PROFILE

• Won in excess of $** billion of Federal, State, local and international contracts over a decade of pro- gressively responsible management

• Skilled at creating new organizational elements and continuous process improvement, resulting in a Business Development department that operates at 10% the industry average cost, submits more than 100 proposal and grant responses per year while winning at nearly double the industry average rate

• Accomplished in scientific, engineering, design and construction markets in the U.S., Europe, South America, Africa, Oceania, and the Middle East

• Able to rapidly learn technical information as demonstrated by learning sufficient A&E knowledge over a period of 6 months to act as the design manager on two design/build construction projects

•Mentored numerous companies on how to grow their businesses; supported the growth of a start-up company from 2 employees to nearly 100 over 3 years

• Experience in nearly every facet of an organization including business development, marketing and sales, project management, IT, security, logistics, finance, and contracts EXPERIENCE

Business Development: Identified, developed, and won Federal, state, local and international contracts and grants valued in excess of $30 billion. Led teams that submitted nearly 1000 proposals and grants over 10 years. Crafted pursuit strategies, researched potential industry, academic and Government team- ing partners, negotiated contractual agreements and proposed technical solutions to meet customer stated and unstated requirements. Crafted multi-year business strategies that added new clients and capabilities to the company’s portfolio. Monitors policy and regulatory changes for impact to business development and operations. Represents the company during oral presentations, customer and site vis- its, and at conferences and other networking events. Designed and implemented proposal response and compliance processes, proposal ISO 9001:2008 processes, and created a database of boilerplate mater- ial which exponentially increased the efficiency of proposal responses, as well as developed a SharePoint structure for use in proposal responses.

Communications: Oversees all written corporate communications including website, marketing materi- als, press releases, social media, solicited and unsolicited proposals as well as key customer deliverables. Established branding, style and writing guidelines. Regularly meets and briefs all levels of partner and customer staff including C-level personnel from Fortune 500 companies, congress, 4-star Generals, royal families, ambassadors, and foreign leadership. Responsible for all pre-award communications with the Government. Designs marketing materials, booths, represents the company at conferences, symposia

(Global Identity Summit, AUSA and others) and with U.S. and international companies. Able to distill complex, technical ideas into easily understood layman terms. Edited and re-wrote portions of all 16 di- visions of the Standard Embassy Design (SED) construction specifications (over 4000 pages) to be more in-line with the host nation infrastructure while maintaining the spirit of the full SED. These changes saved the Department of State millions of dollars without compromising the safety and security of each Post and its staff.

Leadership: Currently responsible for over $60 million annual revenue and the continued employment of over 200 staff members. Maximizes the potential of the staff through an individually tailored manage- ment approach that showcases their strengths and furthers their potential as individuals to the benefit of the company. Trains Capture Managers, Book Bosses, and authors on how to create compliant, winning 57 Cornwall St. Unit ZACH 4 Jamaica Plain, MA 02130 SMITH 774-***-**** acqlts@r.postjobfree.com Request for Proposal (RFP) responses. Displays maturity as a leader and a positive, success-oriented pro- fessional attitude along with a willingness to “roll up your sleeves” to get the job done. Leads remote and onsite teams (CONUS and OCONUS) through the use of Skype, FaceTime, SharePoint and other technologies. Effectively persuades corporate staff and with the owners of partner companies to adopt new interpretations of customer requirements.

Project Management: Acted as CONUS PM and design manager to assemble a team of architects, en- gineers and construction experts that won two Design/Build (D/B) contracts from the Department of State Overseas Building Office (OBO) to create prototype New Embassy Compounds (NECs) in Koror, Palau and Kolonia, Micronesia. Supported OBO to locate funding for various engineering change orders granting OBO access to Diplomatic Security Service funding. The NECs were completed in just over 12 months and $10 million and formed the basis of the Standard Secure mini Compound (SSmC) which is now part of the SED. The SSmC design later won the GSA’s Achievement Award for Real Property Inno- vation in 2011.

