Northern VA

(703) 691-5900

Business Development

Emerging and mid-market businesses face the challenge of growth and expansion every day.  Retaining seasoned professionals can be very expensive for cost-conscious firms in competitive business arenas, but having that capability is absolutely necessary for growth. 

 XLP Consulting offers the best of both worlds: nationally recognized experts committed to focused engagements that fit your budget.  XLP Consulting business development professionals will help you craft business development and marketing plans, client identification and strategic targeting, customer outreach, proposal writing, and capture management.

Our Services Include:

Proposal Management

  • Request for Proposal (RFP) compliance matrices
  • Drafting and editing proposal responses
  • Drafting small business contracting plans
  • Perform “Price to Win” analyses
  • Monitor capture pipeline and track opportunities
  • Pricing Analyses

Our Team of Experts

Milt C. Johns, President & CEO

The Honorable Milton C. Johns has spent 35 years in the government contracting arena, with over 22 years as a licensed attorney. Milt also has almost two decades of experience in education leadership, having served as the elected Chairman at Large of the Prince William County School Board, a member of the Board of Visitors at Radford University (where he served one year as Vice Rector), and as an adjunct professor at Strayer University and Northern Virginia Community College. He holds a Bachelor’s and Master’s Degrees from The George Washington University, and a Juris Doctorate (with High Honors) form George Mason University School of Law. He is published in fiction and nonfiction.

During Milt’s career in government contracting before pursuing his law degree, he performed roles in program management, financial management, business development and business operations. He trained as a Six Sigma Black Belt, and attended USG certification classes in international program management. Milt was awarded the Aeronautical Merit Cross, Second Class, by the Government of Spain in 1995.

Milt has served as inside general counsel and outsource general counsel to emerging and mid-sized businesses and has litigated in state and Federal courts across the country.

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Michelle Burnett-Johns, COO

Chief Operations Officer Michelle Burnett brings over 30 years’ experience in management and administration to XLP Consulting. She is responsible for all business operations of the firm, including, but not limited to, human resources, finance and accounting, client relations, marketing and systems implementation. Michelle has spent decades in real estate, retail management, legal support services and non-profit organizational leadership. She currently also serves as the Director of Operations for Executive Law Partners, PLLC. Michelle is a serial entrepreneur and has been a founding member and manager of four start-up ventures, including one nonprofit, since 2018.

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The Honorable David Ramadan, Consultant

Advocacy, Government Relations, Public Relations, Coalitions, International Relations, Immigration, Global Business, Management, Marketing, and Workforce Development.

David has a finesse for cultivating bipartisan relationships with elected officials providing the foundation to push legislation and policy. He optimally engages with government agencies, subject matter experts & potential customers to discuss and create opportunities. Further, he cultivates relationships that support business growth, along with providing critical entrepreneurial situational awareness. David develops strategies and implements actions to build business pipelines.

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James G. Council, Consultant

Jim Council is a licensed attorney who has concentrated his work in government relations for the last fifteen years. During that time, he has represented a number of healthcare technology companies and a group of residential psychiatric treatment centers, and their state industry association before Virginia’s Executive and Legislative Branches. In addition, throughout this period Jim has lobbied on behalf of the Commonwealth second largest school division.  As a result, he has gained a thorough understanding of K-12 education and the numerous funding, operational, and legislative challenges that school divisions confront. Given the volume of legislative matters of common interests to school divisions and localities, Jim has maintained close working relationships with representatives of VACO and VML.

Prior to devoting his efforts exclusively to government relations, Jim was the Vice President/General Counsel of a nationwide healthcare company that operated state Medicaid programs in approximately forty states.  Among his responsibilities he managed lobbyists in about 20 states and personally conducted all government relations efforts for the company in Virginia and Pennsylvania.  Jim also served on the Board of Directors of the national trade association of pharmacy benefit managers.

Before returning to the private sector, Jim was an Assistant Attorney General-Finance. During his tenure there, he served as counsel to a number of state bond issuing agencies and represented the Department of Taxation at the legislative level.  He also authored a number of AG Opinions relating to local taxation matters.

Earlier in his career, Jim was a Tax Manager with Arthur Young & Company (then a “Big 8 international accounting firm) and a partner in a Richmond boutique tax law firm.

Previously, Jim has been an Adjunct Professor of Taxation in the Virginia Commonwealth University Graduate School of Business and served as a Governor-appointee to the Commonwealth Scenic Rivers Commission. He holds B.A. (Economics) and J.D. degrees from the University of Richmond and a Masters of Law in Taxation from William & Mary Law School.

Jim is the resident lobbyist in Richmond.

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Ron Allen, Consultant

Mr. Ron Allen is an experienced Business Development and Capture Manager with over 20 years in the Federal Market. Mr. Allen helps create sales Pipelines for both short-term and long-term growth goals, while creating a capability gap analysis to understand your strategic challenges. Mr. Allen assist in teaming, long-term partnerships, and product development needs to help capture your pipeline opportunities. Mr. Allen provides business and competitive intelligence, “Black Hat” and Solution Development sessions, Capture decks that mature with the opportunity, Pink and Red Teaming, Pricing analyses, and proposal writing.

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Dr. Michael E. Wooten, Consultant

The Honorable Michael Eric Wooten, Ed.D., is a nationally renowned procurement executive. Dr. Wooten is a retired Marine Corps officer and a combat veteran with 30+ years’ experience in the Department of Defense. From August 2019 through January 2021, Dr. Wooten served as Administrator for Federal Procurement Policy, where he oversaw the U.S. federal procurement enterprise, which manages over $3 trillion in total contract value.  He previously served as the Deputy Chief Procurement Officer for the District of Columbia Government, where he signed all contracts over $1 million and managed the District’s $5.2 billion annual contracts spend. Dr. Wooten is currently vice president for strategic direction at a national organization, which generates over $700 million in annual revenue, principally through Federal contracts.
Senate Confirmed in August 2019, Dr. Wooten served as the 15th Administrator for Federal Procurement Policy. He was the senior U.S. official responsible for policy pertaining to acquisition, contracting, and the acquisition workforce. He directed policy for the three trillion dollars federal procurement enterprise. His oversight responsibilities include chairing the Federal Acquisition Regulatory Council, the Chief Acquisition Officers’ Council, and the Cost Accounting Standards Board.
In addition to his role as America’s chief acquisition officer, Dr. Wooten also served in the U.S. Department of Education as the Acting Assistant Secretary for Career, Technical, and Adult Education and then as a senior adviser within the Office of Federal Student Aid immediately prior to his appointment as Administrator. He held earlier posts as the Deputy Chief Procurement Officer for the District of Columbia Government and Professor of Contract Management at the Defense Acquisition University.
Dr. Wooten has also served on the boards of the Prince William County Public Schools, Northern Virginia Community College Board, Fork Union Military Academy, the Northern Virginia Community College Education Foundation, and the Northern Virginia Workforce Investment Board.
Dr. Wooten was retired from the U.S. Marine Corps at the rank of major after 20 years of service in the officer and enlisted ranks. His military decorations include two Meritorious Service Medals, a Joint Service Commendation Medal, an Army Commendation Medal, a Navy, and Marine Corps Commendation Medal, and a Combat Action Ribbon earned while leading humanitarian missions in Afghanistan. He holds an earned doctorate in higher education management from the University of Pennsylvania, a Master of Science degree in contract management from the Naval Postgraduate School, and master’s degrees from The George Washington University and Norwich University. He received a Bachelor of Arts degree in Psychology from Chapman University.
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