Sales Project Manager
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David B George
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Feb 2001 Aug 2002 2
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Los Angeles Consulting National Partner
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United States
Irvine, CA office
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c Copyright Andersen Alumni Association 2012. All Rights Reserved.
David B. George
601 Winding Creek Court, Southlake, TX 76092
Cell: 972-***-****, Home: 817-***-****
Email: ***************@*****.***
Career Summary
Experienced IT consulting executive and practice leader with proven capabilities in
strategy development, performance improvement, technology enablement, business development
and professional service operations management. Over 22 years experience working with
Fortune 500 & emerging companies in telecommunications, high technology, financial
services, hospitality, energy, and aerospace & defense industries. Instrumental in
building PwC s Telecommunications, CRM and Oil & Gas consulting practices from their
infancy.
Professional Experience
PricewaterhouseCoopers, Managing Director (16 years) Dallas, TX:
David was instrumental in building the firm s Telecom, CRM, and Oil &
Gas consulting practices from their infancy over a 16 year period with the firm. He
spearheaded PwC s relationship with Siebel for the Telecom industry, leading the joint
development of an industry solution set for Ordering & Provisioning and CRM. This offering
generated in excess of $100 Million in fees for PwC across multiple Telecom clients
globally. David was also instrumental in building PwC s CRM practice from its infancy. He
sold and led the firm s first Siebel CRM implementation, and was a co-leader in building a
$100 Million practice around Siebel.
Oracle Alliance Leadership - CRM & Business Intelligence Responsible for driving
consulting opportunities related to Oracle's business intelligence platform (Siebel
Analytics) and customer relationship management (Siebel CRM). Coordinate with Oracle
executives and sales channel managers to jointly identify and bid on opportunities. Also
leading the development of PwC methods and templates to be used on such engagements.
Siebel Alliance Leadership Responsible for vendor alliance management with Siebel
Systems for the Communications industry vertical organization. Managed relationship with
Siebel executives and product managers and provided feedback on product direction and real-
world implementation experience. Led teams to conduct Performance and QA Testing of
Siebel s vertical software products.
AT&T Project manager for a System Requirements project for AT&T s Consumer Market s
division, focused on enabling the company to enter the local phone service market. Led
team to define System Requirements to support local phone service, concentrating on
requirements for integrating with the company's legacy systems.
MCI/UUNet Managed a Sales Force Automation strategy and package selection for this
large Internet service provider. Team identified performance gaps with the existing Sales
business processes and developed recommendations for improvement. Defined opportunities to
replace current systems to improve sales effectiveness and quality of customer service.
After presenting business case to senior executives, facilitated detailed evaluation of
leading Sales Force Automation applications (Siebel, Scopus and Vantive). Team implemented
Siebel with recommended business process improvements, enabling UUNet to scale their Call
Center-based sales operations for continued growth.
NTT/Verio Sold and managed CRM strategy and IT architecture project at this
international Web Hosting and Internet backbone services company. This company had grown
rapidly through acquisition of smaller ISP and Hosting companies around the US. Led team
to define CRM strategy and business / system requirements, evaluate architecture
alternatives, and provide application recommendations to support Sales, Order Management,
Provisioning, Billing, Customer Care, Network Inventory and Financials. Led sales effort
that resulted in a front-office applications implementation project with consulting fees
of $12 million. As a result of this project, the client will contain ongoing operational
costs, while scaling their operations to handle increasing sales volume.
Teligent Managed Information Systems Strategy and Requirements Definition projects
related to Sales Force Automation, Marketing Campaign Management and Data Warehouse for
this major start-up CLEC. This company was in the process of implementing a full suite of
applications across all business units prior to offering local phone, long distance, and
internet services in numerous markets across the U.S. Led team to define business
processes and system requirements related to sales quoting, forecasting and management
analysis using Siebel software. The team also developed strategy and business requirements
for the Marketing organization, making recommendations for Campaign Management software,
OLAP data analysis tools and Siebel. My team s analyses, roadmap and recommendations
positioned this company to build out world-class operations necessary to achieve their
challenging goals for launching their service and meeting expected growth rates.
Rhythms, Flashcom, UBNetworks Key contributor in developing PwC s IT solution set for
the communications industry New World Networks. Co-architected business process and
system solutions and co-developed go-to-market strategy. Principally involved in selling
and implementing this solution set for several Digital Subscriber Line (DSL) and voice
service providers. Led 30+ person teams to develop enterprise applications strategy,
define requirements, and design, test and implement business solutions for Marketing,
Sales, Order Management, Customer Care, Billing and Technical Support functions. The teams
implemented Siebel eCommunications with Vitria EAI middleware for connections with Portal
InfraNet (billing) and external provisioning business partners. The resulting solution
enabled clients to streamline their ordering and provisioning processes, resulting in
quicker time to revenue and improved customer retention.
Verisign sold and delivered Sales & Marketing process improvement project for this
leading internet software company. This eight-week project involved interviewing sales
executives and managers to understand current Sales & Marketing processes and related
issues across three distinct business units. We then applied leading practices to make
improvement recommendations related to process and technology automation. Verisign will
leverage our work as they move forward on a major transformation initiative.
Compaq Managed the global deployment of a custom-developed Customer Care system for
North America, APAC and EMEA business organizations. Worked with division managers to
create and execute software rollout plans. Facilitated implementation/rollout activities
with client managers in multiple continents. Coordinated worldwide training program.
Starwood Vacation Ownership Sold and managed a "strategic applications planning and
rationalization" project for this $1 billion vacation ownership subsidiary of a major
hospitality company. Led team of 12 PwC consultants to define SVO's business and
applications architectures ("as-is" and "to-be"), along with a roadmap for implementing
discreet projects over a three to five year horizon. This roadmap prepared the client to
transform their current legacy environment to a modern architecture, leveraging
commercially available packaged software and custom solutions using a service oriented
architecture (SOA). PwC is now helping SVO design an enterprise data warehouse to help
them better understand their customers, improve Marketing & Sales effectiveness, and track
operational performance metrics across the business.
