Leadership

SJ&A was founded by Sid Jaffe, one of the founders of Advantage Consulting, Inc., which was formed in 1992. Along with his 35 years of professional experience, the firm has assembled a staff of professionals all of whom have greater than 25 years of experience and most who have worked together at Advantage Consulting. SJ&A also brings its strategic relationships with specialists and nationally recognized firms—proven resources to meet your precise requirements.

Sid Jaffe, President

39feb97Prior to launching Sid Jaffe & Associates, LLC, Sid started his first company, Advantage Consulting, Inc., in 1992 to provide full-service business development support. Then, the environment was markedly different—technology had exploded on the scene and the economy was on the up-swing. Many similar start-ups that were established at the same time as Advantage have now since evaporated.

What has made Sid and his team different?  He understands that people are at the root of profitable businesses—not cookie-cutter approaches, a particular technology application, or a specific magic marketing bullet. Helping firms network and establish business relationships, train and manage talent, and encourage innovation and flexibility are key.

When the company was sold two decades later, the firm had successfully represented the culmination of billions of dollars of profit for its customers in a highly competitive market, including:

  • Supported 1,600+ clients worldwide—primarily in the Federal Government contracting and non–profit arenas.
  • Provided expertise to a dozen major Fortune 500 companies, and to thousands of small business startups and national associations—from aerospace and technology professional service firms to manufacturing.
  • Coached and trained 16,000+ people in business relationships, contract capture and acquisition techniques, and the art of proposal preparation and management.
  • Supported the merger and acquisition of 25+ companies.

At Sid Jaffe & Associates, Sid rolls sleeves with businesses to increase revenue, including all facets of BD, marketing, proposals, coaching/training, and strategic planning support, as well as corporate valuation, mergers and acquisitions.

A recognized leader and regular speaker at Washington—as well as national—industry events, Sid brings currency in the marketplace, solid lessons learned, and a robust network.  He has been a featured guest on nationally televised business shows. Most important, he is both strategic and tactical, developing teams to pursue specific agencies, military commands and commercial opportunities. His work includes supporting technology trade missions coming to the U.S. by using his extensive network to arrange meetings and business partnerships.

Prior to establishing Advantage, Sid completed a highly successful marketing career as a National Account Manager for AT&T.

Receiving the prestigious Meritorious Service Award from the international organization of the Association for Corporate Growth (ACG), a premier M&A organization, Sid has:

  • Served on the International Board of ACG, as well as Past-President of ACG’s National Capital Chapter
  • Served as Vice President of the Greater Reston Chamber of Commerce, as well as Chairing committees
  • Chaired committees for the Northern Virginia Technology Council
  • Chaired committees for the George Mason University Century Club.

Active in the community, Sid also served as a past Board member of the Northern Virginia Habitat for Humanity and is a Past-President of the Annandale Lions Club Charities, Inc.  He has been an adult Boy Scout leader and coached youth sports.  He is a lifetime member of the Virginia Jaycees and a Jaycee International Senator.

Sheryl K. Birsky, Vice President, Proposal Support

Sheryl offers both breadth and depth of experience from more than two decades in the Federal and commercial marketplace—from business development and capture to proposal writing, management, and training. Sheryl has supported efforts related to nearly every Federal department and agency, as well as DoD and its services. She has worked on both sides of the procurement process, including serving on government evaluation teams.

Diversity is a distinct advantage — allowing clients to benefit from lessons learned from many environments, including: IT and Technology, Call Center Support, Program Management, Acquisition Support, Engineering, and Logistics and other professional services.

Sheryl applies a rare combination of business acumen, management skill, and creative talent to her work. She offers solid experience and a proven track record in managing, developing, writing, and evaluating proposals—from pre-RFP release to BAFO and orals.

Bringing work to fruition with diplomacy and firmness, she gets the best from teams, resolves conflicts at all levels, and negotiates better-than-market terms and prices for teaming and vending. Specific experience includes:

  •  A consultant for more than 16 years, supporting such clients as Raytheon Corporation, CSC Inc., Johns Hopkins, SAIC, SRA, K-Force Government Solutions/Pinkerton, Microsoft, SI International, the World Bank, the Air Force Association, and numerous small businesses, such as SUBSYSTEMs, B3 Solutions, Concept Solutions, and TAPE.
  • Attaining ID/IQ and GWAC contract vehicles for clients, as well as attaining task orders under them. These include: the Navy’s SeaPort-e, GSA’s Alliant and various Schedules (IT 70, MOBIS, and Logworld), FAA’s eFast, DHS’s Eagle and Eagle II and Pacts, and NIH’s CIO-SP3.
  • Ten years at System Planning Corporation, a leading professional services firm with annual revenue of $200 million. Also supported billable work for such clients as DoD, NASA, FEMA, FAA and the State Department.
  • Taught Proposal Development and Coordination and Proposal Writing for classes at Advantage Consulting, Inc.; and guest lecturer at the University of Maryland on the Craft of Proposal Development and Writing.
  • Three years of strategic planning and writing support to Jaffe Associates, the largest marketing and communications firm devoted to law firms in the world.
  • Two years providing public relations and communications coordination — both nationally and internationally — for INTERPOL, U.S. Department of Justice.

Education includes a B.A. in English; Paralegal certification from Georgetown University Law Center; training in Hy Silver, Shipley, and Advantage proposal development methodologies; and completion of other marketing, communications, management, legal, and team-building coursework.

Sheryl received a Top Secret/SCI clearance with an SBI (currently inactive).

Steve Bruce, Vice President, Business Development Support

Steve is a senior executive with over 25 years experience supporting government contracting and commercial enterprises with a specialty in:

  • C-level management and strategy
  • Business development growth acceleration
  • Win rate improvement
  • Pipeline expansion, tracking and growth
  • Capture management resourcing, process and leadership
  • Proposal development maturation and resourcing
  • Marketing and communications
  • Brand re-positioning
  • Advertising and public relations.