Organizational and Department Start-Up: Created a matrixed business development organizational structure, all proposal response processes, interdepartmental interfaces, and customer outreach methodologies to streamline business processes. Quantified and analyzed processes and process im- provements to optimize departmental efficiency resulting in a sustained decrease in Bid & Proposal (B&P) costs ($850k to $500k decrease over three years) while increasing both the number of bids submitted and the winning percentage. Achieved a win rate in excess of 50% (industry average is 30%) while oper- ating the department at 10% the industry average cost. Currently mentoring seven start-up companies. Previous start-up success include establishing a DHS-approved mentor-protege agreement with a new firm and over three years increasing their number of employees from 2 to nearly 100. Created an in- ternational joint venture between a U.S. and Italian firm and instructed them on how to win U.S. Depart- ment of State contracts.

WORK HISTORY

Ideal Innovations, Inc. (I-3), Arlington, VA 2008-Present Ideal Innovations, Inc. is a veteran-owned firm that offers technology development, consulting, and program management services. They specialize in innovative solutions for defense and security- related problems in- volving advanced technology, information systems and strategic analysis. With a staff of over 150 accom- plished innovators, scientists, engineers, intelligence analysts, latent examiners, technicians, and administra- tors; their core competencies lies in biometrics, forensics, force protection, C-IED, smart ID cards and access control, along with the exploration and evaluation of emerging technologies that identify persons using fin- gerprint, iris, face, palm, latent and voice recognition. Director of Proposal Development 2010-Present

Serves as the corporate focal point for all proposal submissions. Submitted nearly 100 proposals to Fed- eral, State, local and foreign governments in 2014, won 64% of submitted bids including all “Must Win” pursuits. Worked with the SVP of Business development, CFO and senior leadership to craft a new BD strategy for 2015. Evaluated the viability of all internal business segments, resulting in realigning corpo- rate resources to focus on areas for greatest growth potential while maintaining the company’s core ca- pabilities. Manages direct reports, on and offsite writers. Acts as deputy to the SVP, Business Develop- ment. Leads Capture Managers, Book Bosses, Writers and Proposal Associates in the pursuit and capture of RFPs. Coordinates inter-departmental resources. Researches competition and assists in the selection ZACH SMITH

of teaming partners. Continuously evaluates proposal submission processes to look for efficiencies; this effort has resulted in lowering B&P costs from $850k in first year to $750k in second year to $500k in third year while increasing the number of proposals responses and maintaining a win ratio of nearly 50%

(industry average is roughly 30%). Develops win themes, differentiators, and ghosting topics. Evaluates internal authors’ writing capabilities to determine if they have potential to act as a Book Bosses or Cap- ture Managers on future submissions. Instrumental in creating new corporate business development strategy. Monitors multiple portals for upcoming business opportunities and tracks bids using tools such as GovWin and Govini. Acts as Capture Manager when needed. Proofreads/edits proposals, corporate marketing materials, presentations, reports and high-importance deliverables to ensure quality and to verify compliance with Government and corporate specifications. Handles multiple (30+ simultaneous bids) RFP prime and subcontractor submissions. Attends conferences and industry days on behalf of I-3. Works closely with CEO, CFO, and Director of Pricing to develop pricing and staffing strategies. Worked in conjunction with Facilities Department to design and furnish a new 4,000 SF business development center adjacent to HQ. Achieved ISO 9001:2008 certification for proposal processes. Accomplishments

Submitted nearly 100 proposals to Federal, State, local and foreign governments in 2014, won 64% of submitted bids, including all “Must Win” pursuits. Worked with the SVP of Business development, CFO and senior leadership to craft a new BD strategy for 2015. Evaluated the viability of all internal business segments, resulting in realigning corporate resources to focus on areas for greatest growth potential while maintaining the company’s core capabilities. Created a training program to educate I-3 employees and employees of our small business partners and mentor-protégé companies on Federal Government contracting. Successfully trained a variety of personnel ranging from recent college graduates to retired four-star generals on the intricacies of Federal Government contracting. Designed and implemented ISO 9001:2008 proposal response and compliance processes. Worked with Facilities Department to design and furnish a new 4,000 SF business development center adjacent to HQ. Led corporate team to com- pletely redesign corporate website and marketing materials. Proposal Manager 2008-2010

Responsible for the entire proposal response process for a mid-sized, personal services defense contrac- tor with core capabilities in biometrics, forensics, identity management, and engineering. Analyzed the requirements for Federal Government RFPs, RFQs and BAAs. Coordinated input from various authors into a cohesive, compelling, and compliant response document. Created compliance matrixes, proposal schedules, writing guides, and templates to make the proposal response as efficient as possible. Led internal and external kick-off meetings as well as all color reviews. Acted as author or book boss when needed. Created graphics; assembled and delivered response binders for paper responses and up- loaded electronic responses. Participated in the interview process for new hires. Accomplishments

