Keith Cromack
Vice President of Business Development at Sumaria Systems, LLC- Claim this Profile
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Bio
Saul Rosenberg, PMP
Over the past year, it has been my absolute privilege and honor to work as a direct report to Keith Cromack at LSI. Keith is among a handful of Business Development and Operations executives for whom I have worked who truly recognize the essence and importance of effective leadership to accomplish organizational business development objectives. Managers manage things. Leaders lead people. As Keith's subordinate, a position that I gladly accepted to learn what he could teach, I quickly learned that it was a dialogue where Keith was learning from me, as I was learning from him. This dialogue became the basis of a wonderful working relationship and battle rhythm that fully accomplished LSI's 2020 proposal season goals, under a COVID-19 pandemic virtual work paradigm, despite the fact that we had only met once that year, face-to-face, during my interview. In my early understanding of his style, I learned that he is the furthest thing from a micro-manager. Keith's management style is to build and trust in the exceptionalism of his workforce and work with them to recognize constraints and issues that impede progress. With safari adventurer, machete-like accuracy, Keith clears the path for his Team to perform. Often, Keith would do process spot checks and invite discussion to ascertain if our process was working, and how we could improve it, even if it was. As the leader of the Business Development department, Keith recognized the distinct differences between the art of marketing, sales, and business development, and the needs and methods of the proposal shop that routinely supported high-risk (based on available time), high-visibility, short-duration projects (known as proposal efforts) that cannot under any circumstances fail to meet their respective deadlines. Keith gave me responsibility for the proposal shop and kept me accountable for the result. This role suited my hierarchy of workplace needs well and gave me a personal work satisfaction that brought out the thought-leader in me to think in terms of continual improvement on how proposal capacity could be increased by occasionally sharpening the tools in our toolbelt. His approach often led me to understand his mind in such a way where I could be on top of things that he might not have expected me to be on top of at the moment, to proactively support his goals. Keith leads from above in a manner that is the difference between being just a leader and being an effective leader, evidenced by his Team not only following him but having the motivation (despite proposal exhaustion) to carry his charge to the proposal finish and be eager to set up the next one. I highly recommend Keith as a Business Development and Marketing Executive or Consultant. It was an absolute pleasure to work with him. Any organization that has Keith on their Team is tremendously lucky to have him on board.
Steve Ware
I had the pleasure of working daily with Keith for several years. He is a true visionary who expertly understands how to design and implement the most intricate of plans and strategy, He took over Millennium's Business Development department after a series of missteps and developed it into an extremely professional and results oriented team. All aspects of the company's business development operations improved dramatically under Keith's watch. I thoroughly enjoyed working with him and highly recommend him for any strategic business development leadership role.
Thomas H. Dougherty
I had the chance to work with Keith at Raytheon - he is extraordinary proficient in a Program Management or Business Development role. He is detailed oriented, analytical and thorough in thinking through issues. He has a strong executive presence and is an effective leader. I would be delighted to work with Keith again and would consider him to be a great asset to any organization.
