Sales Manager

Philip G. Prado

**** ****** **** ***** *********@******.**********.***

Alexandria, VA 22312 919-***-**** (M)

PROFILE:

Comprehensive experience in business development, new business capture, team building,

marketing, proposals, operations, contracts, cost and pricing of products and services,

competitive analysis, solutions and services in information technology, life sciences, engineering

and construction based companies in the Federal Sector. Responsible for implementing

comprehensive marketing plans, RFP requirements analysis, developing proposal strategy and

proposal writing and preparation, achieving business goals and objectives, sales of products and

services, profit and loss responsibility, contract negotiations and management, project and

product management. Team oriented with skill at building relationships with corporate

executives, business partners, and key decision-makers.

PROFESSIONAL EXPERIENCE:

Director, Business Development – CMI Management, Inc. – 4/10 to Present

Build new business, develop opportunities, maintain opportunity pipeline, lead and support

capture strategy and proposal management activities. Included conducting internal and client

competitive assessments. Conduct research, forecasting, and client and industry calls to develop

rapport, client intimacy and understanding of their issues, problems and pain points. Key strategy

aimed at building teaming alliances for every opportunity, compiled comprehensive resources,

and contacts. CMI had no previous opportunity pipeline developed and had not had any business

develop personnel for over a year preceding my employment. Goal was develop IT business and

build expertise to support an Information Technology (IT) GSA Schedule 70. CMI had no

previous IT expertise. Successfully captured a subcontract with IBM, and placed consultants at

DHS, USCIS Transformation program, and CMI is on-track for Schedule 70 approval in FY12.

Successfully bid two to three proposals per month in the $35M to $500M range in FY11. With

stalemate in Congress over budget and budget ceiling, few bid decisions have occurred to date,

except for one request for BAFO for a $35M award (Note: all CMI bids have been in the civilian

agencies where decisions have continued to be extended)

Business Development, Capture & Proposal Consultant – IES – 9/09 to 3/10

Lead Federal Sector new business development pursuits as a consultant to SAIC, a Top 5

Federal Contractor specializing in information technology, engineering, sciences and systems

integration. Division within a Business Unit requiring business development support to develop

and maintain opportunity pipeline; implement capture plans, strategies, themes, differentiators,

and discriminators; and to develop and author proposals. Plan and participate in crucial client

sales calls and the development of strategic capture marketing call plans. Develop the critical

competitive analysis and bid / no-bid business case for management review and approval. Lead

proposal development teams, analyze RFP’s and create annotated outlines in preparation for

proposal development. Lead proposal development, acting as Capture Manager, Proposal

Manager or Book Boss: author sections such as executive summary, management plans, past

performance, resumes; and assist with writing, tailoring and editing the technical solution.

Organize, schedule, chair and participate in proposal review teams, i.e. Gold, Blue, Black Hat,

Pink, Red, and Green Teams.

Proposal Development Director – Tetra Tech, Inc. – 8/08 – 8/09:

Provide capture and proposal development management to an Information Technology,

Engineering Consulting and Construction Company specializing in the Federal market sector.

Responsible for managing and leading weekly bid / no-bid opportunity decision board meetings.

Assist business development staff and capture managers with navigating new business

opportunities (business case) through bid board and B&P budgetary approval process. Also

manage the daily proposal development process and team members. Analyze solicitation

requirements, developed proposal outlines, create detailed proposal development plans; suggest

and/or facilitate proposal strategy, themes, discriminators, differentiators, issues (hot buttons),

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etc. I provide proposal writers with an outline, detailing RFP requirements, prepared storyboard

shell and allocated writing assignments. Organize and chair kick-off meetings; develop and

maintain proposal schedule with key milestones. Develop and provide subject matter experts

(SME) with proposal writing training. Schedule, organize and lead daily proposal status meetings.

Organize, schedule and chair proposal review teams, i.e. Pink Team, Red Team, and Gold Team.

Develop, facilitate and implement ghosting scenarios aimed at key competition. Develop a

compliance matrix to ensure complete compliance with every element of the solicitation and the

integration of the initial proposal strategy, themes, discriminators, differentiators and ghosting.

Direct and manage all writing, editing, rewriting and graphics throughout the proposal. Develop,

assist and facilitate teaming partners, subcontractors, SME’s and consultants as required.

Schedule, manage, review, organize and edit any proposal material required from the teaming

partners, subcontractors, SME’s and consultants. Develop and maintain lessons learned

database, won/loss metrics, relevant experience database and past performance database. I am

responsible for managing and maintaining proposal room for all major bids. I author and take

responsibility for specific sections of proposals including; draft executive summaries;

management sections; past performance sections, relevant experience sections (references); and

resumes. Attained $276M in new contract awards in FY08 and maintained a 40% win rate.

