Dr. Richard Nathan

Dr. Richard Nathan, PhD, is the Chief Operating Officer of Novume, the parent company of AOC Key Solutions. He has over 45 years of corporate management and federal proposal development experience. He has served as strategic lead, capture manager, proposal manager, orals coach, and review team lead. His ability to develop and integrate effective win themes and discriminators unique to a given contract opportunity has resulted in multiple large contract wins with DOE, NASA, DHS, DoD as well as state and local governments.

Recent Posts

How To Execute A Brilliant Capture Management to Proposal Team Handoff

By Dr. Richard Nathan on Jan 22, 2015

The most vulnerable point in the business development continuum is the handoff from capture manager to proposal management. This transfer to the proposal team seems to fail often. But why is that?

We see this time after time- the capture team creates a strong, defensible win strategy that by all measures should give the company an excellent chance of prevailing over the competition, but it never gets fully implemented by the proposal team management despite best intentions by all parties.  

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Why "The New Normal" In Government Contracting Is A Myth

By Dr. Richard Nathan on Dec 9, 2014

People in our industry are wondering to what extent today’s government contracting market conditions represent a “new normal.” And, if not how soon can we expect a return to the “good old days?”

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Why Government Evaluators Use Oral Proposal Presentations

By Dr. Richard Nathan on Oct 16, 2014

The government's use of oral presentations as part of the proposal process rises and falls like the waves in the ocean depending on the prevailing philosophy at the moment. 

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Why Your Program Manager Would Make a Bad Capture or Proposal Manager

By Dr. Richard Nathan on Sep 15, 2014

We are often asked, sometimes too late, if the incumbent program manager should be assigned as the Capture and/or Proposal Manager for the recompete.

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The Keys to Effective Capture Management

By Dr. Richard Nathan on May 29, 2013

Capture is as much art as science.

The best Capture Managers are not made in a classroom. The best capture techniques are learned from a mentor in the heat of battle.

Capture Management is too important to be delegated to the last individual standing when all of the direct charge numbers are handed out elsewhere. Inexperienced Capture Managers need tips, tools, methods, processes and insights on how to conduct effective capture.

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Successful Proposals: Understanding a Customer's Needs vs. Wants

By Dr. Richard Nathan on Apr 16, 2013

Successful proposals respond to the needs presented in the RFP. However, successful proposals also respond to “invisible” issues that influence decision makers: their “wants.”

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The Five Dysfunctions of a Proposal Team

By Dr. Richard Nathan on Jul 30, 2012

No doubt about it, proposals are hard. Tight deadlines, incomprehensible and inconsistent RFP requirements, lack of sleep, high carb diets. And the need to demonstrate to the government that not only is you qualified for the award, you are the best choice, hands down. These are all factors outside of our control. Unfortunately, companies also hamper themselves by staging a proposal team that is dysfunctional, and they do it to themselves.

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