Saul Rosenberg, PMP
Over the past year, it has been my absolute privilege and honor to work as a direct report to Keith Cromack at LSI. Keith is among a handful of Business Development and Operations executives for whom I have worked who truly recognize the essence and importance of effective leadership to accomplish organizational business development objectives. Managers manage things. Leaders lead people. As Keith's subordinate, a position that I gladly accepted to learn what he could teach, I quickly learned that it was a dialogue where Keith was learning from me, as I was learning from him. This dialogue became the basis of a wonderful working relationship and battle rhythm that fully accomplished LSI's 2020 proposal season goals, under a COVID-19 pandemic virtual work paradigm, despite the fact that we had only met once that year, face-to-face, during my interview. In my early understanding of his style, I learned that he is the furthest thing from a micro-manager. Keith's management style is to build and trust in the exceptionalism of his workforce and work with them to recognize constraints and issues that impede progress. With safari adventurer, machete-like accuracy, Keith clears the path for his Team to perform. Often, Keith would do process spot checks and invite discussion to ascertain if our process was working, and how we could improve it, even if it was. As the leader of the Business Development department, Keith recognized the distinct differences between the art of marketing, sales, and business development, and the needs and methods of the proposal shop that routinely supported high-risk (based on available time), high-visibility, short-duration projects (known as proposal efforts) that cannot under any circumstances fail to meet their respective deadlines. Keith gave me responsibility for the proposal shop and kept me accountable for the result. This role suited my hierarchy of workplace needs well and gave me a personal work satisfaction that brought out the thought-leader in me to think in terms of continual improvement on how proposal capacity could be increased by occasionally sharpening the tools in our toolbelt. His approach often led me to understand his mind in such a way where I could be on top of things that he might not have expected me to be on top of at the moment, to proactively support his goals. Keith leads from above in a manner that is the difference between being just a leader and being an effective leader, evidenced by his Team not only following him but having the motivation (despite proposal exhaustion) to carry his charge to the proposal finish and be eager to set up the next one. I highly recommend Keith as a Business Development and Marketing Executive or Consultant. It was an absolute pleasure to work with him. Any organization that has Keith on their Team is tremendously lucky to have him on board.
Steve Ware
I had the pleasure of working daily with Keith for several years. He is a true visionary who expertly understands how to design and implement the most intricate of plans and strategy, He took over Millennium's Business Development department after a series of missteps and developed it into an extremely professional and results oriented team. All aspects of the company's business development operations improved dramatically under Keith's watch. I thoroughly enjoyed working with him and highly recommend him for any strategic business development leadership role.
Thomas H. Dougherty
I had the chance to work with Keith at Raytheon - he is extraordinary proficient in a Program Management or Business Development role. He is detailed oriented, analytical and thorough in thinking through issues. He has a strong executive presence and is an effective leader. I would be delighted to work with Keith again and would consider him to be a great asset to any organization.
Saul Rosenberg, PMP
Over the past year, it has been my absolute privilege and honor to work as a direct report to Keith Cromack at LSI. Keith is among a handful of Business Development and Operations executives for whom I have worked who truly recognize the essence and importance of effective leadership to accomplish organizational business development objectives. Managers manage things. Leaders lead people. As Keith's subordinate, a position that I gladly accepted to learn what he could teach, I quickly learned that it was a dialogue where Keith was learning from me, as I was learning from him. This dialogue became the basis of a wonderful working relationship and battle rhythm that fully accomplished LSI's 2020 proposal season goals, under a COVID-19 pandemic virtual work paradigm, despite the fact that we had only met once that year, face-to-face, during my interview. In my early understanding of his style, I learned that he is the furthest thing from a micro-manager. Keith's management style is to build and trust in the exceptionalism of his workforce and work with them to recognize constraints and issues that impede progress. With safari adventurer, machete-like accuracy, Keith clears the path for his Team to perform. Often, Keith would do process spot checks and invite discussion to ascertain if our process was working, and how we could improve it, even if it was. As the leader of the Business Development department, Keith recognized the distinct differences between the art of marketing, sales, and business development, and the needs and methods of the proposal shop that routinely supported high-risk (based on available time), high-visibility, short-duration projects (known as proposal efforts) that cannot under any circumstances fail to meet their respective deadlines. Keith gave me responsibility for the proposal shop and kept me accountable for the result. This role suited my hierarchy of workplace needs well and gave me a personal work satisfaction that brought out the thought-leader in me to think in terms of continual improvement on how proposal capacity could be increased by occasionally sharpening the tools in our toolbelt. His approach often led me to understand his mind in such a way where I could be on top of things that he might not have expected me to be on top of at the moment, to proactively support his goals. Keith leads from above in a manner that is the difference between being just a leader and being an effective leader, evidenced by his Team not only following him but having the motivation (despite proposal exhaustion) to carry his charge to the proposal finish and be eager to set up the next one. I highly recommend Keith as a Business Development and Marketing Executive or Consultant. It was an absolute pleasure to work with him. Any organization that has Keith on their Team is tremendously lucky to have him on board.
