RICHARD KENDALL ROCHESTER, CCIM

***** ****** **** ****** • Aldie, Virginia, 20105

Mobile: +1-410-***-****

ad37j1@r.postjobfree.com linkedin.com/in/ken-rochester-2875158/

PROFILE

Providing back-office services and solutions to SMB government contracting and civilian entities utilizing the Deltek Costpoint Enterprise Resource Planning (ERP) platform.

Identifying and capturing opportunities and/or partnering arrangements with companies that service public and private sector concerns.

Responsible for the development of new market initiatives, assessing new markets and analyzing new business opportunities within the SMB pool of businesses.

Building and maintenance of a prospect pipeline through targeting and contacting key decision-makers who require cloud-based SaaS back-office functionality.

25 years in business development, sales, and marketing, with 20 years of in-house (owner/developer) experience and 4 years of commercial brokerage in the leasing and sales of office, industrial and medical properties.

Extensive experience utilizing Solutions Sales/Consultative Sales across various product lines in the consulting, software, industrial and real estate industries.

Certified Commercial Investment Member (CCIM).

EXPERIENCE

Corporate Results, Inc. - Sterling, Virginia February 2022 – February 2024

Director of Business Development

Providing a full spectrum of business development activities in opening new markets and expanding business opportunities for clients seeking fractional outsourced back-office services within the government contracting and project-based professional services industries.

Identifying, targeting and qualifying opportunities and facilitating relationships with key decision-makers.

Illustrating to client prospects the efficiencies of outsourcing the nine key disciplines Corporate Results, Inc. (CRI) provides to our clientele (Contract Administration, Financial Management, Human Resources, Contract Accounting, Compliance, Talent Acquisition, Timesheet & Payroll Administration, Systems Management & Development, Marketing & Design).

Demonstrating how critical back-office functions are incorporated into the Deltek Costpoint Celerity ERP platform, providing clients a seamless back-office operation with full DCAA, ISO 9001 and NIST 800-171 compliance, which includes licensing, hosting, and platform implementation.

Presented client prospects CRI’s full life cycle end-to-end support approach, which allows companies to focus time, resources and attention on growth and performance.

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Performed market research and solutions-based prospect presentations along with company branding activities to civic entities (Loudoun Chamber of Commerce) and business development networking organizations including the Capital Business Development Association (CBDA), Navy League, National 8(a) Association, and the Association of the United States Army (AUSA).

Provided guidance to prospects and clients in government mandated regulations and protocols which include IDIQ, F.A.R., DCAA, CAS, ISO-9001, NIST 800-171, DCMA and SOC1 Type 2 government audit specifications.

Clients include Cultivating New Frontiers in Agriculture (CNFA), MDC Global Solutions, TIC Security, along with several pending contracts awaiting completion of due diligence and signature of agreement.

Winzer Corporation February 2013 – February 2022

Franchise Owner/Manufacturer’s Representative

Sales and client support for a leading product line of industrial maintenance, repair, and operations (MRO) products to government agencies and private sector corporations throughout the Washington, D.C./Baltimore areas. Product lines include industrial consumables (hardware, taps/dies, cutting tools), lubricants and coolants, along with electrical, welding, hydraulics, and fleet supplies.

Servicing and account maintenance within many department/corporate divisions including purchasing/procurement, maintenance, and plant operations.

Clients include Coca-Cola refreshments of Baltimore, Penske Truck leasing, Washington Adventist Hospital, Architect of the Capitol, Chevron Energy Solutions, AMTRAK, and Washington Metropolitan Area Transit Authority (WMATA).

CoStar Group - Washington, D.C. May 2011 – December 2012

Account Executive

Sales and training of commercial real estate’s leading providers (CoStar and LoopNet) of information, analytic and marketing services, offering expansive, ongoing research to produce and maintain the nation’s most comprehensive database of commercial real estate information.

Member of national “Fly Team,” responsible for sales, client support and training throughout Oklahoma (Tulsa and Oklahoma City) and upstate New York (Buffalo, Rochester, Syracuse, and Albany) providing full complement of services virtually and at client locations.

Providing training on a Software as a Service (SaaS) platform to clients utilizing suite of web-based products that enable clients to analyze, interpret and gain unmatched insight on commercial property values, market conditions (absorption, occupancy rates, leasing activity and current inventories in sub-markets). Web-based applications provide clients capability to observe transaction profiles, forecast and benchmark properties, conduct peering analysis of single properties and portfolios, track trends, provide broker opinion of value (BOV), observe

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cap rate trends, and perform demographic analysis at market and sub-market levels. Suite of services available (and training provided) on CoStar GO, the iPad/tablet application of CoStar Group products marketed to various verticals within the commercial real estate and financing industry.

Successfully utilize Solutions Selling/Consultative Selling techniques throughout all stages of the transaction process.

Recognized as top producing Account Executive within “Fly Team” sales division, increasing book of business two-fold in the commercial lending industry in Oklahoma.

Clients include CB Richard Ellis, Colliers International, The Stan Johnson Company, MidFirst Bank, T.L. Metzger & Associates, First Realty Corporation and Bank of Oklahoma.

Lord Baltimore Properties – Virginia and Maryland April 1990 – October 2010

Senior Manager of Marketing and Leasing

Implemented leasing program with third-party brokerage firm to pre-lease/lease Stafford Place II, a 175,000 s.f. Class A office building in Arlington, Virginia. Lease rates and lease-up period performed ahead of pro-forma projections. Coordinated third party brokerage, due diligence and underwriting advice to lenders and intermediaries on sale of Stafford Place II, achieving a 6.04% capitalization rate, 27.23% IRR and a $39mm gain on sale.

Targeted key tenant prospects to re-lease vacated space in 1801 Research Boulevard, releasing space less than one year from previous tenant exercising termination option.

Knowledge of construction management functions which include bidding, critical path timelines, RFI and change order logs, value engineering and job closeout. Work closely with all trades and disciplines including architects, contractors, structural and MEP engineers, leasing agents and property managers.

Marketing and tenant retention capabilities include cold calling, canvassing, direct mail campaigns, broker and tenant events/presentations, brochure creation and online marketing.

Budgeting duties and capabilities such as revenue and expense projections, leasing assumptions, capital improvement plans, special/capital projects reports.

Lease administration and portfolio management functions for properties in different regions including tracking of lease renewals, amendments, estoppel and lease commencement documentation, expansion options, early terminations, and service contracts.

Notable clientele includes SAIC, Bechtel Power Corporation, Hewlett Packard Company, Control Data Corporation, Adventist Healthcare Mid-Atlantic, National Telecommunications Cooperative Association (NTCA), Merrill Lynch, Saint Agnes Hospital, and the National Science Foundation (GSA).

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EDUCATION

George Mason University, Fairfax, Virginia, Bachelor of Science, Public Administration

PROFESSIONAL MEMBERSHIPS/ORGANIZATIONS

Capital Business Development Association (CBDA)

Small and Emerging Contractors Advisory Forum (SECAF)

Loudoun County Chamber of Commerce Government Contractors Committee

Loudoun County Chamber of Commerce B2B LeadShare

PROFESSIONAL LICENSURE AND CERTIFICATIONS

Licensed Real Estate Broker, State of Maryland (Inactive), License No. 94188

Licensed Insurance Producer, Life & Annuities, Commonwealth of Virginia, License No. 1127421

Certified Commercial Investment Member (CCIM), Certificate No. 18344

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