Capture management

Five Strategic Capture Executives in Government Contracting

Capture planning is the process of developing competitive intelligence and building out a strategy to win business with a key customer. Having a capture plan demonstrates that the vendor has an understanding of the client’s needs, according to RFP360, a strategic procurement software provider.

Government contracting is a particularly competitive sector, where strategic capture executives compete for work in health care, information technology and other federal services.

The Potomac Officers Club—a division of Executive Mosaic—features five strategic capture executives in the government contracting sector.

Geren Williams, Managing Director of Strategic Capture at Accenture Federal Services

Geren Williams is the managing director of strategic capture at Accenture Federal Services, working out of Arlington, Virginia. He has over 20 years of experience in executing capture and bid strategies for large acquisitions in the public sector, commercial and international markets, according to his LinkedIn profile.

Williams is recognized as a subject matter expert in all aspects of capture strategy. His areas of expertise include client budget and spending analysis, market assessment, competitive analysis, teaming analysis, customer messaging, win themes, discriminators, and building relationships with industry partners for teaming. He is a certified competitive intelligence professional, his profile reveals.

Williams joined Accenture as a senior manager of strategic capture in August 2016. He was promoted to managing director in November 2021. Since joining the company, he has served as the lead capture executive on a number of large and complex opportunities.

Before joining his current employer, Williams was the vice president of public sector bids and large enterprise operations at Xerox. He is credited for implementing new tools and process improvements to support the business’ rapid growth. Among his achievements was the creation of a new hybrid role within the organization for managing smaller, more standardized bids.

Williams earned his degree in English education from The Citadel. He later earned his law degree from the University of South Carolina School of Law. He also earned a Master of Business Administration degree from Duke University – Fuqua School of Business.

James Smith, Executive Director of Strategic Capture at CACI

James Smith is the executive director of strategic capture at CACI International. He has been holding his current leadership role since August 2015.

Smith is responsible for capture management for Department of Defense clients. He directs captures for software development, sustainment, communications, intelligence and cybersecurity.

The industry veteran was the director of strategic capture at BAE Systems from 2014 to 2015. At BAE, Smith focused on capture strategy and execution for the Pentagon and other federal and civilian agencies, according to his LinkedIn profile.

He was a senior capture director at CACI from 2009 to 2014. In this position, he provided capture and proposal support for the company’s new business and recompete efforts and was responsible for multiple business wins in 2014.

Smith’s other leadership roles include global director of business development at software company SAP and vice president of business development at SRA International. He started his career in 1979 as senior director of business development at Northrop Grumman.

Smith holds a bachelor’s degree in organizational management and communications and a bachelor’s degree in economics from The University of New Mexico.

CACI offers digital solutions, C4ISR, cyber, engineering services and enterprise IT services to government clients. It is headquartered in Reston, Virginia.

Shawn Hills, Director of Strategic Capture at Guidehouse

Shawn Hills is the director of strategic capture at consulting firm Guidehouse, working out of San Diego, California. He is a “dynamic and impactful business strategy and operations leader,” with demonstrated success in guiding teams and organizations to perform successfully, according to his LinkedIn profile.

Hills has demonstrated his ability to develop and execute strategic business plans across a diverse engagement portfolio. His efforts have resulted in increased market share, revenue and sustained, profitable growth, his profile states.

Hills joined Guidehouse in July 2021. His current role sees him leading the enterprise capture function within the firm’s Sales Enablement organization. He is ultimately responsible for developing and executing the company’s win strategies in collaboration with other key executives.

Before joining his current employer, Hills was briefly the director of government-wide acquisition and indefinite-delivery/indefinite-quantity contracts at General Atomics Aeronautical Systems. In that role, he was responsible for the capture, management and administration of the company’s GWAC IDIQ contract portfolio as well as the development of contract vehicle exploitation strategies.

Previously, Hills was a senior associate at Booz Allen Hamilton. In that role, he was responsible for pursuing market strategies within company’s the U.S. Navy and Marine Corps accounts.

Hills earned his bachelor’s degree in political science and government from the University of California, Santa Cruz. He later earned a master’s degree in public policy from the American University.

Sandra Burnis-Holly, Director of Department of Defense Strategic Capture at GDIT

Sandra Burnis-Holly is the director of Department of Defense strategic capture at General Dynamics Information Technology. She has been holding the leadership position since January 2021.

Burnis-Holly builds multimillion-dollar pipelines in new markets and is experienced in enterprise-wide program and project management and profit and loss management. She also identifies emerging markets and strategies to help the company succeed in new business sectors.

Burnis-Holly is also experienced in the fields of aviation maintenance, logistics, mission support, C4ISR and IT services, according to her LinkedIn profile.

She was the director of business development at government contractor Amentum before taking up her current role at GDIT. In this position, she identified, qualified and developed strategies and solutions for strategic opportunities.

The industry veteran has also held the roles of director of government solutions at Sutherland Global Services, director of international business development at Engility Corp., senior director at Unisys Corp., and senior manager of business operations development at satellite communications company Iridium.

She started her career as a presidential management fellow and planning officer at the Internal Revenue Service.

She holds a master’s degree in international affairs and a bachelor’s degree in business and political science from the University of Pittsburgh.

GDIT offers artificial intelligence, cloud, digital modernization and logistics and supply chain management services to various industries, including those in the defense, intelligence and homeland security sectors. It is headquartered in Falls Church, Virginia.

Michael Falotico, Vice President of Strategic Capture at ICF

Michael Falotico is the vice president of strategic capture at consulting and technology services provider ICF, working out of Arlington, Virginia. He is an experienced leader with over 17 years of experience capturing and leading critical programs across the information technology space for federal and commercial clients, according to his LinkedIn profile.

Over the years, Falotico has amassed experience leading transformational initiatives to drive growth in the organizations for which he has worked. His list of expertise includes executive facilitation, strategic leadership, program management, business operations management, capture management, proposal writing and business development, his profile reveals.

Falotico joined ICF in February 2021. In his current role, he leads capture management activities focused on federal information technology modernization and digital transformation through enterprise products, including ServiceNow, Appian and Salesforce. He also helps evolve best practices in support of the company’s win strategies.

Before joining his current employer, Falotico was the director of federal sales and capture at Publicis Sapient. In that role, he was responsible for leading the pursuit of large capture investments and black hat analyses for digital transformation, enterprise modernization and digital communications contracts. He was credited for delivering 10 to 15 percent annual revenue growth.

Falotico earned his bachelor’s degree in computer science from the University of Delaware. He later earned his Master of Business Administration degree from the University of Massachusetts Amherst.

ABOUT POTOMAC OFFICERS CLUB

The Potomac Officers Club is owned and operated by Executive Mosaic. Since 2002, Executive Mosaic has been a leader in media and exclusive senior executive networking programs primarily targeted to the U.S. federal government contracting (GovCon) marketplace. In addition to connecting executives of consequence into a fabric of like minded communities, the company’s growing cross-media platform serves as a leading source of news about the people, policies, trends and events shaping the nation’s GovCon sector.