23G Recompete (for Shipley).

· Direct Sales: Sold 150,000 license for several consecutive years to DISA (Defense Information Systems Agency) for IBM

· Full procurement knowledge, including GAO, FAR, NISPOM; Expertise in Bid – No Bid Capture scenarios; reviewing and responding to RFI’s RFP's, RFQ's, SOW's, SOC's, BPAs. Facilitation of GSA Schedules (66, 70, 53)

· Solid involvement in the execution of a sales business model, designing business and marketing plans

· Worked with various agencies such as DOD, US Army, USAF, DOS, Social Security, Intelligence Agencies (NSA’s ARC), National Institute of Health and the Department of Homeland Security.

For more information regarding her profile, please view the Washington Business Journal article at:

Professional Experience

HighViz Consulting Group (McLean, VA)

August 1999 – Present

Principal Consultant, Project Management Leader, Director Business Development, Capture Manager

Founded Start-up Company to facilitate market and promote Information technology, marketing and industrial small business corporations within Federal Government agencies, for and within selected large (‘prime”) contractors and legal entities.

Performed duties as major federal government business development manager and federal facilitator

Worked on major “capture” tactics and complete sales strategies for small and large business in commercial marketplace and within government contracting, working within the following agencies:

Defense: US Army AKO, (converging to Defense Knowledge Online), US Army CECOM, US Army CIO (G-6), FORSCOM (Forces Command) TRADOC (Training Commands) , DOIMS Nationwide, PEO EIS; Office of Secretary of Defense, Joint Chiefs of Staff, US Army; US Air Force 754TH USAF CIO Office, USN NCMS, OPNAV (Naval Operations) DISA Computer Services, DISN, DISA CIO

Intelligence: National Security Agency (X-44, ARC, Languages/Salt Lake City), Central Intelligence Agency (Office of the CIO, Office of Acquisitions)

Civilian: GSA, (ALLIANT SB for Assyst and Bearing Point, resulting in $50 MM GWAC),Health and Human Services: National Institute Health, NIH/NITAAC (National Institutes of Health Information Technology Acquisition), CIOSP2i Managing NIH BPA, SBA, Department of Homeland Security, Social Security Administration, EPA, Homeland Security, Department of State, Department of Labor, Department of Treasury, Department of Justice, Department of the Interior (Bureau of Indian Affairs), World Bank, FDIC, Sallie Mae, Fannie Mae.

Developed strategic alliance “tag teams”, aligning nimble, up and coming organizations with top federal prime contractors including Booz Allen Hamilton, UNISYS, CSC, SAIC, Accenture, Northrop Grumman, Lockheed Martin, AT&T, BearingPoint, EDS, CACI, Harris, L-3 Corporation Raytheon, ASSYST, Technica and IBM, working on bid/no bid contract decisions through to completed teaming agreements, executive summary, RFP, color teams resulting in business won from Defense and Civilian agencies.

Client shift to commercial sector: law firms and non-profit entities occurred with IRS Sarbanes Oxley Law Start up (BoardBoost), Native American federal government contracts (Greenberg Traurig, LLP and law firms Cassidy, Akin Gump and Steptoe and Johnson), and 8(a) Federal Contracting (EZ Certify, SourceTec, EZGSA)

Planned and executed complete “Sales/Account Capture” model (IBM), for major software acquisition.

Developed complete marketing and business plans, proposal and project management strategies for customers to secure business.

Worked in a strategic planning capacity incorporating use of Gartner “Magic Quadrant” and Solutions Selling approaches to ‘C’ levels (POAM/Access to Power)

Partial listing of projects under HighViz Consulting Group:

Registered Shipley Consultant Capture Manager - Proposal Manager (2007-2010)

Consulting (January-September, 2009): (DRS – TACOM / Ft. Monmouth), R2-3G Contract recomplete ITT (Army JIEDDO Iraq Task Orders 1 – 4 as Capture Manager, and The Rendon Group, Public Affairs ( Rendon: Supported communications vehicles for Iraqi theater, as Capture Manager; also Shipley training support for Rendon staff, May-June, 2008, January-March, 2009.

Special Mention: Introduced Shipley Method to staff at ITT on Army JIEDDO contracts, DRS for R2-3G and Rendon Group, from initial black hat revues through entire color team approach, gold, pink, blue, red and white glove (final), POTENTIAL $10 -30 Million opportunities.

Advanced Technical Solutions (ATSC) (2007-2008)

Director, Project Development, Defense and Intelligence Agencies.

Making major account recommendations, providing logical solutions from 18 - 24 months futures for opportunities $50 MM and above: including prime or teaming strategies for USMC, US Navy, (Navy CIO), USCG, USAF NETCENTS II: ($7-9 Billion MAC, AF 754th); interface on NETCENTS):, ICE-2 re compete, subcontracting to L-3 Communications): DISA, DLA, DTRA, DIA, OUSDP/OSD directly at IG and PEO/HQ levels. Potential teaming partners for ATSC introduced as BD Director included: SRA, CACI, AT & T, BearingPoint, Oberon, Nav-Star, TAG, Inc., Raytheon, L-3 Corporation, Booz Allen Hamilton, DRC, Nortel, CGI, Pragmatics, Accenture, SAIC.

