PROFILE
Over 25 years of successful senior management, operations, and administration experience. This includes management positions directing operating teams and groups on numerous international assignments. This unique global experience has included assignments on very demanding, difficult and sensitive projects in:
· Latin America: Mexico, Panama, and Brazil
· Middle East: Saudi Arabia, Bahrain, and Kuwait
· Europe: Western, Central and Eastern Europe
· Asia: Korea, China and India
These assignments focused on company international business operations, competitive and market intelligence, market research, and business development programs. The assignments have also been diverse and included technical collection and evaluation, feasibility studies, relocation and site selection studies, due diligence, JV / mergers & acquisitions, supply and distribution chain analysis, value chain analysis, business valuation, threat studies and analysis, area and site studies, country studies, industry studies, economic studies and business case studies.
Problem solver – Quickly assess situation, determine requirements, collect resources and provide leadership to focus on achieving an effective solution.
PROFESSIONAL EXPERIENCE
Security System Consulting Company, 2003 – Present
Manager Business Development
Security System Consulting Company providing high-level systems integration and consultation services for major commercial, industrial and U.S. Government clients.
Provide strategic and operational direction to company business development activities for sales to the U.S. Government, commercial and industrial clients. Focus on U.S. Government markets and development of new products and services. Direct preparation and submittal of proposals. Successfully introduced company capabilities and equipment into multiple government markets. Developed long-range strategic plan for future company growth.
Selected Contributions:
· Directed program to establish a company GSA Contract Schedule.
· Reference guide on government contract proposals and bidding.
· Directed startup of Joint Venture to develop and manufacture new product.
· Long range industry trend analysis and study.
· Market and competitive intelligence survey.
Marine Engineering Company, 2001 – 2003
Manager Business Development / Marketing and Sales
Marine Engineering Company is a project, product and consulting engineering services organization serving marine and industrial markets. Company specializes in electrical, hydraulic and mechanical control systems for maritime vessels and industrial operations.
Provide direction to company business development activities for sales to the U.S. Government, commercial marine and selected industrial markets. Focus on start up business planning and market development activities for introduction of recently patented technology.
Selected Contributions:
· Market, technology and competitive intelligence survey.
· Master proposal document for use with government and industry proposals.
· Business case analysis documenting ROI (200% - 400%) for company systems.
International Transportation, Manufacturing and Leasing Company, 1998 – 2001
Senior Manager
A NYSE listed international manufacturing, transportation and leasing company with operations in the U.S., Canada, Mexico, and Europe. 2001 revenue was $594 million.
Senior Manager tasked with responsibility for three operational areas: Competitive Intelligence and Market Research, Corporate Security Programs and Special Projects / Programs.
Manager Competitive Intelligence and Market Research
Established and managed company international competitive intelligence and market research activities. Direct report to VP International and President Europe. Activities included: competitor tracking and assessment, market analysis, support bid capture / proposal teams, country and political assessments, due diligence investigations, analysis and assessments in support of mergers & acquisitions, joint ventures and proposals; developed human source intelligence and prepared profiles of competitors, customers, suppliers, and report on market and economic trends.
Manager Corporate Security Programs
Manager of corporate security programs with a special focus on corporate facility operations, international programs and operations, and international manufacturing facilities. Responsible for development of Emergency Incident Response Team and directing team activities.
Program Manager – Relocation of European Manufacturing Facility
Special assignment to manage a multi-million dollar project, from planning through completion, which required the movement of a heavy industry manufacturing capability from manufacturing plants in the Czech Republic and Slovakia to Poland. Project included direct responsibility for over 50 personnel from the U.S., Germany, Poland, Czech Republic and Slovakia. Project activity took place within a politically sensitive, and hazardous work environment and was completed on time while maintaining good relations in the host country and with other companies and with no injuries to personnel. Successful completion of this project enabled the company to set up new production lines and complete a contract commitment for the customer. Cost savings reported in excess of $5 million.
Other Selected Contributions:
· International Senior Management Team: provided competitor and market intelligence for product planning, engineering, production, marketing and sales activities.
· Directed due diligence activities in support of strategic programs, joint ventures, mergers & acquisitions, and financial transactions.
· Directed study by Polish support team for development of European supplier database to support design engineering, purchasing and competitive proposal activities.
· Selected studies included: Developments and trends in intermodal, marine, rail and truck transport; steel, energy, chemical, plastics, timber and automobile industries; and market economic and political analysis.
· Developed intelligence products including a weekly International Intelligence Brief, Competitor Activity Brief, Industry Activity Brief, Link Charts, and Intelligence Maps.
· Developed and integrated technical intelligence capability.
· Integrated advanced intelligence analysis and charting capabilities into CI system.
· Provide training and briefings for staff and management on information collection, business-competitor intelligence and information / operations security
International Consulting Group, 1996 – 1998
Vice President, Director of Operations
International business consultancy based in Washington, D.C.
Management of client international projects that included: competitive and market intelligence, market development studies, setting up in-house competitive intelligence systems, due diligence, site location studies and support on operations security programs. Managed project budgets and company/consultant staff. Projects supported multi-million dollar client projects and investments. Increased company business by an estimated 25 per cent.
Selected Projects:
· Competitive intelligence system planning and start-up for international investment group.
· Site studies and due diligence support for U.S. manufacturing group in Central Europe.
· Preliminary due diligence to identify and review potential JV candidates.
· Competitor and market intelligence for company entering Central Europe.
Satellite Tracking Company, 1993 – 1996
Director of Programs
Company developed advanced technology for global tracking, monitoring, and control of assets using communications satellites, GPS, and land-based RF and telecommunications systems.
Responsible for management of special projects and programs and joint business development programs with strategic partners that included Northrop Grumman, AT&T and DoD suppliers. Managed competitor intelligence activities, market and technology surveys and analysis, prepared business case studies and conducted research on customer requirements and key suppliers for products and services to support product development.
High Technology Company, 1986 – 1993
Director Business Development
Director of Operations
Company developed and provided electronic surveillance technology for intelligence and law enforcement agencies.
Successfully introduced company systems into the government intelligence and law enforcement markets. Directed projects supporting customer intelligence collection activities and company business development. Managed business relationships and company liaison with customers in government markets. Activities included, competitor and industry analysis, business development, RFP review, proposal preparation, market development, identification and monitoring of customer requirements and technology trends.
International Consulting Company, 1980 – 1986
Senior Partner
Competitor and market intelligence services for international and transnational corporate clients in the U.S. and at international locations.
Directed projects providing competitive and market intelligence activities to support international business development. Consulting to establish client competitive intelligence systems and capabilities. Successfully completed assignments in Europe, Mexico and South America while leading multi-national teams.
EDUCATION
California State University
Professional and Continuing Education
Department of Defense Security Institute
Department of Justice
Anacapa Sciences
PUBLICATIONS
Organization and Operation of Corporate Competitive Intelligence System, 1998. Proprietary guide for use by company consultants.
Competitive Intelligence Support for Business Development, Marketing and Sales, 1998. Proprietary guide for use by company consultants.
Competitive Intelligence Due Diligence Guide, 1998. Proprietary guide for use by company consultants.
Competitve Intelligence in Support of International Business Programs, 1998. Proprietary guide for use by company consultants. |
