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Executive Program Manager and Business Developer

Austin, Texas, United States
May 29, 2018

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Thomas Ratliff, PgMP®

**** ****** *****, ****** ***** 78759

Phone: 512-***-****, E-Mail: Senior Executive Specializing in Product Line/Program Management and Business Development and Marketing Engaged, Collaborative, Empowering Leader, Manager, Contributor, Mentor...and Learner Delivering high level business growth and solid financial profit/loss performance in product line management, business development, strategy development and implementation, and product development over 25 years Twenty years of Profit/Loss responsibility at Director and Vice President level. Proven track record of conceptualizing and orchestrating corporate strategy and partnering in industries as diverse as defense, electronics, and hospitality chemistry, effectively creating growth, increasing revenue and. Margin. Excellent skills in identifying and translating customer requirements into technology and program solutions. Expertise in cultivating effective business relationships across diverse organizations while fostering collaboration and partnerships. Proven Merger and Acquisition manager. Polished professional presentation and communication skills for proposals, market development, customer and internal relations, media.

~Proven Executive Leader, Innovator, and Strategist

~ Profit and Loss Program Lead at Vice President and Director level for profitable delivery of compliant product to satisfied customers across 10 major and medium-sized operations yielding $950M revenue and solid margin over 20+ years.

~Division and Product Line Profit and Loss Leadership, including Development, Transition to Production, Go-to-Market, Series Production of a wide range of software-driven electronic, robotic, electro-mechanical, energetic systems and organic-chemistry based products and systems

~Successful Product Line and Program Manager for R&D, Production, and Technical Services projects

~ Marketing Leadership for over $10B of competitive business wins, including Military and Civil Aircraft Modification/Update, Electronic and Electro-optical systems for Air, Land and Sea Platforms, and Law Enforcement/Domestic Security

~Career record of fourteen wins and two losses in competitive procurements over $500M as Capture Executive, Capture Manager, Program Vice President or Director and Business Development Director, 69-6 overall in competitive procurements from $350K- 2.5B

~ Winning Capture Executive for $2B Government Multiyear Hardware Contract--the largest win in Division history, resulting in over $2.5B in direct sales over five years

~Corporate-level Merger and Acquisition leader, identifying, evaluating and executing ten acquisitions from $10M-2B, and a

$20B transnational merger creating the third largest defense company in the world, and $250M in divestitures AREAS OF EXPERTISE

*Profit/Loss Leadership

*Project, Program and General Management

*Domestic and International Business Development

*Strategy Development and Implementation, Strategic Planning

*Market/Opportunity Identification, Research and Analysis

*Business Development Management and Integration

*Mergers and Acquisitions

*Management of R&D, Transition, Production and Go-to- Market Projects

*Capture Leadership and Proposal Management

*Export Logistics and Regulations

*Organizational Development and Process Improvement

*Multitasking in Fast-paced Environments

*Timely Problem Resolution and Decision Making

*Client Relationship Management

*Team Leadership, Mentoring, Training

*Organizational and Staff Development

*Media and Marketing Management

*Media Development and Production


Thomas G. Ratliff 512-***-****


SHIPLEY AND ASSOCIATES, NATIONWIDE JUNE 2017-PRESENT Internationally renowned consultancy specializing Business Strategy, Capture Leadership, Proposal Training and Management Senior Capture and Proposal Management Consultant

On-site and remote new business identification and capture management, and advisory services to executive and senior leadership and business teams in identification, qualification, pursuit, capture, and proposals pursuant to business expansion for major US and International Aerospace and Defense Contractors L3 TECHNOLOGIES MISSION INTEGRATION DIVISION, GREENVILLE, TEXAS AUGUST 2015-APRIL 2017 World-class systems integration organization specializing in complex ISR capabilities and equipment, aircraft modification and maintenance, aircraft operations and sustainment services, Command, Control and Communications, network-enabling technologies, SIGINT systems and full life-cycle system sustainment. Proposal Director/Capture Lead

Expand L-3 MI business in new and traditional markets by creating a consistently winning new business capture team and repeatable capture process. Hybrid position providing strategy development, capture leadership, and implementation into winning proposals including pricing, teaming, interaction with executive leadership, and proposal narrative development Led to twelve major aviation services and mission system integration pursuits, including pink, red, and gold team; strategy and pricing development; teaming; contact planning and requirements shaping. Additional contributions in trade show strategy and execution, development and corporate media. Major Accomplishments

*Strategy development and implementation for must-win opportunities in aircraft modification and integration, and aviation logistics services

*Capture leadership in successful offers for over $3B in new business for domestic and international customers Suite)

*Comprehensive update of new business identification and capture processes, resulting in 300 page business development and new business process manual and Capability Maturity Model Level 3 certification; implemented across the $5B mission integration sector


ULTRA ELECTRONICS ADVANCED TACTICAL SYSTEMS, AUSTIN, TEXAS FEBRUARY 2013-MAY 2014 Specializes in designing, manufacturing and supporting tactical command and control systems, subsystems and products for defense, homeland security, and law enforcement applications worldwide. Business Development Director

Identified, qualified and closed sales for a newly constituted business unit bringing Ultra’s products to airborne applications and platforms. Delayed planned retirement and return to academic pursuit by former protégé for new investment business area.

