Jamie Abidiwan-Lupo, CFCM

Questioner
DISC Type : c

Strategic Contracts Leader at Lockheed Martin

King of Prussia, Pennsylvania, United States

Overview

Jamie is a Strategic Contracts Leader at Lockheed Martin with extensive experience in structuring large-scale agreements for the DoD and HHS. A Penn State graduate with a CFCM certification, she specializes in federal procurement and integrating emerging technologies like AI into acquisition strategies to drive innovation in national security and healthcare.

She championed a workflow shift at Lockheed Martin that cut post-award action time and reduced related email traffic by 75%.

Personality Overview

Value Seeker

Not Easily Convinced

Cautious & Analytical

They are more likely than others to negotiate on pricing and terms.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to analyze every situation thoroughly.


Topics They Care About

AI in Acquisition
Passionate about leveraging AI and emerging tech to enhance efficiency, risk management, and decision-making in government procurement across defense and healthcare.
Workflow Automation
Championed replacing email workflows with Microsoft 365 Planner and proposed Robotics Process Automation (RPA) initiatives to streamline vendor evaluation and contract modifications.
Federal Procurement
Deep expertise managing multi-billion dollar contract vehicles (GWAC) and advising on acquisition strategies aligned with FAR/DFARS for both defense and civilian agencies.

Media Appearances

Jamie has no verified media appearances

Work History

3-2023
Strategic Contracts Leader at Lockheed Martin
5-2021 - 3-2023
Senior Contract Management Professional at Booz Allen Hamilton
11-2017 - 5-2021
Senior Acquisition Advisor at Defense Innovation Unit (DIU)
11-2015 - 11-2017
Program Manager and Contracting Officer for NITAAC CIO-CS GWAC at NITAAC (National Institutes of Health Information Technology Acquisition and Assessment Center)
4-2013 - 11-2015
Contracting Officer at U.S. Department of Health and Human Services (HHS)

Education

2012 - 2015
Master’s Degree from Penn State University
2012 - 2015
Graduate Certificate in Homeland Security from Penn State University

More Information

Social Presence :

Prographics :

Exp : 12 Location : King of Prussia, Pennsylvania, United States Job Level : Mid-senior Designation : Strategic Contracts Leader at Lockheed Martin
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Insights For Selling To Jamie

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jamie is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Jamie

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Jamie move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Jamie take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Jamie

Personality Compatibility


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