Manager Management

JOEL S. GARDNER

*** ********* **., ******, **. **180

703-***-**** ****@*******.***

BACKGROUND

Over 25 years broad experience in the drafting, management and pricing of complex government,

commercial/government proposals, subcontracts, prime contracts, purchasing, vendor evaluation,

mechanical engineering/design/manufacturing, cost analysis, negotiations, customer relations.

Demonstrated background in IDIQ, CPFF, FFP/LOE, FPIF, FPAF, Task Orders, delivery orders,

GSA/MATOC awards and other types of government contracts, from proposal preparation, pricing

(including indirect application) to management to close out. Close customer relationship and business

development has been and is an integral part of this background. Developed and delivered presentations

and reports to executive management on procurement issues and corporate strategy, including defense of

pricing of proposals. Developed and implemented contract management policies and procedures that

tracked company requirements. Interacted and worked with corporate Business Development and Capture

Planning groups on various efforts. Mentored junior contracts/procurement personnel in addition to

accounting/finance and operations. Maintain knowledge base and sensitivities to the government contracts

community through participation in ASBC and NCMA. Delivered strategic impact to corporate

development thru participation in numerous civic, business, association and cultural organizations for

contracts, networking and business development opportunities.

EDUCATION

6. BS, North Carolina State University

7. MBA, Virginia Tech

8. Doctor of Management, California University for Advanced Studies

9. Law Diploma, LaSalle Extension University

10. Northern Virginia Community College, Accounting Major

11. Various management and professional development courses (U.Va., Procurement Associates,

NAPM)

CERTIFICATIONS AND HONORS

4. Certified Professional Contracts Manager (CPCM)

5. Lean Think Certificate

6. CAPM Candidate, 2013 (Certified Associate in Project Management)

7. Certified Purchasing Manager (CPM), ISM, 1 of 4 modules

8. Who’s Who in the South and Southwest, 1997-1998

9. Member Virginia Tech’s Alliance for Collaborative Education

10. Virginia Notary

EXPERIENCE

BERICO TECHNOLOGIES, LLC

Contracts Manager, 6/2013 – Present (temp position)

Contracts for Berico and Berico as a subcontractor. Assure potential subcontractors are acceptable

Manage contracts with customers, ie, NSA, NGA, Army. All these contracts are for IED and intel

analysis. Review Terms & Conditions on all subcontracts and contracts, analyzing terms for

accounting and billing process, compliance for labor categories. Create and follow through on all

Teaming and Non Disclosure Agreements. Proposal input for contracts, pricing and financial info

on company. ITAR for services and products. Intellectual Property status with commercial

products, copyrights, trademarks maintenance. Coordination with and attendance at weekly

conferences with finance and project managers for contracts and subcontract issues. GSA

Schedule 70 maintenance and submissions. Maintaining corporate information with primes, ie,

status of executive compensation, NAICS codes, company status (small, large, etc) Maintaining

status re DCAA, audits, acceptable accounting system. Any other business related issues that

arise, ie, Afghanistan Business License. Resolve compliance issues with contracts. Work with

Booz eportal and Exostar eportal. Work closely with both internal and external customers.

EADS-NA, 11/2012 – 1/2013

Subcontracts Manager

Concentrating on the subcontracts functions for the Army Aerial Scout – 72X helicopter project. EADS-

NA is Prime with Lockheed Martin, Rockwell Collins, AEC and ED as subcontractors. Tiger teamed

competition pricing in addition to developing target ranges for sub pricing. Competitors are Bell, Sikorsky

and AgustaWestlund. Responsible for the development of strawman subcontracts, events and scheduling

spreadsheets, RFP development, T&C,s, flow down clauses, bidders conferences, participant in systems

engineering meetings and internal working/strategy decision making meetings. Coordinate ITAR reviews/

actions of document distribution to subcontractors. Review documentation for both internal security and

USG security of classified and information/documents. Completed 3-Way Agreement with EADS-NA, EC

and AED for handling IP transfers and documentation. Production is to be DoD 5000.2, researched FAR

Parts 12, 15 and 29 for application to this procurement. Set up and maintained required files on

subcontract actions.

Booz, 8/2012 – 9/2012

Subcontracts Manager

Subcontracts administrator working SECURITY agencies, specifically with IDIQ intelligence contracts.

Completed Task Order for Mobile Lab Assessments with Signature Science (sub of SWRI), work in and

around CBN. Subcontracts included professional services and software as required and addressed

submitted prices and subsequent follow up price negotiations. Tasked with supporting 7 subcontract efforts

following the general methodology used at Booz. Worked with contracts group to develop SOWs, target

ranges for pricing, sourced subs and requested pricing. Evaluated prices and negotiated final prices.

Utilized the SAM system for CCR and EPLS affirmation.