ASSYST (Advanced Software Systems, Inc.) (2006-2008)

Capture Manager, Project Manager, Business Development

Performed complete Capture and Proposal Management (dual role) on ALLIANT SB GWAC. Led entire contract and capture plan to fruition, client interface, proposal process ($37MM GWAC,December, 2009 ).

As Business Development Manager and Capture Manager, led effort on HHS ESD CMS bid (potential $40MM IDIQ) and for NITTAC (National Institutes of Health Information Technology Acquisition), under Director Colleen Barrows, as ASSYST was responsible for being recognized for winning the bureau’s OD Merit Award, for dual recognition in NIH and DHHS major IT acquisitions for 7+ years within DHHS. Duties included managing DHHS in NITACC Website, which plays a vital role in supporting the three GWAC contracts, two of which are: Electronic Commodity Store (ECS) III: ECS III RFQ system is the flagship of the NITAAC web site; worked with DHHS NIH and Assyst as they increased databases productivity, implemented security protocols to limit access of the information to authorized users.

Worked in Capture capacity with ASSYST’s Army DIHMERS teams, Army BRAC OASISS (FORSCOM II) with SDVOB CSCL ($100 MM year per company: potential $20MM per man year) building teaming relationships with 14 SDVOB Mentor Protégé partners.

IBM Corporation, Rockville, MD (1996-1998)

Defense Sales Representative, Defense and Civilian agencies

Quota: $3 Million Dollars: Yearly Sales resulted in 250% above quota selling 150,000 Lotus Notes license to Defense Information Systems Agency (DISA) directly to General David E. Kelley. The sales contract for the licenses ran consecutive years and the software is still being used in FY 2010


University of Illinois, Circle (1980)

B.A.., English (Communications)

George Mason University Program Management Program, (2001)

Shipley Certifications: Capture Management, Proposal Management, Price to Win!

Technical Training in All Microsoft programs, Windows7, MS 2007, SharePoint, Adobe Acrobat 9, Web Content Writing, HTML, Internet launching, content management, proposal layout and preparation. Knowledge in SAP, Oracle, VMWare, Microsoft, IBM.

Solutions Selling Sales Course (through IBM)

Dale Carnegie Sales and Public Speaking (Graduate Instructor)

Miller-Heiman Sales Training

Social Media Expert (Twitter, Facebook, Linked-in)


DoD Secret (Active)


Women in Defense, Ft. Belvoir, (Chairperson, Programs and Events) FIRSTGOV,, AFCEA, AFCEA NOVA Chairperson Publicity (2004-2005), ITAA, Defense and Intelligence Committees, IAC/ACT, APMP, DoD Knowledge Management, KM CoP Users Group, American Management Association, XML User's Group, GSA Federal Government affiliation, DC Webmasters Group, Washington, DC National Executive and Professional Women, Women in Defense, Women in Technology International (WITI), Toastmaster's Club, Society of Singers (Board of Directors, 1999-2001), American Federation of Television and Radio Artists.

References and Amplification of Resume available upon request


1 comment:

Abbe Buck, PA, PR, PM, OM said...

Top 10 Tips for Growing Your Company in the Federal Market:

1. Understand the full gamut of federal market opportunities and where your business could benefit from these.
2. Understand the full cycle of business development.
3. Market to the government effectively.
4. Do your market research well to select the right opportunities.
5. Run a comprehensive capture effort.
6. Implement a rigorous bid-no-bid decision process.
7. Understand how to write winning government proposals to get your win rate into the high seventies percentile, on par with the top government contractors.
8. Go for the gold in every area of the proposal.
9. Resource your proposals to win.
10. Create a proposal center (virtual or physical) with the processes and collateral to turn your business into a winning machine.

About Me

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Thank you, Maureen Orth, (author, "The Importance of Being Famous"). I believe that everyone needs more than fifteen minutes. They need fifteen months - no, make that fifteen years of FAME - or INFAMY. Many cannot live without it! I am a communications strategist. I have also been referred to as a Government Agency Liaison, Account Manager and a Client Relationship Executive. I do try hard to get "show-biz" type HIGH-VIZ "PR" for my people, moreover those who are not in the arts (POLITICOS eat this stuff up --and say, spinning is my business, even in a (FORMER) low-key button-down market like DC is -- or was!) See: for more about "the day job"---I am just happy to have decent customers who trust my recommendations and reap their benefit. Thanks! Abbe B. PS: All sister blogs are listed in Google, Bing, Blogspot, Redduit, LinkedIn, Facebook, Twitter--did I miss anybody? Oh, Amazon, Technorati....[MORE] ###