Steve Ware
I had the pleasure of working daily with Keith for several years. He is a true visionary who expertly understands how to design and implement the most intricate of plans and strategy, He took over Millennium's Business Development department after a series of missteps and developed it into an extremely professional and results oriented team. All aspects of the company's business development operations improved dramatically under Keith's watch. I thoroughly enjoyed working with him and highly recommend him for any strategic business development leadership role.
Thomas H. Dougherty
I had the chance to work with Keith at Raytheon - he is extraordinary proficient in a Program Management or Business Development role. He is detailed oriented, analytical and thorough in thinking through issues. He has a strong executive presence and is an effective leader. I would be delighted to work with Keith again and would consider him to be a great asset to any organization.
Saul Rosenberg, PMP
Over the past year, it has been my absolute privilege and honor to work as a direct report to Keith Cromack at LSI. Keith is among a handful of Business Development and Operations executives for whom I have worked who truly recognize the essence and importance of effective leadership to accomplish organizational business development objectives. Managers manage things. Leaders lead people. As Keith's subordinate, a position that I gladly accepted to learn what he could teach, I quickly learned that it was a dialogue where Keith was learning from me, as I was learning from him. This dialogue became the basis of a wonderful working relationship and battle rhythm that fully accomplished LSI's 2020 proposal season goals, under a COVID-19 pandemic virtual work paradigm, despite the fact that we had only met once that year, face-to-face, during my interview. In my early understanding of his style, I learned that he is the furthest thing from a micro-manager. Keith's management style is to build and trust in the exceptionalism of his workforce and work with them to recognize constraints and issues that impede progress. With safari adventurer, machete-like accuracy, Keith clears the path for his Team to perform. Often, Keith would do process spot checks and invite discussion to ascertain if our process was working, and how we could improve it, even if it was. As the leader of the Business Development department, Keith recognized the distinct differences between the art of marketing, sales, and business development, and the needs and methods of the proposal shop that routinely supported high-risk (based on available time), high-visibility, short-duration projects (known as proposal efforts) that cannot under any circumstances fail to meet their respective deadlines. Keith gave me responsibility for the proposal shop and kept me accountable for the result. This role suited my hierarchy of workplace needs well and gave me a personal work satisfaction that brought out the thought-leader in me to think in terms of continual improvement on how proposal capacity could be increased by occasionally sharpening the tools in our toolbelt. His approach often led me to understand his mind in such a way where I could be on top of things that he might not have expected me to be on top of at the moment, to proactively support his goals. Keith leads from above in a manner that is the difference between being just a leader and being an effective leader, evidenced by his Team not only following him but having the motivation (despite proposal exhaustion) to carry his charge to the proposal finish and be eager to set up the next one. I highly recommend Keith as a Business Development and Marketing Executive or Consultant. It was an absolute pleasure to work with him. Any organization that has Keith on their Team is tremendously lucky to have him on board.
Steve Ware
I had the pleasure of working daily with Keith for several years. He is a true visionary who expertly understands how to design and implement the most intricate of plans and strategy, He took over Millennium's Business Development department after a series of missteps and developed it into an extremely professional and results oriented team. All aspects of the company's business development operations improved dramatically under Keith's watch. I thoroughly enjoyed working with him and highly recommend him for any strategic business development leadership role.
Thomas H. Dougherty
I had the chance to work with Keith at Raytheon - he is extraordinary proficient in a Program Management or Business Development role. He is detailed oriented, analytical and thorough in thinking through issues. He has a strong executive presence and is an effective leader. I would be delighted to work with Keith again and would consider him to be a great asset to any organization.