Consulting Capture & Proposal Manager – Prado Consulting – 4/04 - 1/08:

Participated in federal and commercial sector new business pursuits as a consultant to

information technology, engineering consulting and life sciences based companies. Developed

and implemented capture plans, strategies, developed and authored proposals themes,

differentiators, and discriminators. Participated in client sales calls, and participated in the

development of strategic capture marketing call plans. Developed critical competitive analysis

process and led proposal development teams, analyzing RFP’s and creating annotated outlines

in preparation for proposal development. Assisted in proposal development, authoring sections

such as executive summary, management plans, and assisted with writing and editing the

technical solution. Non-disclosure agreement limits information regarding clients to their names

and references. Clients included IBM, Lockheed Martin, Maersk and RTI International where I

maintained a win rate exceeding 65% and earned over $1B in new revenue.

Marketing, Bids & Proposal Director - Prado Construction, Inc .: – 3//00 – 4/04:

Developed and implemented marketing plan, marketing collateral, developed and authored

proposals targeting state / local government and commercial clients. Developed crucial

marketing, bid and proposal strategy for company, developing themes, discriminators, key

differentiators and authoring proposals. Assisted with cost / pricing volumes and participated in

contract negotiation. I was responsible for writing specific sections of proposals including: draft

executive summaries; management sections; past performance sections; relevant experience

sections (references); and resumes. Also managed and scheduled all proposal text review and

editing processes. Responsible for the content and delivery of a compliant and compelling bid to

the client. I successfully contributed to the development of a family owned business into a $7M

annual revenue producer and maintained a 35% win rate.

Principal – CGS, Inc.: 2/99 to 2/00: New Federal Division startup in Washington, DC -

Developed and implemented a new business development sales/marketing plan in the Federal

Government information technology sector. Primarily involved with RFP’s through their life cycle;

including sales/marketing, requirements analysis, proposal strategy, developing themes,

authoring proposals, cost / pricing, contract negotiation and managing solution delivery.

Company provided IT consulting services, solutions and engineering professional services.

Responsible for developing marketing collateral and managing an online Federal Market

Intelligence toolset available to key employees as required. Also responsible for managing the

division’s GSA schedule. Client base was DOT, FAA and USDA.

Capture, Proposal Director - Lockheed Martin : 1994 to 1999: As manager of capture and

proposal development for this division of Lockheed Martin I organized, managed and led weekly

bid / no-bid decision board meetings. I assisted business development staff and capture

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Resume of Philip G. Prado continued:

managers with navigating new business opportunities (business case) through bid board and

B&P budgetary approval process. I managed the daily proposal development process and team

members. Analyzed solicitation requirements, developed proposal outlines, created detailed

proposal development plans; suggested and/or facilitated proposal strategy, themes,

discriminators, differentiators, issues (hot buttons), etc. Also provided proposal writers with an

outline, detailing RFP requirements, prepared storyboard shell and allocated writing assignments.

Organized and chaired kick-off meeting; developed and maintained proposal schedule with key

milestones.

Developed and provided subject matter experts (SME) with proposal writing training. I scheduled,

organized and lead daily 15-minutes proposal status meeting first thing each morning. Organized,

scheduled and chaired proposal review teams, i.e. Pink Team, Red Team, and Gold Team.

Developed, facilitated and implemented ghosting scenarios aimed at key competition. I led

development of compliance matrix ensuring complete compliance with every element of the

solicitation and the integration of the initial proposal strategy, themes, discriminators,

differentiators. Directed and managed all writing, editing, rewriting and graphics throughout

proposal. Developed, assisted and facilitated teaming partners, subcontractors, SME’s and

consultants as required.

Responsible for scheduling, managing, reviewing, organizing and editing any proposal material

required from the teaming partners, subcontractors, SME’s and consultants. Developed and

maintained lessons learned database, won/loss metrics, relevant experience database and past

performance database. Responsible for managing and maintaining proposal room for all major

bids. I authored and was responsible for specific sections of proposals including; draft executive

summaries; management sections; past performance sections, relevant experience sections

(references); and resumes. Averaged $400M to $600M in new contract awards per year, with a

70% win rate.

Additional responsibilities included participation in contract negotiations, managing all subcontract

relationships, including software developers, service providers, teaming partners. Responsible

for developing requirements and managing an online Federal Market Intelligence toolset available

to key employees as required. Promoted to business unit director with human resource

responsibilities for 14 managers and their employees.

