Rick Eulo

Alexandria, VA

610-***-****

Director of Contracts

Government and Commercial Prime Contract Management / Proposal Preparation & Review / Team Manager / FAR – DCAA - DCMA / Contract Law & Compliance / Audits & Closeouts / Negotiations

Responsible for the cradle-to-grave management of contracts with agencies of the US Government, and domestic and international corporate customers. Manages contracts process from the initial prospect contact through to the final close-out modification with team. Supports suppliers to deliver the responsible and responsive communications, deliverables and financial management the governmental customer expects. Manages the customer relationships, internal process management and financial oversight to highest level of productivity. Supports company/supplier teams to negotiate, win and deliver on government contracts at the lowest cost averting complications and solving problems. Produces and manages correspondence, communications, file processing and retention and overall company day-to-day administration and compliance for government and commercial prime and sub-contracts. Reviews and prepares responses to Requests for Proposal (RFP), Change Orders, Claims, Extensions and Contract Modifications in accordance with company goals. Provides thorough and complete contract administration to meet the company’s and customer’s requirements for compliance. Manages pre- and post-award events, GSA schedules and delivery orders, including internal, DCMA and DCAA audit completion. Ensures compliance with internal policies and all government requirements under FFP, CPFF, CPAF, IDIQ, T&M, and Co-operative Agreements.

Key Skills

Reviews all contracts and Requests for Proposal (RFP) from governmental and corporate customers to ensure compliance with company policies for risk mitigation as needed to properly and profitably perform to the requirements of the contract.

Corresponds with customer counterparts (CO, COR, PM, etc.) during the discussion, exploration and development phases of the contracting process and during the performance period as needed to uphold and strengthen the company position.

Provides the contractual language and negotiates terms, conditions and all requirements on FAR/DCAA related issues.

Formulates the contractual position to be taken in support of any legal issues, establishes the negotiation position on pricing issues, terms and conditions for all CAS, FAR, and DFARS covered domestic contracts on behalf of the company.

Resolves disputes with federal customers on non-technical issues and assists the programs team in resolving technical issue disputes - when necessary, analyzes, submits, and negotiates claims with Programs and other subject matter experts.

Provides financial data and presentations to satisfy internal customers on contract status; pre- and post-award and closeout.

Directs and supports the preparation of documentation and current cost certifications as required.

Selected Accomplishments

Managed multi-billion dollar IDIQ contract for military vehicles. US Marine Corps Mine Resistant Ambush Protected (MRAP) vehicle $4B contract. Managed entirety of contracting process and day-to-day administration. Added $800M in new orders to contract over 18 months in full engagement with MARCORSYSCOM & JPO for relationship and closeout audits.

Grew government market share from 5% to 65% with strong branding program. Developed exceptional “TIP Government Services” branding program, charge cards, compliance program and added $350M in new public-sector business at GE Capital.

Opened government market to GE with value-based contracting. Changed customer acquisition outlook to accept new thinking enabling GE to win 100’s of millions in new business despite not always being lowest-priced provider in the market.

Built capacity for Ranor to move to prime contractor status with US government. Brought firm from sub-contractor compliance level to prime federal contractor status and bid for $20M high-visibility, US Navy aircraft-carrier catapult cylinders.

Protest filed, and supported by GAO vs. Navy. Won GAO protest on “Discussions Prior to Award” and “Competitive Range.”

Career Summary

Director of Contracts, IDC Research, Inc. 10/2015 to Present. Recruited to manage and grow $5M portfolio of government contracts, assist sales and production teams with government contract performance and compliance to DOD, DOE, DHS, etc.

Principal, Rick Eulo Associates, LLC 12/1994 to 8/1995, 1/2005 to 11/2015. Consultancy providing expert guidance in government business development, marketing/capture management and administration and management of contracts to prime corporate contractors and the US government. Represents clients and teammates directly to DOD, DOS, DOJ, MPA, etc.

Subcontracts Administrator III, BAE Systems 4/2013 to 11/2014. Recruited to complete cradle-to-grave subcontracts administration, file reviews, subcontractor engagement, negotiations, price analysis and closeout on $600M Navy programs.

Contract Manager, Force Protection Industries, Inc., 6/2009 – 11/2010. Recruited to provide cradle-to-grave contract management of $3.1B Cougar MRAP vehicles to the USMC/JPO. Researched, negotiated and added over $800M in new revenue through contract changes for spares, services, additional units, training, testing, life support services, materials and logistics. Managed all contract aspects including ILS support of manufacturing and repairs in Kuwait, Afghanistan, Yemen and Djibouti.

Director, Development, National Association of Corporate Directors, 5/2008 to 11/2008. Recruited to find, develop, negotiate and secure new corporate and institutional business for the premier provider of corporate governance education and evaluations in the US. Provided new methods and reliable mentoring to staff along with the tools for successful new business capture.

Gov’t. Business Manager/National Account Manager GE Capital, 9/1995 to 11/2004. Recruited to market, grow sales and manage $3.4M portfolio of US and Canadian government contracts for trailer leasing division of GE Capital. Proposed, negotiated and closed new business with USG Contracting Officers to increase to $24M annual with $250M backlog. Won 2001 US Postal Service Quality Supplier of the Year and GE Capital Pinnacle Awards that year acting as public-sector lead salesman.

Early Career

Sales Engineer, Government Contracting, Ranor, Inc., Westminster, MA. 1.5 yrs. Developed $20M in new federal business.

Consultant / Contract Administrator, Everite Machine Products, Inc. Phila., PA. .5 yrs. Administered $5M in prime contracts.

Senior Contract Administrator, Platt Manufacturing Corp. Dayton, OH. 15 yrs. Captured & managed $15M in prime contracts.

Education

University of Pennsylvania, Wharton School of Business 1987 - 1988 Attended first year of Business Administration program at their evening school. Marketing, Personnel Management, Financial and Managerial Accounting and Contract Law.

George Washington University 1989 – 1991 Masters Certificate in Government Contracting. Advanced program for industry & government on formation, acquisition, negotiation, administration, and financial management of government contracts.

John F. Welch Leadership Development Center at GE: Six Sigma Black Belt certification, New Manager Development Course, multiple Management Development courses for upwardly mobile managers within the General Electric Company.

MIT Sloan School of Management: Participated in multiple courses via GE Career Development on business structure and management, improving basic and advanced business functions using technology and improved management techniques for transportation and supply chain short- and long-term impact. Study areas: profitability, resiliency and use of technology.

H. Silver & Associates: Business Development and Technical Proposal Preparation: Writing and managing winning proposals.

Previous Engagements/Assignments

Senior Contracts Manager, LG-TEK, Elkridge, MD. Provided cradle-to-grave contracts administration and management to small, disadvantaged, minority, woman, and veteran-owned company for $20M in prime contracts.

Senior Contracts Administrator, IronBow Technologies, LLC, Chantilly, VA. Provided end-of-fiscal-year surge coverage for contracts and subcontracts administration to very large $1B computer hardware and software supplier/value-added re-seller.

Subcontracts Administrator III, BAE Systems, Washington, DC Provided senior staff augmentation, subcontract review and file compliance correction, price analysis for CPSR audit across $15B large subcontracts and Navy $600M IDIQ prime contracts.

Senior Contracts Manager, Small woman-owned business. Provided senior-level counseling, contractual agreement review, editing and final negotiation on all corporate and client agreements as a trusted, remote resource. Virtual Contract Manager®

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