Experience
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Sumaria Systems, LLC
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United States
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Defense and Space Manufacturing
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200 - 300 Employee
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Vice President of Business Development
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Aug 2022 - Present
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Cromack & Associates
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United States
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Business Consulting and Services
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1 - 100 Employee
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Business Development Executive
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Jan 2015 - Present
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Logistics Systems Incorporated (LSI)
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United States
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Information Technology & Services
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1 - 100 Employee
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Sr. Vice President
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Jan 2019 - May 2021
Keith Cromack served as the Sr. Vice President of Business Development. As such, Keith is responsible for all aspects of corporate growth, to include business development strategy, capture and proposal management operations. Keith brings over 20 years of Government contracting and executive leadership experience with a proven ability to lead at a strategic level while delivering tactical results to the business. He has a track record of developing Go-To-Market strategies with repeated success… Show more Keith Cromack served as the Sr. Vice President of Business Development. As such, Keith is responsible for all aspects of corporate growth, to include business development strategy, capture and proposal management operations. Keith brings over 20 years of Government contracting and executive leadership experience with a proven ability to lead at a strategic level while delivering tactical results to the business. He has a track record of developing Go-To-Market strategies with repeated success guiding cross-functional business development teams in the design, redesign, and launch of leading-edge business solutions. Prior to joining LSI, Keith started his Government contracting career at Raytheon Corporation and has held progressively responsible positions at small and mid-sized companies where he achieved significant growth with well-defined strategies coupled with blocking and tackling discipline exercised every day as the recipe for sustained business growth. Mr. Cromack's formal education includes a Bachelor of Science Degree from Bentley University in Marketing and Management with Professional Development studies from Harvard Business School - Delivering Information Services, Shipley Capture and Proposal Management training and the Raytheon Program Management College. Show less Keith Cromack served as the Sr. Vice President of Business Development. As such, Keith is responsible for all aspects of corporate growth, to include business development strategy, capture and proposal management operations. Keith brings over 20 years of Government contracting and executive leadership experience with a proven ability to lead at a strategic level while delivering tactical results to the business. He has a track record of developing Go-To-Market strategies with repeated success… Show more Keith Cromack served as the Sr. Vice President of Business Development. As such, Keith is responsible for all aspects of corporate growth, to include business development strategy, capture and proposal management operations. Keith brings over 20 years of Government contracting and executive leadership experience with a proven ability to lead at a strategic level while delivering tactical results to the business. He has a track record of developing Go-To-Market strategies with repeated success guiding cross-functional business development teams in the design, redesign, and launch of leading-edge business solutions. Prior to joining LSI, Keith started his Government contracting career at Raytheon Corporation and has held progressively responsible positions at small and mid-sized companies where he achieved significant growth with well-defined strategies coupled with blocking and tackling discipline exercised every day as the recipe for sustained business growth. Mr. Cromack's formal education includes a Bachelor of Science Degree from Bentley University in Marketing and Management with Professional Development studies from Harvard Business School - Delivering Information Services, Shipley Capture and Proposal Management training and the Raytheon Program Management College. Show less
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InterImage
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United States
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Information Technology & Services
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1 - 100 Employee
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Chief Growth Officer (CGO)
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May 2018 - Jan 2019
