David Sullivan - Co-Founder & COO, The Fearthainne Group

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Work Background

BAE SystemsSenior Director, Strategic Capture

Jun. 2022 - Apr. 2023McLean, Virginia, United StatesLed large capture efforts in the Federal Civilian market space, with primary focus on DHS, Treasury, and FEDSIM opportunities. Provided strategic thinking and execution for capture efforts with revenues of at least $100M+. Provided leadership and management by identifying and training capture team members and ensured necessary support elements were available. Interacted with a broad range of departments to develop management, technical, and pricing strategies.

General Dynamics Information TechnologySenior Director, Capture Management

Apr. 2021 - May. 2022Herndon, Virginia, United StatesLed large capture efforts in the Intelligence Community and DHS markets. Provide strategic thinking and execution for capture efforts with potential revenues of at least $500M+. Provided leadership and management by identifying and training capture team members and ensure necessary support elements are available. Interacted with a broad range of departments to develop technical, management and pricing strategies. Managed cross/multiple capture efforts in conjunction depending upon where the opportunity resides in the acquisition process (time available). Provided customer and business knowledge through business intelligence to ensure the team fully understood the desires and needs of the customers and the capabilities of potential competitors. Provided communication and time management by leading executive management gate reviews.

Stetson UniversityMember Of The Board Of Advisors

Jan. 2021 - Dec. 2021Member of The Board Of Advisors for Stetson University's new Disruptive Leadership Certificate Program. Check it out! https://www.stetson.edu/administration/continuing-education/disruptive-leadership.php

Northrop GrummanCapture Executive

Jan. 2019 - Mar. 2021Mclean, VirginiaRehired by Northrop Grumman to lead capture of large ($1B+) DoD, Intelligence Community, Federal Civilian and International programs for IT and Cybersecurity opportunities, including: capture leadership guidance and training, program facilitation, strategic planning and positioning, competitive assessments and strategy to counter competition, and win/loss analysis.  Leading an effort to create a FEDSIM Center Of Excellence (COE), a group dedicated to running and winning large ($1B+) FEDSIM opportunities. Developing processes and procedures for the COE as well as concurrently running captures.  Spearheading a new initiative to determine how Artificial Intelligence, Machine Learning, and Robotic Process Automation can be applied to the BD, Capture, and Proposal processes.

CrowleyVice President – Business Development, Capture Management, and Strategy

Jan. 2018 - Dec. 2019Jacksonville, FLDeveloped new business pipeline, opportunity identification, strategy and positioning activities leading to the successful capture of multiple opportunities for multimillion-dollar Government Services Division. Led team of eight senior business development and capture management professionals as direct reports and 30 indirect reports, with a multimillion-dollar budget. Strategic Planning Developed and managed the strategic planning process for government business and implementation of that plan and provided input into the company’s overall business strategy. Marketing Set strategic marketing programs to drive organizational growth and exceed established goals. Identified and cultivated partnerships with key strategic market leaders, including Boeing, Raytheon, Lockheed Martin and Northrop Grumman, and developed campaign pursuits. Pipeline Development Doubled Crowley’s qualified pipeline from $5B to $10B by identifying new opportunities, expanding capabilities and forming strategic partnerships with other companies. Transformation Strategies Driving force behind Crowley’s decision to move to Deltek for all of Government Services’ ERP needs, giving them a DCAA-approved Cost Accounting System that allows them to bid on all types of contracts. Move has allowed Crowley to bid on billions of dollars in new opportunities that are not Firm Fixed Price. Business Alignment Worked with Executive team to develop Military to Mariner (MTM) industry initiative to align military certifications with civilian, allowing veteran military mariners to transition into civilian jobs without requiring additional training. Part of Crowley Executive team that convinced US Government to implement the initiative, both aiding veterans and strengthening America’s Merchant Marine Corp.