Major Accomplishments

*Identified, qualified and captured pertinent opportunities in US and international markets, with values from $100K-$25M, but generally $300K-$3M, and usually competitively awarded

*Initiated capture activity for over $350M of business with new US customers and a 10-fold increase with an existing international customer

*Increased business unit sales to $10.5M, doubling sales forecast

*Restored relationship with major international trade partner

*Developed and implemented integrated sales and technical investment strategy

*Direct customer relationship management for over 45 industry and government customers and industry partners at technical, program, and executive levels

*Forecasted/analyzed key domestic and international market spending in relevant systems and technologies

*Implemented internal and external business, technical strategies to position for future sales Thomas G. Ratliff 512-***-****

ZEBRA IMAGING, AUSTIN, TEXAS SEPTEMBER 2009-DECEMBER 2012 Zebra Imaging developed and produced 3-D Visualization geographic information systems and products Division Vice President

Executive Profit and Loss responsibility for $50M division, encompassing R&D, Transition to Production, Go-to-Market and High Volume Production of disruptive GIS Visualization Technology. Oversaw planning, scheduling, budgeting, monitoring and managing technology development projects from $100K-$25M. Exercised responsibility through a direct reporting staff of 8 project managers and principal investigators, six support staff, and through a matrix functional organization, program teams varying from 2 to 45 contributors totaling over 100 leaders and contributors. Created and implemented company-wide Earned Value based Project Management/Reporting system. Acted as program manager for a $46M technical development project with a historically troubled customer relationship, delivering first on time and budget Zebra development project in corporate life. Reported to the President, and served as a member of the Executive Management Team.

Major Accomplishments

*Profit and Loss responsibility for the annual $50M+ defense-related business of Zebra, delivering 98% of the company’s revenue and 100% of profit

*Developed and implemented business unit strategy and associated financial and investment profiles

*Captured new business opportunities, customers and managed customer relationships

*Participated in marketing communications, management communications and Government relations strategies

*Mentored (senior) project managers and project engineer/principal investigators

*Delivered over 10,000 unique GIS products to US Federal, Commercial and International customers

*Instituted Integrated Product Team approach to project management

*Restructured engineering / technical management system in accordance with Capability Maturity Model Integrated

(CMMI) principles

*Created a project and risk management culture based on Project Management Institute principles

*Reshaped procurement system; developed and implemented new business and proposal process

*Created customer / marketing communication plan, expanded to customer functions and levels not previously engaged, replacing expensive, ineffective out-source solution with internal effort BAE SYSTEMS, AUSTIN, TEXAS APRIL 1996-SEPTEMBER 2009 A $30B, worldwide aerospace and defense contractor; the Austin division employed over 1,000 people in production, engineering and development, business development, product management, and finance, delivering and supporting over $500M year in a diverse range of software-driven integrated electronic, electro-optical and electro-mechanical systems Capture Executive 2007-2009

Hybrid, cross-functional executive position, managing winning $13M capture effort for $2B, must-win contract opportunity through a 300-person team located in 5 states over 8 sites, and 3 International industrial partners, including product development and implementation, strategy development for Pricing, Teaming, and Technical/hardware offer. Major Accomplishments

*Captured $2B Driver's Vision Enhancer-Family of Systems competition, still the largest one-time award for the Electronics and Integrated Systems Sector of BAE Systems

*Under-ran $13M budget by >10%,

*Conducted pre-solicitation positioning campaign spanning contributor to executive level, government relations efforts, including Capitol Hill and Secretariat-level officials

*Led, prepared, and delivered the winning 10,000 page proposal, including integrated but separate technical, management, schedule and financial submittals, over 14 months proposal preparation, submission and follow up Product Line Vice President, Vision Systems 2002-2007 Executive Profit and Loss leadership and growth of newly constituted electro-optical business unit, comprising 500 employees across three facilities in two states

Major Accomplishments

*Profit and Loss Product Line leadership for over $250M of profitable delivery of electro-optical systems

*Created a new product category for the corporation, with two products and a range of ancillary and support equipment

*Developed winning technical, teaming and pricing strategy and positioning for successful $2B market-entry

*Won four Applied Research projects leading to development of integrated thermal/image intensifier night vision goggles