JMWaller Associates, 5/2012 - 8/2012

Contracts Manager

Managed the JV, NDA and TA functions of the company and its partners in addition to managing a range

of contracts from USAF Task Orders, GSA MOBIS, Corps of Engineers IDIQ. Worked with pricing lead

and technical lead to develop sub prices acceptable under prime contracts. Contracts included construction

management/oversight, environmental, AF ramp refurbishment design and engineering. Reviewed

internal business case documents for pricing competitiveness, viability and risk level. Subcontract

activities included consulting agreements, subcontracts and price negotiations with teaming partners. Part

of team effort to develop Sharepoint sites for internal business requirements. Worked closely with internal

finance/accounting group for developing data base for indirect rates for submittal to DCAA. Maintained

CCR and ORCA for JVs and corporate entity. Use EPLS for subcontractors.

Catapult Consultants, LLC, 10/2010 - 5/2012

Director of Contracts

Managed contracts cradle to grave together with NDA’s and TA’s for numerous teammates. 30% of time

was direct contact with CORs and technical personnel, both internal and external. Played heavy role in

every proposal and TO for pricing strategy and final submitted prices. Major contract was an IDIQ with

USMC Systems Command – Quantico with 31 task orders from Hawaii to Navy Yard. Managed contracts

and subcontracts for work in Kandahar, Afghanistan, working with small businesses and American Indian

Owned companies. Negotiated and issued PO for vehicle lease in Kandahar, including insurance from US

company. Managed CMS and HHS contracts, follow-on and Task Orders. Worked closely with

accounting/finance for proposal pricing and billing activities. Worked closely with BD in customer

development, RFI responses, past performance and proposals. Managed GSA MOBIS, FABS and IT

Schedule 70. Maintained CCR, ORCA. Reviewed each contract and subcontract for risk exposure

exercising independent and legal judgment as necessary.

BAE Information Solutions, Inc., 5/2010 – 9/2010 (thru Sparks)

Senior Contracts Administrator

Worked Task Orders for Army JIEDDO, large contracts and proposals. Administered Intercompany Work

Orders, put these mods into the system thru PSFs. Accepted SOWs, started the pricing process,

coordinated the response with pricing and technical for the management, past performance, resume

narrative. Performed day to day actions to move contracts activities onto the next stage. Handled 8 – 10

proposals concurrently with 10 – 12 ongoing contracts. Proposals logged in Proposal Log and contracts

logged in Deltek GovWin. Worked closely with accounting and finance to update and maintain Deltek

systems. Major effort was NGA Overhead Imaging proposal, $ 8 billion, which included over 2500 11x17

excel spreadsheets of pricing data.

Electronic Defense Systems, 6/2008 – 4/2010

Contracts Manager, BD / Strategic Marketing

Primary product was developing a keystroke capture detector on a thumb drive. Responsible for setting up

government, commercial contracts and all subcontracts to support the security product. Contracts consisted

of targeted government agencies and reseller organizations, NDAs and teaming agreements. Work with

companies holding GSA contracts to place the product for resale. Responsibilities included all contractual

Terms & Conditions. Internally lead product pricing strategy team developing MSRP and discounts. Set

up technical support contract and EULA policies. Spent 30% of time in business development with various

DoD agencies and prime contractors. Successful in negotiating technical support contracts and GSA

placement.

Sentry Eagle, 11/2007 – 5/2008

Contracts Management, Business Development

Part of a team that raised USD $ 1.1 million to develop a remote access, thumb drive targeting DoD.

Partnered and were supported by Norwegian investor group. Team lead on developing price strategy and

final prices. Worked contracts for the mobile thumb drive OS. Was primary contact and “go-to” person for

DoD/CWID product demonstration. Development program consisted of software engineering using a

commercial thumb drive, demonstrating the product at expositions and customer sites and with Primes.

Successfully demonstrated the product at DoD/CWID between Dahlgren and San Diego locations. http://

www.nswc.navy.mil/NEWS/cwid/cwid.html

AlphaTech Systems, 3/2006 – 10/2007

Contracts Director, Business Development, Corporate Development

Managed contracts for HUD, Navy, and GSA/Commerce. Worked as a team with the company President

and technical personnel in meetings with potential customer, developing prices, negotiating SOWs and

ATS technical approach. As part of corporate development, generated 3 and 5 year projections for a debt

offering of $ 20 million thru NBG, to support new contracts and ongoing business buildup. Was integral

part of business development team of senior personnel charged with bringing in designated revenue.

Established a $ 5 million receivables factoring facility to finance new wins. Negotiated SOW and cost

proposal for 3 year FISMA contract. Worked labor rates, overhead and G & A rates for HUD. As

corporate staff contracts expert regularly updated PM and President on contract status and forthcoming

work. Supported PM in bringing up HUD’s FISMA scores. Was contract manager and Team Lead for

telcom facilities work at Commerce Bowie, MD. Work involved refurbishment of 7 pods in anticipation of

Census ’10 and ongoing, monthly statistics that were used for Congress policy making. Worked corporate

indirect rates for DCAA in support of TSA proposal. Successfully negotiated HUD and Census contracts –

getting G&A fee on all line items. Generated fresh indirect rates for DCAA, identifying areas of potential

risk and exposure. Extended WAWF to new contracts. Sped up cash flow by invoicing semi-monthly.