Northrop GrummanCapture Strategist

Jan. 2014 - Dec. 2018Falls Church, VA (NYSE: NOC)Strategy Development | Business Planning │ Competitive Edge │ Provided guidance and support for capture of DoD, Intelligence Community, Federal Civilian and international programs for the multibillion-dollar Mission Systems sector, including capture leadership guidance and training, program facilitation, strategic planning and positioning, competitive assessments and strategy to counter competition, including win/loss analysis. Business Development Created and fostered a business development acumen throughout the organizational culture and developed a “capture bench” for the organization, training Program Managers and others how to capture opportunities, leading to additional capture management capabilities. Professional Development Facilitated training and professional development sessions for sector personnel related to Capture Management, Business Development, Customer Interaction, and Strategic Planning. Certifications One of only three people in Mission Systems certified by Franklin Covey to teach NGMS’s Driving Customer Value course (developed with Franklin Covey) and coach customer-facing personnel on its implementation.

ManTechExecutive Director, Capture Management and Business Development

Jan. 2010 - Dec. 2012Fairfax, VA (Nasdaq: MANT)Led multimillion-dollar capture efforts for ManTech’s Technical Services Group (TSG), including identification and qualification of large business development and capture opportunities. Awarded Contract Won the largest single-award contract in ManTech history, a $2.85B, 4.5-year single-award for MRAP Contractor Logistics Support (CLS) Services with US Army (TACOM), and an additional bridge contract for TACOM to provide CLS Services at $488.5M for 11 months. Campaign Strategy Developed enterprise-wide campaign strategy for expanding ManTech’s contracting presence at the US Department of State.

URS Corporation, An AECOM CompanyDirector, Capture Management

Jan. 2008 - Dec. 2010Germantown, Maryland, United StatesExecutive Level Advisor │ Best Practices │ Mergers and Acquisition Planning │ Change Management Led Capture Management across URS Federal Services (formerly EG&G, Inc, LSI, Inc, and Washington Group International), now a division of AECOM. Later also served as Vice President of the Business Division for a joint venture with Olgoonik Corp as a way to broaden services and customer base. Mentor Mentored capture managers and campaign executives for each of the division’s strategic business units (SBUs), working closely with Capture Managers who are working on efforts of $100M and above to ensure Best Practices are followed and URS has maximized its win probability. Strategic Reviews Led Corporate Strategic Reviews and Color Team Reviews for opportunities of strategic importance and served as Business Development lead to standardize M&A activities into one single process. Process Improvement Corporate lead for process optimization, process compliance, and team building and oversight.

The Fearthainne Group, LLCSenior Vice President & Chief Operating Officer

Dec. 2000Entrepreneurial Mindset │ Business Development Strategies │ Executive Management Co-founder and co-owner of The Fearthainne Group (TFG), a management consulting and professional services firm specializing in domestic and international business development support, including capture management, bid and proposal support, strategic planning, process improvement, project management, and executive development and coaching. Lobby government at all levels on behalf of clients and provided legislative and regulatory analysis. I have full P&L responsibility for all aspects of the firm’s business. Client Services Provide consulting services to government contractors (Fortune 100 to 8(a) firms), small businesses and corporate entities, including SMB, Lucent, Lockheed, and AT&T. Represent clients all over the world on water treatment, oil spill cleanup, new technology and cybersecurity. Marketing Developed and implemented marketing plan for AT&T’s Satellite Distance Learning group (specifically with US Army Reserve client), leading to 300% group growth during contract period. Negotiations Working through Commerce Dept, negotiated an MOU with the Republic of Tatarstan, Russia for TFG to provide program management and strategic planning support to revitalize the Russian civil aviation infrastructure. Goldman Sachs Moscow estimated the cost of the program to be in excess of $50B. Business Consulting Provided consulting services to client who in turn was awarded two of four large business contracts and two of three small business contracts on a US Army CECOM S3 contract, valued at $19.25B. Team Building Worked with a SDVOSB that won a series of contracts to provide high-level security personnel to SOCOM, the State Department, and Intelligence Community agencies, as well as to perform the training for US and host nation security personnel. Advisor Advised client who won classified contract to perform static security and personal security detail work in Iraq and Afghanistan.