Marriott Managed strategy and requirements definition project for a global sales force
automation project. Defined systems to help company migrate from a property-based sales
model towards a market and account-based focus with a mobile sales force. Managed four
teams of 20 staff to define application, data, and information access requirements for
Sales Cycle Management, Property Catalog, Hotel Room Inventory, and Technical
Architecture. With this new operating model the client expects to contain the cost of
sales while increasing bookings by more than 10% per year.
Sony Music Managed the development and system testing of a global Royalty System. The
system calculates royalty payments for artists and music publishers based on complex
business rules and contract terms. Planned project implementation and led 20 people on
conversion, interface and development teams.
Amoco & Oryx Petroleum Project manager and major contributor in the design and
development of Petroleum Production & Revenue software marketed by Price Waterhouse.
Leader in the development of "baseline" package and implement it at two major petroleum
companies (Amoco and Oryx) with specific enhancements. Managed more than 30,000 hours of
work through all development life cycle phases.
Shell Led the system architecture planning, analysis and design of a "Business
Performance Reporting" system. This involved the integration of eight legacy systems into
Oracle's General Ledger package in a client/server environment. Also conducted a detailed
evaluation of client/server reporting tools to support hundreds of users.
Accenture LLP, Communications & High Tech Practice: Senior Executive (Dallas, TX) 20032005
Senior Executive, C&HT West Region CRM Applications practice leader for the
Communications and High Technology operating group in the western U.S, with responsibility
for staff development and deployment of 35+ consultants. Responsible for driving Siebel
solution opportunities through existing Accenture account teams. Worked with account teams
to identify contact center transformation, sales transformation, field service enablement,
and customer insight opportunities to present to their clients. Led proposal development
and sales efforts related to these opportunities. Provided delivery oversight and CRM
applications expertise to delivery teams.
Northrop Grumman IT Sold and delivered a Business Intelligence strategy & Siebel
Analytics implementation projects to CSLS division, supported by a business case. Solution
provides business intelligence platform to support strategic and operational decision
making for more than 1,000 users. With more effective operations management, the client
expects to reduce costs by 5% and improve customer satisfaction scores by 20%.
Oracle Corporation, Oracle Consulting Services: Regional Vice President (Dallas, TX) 20022003
Regional Vice President responsible for the South Central region (TX, OK, KS, MO, LA, AR)
Technology Services practice. Responsible for P&L management ($30 million annual revenue),
business development, staff development and operations for 100+ consultants in three cost
centers: Development Services (including Integration and CRM); Business Intelligence &
Warehousing; and Performance Architecture.
Dell Service Line sponsor for all Oracle Consulting activities at Dell, responsible for
all service delivery by OCS consultants. Coordinated with senior IT management across
several corporate initiatives, including: 1) establishing an Oracle Center of Excellence
that provides IT architecture guidance and governance globally; 2) developing an Offshore
consulting model to provide commoditized labor to Dell s global initiatives at highly
reduced rates; 3) Spearheading SWAT team effort to address significant performance and
stability issues with Dell s Global Planning System (GPS). With this new model, the client
is positioned to deploy higher quality, more consistent applications with a cost of
ownership expected to be 40% less than that of independently developed applications. They
will also be able to better leverage their internal IT and stakeholder resources, while
minimizing the need for external vendor support across initiatives.
Universal Weather Executive sponsor for Oracle applications strategy and integration
project. Client integrating Oracle financial and CRM modules to streamline operations and
enable world-class customer service for this leading Aviation service provider. Project
team defined application strategy and to design, configure and test newly defined business
processes leveraging Oracle application functionality.
Americredit Executive sponsor for Oracle CRM integration project, implementing Oracle
Sales, Service, Call Center, and Collections functionality. Project team worked with
client to define business processes, configure and implement applications.
Arthur Andersen LLP, Business Consulting Services: Partner (Irvine, CA) 20012002Partner - responsible for the Pacific region CRM practice, managing P&L, business
development, staff development and operations for team of 35+ CRM consultants.
EFunds Sold and led a enterprise applications strategy and package selection project
for this large consumer banking service bureau and telemarketing outsourcer. This company
was launching a new service offering, providing outsourced telemarketing, campaign
management and customer care for independent consumer banks. Led team to define business
value proposition and business requirements for marketing automation, campaign management
and analytics, scripted call center execution, web-based consumer self service, and e-
channel portals. Supervised and conducted rigorous vendor evaluation process comparing
leading CRM packages. This strategy, roadmap and plan enabled this company to enter a new
line of business that was expected to provide much-needed revenue growth.
Executive Sponsor for Andersen CRM projects at Brio, WebTrends, and Aristocrat (all high
tech companies).
BSG/Alliance IT, Inc.: Senior Manager (Dallas, TX); 19931995
FoxMeyer Drug/HCPP Sold and managed a Data Warehouse and Decision Support System
implementation for this pharmacy claims adjudication company. Data Warehouse contained
consolidated view of pharmacy claim transactions. Team developed system allowing health
care providers (customers) to drill down on pharmacy claim graphs to analyze prescription
activity and costs across various dimensions.
Meridian Oil Managed IT Strategy project, providing distributed systems architecture
and application development recommendations. The recommendations addressed transformation
of the company's people, processes and technology to better enable them to build
client/server, distributed systems. Presented strategic findings to company CIO.
Education
B.B.A. in Computer Information Systems, Texas State University, 1985, cum laude
David B. George
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