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Work Background
The San Diego LGBT Community CenterDirector of Grants
Apr. 2023 - Jul. 2023San Diego, California, United States · Hybrid
SMA, Inc.Senior Associate
Nov. 2019Irvine, California, United States · RemotePursuit, capture and proposal development for Fortune 50 services & technology firms. Certified for 17 consulting roles, from proposal writer through volume lead, proposal manager, to senior capture advisor. Expertise in Federal, state, and commercial bids.
The Casey GroupBusiness Development Consultant
Jun. 2015Greater San Diego Area · HybridOperations, marketing & strategy consultant. Clients work in diverse industries, including financial services, software, social services, politics, and technology. Recent projects:
• Proposal development for major defense firm. Analyzed RFP, developed compliance plan and price-to-win. Wrote management and cost volumes. Edited technical and past-performance volumes. Result: client went from dark-horse to winner. • Lifestyle brand launch. Led brand concept, visual components, advertising & distribution channels, and plan of action/milestone for launch. Resulted in doubling the company’s business.
• Multimedia Presentation production. For the San Diego Gaslamp Quarter Association, developed storyboards, edited filmed content, and wrote, performed and edited the program's hour-long audio content. • Venture funding of startup Geographic Information Systems (GIS) company, Worked closely with founders to establish a business plan for this non-profit GIS firm. Drafted terms sheets, led technical writing, established funding gates and progress metrics. • National advertising campaign launch for veterans’ legal support. Developed the content, launch plan, and media buying for a Florida-based law firm looking to gain a national audience. Ran broadcast ads nationwide, resulting in a tripling of calls to their Veterans Hotline. • Online marketing campaign for startup bail bond company. Developed concept, expanded into storyboards and scripts for multiple ad spots; solicited bids from animation houses; performed voiceover for 8 of the 11 characters, and engineered the final audio masters. • Communications director for congressional candidate. Reporting to campaign manager, supported messaging strategy, implemented social media, filmed & narrated eight video spots, and acted as body-man during public events.
L3Harris TechnologiesGeneral Manager, L-3 Applied Technologies, Inc.
May. 2014 - Jun. 2015Greater San Diego AreaAsked to lead the division on an emergency basis, while continuing to drive business development (see below). Led all division activities, reporting to the President of L-3’s Power & Propulsion Sector. Mission: improve bottom-line performance of the division, while continuing top-line growth. Led development, and oversaw execution, of the division’s short- and long-term business plans without disruption to ongoing programs.
• Led the optimization of resource utilization - material, personnel and facilities - to achieve divisional performance objectives. Improved profitability by 25% through streamlining the organization’s structure and staffing. Led the application of new business controls to balance business results with compliance requirements, resulting in overhead cost reduction of 15%. • Led a successful implementation of program controls, reducing risk exposure from the first year of operations. • Planned for and conducted facility & manpower consolidation which reduced fixed operating expenses below plan. • Grew the division’s top line over plan through emphasis on repeat sales, expansion of existing programs, and internal marketing & sales coordination. Developed strategic business relationships with partners in the DoD and commercial marketplaces, ensuring strong competitive advantage for outyear procurements in military programs and commercial sales.
L3Harris TechnologiesVice President of Business Development, L-3 Applied Technologies, Inc.
Jan. 2012 - Jun. 2015Greater San Diego AreaRecruited to this role by the President of ATI. Led strategy, marketing, sales, and customer satisfaction programs. Mission in this role was to revamp ATI’s brand image in existing markets, and ensure competitive positioning for both existing and new customers.
• Implemented formal capture management process & infrastructure across these lines of business, resulting in increased win rate while saving business development expense. • Through market-based strategic planning, led the restructuring of the company from a group of overlapping legacy divisions into a single, customer-focused organization aligned to clearly-defined business areas. Closer coordination of marketing activities led to improved bookings for 2012 thru 2015. Implemented and managed a strategic planning process for business pursuit; established company-wide marketing processes and materials, including ATI’s first-ever web presence; staffed and managed business development across the company. Led a team of over a dozen part- and full-time business developers in their daily activities in pursuit of new business. • Established accountable, formal guidelines for coordination of business development activities with other L-3 divisions.
