The Art of Shaping Requirements

- Len Miller

“Shaping Requirements” will discuss what the art of shaping requirements is (and is not); will define/re-fine the cycle of shaping both existing and new business opportunities; will discuss a methodology called Mutually Assured Requirements Shaping (MARS); and provide new/enhanced skills for leadership/executives, operations/line managers and staff, and BD staff.​

About Len Miller

Len Miller joined Hinz Consulting in October 2016 and is a General Manager and Account Lead. He is responsible for supporting existing clients by providing the resources to support bid pursuits and provides value-add consulting via pipeline analyses, RFI/Sources Sought development/review, RFP analyses, bid/no-bid and bid team composition recommendations, and proposal reviews.  He also pursues/wins new client accounts. He works special projects as assigned. He has over 38 years of experience in Federal/DOD and commercial business development, capture management, proposal management, product support, systems engineering, software engineering, software quality assurance, and program management. He has helped win over $37B since 1990 and has supported 17 $B+ proposals and multiple projects worth $100M+.


Prior to joining Hinz Consulting, Len joined Siemens Government Technologies (SGT) in September 2013, as the Director, Proposal Management. As SGT’s Director, Proposal Management, he built a proposal group and led these proposal professionals in planning, developing, producing, reviewing, and delivering Federal/DOD proposals either led by SGT or SGT-supporting other Siemens business units in winning Federal business. He was also a Senior Proposal Manager and selectively managed key/critical SGT-led proposals.


Prior to working for SGT, Len worked at CACI International, Inc., for 11 years where he served in the roles of Vice-President, Intelligence and Classified Proposals Group and later, Vice-President, Proposal Strategy and Operations Group where he led a group of 82 proposal professionals.  He oversaw proposal operations ensuring that all CACI proposals were submitted on time, within budget and with the highest level of quality and competitiveness.  He provided guidance on win strategies and solutions.  He also conducted and participated in various Capture and Proposal reviews. He oversaw proposal infrastructure and facilities, proposal production operations, proposal knowledge management and writing, and proposal coordination. He also taught CACI’s capture and proposal writing courses.  He also participated as a senior executive sponsor for CACI’s BD Fellows program.


Prior to CACI, Len was the Proposal Operations Manager at Ernst & Young Technologies; BD director at Bit by Bit; New Business Representative/Proposal Manager at SIMTEC, Inc., Software Quality Assurance Manager/Capture Manager, and Project Manager at DynCorp I&ET; and held senior operations, business development and technical positions at Delex Systems supporting the development and delivery of training systems/support to the U.S. Military, foreign military sales countries, and prime DOD contractors.  He is a former member of the U.S. Air Force.


Len holds a BS degree in Physics from Virginia Commonwealth University, Richmond, VA.   He is a member of the Association of Proposal Management Professionals (APMP) and is APMP Foundation level certified in proposal management. He has developed numerous articles and procedures on proposal and capture operations; has spoken at events on the topics of proposals, captures, BD, software quality assurance, and career planning; and has provided formal training to students about proposal development/writing and capture planning/execution.

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The Art of Shaping Requirements - Len Miller

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