Expert Details

Expert in Federal Government Sales

Expert ID: 735375 Florida, USA

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Expert's expertise provides clients with a holistic view of all sales drivers including optimal sales force size, structure, alignment, and programs at the territory, district and market level in an on-demand manner. He looks at key driving factors such as marketing, operations and other important business factors whose synergies may impact upon sales force activities. This holistic component of his expertise is unique as it helps companies move from silo-based planning to developing integrated marketing and sales plans that result in a net incremental benefit to the business. This capability is enabling decision makers to quickly respond to pressures from customers, competitors and a changing economy while providing management with greater visibility and control over the salesforce. The value realized from this work is being measured in tens to hundreds of millions of dollars in sales and profits across sales force driven clients.

Education

Year Degree Subject Institution
Year: 1977 Degree: Bachelor's degree Subject: Education Institution: University of North Texas

Work History

Years Employer Title Department Responsibilities
Years: 2016 to Present Employer: Undisclosed Title: CEO Department: Founder Responsibilities: Management consulting practice focused on private and private equity-owned IT and consulting service providers.

Founder and CEO of a Management Consulting practice focused on improving business and
growth initiatives for Public Sector, private-equity and privately-owned, IT and consulting
service providers.
• Our service offerings assess and implement impactful adjustments at each stage of the sales
process: analyze service-offering/market fit, pipeline effectiveness, streamline proposal
management process, evaluate and improve, operations and technical business development
support
• Completed five six-month engagements supporting client average net new sales of over 25%
Years: 2015 to 2016 Employer: (Undisclosed) Title: Sr. Vice President, Business Development Department: Responsibilities: Engaged to develop a Business Development function from the ground
up: managed Federal Services Account Management Organization to include Business
Development, Capture Management, and Proposal Management
• Developed a sales campaign around the SEWP II program that drove $75M in sales in two
quarters
• Achieved $150M in total sales within the first ten months
Years: 2012 to 2015 Employer: MCR, LLC. Title: Sr. Vice President, Business Development Department: Responsibilities: Engaged by Harrison Street to build an organic growth strategy: managed National Federal
Business Development organization to include Business Development Managers, Capture
Management and Proposal Management
• Closed the largest full and open single award contract in MCR history – $56M with
TRANSCOM to provide financial services (competitors included KPMG and Grant
Thornton)
• Achieved $100M in net new sales in the first 18 months
Years: 2009 to 2012 Employer: Whitney, Bradley & Brown Title: Sr. Vice President, Business Development Department: Responsibilities: Engaged by Lake Capital to develop a new organic growth capability for NetStar-1: led Business
Development for DoD, Federal Civilian and DHS marketplace
• Won $80M Army Exchange Migration Program and $24M DHS Program Support
opportunity – this growth led to an acquisition of the IT segment by PLACENTIA
• Achieved $170M in net new sales in a 24 month period
Years: 2004 to 2009 Employer: KPMG LLP Title: Managing Director, Account Management Department: Responsibilities: • Led the Federal Advisory Services Account Management Organization: managed all Business
Development account activity for DoD, Federal Civilian, and Intelligence market places
• Drove $700M in new Advisory business over a three-year period
Years: 2000 to 2002 Employer: Price Waterhouse Coopers LLC Title: Managing Director of Business Development Department: Responsibilities: Responsible for sales in excess of $225M over a two-year period for DoD, Federal Civilian and State & Local market places
Years: 1998 to 2000 Employer: SRA International, Inc. Title: Director, Corporate Business Development Department: Responsibilities: Led team and guided strategy for SRA’s largest growth sector, Department of Defense
• Achieved sales in excess of $100M in 2000
Years: 1995 to 1998 Employer: PRC, Inc., a division of Litton Industries Title: Vice President, Federal Sales Department: Responsibilities: Responsible for $280M in sales through the use of all PRC government-wide acquisition vehicles, including the Super-Mini Program and GSA schedule
Years: 1987 to 1995 Employer: Digital Equipment Corporation Title: National Account Manager Department: Responsibilities: Landover, MD
Years: 1981 to 1987 Employer: Electronic Data Systems Title: Director of Business Development Department: Responsibilities: Rockville, MD

Government Experience

Years Agency Role Description
Years: 1985 to 2019 Agency: United States Role: Sales Executive Description: Over 30 years selling to the Federal Government

Career Accomplishments

Associations / Societies
Armed Forces Communications and Electronics Association 1985 to present (AFCEA) is a member-based, non-profit association for professionals that provides highly sought after thought leadership, engagement and networking opportunities
Professional Appointments
Chapter President (AFCEA) - 9 years
Awards / Recognition
IBM executive of the year

Additional Experience

Training / Seminars
Developed and delivered over 7 sales training session in the last 6 months
Other Relevant Experience
Consulting example:
Our service offerings support critical sales activities such as designing sales channels; development and delivery of sales training, territory plans, and incentive approaches with extraordinary results and levels of efficiency.

Fields of Expertise

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