Trident SystemsBusiness Area Director, Assured Collaboration
Jan. 2011 - Aug. 2011Greater San Diego AreaResponsible for leading business development and relationship management for Trident’s assured communications business. Established and managed to a business area growth strategy based on balanced-scorecard approach. Managed relationships with current and prospective Assured Collaboration customers; negotiated with test & evaluation agencies responsible for cross-domain information assurance and network interoperability certifications. Led teaming relationships with almost two dozen large & small businesses in the Defense sector, positioning Trident for pursuit of major information assurance programs. Tripled the solution offerings in this business area; conducted government program office outreach & requirements identification activities. Supported international agreements related to cooperative research & development. Presented Trident technical solutions at international conferences.
Trident SystemsDirector of Business Development
Jan. 2008 - Aug. 2011Greater San Diego AreaResponsible for planning and executing Trident strategic business development. Defined formal capture and proposal development processes; established win-rate metrics for each business area; led major proposal development efforts, including teaming and workshare arrangements. Implemented the Miller Heiman complex sales and large-account management programs for use in Defense marketing, resulting in a 33% increase in successful proposal efforts.
Trident SystemsCalifornia Operations Manager
Jun. 2006 - Dec. 2007Responsible for facility planning, personnel planning, program management & execution and interfacing to quality assurance. Established and led operation of Trident’s California operation, growing from nothing to 20 staff in less than a year. Managed over $8M in embedded systems development programs with staff in California, Washington state, and Virginia. Senior customer interface for all programs in my area of responsibility. Supported government-conducted flight test operations on UAS payloads and communications. Responsible for achieving contract cost & performance metrics, controlling scope, risk, and quality across all program managers under my leadership.
ViaSatProgram Manager, Network Systems Group
Dec. 2005 - Jun. 2006Responsible for ViaSat's Inline Network Encryptor (INE) development business, including product sales and development projects. Responsible for market assessment, resource loading, project earned-value management.
Trident SystemsDirector of Systems Development
Jan. 2004 - Dec. 2005Responsible for capture and execution of software development & deployment work. P&L responsibility for over $6 million in annual services & software revenue, from fixed-price development to cost-plus services contracts. Tripled pretax margin on services work. Developed and deployed Trident’s milestone-driven development process (MDDP), which is still the standard for execution of development programs. Established the milestone structure; metrics for tracking success of each project with respect to quality, risk, and cost; and led the execution of the process.
Trident SystemsProgram Director
Jan. 2001 - Jan. 2004Washington D.C. Metro AreaProgram director for Trident’s Submarine Engineering business. Responsible for technical direction and customer interface on Wireless LAN engineering for General Dynamics Electric Boat; mobile handheld system development for the Naval Sea Systems Command; and WLAN engineering support to the Tactical Integrated Digital System (TIDS). Developed and executed WLAN test program including information assurance and MIL-STD-461E electromagnetic interference testing; this resulted in the first fully-certified WLAN system for use aboard submarines.
Trident SystemsProgram Manager
Oct. 1996 - Jan. 2001Program director for Trident’s Submarine Engineering business. Responsible for technical direction and customer interface on Wireless LAN engineering for General Dynamics Electric Boat; mobile handheld system development for the Naval Sea Systems Command; and WLAN engineering support to the Tactical Integrated Digital System (TIDS). Developed and executed WLAN test program including information assurance and MIL-STD-461E electromagnetic interference testing; this resulted in the first fully-certified WLAN system for use aboard submarines. Program manager for major interface definition & control project. Supported development of the Interface Data Dictionary and Group Requirements Lists; managed the construction and use of a consolidated database of all interface requirement, design & implementation data which was used to generate the documents necessary to specify the interfaces. Managed multiple simulation studies of system network traffic based on these interface characteristics using OPNET.
Program manager for Trident’s MultiView project, a four-year effort to build and market a way to integrate legacy databases within a user-transparent environment. Mr. Casey identified this opportunity; sought and received $11.2M in external funding; and has managed the development effort since inception.
U.S. NavySubmarine Officer
Jan. 1985 - Dec. 1993In USS BLUEFISH (SSN-675), responsible to the ship’s Commanding Officer for day-to-day operation of 20-man nuclear Weapons Department, including the operation, maintenance, and repair of the ship’s combat systems. In refueling overhaul, supervised the installation, test and delivery of the CCS-Mk 1 Combat System. Developed departmental operating procedures for weapons-handling and casualty conditions; developed and executed shipboard combat systems training for new equipment installed.
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