HIGHLIGHTS
• Over 20 years of consulting engineering experience
• Over 40 years of diverse general business experience
• Excellent business development, sales and relationship building skills
• Excellent business skills including P&L experience
• Strong marketing and strategic planning skills
• Strong writer and communicator
• Quick study with outstanding business savvy
• BA and MS degrees
An intuitive business development executive with excellent communications skills and the ability to elicit a deep level of trust and confidence from customers, peers, superiors, and subordinates. A quick study with proven business skills and extraordinary abilities in strategic thinking.
Currently looking for part-time employment or project-based assignment in business development, sales or marketing.
2012 - 2014
PRIME AE Group Inc. (formerly Prime Engineering Inc.), Owings Mills, MD
Recruited for a second time to come back to work for a former employer in my former position. Business developer and marketer for a transportation-related growth stage DBE civil engineering firm. My duties included developing regional business opportunities in PA, DE and NJ, conducting meetings with leaders in state agencies, engineering firms, construction companies, federal agencies, and private businesses; editing and writing letters of interest; creating marketing materials; and strategic marketing. I was assigned to cover Pennsylvania and Delaware. Results: Added 7 new PennDOT agreements and 2 new Pennsylvania Turnpike agreements in 9 months; secured 8 CM/CI projects in Pennsylvania and Delaware; recruited two seasoned high level engineer-leaders for the firm; increased the fee backlog by over $1 million in the last 6 months.
2011 - 2014
Business Development Director
American Engineers Group LLC Audubon, PA
Business developer for a start-up civil engineering firm focused on transportation engineering. Booked 5 contracts to date in a very difficult economy.
2008 – 2011
Director of Business Development
Prime Engineering Inc, Owings Mills, MD and York, PA
Business developer and marketer for a transportation-related growth stage civil engineering firm. Services included bridge design, highway design and construction inspection/management. The position was externally focused and required building relationships with other engineering firms to create teaming opportunities and creating market awareness with potential clients (mainly engineering professionals in state agencies). My duties included developing regional business opportunities, conducting meetings with leaders in state agencies, engineering firms, construction companies, federal agencies, and private businesses; writing letters of interest ; creating marketing materials; and strategic marketing. Results: Added 44 new PennDOT agreements in 6 different Districts with 21 new teaming partners (more wins are expected on several pending selections in the next couple of months); added 9 county level agreements with 5 new teaming partners; secured 14 CM/CI projects in Pennsylvania and Delaware. Built backlog in excess of $2.0 million in a 24 month period (less than $500,000 originally); and created name recognition in Eastern PA within the transportation community.
Selected Achievements while at PEI
PennDOT District 6-0-- I worked with primary firm to demonstrate that PEI had the required technical skills and capacity to handle engineering work within any time frame that might be required for District 6-0. After a one year effort, PEI finally got some work (basically as a test) from primary as a result of my efforts. When PEI was able to meet all expectations, the work load increased and in 2010, the firm billed over $300,000 on one agreement number. That led to bringing PEI on as a teaming partner for the renewal of that program management agreement for 2011. PEI was issued a first task order on that project within 30 days of the effective date of the agreement for fees in excess of $140,000. It is expected that the total will exceed $500,000.
Delaware River Joint Toll Bridge Commission (DRJTBC)-- Through strong business development efforts, I managed to get PEI on two key teams for a CM/CI scour remediation contract for 11 bridges belonging to DRJTBC. During the presentation stage, PEI played an important role that led to a win for the team. This turned out to be key win with DRJTBC and should result in addition agreements as an old existing relationship was re-established through the contract.
PennDOT District 5-0-- Through strong business development efforts and excellent timing, I aggressively positioned PEI with a number of teaming partners for a variety of agreements in District 5-0. The work pursued was bridge design, bridge safety inspection and roadway design. The effort resulted in 8 new agreements within the District with projected revenues of approximately $815,000.
2004 – 2007
Business Development Manager
Lichtenstein Consulting Engineers (now Transystems), Langhorne, PA
Business developer for a mature and focused engineering firm that had not experience revenue growth for several years (hit a plateau). The position was externally focused and required the building of relationships with existing and potential clients. My duties included assessing, evaluating, establishing and developing business opportunities with teaming partners. I was responsible for reviewing and analyzing information and developing new initiatives and partnerships. I was expected to be self-directed and I used my own judgment to plan and accomplish goals. I conducted business development meetings with leaders and engineers in state agencies, other consulting engineering firms, construction firms, and local municipalities; maintained on-going contact with prospective clients; developed the marketing/sales plan; responded to requests for statements of interest; identified leads/potential new projects; transformed leads into true opportunities for the firm; tracked success of efforts; tracked competitors; attended professional association meetings to develop potential business; and created name/service recognition within the marketplace. I edited and wrote LOI’s and proposals. I developed marketing plans at the branch office level and I was responsible for writing and tracking the annual plan. I was the strategist for branch level management and helped to achieve revenue goals. Grew backlog to over $8 million and revenue to over $1 million.
Selected Achievements while at Lichtenstein—
DRJTBC— Basically, I resurrected the Delaware River Joint Toll Bridge Commission as a client for Lichtenstein. Due to an issue during an old project, Lichtenstein hadn’t done work for DRJTBC for over 5 years prior to 2005. I viewed that as a challenge. Additionally, there was a $650 million program that was soon to begin and I thought Lichtenstein should get part of that action. I began a relationship building campaign with the Chief Executive and Chief Engineer at DRJTBC that resulted in Lichtenstein winning the Centre Bridge-Stockton Toll Supported Bridge rehabilitation project in 2005. Lichtenstein’s performance o...
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