As Chief Growth Officer (CGO), responsible for leading all major activities associated with the growth of the company. He brings more than 25 years of experience to his role of developing new business relationships through effective marketing, market segmentation, business development and building and leading capture and proposal teams. InterImage has provided business process management, case management, workflow, database and mission critical software applications to commercial… Show more As Chief Growth Officer (CGO), responsible for leading all major activities associated with the growth of the company. He brings more than 25 years of experience to his role of developing new business relationships through effective marketing, market segmentation, business development and building and leading capture and proposal teams. InterImage has provided business process management, case management, workflow, database and mission critical software applications to commercial, Federal, and municipal customers for over 20 years. With a certified, industry-leading approach to Agile Applilcation Development, Data Integration and Warehousing, Network Operations and Cybersecurity, InterImage delivers solutions that solve critical business problems effectively and affordably every time. InterImage is a Woman Owned Small Business (WOSB) headquartered at 4301 N. Fairfax Drive, Suite 205 Arlington, VA 22203. Show less As Chief Growth Officer (CGO), responsible for leading all major activities associated with the growth of the company. He brings more than 25 years of experience to his role of developing new business relationships through effective marketing, market segmentation, business development and building and leading capture and proposal teams. InterImage has provided business process management, case management, workflow, database and mission critical software applications to commercial… Show more As Chief Growth Officer (CGO), responsible for leading all major activities associated with the growth of the company. He brings more than 25 years of experience to his role of developing new business relationships through effective marketing, market segmentation, business development and building and leading capture and proposal teams. InterImage has provided business process management, case management, workflow, database and mission critical software applications to commercial, Federal, and municipal customers for over 20 years. With a certified, industry-leading approach to Agile Applilcation Development, Data Integration and Warehousing, Network Operations and Cybersecurity, InterImage delivers solutions that solve critical business problems effectively and affordably every time. InterImage is a Woman Owned Small Business (WOSB) headquartered at 4301 N. Fairfax Drive, Suite 205 Arlington, VA 22203. Show less
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Millennium Corporation
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United States
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Information Technology & Services
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200 - 300 Employee
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Vice President, Business Development
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Mar 2015 - Jun 2018
As Vice President of Integrated Business Development, Keith is responsible for developing new business relationships and furthering the company’s ability to capture and propose new business. He brings more than 25 years of experience in building and leading capture and proposal teams, and delivery of IT and Professional Services. Millennium Corporation provides professional services and management solutions to a variety of government agencies and commercial clients. By leveraging… Show more As Vice President of Integrated Business Development, Keith is responsible for developing new business relationships and furthering the company’s ability to capture and propose new business. He brings more than 25 years of experience in building and leading capture and proposal teams, and delivery of IT and Professional Services. Millennium Corporation provides professional services and management solutions to a variety of government agencies and commercial clients. By leveraging effective processes and intellectual capital, we strive harder on a daily basis to lead the industry in life cycle management support, business consultation services and Cyber Security practices. Our award-winning solutions deliver clients the solid operating infrastructure and management tools they need to perform at their very best. Millennium is a Service Disabled, Veteran Owned small business headquartered at 1401 South Clark Street Suite 810 Arlington, VA 22202. Show less As Vice President of Integrated Business Development, Keith is responsible for developing new business relationships and furthering the company’s ability to capture and propose new business. He brings more than 25 years of experience in building and leading capture and proposal teams, and delivery of IT and Professional Services. Millennium Corporation provides professional services and management solutions to a variety of government agencies and commercial clients. By leveraging… Show more As Vice President of Integrated Business Development, Keith is responsible for developing new business relationships and furthering the company’s ability to capture and propose new business. He brings more than 25 years of experience in building and leading capture and proposal teams, and delivery of IT and Professional Services. Millennium Corporation provides professional services and management solutions to a variety of government agencies and commercial clients. By leveraging effective processes and intellectual capital, we strive harder on a daily basis to lead the industry in life cycle management support, business consultation services and Cyber Security practices. Our award-winning solutions deliver clients the solid operating infrastructure and management tools they need to perform at their very best. Millennium is a Service Disabled, Veteran Owned small business headquartered at 1401 South Clark Street Suite 810 Arlington, VA 22202. Show less
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Appsential
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IT Services and IT Consulting
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1 - 100 Employee
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Vice President, Business Development and DOE Account Manager
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Oct 2013 - Mar 2015