Marketing Representative / Major Contract Program Manager – IBM Corporation: 1985 to

1994; Customer base was the Federal sector, (DOD, USDA, DOT and HHS). Responsible for full

line of IBM products and services with heavy emphasis on developing and implementing

marketing plans; RFP’s in the $50M - $1B value range requiring strategic sales / marketing

campaign over an extended period of time. Developed and implemented marketing programs and

strategies; contributed to revenue quota objectives; managed major RFP’s and proposals;

participated in determining bid strategy, themes and discriminators, business case development

and competitive analysis. I presented opportunities to the Bid / No-bid Decision Board.

Participate as proposal team member with responsibilities for assisting the management of the

proposal development process and its team members. Analyze solicitation requirements, develop

proposal outlines, create detailed proposal development plan; suggest and/or facilitate proposal

strategy, themes, discriminators, differentiators, issues (hot buttons), etc. Provide proposal writers

with an outline, detailing RFP requirements, and allocated writing assignments.

Assisted with organizing and chairing kick-off meeting; develop and maintain proposal schedule

with key milestones. Organize, schedule and chair proposal review teams, i.e. Pink Team, Red

Team, and Gold Team. Develop, facilitated and implement ghosting scenarios aimed at key

competition. Develop a compliance matrix to ensure complete compliance with every element of

the solicitation and the integration of the initial proposal strategy, themes, discriminators and

differentiators. Develop, assist and facilitate teaming partners, subcontractors, SME’s and

consultants as required. I successfully exceeded $10-15M sales quota every year of

performance and was promoted into program / proposal management position.

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Resume of Philip G. Prado continued:

Development Engineer - IBM Corporation: April 1980 to May 1985; Product design and

manufacturing engineering responsibilities for various IBM Federal Systems Division products,

such as; the French Railroad Reservation Terminal; Film Reader Recorder; and the Navy’s

attack submarine (Norfolk Class) advanced sonar systems and associated hardware. I Invented

and patented a solution to a NAVSEA (DOD) competition, where IBM Manassas won a $60M

engineering services contract for a free standing electronic cabinet in a submarine, which could

contain the largest quantity of standard electronic modules (SEM’s). My reward was a $10,000

bonus and a promotion into IBM Federal Marketing as a representative.

RECOGNITION AND AWARDS:

Lead marketing and proposal manager responsible for winning over $5 billion in

o

Technology, Life Sciences, Engineering and Construction-based revenue

Responsible for the sale of a six-month long project for $3.6M IV&V professional services

o

contract to the Federal Aviation Agency in 1999, while retaining over 50% fee for my own

start-up company within less than six months after beginning business

Earned Lockheed Martin Division Achievement Award for superior performance

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managing contract cost, schedule adherence and technical project management

performance, saving $34M on FFP contract and earning a $50,000 Bonus Award.

Earned five IBM “One Hundred Percent Club” awards for sales quota attainment. One for

o

every year in my marketing position.

Recipient of IBM’s “Outstanding Innovation Award” for a significant invention contribution.

o

Patent won NAVSEA $60M engineering services contract, and I earned a $10,000

Bonus.

Recipient of invention patent for “High Density Integrated Circuit” package as IBM

o

employee.

PROFESSIONAL ASSOCIATIONS:

Member of National Capital Region of Association of Proposal Management

o

Professionals (APMP)

Licensed General Contractor (NC & SC)

o

EDUCATION AND TRAINING:

Procurement & Subcontractor Management Training

o Procurement Practices – IBM Training

o Subcontract Program Management – IBM Training

o Federal Acquisition Regulations – IBM Training

Marketing Training

o Marketing and Selling Services, IBM Training

o Consulting Sales Techniques, IBM Training

o Advanced Computing, Networking and Communications Training, IBM and Lockheed

Martin

o Competitive Analysis Practices, IBM Training

Professional Training

o IBM Sales School

o IBM Project Management Institute

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Resume of Philip G. Prado continued:

Face to Face Selling – IBM Training

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Negotiation Skills Training – Lockheed-Martin Training

o

Business Writing – IBM Training

o

Yearly Management Training, IBM & Lockheed Martin

o

Covey Leadership Training, Lockheed Martin

o

Proposal Training

o Shipley Associates – Writing Winning Proposals, 2005

o Shipley Associates – Capture Planning for Strategic Wins, 2005

University Training

o Northern Virginia Community College – Math & Statistics

o University of California – Berkley – Communications (Writing & Speaking)

o Georgetown University – Contracts Seminar

o Cal-Tech University - Effective Public Speaking

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