Business development was a new department with no existing material or processes; created proposal response SOPs, corporate writing guidelines, boilerplate text and graphics and a proposal library to store all of the information. Coordinated with other departments and project managers to create write-ups on all existing contracts. Led the bid effort that resulted in the company’s first Prime ID/IQ contract win, GSA schedule, first Prime TO win, first multi-billion Dollar ID/IQ win and won all prime re-compete contracts. Helped to increase the company’s revenues from $54 million in 2007 to $86 million in 2010 ZACH SMITH

Montage, Inc., Washington, DC 2007-2008

Montage, Inc. is a woman-owned, international Design/Build firm based in Washington, DC with offices in Europe and Asia. For over 18 years they have successfully completed millions of dollars of construction on ID/ IQ and Design/Build contracts across the United States and the world. Assistant Project Manager 2007-2008

Central POC for all Department of State (DoS) projects. Interacted with DoS Overseas Building Office

(OBO) architects and engineers on a daily bases. Coordinated the design/build process for two New Embassy Compounds in Koror, Palau and Kolonia, Micronesia following Standard Embassy Design guidelines. Wrote Statements of Work for and negotiated engineering change orders with the Contract- ing Officer’s Technical Representative (COTR). Tracked on-site construction and tackled design chal- lenges with Architect and Engineer (A&E) team to propose solutions. Aided in logistics, contract man- agement, billing and host nation permitting.

Accomplishments

Edited and re-wrote portions of all 16 divisions of the Standard Embassy Design (SED) specifications to be more inline with the host nation infrastructure while maintaining the spirit of the SED. These changes saved OBO millions of Dollars without compromising the safety and security of each Post and its staff. Helped to repair the company’s reputation with the DoS. Proposal Manager, Montage, Inc. 2007-2008

Responded to Federal, State and local RFPs for a design/build general contractor. Directed all aspects of the bid process and wrote technical response documents. Researched and brought onboard other firms to strengthen the technical team. Handled all communication with Government during the bid process including Q&A sessions with the Contracting Officer (KO), attended site visits and coordinated draft de- sign responses with in-house and outsourced architects and engineers. Accomplishments

Led the bid effort that resulted in the largest ID/IQ award ($498 million) yet received by Montage; of the 12 awardees Montage was the only small business to receive an award under this full and open competi- tion. Led the bid effort that resulted in Montage’s first U.S. Army Corps of Engineers (USACE) contract. Created a team of architects and engineers that fostered a long-term relationship between the compa- nies and resulted in the award of multiple DoS design/build contracts. Protested a USACE sole-source award that resulted in open competition; led the effort to win the resulting ID/IQ contract. Maxed out the company’s bonding capability and shifted role to project management as the company was unable to take on additional work.

Viking Contractors, Inc. Silver Spring, MD 2007-2008 Viking, Inc. is a SBA Certified 8(a), HubZone, international design and construction firm experienced in Fed- eral Government building construction, renovation and engineering projects. In addition to providing com- plete architectural, engineering and general construction services, Viking specializes in quality control and construction management.

Business Development Manager 2005-2007

Responded to Federal, State and local RFPs for an 8(a) Small Business. Created corporate marketing materials. Conducted in person and telephonic meetings with SBA officers to develop new business op- portunities. Gained knowledge of design/build construction process. ZACH SMITH

Accomplishments

Led the bid effort that resulted in the award of the company’s first USACE contract and the company’s first prime ID/IQ contract.

EDUCATION

St. Bonaventure University, St. Bonaventure, NY

•Bachelor of Arts in English

•Bachelor of Arts in History

•Minor in Music

Somerville College, Oxford University, Oxford, England

• International Marketing and Irish History classes Montgomery College, Rockville, MD

•Construction Management classes

Deltek FedSource, Bethesda, MD

•Proposal Management classes

SKILLS AND CERTIFICATIONS

•Top Secret Clearance

•Association of Proposal Management Professionals National Capitol Area Member

• In-depth knowledge of FAR and DFAR

• Familiar with JPAS and NISPOM

•Knowledge of AT/FP and FE/BR physical security specifications

•Alpha Kappa Delta National Sociological Honor Society ZACH SMITH

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