Working closely with the rest of the Appsential management team to position the company to identify and win new business. Developing and executing strategic and tactical business growth plans by tailoring capture and proposal efforts to client requirements, the competitive landscape and the overall source selection process. Appsential LLC is a certified Small Business with extensive experience and past performance with DOE, providing ORACLE ERP services for Enterprise Financial… Show more Working closely with the rest of the Appsential management team to position the company to identify and win new business. Developing and executing strategic and tactical business growth plans by tailoring capture and proposal efforts to client requirements, the competitive landscape and the overall source selection process. Appsential LLC is a certified Small Business with extensive experience and past performance with DOE, providing ORACLE ERP services for Enterprise Financial Management, Acquisition Management and Business & Predictive Analytics. We add value for our customers in these Practice Areas with solutions that propel effectiveness, drive optimal resource management, and streamline system operations with enterprise transparency through IT initiatives, system integration, innovative software development, and federal financial systems implementations. As a professional services firm and customer-focused partner to the government, we maintain highly educated solution experts with an average of 15+ years in the industry - recognized as the best in their disciplines. We bring a combination of IT knowledge and capability and C-suite level strategy with a history of integrity and being a trusted partner for our customers. Appsential is consistently rated as a top CMMI Level 3 and ITIL certified services provider with over 70% TS/Q clearances. We have 7 years of performance with DOE on the iManage O&M program helping them attain and maintain a yearly clean audit opinion and meeting OMB directives. NNSA EPAT (an Appsential developed portfolio management tool) was also recognized by the GAO for success in oversight and visibility into the financials of Defense Programs. Headquartered in Germantown, Maryland, Appsential was established in 2005 and is a GSA schedule-70 contract holder and also has access to the CIO-SP3 small business contract vehicle. Show less Working closely with the rest of the Appsential management team to position the company to identify and win new business. Developing and executing strategic and tactical business growth plans by tailoring capture and proposal efforts to client requirements, the competitive landscape and the overall source selection process. Appsential LLC is a certified Small Business with extensive experience and past performance with DOE, providing ORACLE ERP services for Enterprise Financial… Show more Working closely with the rest of the Appsential management team to position the company to identify and win new business. Developing and executing strategic and tactical business growth plans by tailoring capture and proposal efforts to client requirements, the competitive landscape and the overall source selection process. Appsential LLC is a certified Small Business with extensive experience and past performance with DOE, providing ORACLE ERP services for Enterprise Financial Management, Acquisition Management and Business & Predictive Analytics. We add value for our customers in these Practice Areas with solutions that propel effectiveness, drive optimal resource management, and streamline system operations with enterprise transparency through IT initiatives, system integration, innovative software development, and federal financial systems implementations. As a professional services firm and customer-focused partner to the government, we maintain highly educated solution experts with an average of 15+ years in the industry - recognized as the best in their disciplines. We bring a combination of IT knowledge and capability and C-suite level strategy with a history of integrity and being a trusted partner for our customers. Appsential is consistently rated as a top CMMI Level 3 and ITIL certified services provider with over 70% TS/Q clearances. We have 7 years of performance with DOE on the iManage O&M program helping them attain and maintain a yearly clean audit opinion and meeting OMB directives. NNSA EPAT (an Appsential developed portfolio management tool) was also recognized by the GAO for success in oversight and visibility into the financials of Defense Programs. Headquartered in Germantown, Maryland, Appsential was established in 2005 and is a GSA schedule-70 contract holder and also has access to the CIO-SP3 small business contract vehicle. Show less
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PPC
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United States
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IT Services and IT Consulting
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700 & Above Employee
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Vice President, Business Development and Corporate Communications
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Sep 2012 - Oct 2013
Developed competitive win strategies, and discriminating solutions for growth Built a flexible proposal operation leveraging internal resources and a contracted stable of proposal professionals Re-branded the company after sale with a new logo design and a new Marketing Communications System including effective use of signage, the web, social media, letterhead, business cards, and marketing collateral Implemented a series of workshops to define product and service… Show more Developed competitive win strategies, and discriminating solutions for growth Built a flexible proposal operation leveraging internal resources and a contracted stable of proposal professionals Re-branded the company after sale with a new logo design and a new Marketing Communications System including effective use of signage, the web, social media, letterhead, business cards, and marketing collateral Implemented a series of workshops to define product and service offerings. These structured workshops identify Value Proposition statements/themes as the basis for