Worked closely with contractor to develop a CMMI workflow and BD tool for the company.

TEPs, 5/2001 – 12/2005

Contracts Manager, Corporate Development

Responsible for business development, marketing and sales from contracts established for CD based

training. Training consisted of SAT, UPS, precision computer room air conditioning and other facilities

based products. Successfully rolled out thru existing contracts for facilities training. Worked intimately

with Alber Corp. for battery training.

MCI, 4/1998 – 3/2001

Subcontracts / Procurement Manager

Charged with procurement and subcontracts across the spectrum of subcontractors. Daily in direct

relationship building with the companies MCI contracted with. Negotiated prices with all subs, sign off

authority of $ 10 million. Worked all facilities buildouts, refurbishment for training centers and telcom

operations centers. Successfully integrated my subcontracts experience with facilities for new UPS and

gensets. Worked closely with AE and construction teams from conception thru acceptance of building.

Training and operations support covering IT facilities nationwide, projects ranging in value from $10 mil

to $200 mil. During a 2 year period integral member of IT team implementing SAP (automating financial

operations, assets, inventory, payables, procurement) and Ariba (automated T&E). Worked with small and

large teams, at executive levels requiring diplomacy and a high degree of skills using both hardcopy and

PC based presentations. Was responsible for training and mentoring incoming and less experienced

personnel. On team implementing SAP and Ariba.

Quality TEMPEST Products, 5/1985 - 3/1998

Contracts / Business Development

Responsible for all pricing decisions, business development, customer relationship and follow up contacts.

Worked government and prime contracts, procurement, NDA’s, teaming and subcontract activities. Day-

to-day customer development, investor relations, financing, operations oversight at executive level.

Primary contact for interaction with NSA on contracts, policies, problem resolution, the supervision of

redesign of equipment for remanufacturing, manufacturing drawings, site evaluation of manufacturers,

building RF test facility, design/test management. Oversaw pricing and negotiation of all contracts with

prime contractors and US government agencies. Instrumental in growing the company from startup to $ 4

million/year in 2 years. Successfully got NSA contract for TEMPEST development including company

and personnel clearances. Managed both prime contracts and subcontracts for delivery of products.

PE Systems, 4/1983 – 4/1985

Contracts Manager

Contracts manager for Navy Foreign Contracts – Saudi Navy Expansion Program ($1 bil FMS program)

specifically developing the encryption algorithms for ships systems. P&L manager for NSA approved

encrypter. Responsible for business development for the encryption product targeting both government

and commercial entities. Developed the government sell price but also the commercial encryptor price.

Worked with software/hardware developer in the sourcing and procurement of electromechanical products,

electronic componentry; then worked with marketing and sales in rolling out the product to the US

Government, banks and prime contractors. Also did pricing and negotiations on USAF, Army contracts.

Worked with technical staff to develop and submit R&D proposals to Coast Guard, Navy, NSA and other

agencies. Successfully supported PM in encryption product R&D and sales to Patrick AFB. Also

supported the SAIC subcontract for SNEP project.

UNISYS, 4/1977 – 3/1983

Subcontracts Administrator

Primary procurement responsibility for Coast Guard 270’ ships Command and Control System

(COMDAC) a large command center, including: navigation, control, voice, sensors, fire control, and

secure voice. Intimately involved in the upfront mechanical design, electromechanical design,

manufacturing and full responsibility for RFP’s, evaluation of vendor, site visits, negotiations, award of

order/contracts and follow through. Initial project was $ 25 mil, second phase was $ 98 mil. Managed

successfully the R&D for the COMDAC console for the Coast Guard. Included cradle to grave

management. All subcontracts administered under government approved CPSR system. Daily in direct

discussions, pricing discussions, negotiations and relationship building with the companies under contract

with the 270’ Bear Class cutter.

INTERNATIONAL EXPERIENCE

Business Development consultant in purchasing, training, sourcing for vendors of ARAMCO in Saudi

Arabia, Lebanon, Sweden, Norway and New Zealand. Areas: facility power, computer room air

conditioners (CRAC), videoconferencing, wireless equipment, oil platform telecomm, network equipment,

computer systems, software, medical related products, modems, training.

MEMBERSHIPS

5. National Contract Management Association (NCMA), have served as Mentor for newcomers.

6. AUSA

7. ISM (formerly NAPM)

8. ABA, Public Contracts & Telecommunications Sections

9. Institute of Electrical & Electronic Engineers (IEEE)

10. AFCEA

OTHER

4. Clearance: Inactive, can be reactivated in approximately 1 week, NSA Secret with COMSEC

briefing, previously DISCO clearance (SECRET).

5. Computer Skills: Word, Excel, PowerPoint, Project, SharePoint, AutoCAD, SAP (ERP System),

Ariba, BoozAllen paperless subcontract system.

6. Light experience in Quickbooks and Deltek

7. Interests: HD cycling, Shotokan Karate/Nedan rank, boating, reading

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