Over the last seven years, as Vice President of Business Development Operations (and later Strategic Business Area Leader), Steve helped generate above-average revenue growth for a medium-sized government IT services company. Highlights include streamlining, re-engineering and establishing market penetration research, pipeline metrics and management, capture management improvement, proposal development staffing and management, effective advertising and PR campaigns, re-branding and re-positioning as prime contractor, and senior business development team recruitment

Previously, he was head of business development and an effective program manager in the Federal Science and Technology (S&T) arena for an S&T company. His program management assignments were with the Department of Homeland Security, Missile Defense Agency, and the Naval Sea Systems Command.

In the commercial sector, as Chief Marketing Officer, he helped grow a financial services company to $1B in revenue. Prior to that, he served as President for four entrepreneurial technology companies, integrating them into a single enterprise with revenue growth of 88%. His marketing career started at Kraft Foods, where he rose to Director of Marketing for the Kraft Dairy Group, a $700M dairy products organization.

Mr. Bruce commanded several Test and Evaluation (T&E) units for the Air Systems Programs at the Naval Air Systems Command. His naval career included assignments as a flight instructor; chief maintenance test pilot; Engineering Officer of Watch (EOW); and Officer of the Deck (OOD). He retired as a Navy Captain (O-6) and Aeronautical Engineering Duty Officer (AEDO), with designations as a fixed and rotary wing naval aviator.

A graduate of the University of Virginia (MBA) and the United States Naval Academy (BS, Aero), he serves on the Board of Trustees for his Naval Academy class. His associations include life membership in the Navy Association, Military Officer Association, and professional memberships in NDIA, AFCEA, PSC, ACT-IAC and TechAmerica.

William B. Hamilton, Vice President, Capture Support

Bill brings more than 20 years of experience in working with companies to increase their bottom-line profits—Government contractors, technology providers, professional services firms, and hardware vendors. He has served in corporate management positions in four companies and as chief operating officer of one of them. As a business development specialist, he has been credited with over $100 million in career bookings in companies ranging in size from large multi-million dollar integrators to very small entrepreneurial startups.

His experience includes supporting civil agencies in the Federal government, the Department of Defense, and the commercial arena. Technology experience areas include: system design and integration, aerospace engineering and communications, telecommunications network design, process engineering and management, data mining and analysis, language analysis, sensor management, forensic science and behavioral sciences.

With over six years as a regional director for Virginia’s Center of Innovative Technology, and later in private consulting firms, he has advised over 500 companies in the greater Washington metropolitan area.

Bill is active in the Armed Forces Communications and Electronic Association (AFCEA) and is a past president of the its NOVA Chapter, which became the largest chapter in the association under his administration. He is an experienced public speaker and volunteers as a docent with the National Air and Space Museum.

J.P. Richard, Vice President, Training and Research Support

J.P. brings extensive experience in a broad range of marketing and business development areas in the Federal and commercial marketplace. Activities include: proposal management and training, business development, sales management, market research, direct sales and marketing and business strategy development.

Upon graduating from Northeastern University with a degree in Chemistry, he worked in technical areas for several years before returning to MIT’s Sloan School where he earned an MS in Industrial Management.

After many years of experience in commercial IT services with G.E. Information Services in the U.S. and in other countries, his initial Federal experience came at Boeing where he served as Proposal Manager, Capture Manager and in other business development roles, working with both Civilian and Defense agencies.

Additional Federal market experience was acquired along the way during assignments with two 8(a) firms in the DC area. He also served as Vice President in the Washington DC office of INPUT, Inc. for four years, managing and conducting market research projects in both the Federal and commercial sectors. This was followed by another position at Federal Sources, where he was directly responsible for marketing to the Federal vendor community.

J.P. currently coaches in three areas devoted to helping companies effectively respond to Federal contract opportunities: Proposal Management, Proposal Writing and Market Research. He also participates in Red Team reviews regularly and consults on proposal process development for clients. He is a member of the Association of Proposal Management Professionals (APMP) and the Hampton Roads Writers Group

Community activities include being a member of the board of Open Circle Theatre and served as past chairman of the board of the Osteogenesis Imperfecta Foundation.

John Bender, Vice President

John has more than 20 years’ experience in assisting government contractors in implementing a variety of commercial business development and proposal tools – and training them on how to use them effectively. Previously, he served as Vice-President of Advantage Consulting. John was a career Navy officer.

John has been active in the Association of Proposal Management Professionals for over 15 years and was a former member of the Board of Directors for the organization’s local chapter.

 Our Premise

Each consultant that serves you embraces SJ&A’s operating premise:

  • Results Driven
  • If we don’t think we can help our clients achieve their goals in a cost-effective manner, we don’t begin the work. Our customers’ bottom line is our bottom line.

    • Integrity 

    There are no compromises on integrity. Period. SJ&A works in a non-disclosure environment with high ethics in every aspect of the relationship.

    • Creativity 

    Creativity can be the crucial component in a bid or strategy. We value the creative process, opting for approaches that differentiate our customers from the pack, often providing the compelling reason for success.,

    • Judgment and Decisiveness

    It is important to make the correct sounds decision, and as equally important to make timely decisions to be competitive. We are decisive and thorough, but are not reactive.

    • Reliability and Predictability

    We strive to meet commitments on time, every time and with requirements met or exceeded. As a client, you know what you will be receiving, when you will be receiving it, and how much it will cost.  SJ&A is no-surprise support.

    • Passion

    We are excited about the work we do, embracing each challenge as an opportunity for growth for both SJ&A and our clients.

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