development of Go to Market plans Integrated Marketing Communications with the development of a New Business Pipeline that grew to 5 times revenue Developed and implemented a 5 Phase / 4 Step lifecycle from lead through proposal, to contract award and program start up for evaluating opportunities and making better business decisions Implemented SalesForce as the basis for managing the New Business pipeline Established BD Metrics to track the size, scale and shape of the pipeline, distribution across accounts, product areas and the internal organization to ensure enough deal activity to achieve goals Established collaborative environments on the company Intranet to support the new Business Development process and provide easy and open access to market intelligence, best practice and reusable capture and proposal content Show less Developed competitive win strategies, and discriminating solutions for growth Built a flexible proposal operation leveraging internal resources and a contracted stable of proposal professionals Re-branded the company after sale with a new logo design and a new Marketing Communications System including effective use of signage, the web, social media, letterhead, business cards, and marketing collateral Implemented a series of workshops to define product and service… Show more Developed competitive win strategies, and discriminating solutions for growth Built a flexible proposal operation leveraging internal resources and a contracted stable of proposal professionals Re-branded the company after sale with a new logo design and a new Marketing Communications System including effective use of signage, the web, social media, letterhead, business cards, and marketing collateral Implemented a series of workshops to define product and service offerings. These structured workshops identify Value Proposition statements/themes as the basis for development of Go to Market plans Integrated Marketing Communications with the development of a New Business Pipeline that grew to 5 times revenue Developed and implemented a 5 Phase / 4 Step lifecycle from lead through proposal, to contract award and program start up for evaluating opportunities and making better business decisions Implemented SalesForce as the basis for managing the New Business pipeline Established BD Metrics to track the size, scale and shape of the pipeline, distribution across accounts, product areas and the internal organization to ensure enough deal activity to achieve goals Established collaborative environments on the company Intranet to support the new Business Development process and provide easy and open access to market intelligence, best practice and reusable capture and proposal content Show less
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Concurrent Technologies Corporation
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United States
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Defense and Space Manufacturing
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700 & Above Employee
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Executive Director, Business Development, Capture and Proposal Operations
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May 2008 - Sep 2012
Worked for the COO (Michael Katz) and closely with the rest of CTC’s management team to secure key contract vehicles and establish a Business Development operation and discipline to capture and win task orders. Personally led multiple complex Federal Government proposals through a disciplined process of theme development, content planning and review. Significant wins included: 2009 - TARDEC IDIQ (Tank Automotive Research, Development & Engineering) $430M ceiling 2013 - MCLOGSS IDIQ… Show more Worked for the COO (Michael Katz) and closely with the rest of CTC’s management team to secure key contract vehicles and establish a Business Development operation and discipline to capture and win task orders. Personally led multiple complex Federal Government proposals through a disciplined process of theme development, content planning and review. Significant wins included: 2009 - TARDEC IDIQ (Tank Automotive Research, Development & Engineering) $430M ceiling 2013 - MCLOGSS IDIQ (Marine Corps Logistics Support Services) $170M ceiling in year 1 2013 - AFRL E2 IDIQ (Air Force Research Laboratory, Energy and Environment) $113M ceiling Developed and deployed a comprehensive Sales Enablement model based on the tenets of Process, People and Tools Established a Business Development Portfolio model using the concepts of New Business Investment (NBI) and Return on Investment (ROI) as a way to make better business decisions Successfully led a branding campaign to reposition the company as a full service Government Contractor Implemented a new organization for Business Development including the creation of the position of BDOE (Business Development Operations Executive). Developed the CTC Business Development Process of a 6 Phase / 5 Gate life cycle from lead through proposal, to contract award and program start up. This best practice process was published and distributed as the CTC BD Guide - Beyond the Proposal. Established the Business Development Information Center (BDIC) on the company Intranet to support the BD process and provide easy and open access to market intelligence, best practice and reusable content. Communications and Brand Marketing - Positioned the company to win new business through communication strategies and effective branding and corporate image development. Proposal Management Operations - Establishing the processes, people and tools to grow the business through effective proposal development. Show less Worked for the COO (Michael Katz) and closely with the rest of CTC’s management team to secure key contract vehicles and establish a Business Development operation and discipline to capture and win task orders. Personally led multiple complex Federal Government proposals through a disciplined process of theme development, content planning and review. Significant wins included: 2009 - TARDEC IDIQ (Tank Automotive Research, Development & Engineering) $430M ceiling 2013 - MCLOGSS IDIQ… Show more Worked for the COO (Michael Katz) and closely with the rest of CTC’s management team to secure key contract vehicles and establish a Business Development operation and discipline to capture and win task orders. Personally led multiple complex Federal Government proposals through a disciplined process of theme development, content planning and review. Significant wins included: 2009 - TARDEC IDIQ (Tank Automotive Research, Development & Engineering) $430M ceiling 2013 - MCLOGSS IDIQ (Marine Corps Logistics Support Services) $170M ceiling in year 1 2013 - AFRL E2 IDIQ (Air Force Research Laboratory, Energy and Environment) $113M ceiling Developed and deployed a comprehensive Sales Enablement model based on the tenets of Process, People and Tools Established a Business Development Portfolio model using the concepts of New Business Investment (NBI) and Return on Investment (ROI) as a way to make better business decisions Successfully led a branding campaign to reposition the company as a full service Government Contractor Implemented a new organization for Business Development including the creation of the position of BDOE (Business Development Operations Executive). Developed the CTC Business Development Process of a 6 Phase / 5 Gate life cycle from lead through proposal, to contract award and program start up. This best practice process was published and distributed as the CTC BD Guide - Beyond the Proposal. Established the Business Development Information Center (BDIC) on the company Intranet to support the BD process and provide easy and open access to market intelligence, best practice and reusable content. Communications and Brand Marketing - Positioned the company to win new business through communication strategies and effective branding and corporate image development. Proposal Management Operations - Establishing the processes, people and tools to grow the business through effective proposal development. Show less
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Raytheon
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United States
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Defense and Space Manufacturing
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700 & Above Employee
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Program Director – Capture / Proposal / Program Start - up
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Aug 2006 - May 2008
Developed teams from across multiple Raytheon functions and disciplines to capture and propose new business within the CSRP (Civil Security and Response Programs) business area. Efforts contributed to the initial contract award and growth of the Raytheon ASP program. - Capture management strategy and planing - Capture plan / Schedule and Selling and Bid and Proposal budgets - Capture / proposal management gates, reports and briefings - Competitor analysis for… Show more Developed teams from across multiple Raytheon functions and disciplines to capture and propose new business within the CSRP (Civil Security and Response Programs) business area. Efforts contributed to the initial contract award and growth of the Raytheon ASP program. - Capture management strategy and planing - Capture plan / Schedule and Selling and Bid and Proposal budgets - Capture / proposal management gates, reports and briefings - Competitor analysis for consideration in the capture strategy - Program Manpower, Metrics and Training Plan, Integrated Master Schedule (IMS), Risk Management and Earned Value Management Techniques
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Director, Information Solutions - Customer Relationship Leader
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Jan 2004 - Dec 2006
Developing relationships and process to establish IT roadmaps with Business Development, Contracts, Finance, Communications and the JBI business area. These roadmaps leverage IT and functional systems, drive business value and recognize business pull rather than IT push.
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Director, Corporate Communications
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Jan 1998 - Dec 2003
Recruited to Raytheon Company to “Web-enable” the company’s communications and Marketing. Directed the continuous innovation of the company web by integrating technology with change programs and acting as the user advocate to ensure ease of use and overall value. - Led a multi-million dollar Information & Knowledge Management (IKM) Increased employee use of enterprise search from 25% to over 50%. 64% improvement in overall user satisfaction and 43% increase in excellent and good… Show more Recruited to Raytheon Company to “Web-enable” the company’s communications and Marketing. Directed the continuous innovation of the company web by integrating technology with change programs and acting as the user advocate to ensure ease of use and overall value. - Led a multi-million dollar Information & Knowledge Management (IKM) Increased employee use of enterprise search from 25% to over 50%. 64% improvement in overall user satisfaction and 43% increase in excellent and good ratings. - Led a Portal Services program to establish a critical mass of usage across the company. - Established company-wide intranets as the primary communications source for employees. - Introduced audio and video communications on the intranet and internet.
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Corporate Communications Manager
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1994 - 1998
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Director - Product Management, Customer Support and Operations
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1990 - 1994
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Education
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1978 - 1981
Bentley University
BS, Marketing, Management -
Harvard Business School Executive Education
Certificate: Delivering Information Services Program
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