*Member Corporate-level Merger and Acquisition Committee Thomas G. Ratliff 512-***-****

Product Line Vice President, Ground Tactical Systems 1996-2002 Executive Profit and Loss leadership, of 250 person business located in five facilities across three states re-invigorating of failing business unit consisting of R&D and Transition to Production, and Production/delivery of life saving software-driven electronic, electro-optic, electro-mechanical, energetic-based, and organic chemistry based integrated systems; products included R&D and production of systems related to IED detection and neutralization, countermine warfare for land and sea, and low observability/stealth and camouflage, concealment and deception for land, sea, and air Major Accomplishments

*Reinvigorated moribund technology area from declining Applied Research revenue and a failed Advanced Development project to win and profitably execute over $400M of profitable R&D and Production

*Won $150M electro-mechanical-energetics integrated system project including R&D, Transition-to-Production and Full Rate Production

*Won $125M software-driven robotic electro-mechanical-energetics integrated system

*Sold/delivered $200M of countermine/counter ordnance detection and neutralization systems in support of post-conflict operations in Lebanon, Egypt/Israel Sinai, Yemen, Cambodia, Rhodesia, and Angola, Business unit subsequently sold for

$200M to former competitor we had driven from the marketplace.

* Won and executed $500M development and production contract, applying revolutionary, disruptive technology to what had become a mundane low value commodity product, delivering over $400M of product while developing four additional variants

*Executive and strategy leadership applying disruptive technology to revolutionize precision air-to-ground support system now delivering over $500M/year

*Member Corporate-level Merger and Acquisition Committee INTERMARK, INC., AUSTIN, TEXAS AND NATIONWIDE 1994-1996 Vice President of Marketing and Partnerships

Developed and incorporated nationwide consortium of 6 regional hospitality/industrial/environmental chemical companies in response to market agglomeration by foreign competitor. Resulted in over $450M in sales; ultimately acquired by competitor

TRACOR INCORPORATED, AUSTIN, TEXAS AND MOJAVE, CALIFORNIA 1987-1994 Business Development/Capture Manager, subsequently Program Manager, Aerial Target Systems, Tracor Flight Systems 1991-1994

*Capture executive for QF-4 development; subsequently Program Manager through Full Scale Production, resulting in over $300M of development and production revenue;

*Winning Capture Manager for $125M MQM-107E/N28 Kalkara Target/Target Towing Drone production for Australia.

*Capture manager for successful $100M Pacer Crag competition, updating USAF C-141 cockpit and navigation. Developed and implemented new business maintaining mothballed commercial airliners/cargo aircraft at Mojave, CA Business Development Manager, subsequently Program Manager, Countermeasures and Combat Systems, Tracor Aerospace 1987-1991

*Achieved only design to production system fielding of Tracor product during Operation Desert Shield/Storm with carry-on laser detection system, employed by US Army and Air Force, Royal Air Force (United Kingdom,) Royal Australian Navy and Air Force, Canadian Maritime Force;

*Developed and commercialized r widely-known consumer product totaling over 200 million units to date;

*Capture leadership for $75M M76 infrared masking grenade production

*Capture leadership for $50M Advanced Countermeasure Dispenser System development for US Army ground combat vehicles

*Capture leadership of over $300M in development and production of Mark 181 Super Rapid Bloom Offboard Chaff rounds, NATO Sea Gnat Mk 214 Seduction and Mk 216 Distraction shipboard decoy systems and related advanced developments

*Redeveloped commercial laser detection technology and integrated into US Navy standard aircraft Missile Waring System with subsequent production and final assembly of complete system totalling over $300M

*Capture leadership/international business development of Shipboard Countermeasure Interface Package, fielding low cost decoy control/response system to Singapore Navy, Egyptian Navy, Indonesian Navy and Royal Norwegian Navy fast attack craft totalling $150M

Thomas G. Ratliff 512-***-****


US Marine Corps 1979-1986

Project Manager for M1A1 Main Battle Tank; Command in combat and peacetime; Broadcast and media relations Commercial Broadcasting 1972-1979

On-air TV and radio work in Southeast US, advertising agency ownership EDUCATION AND CREDENTIALS

BA, Economics / Political Science / History; College of Charleston 1979 Project Management Institute Program Management Professional® (PgMP®) 2010 Project Management Institute Project Management Professional® (PMP®) 1998 PROFESSIONAL TRAINING /AWARDS

Graduate Defense Science Management College, Defense Acquisition University: Program Managers Course and Executive Management Course

BAE Systems Executive Leadership Institute (Finance, Program/Division Leadership, HR/Personnel including Staff Procurement and Development, Operations/Manufacturing Leadership, Technical/Engineering Leadership and Organization, Organizational Development, Business Process Development and Integration, Personal Leadership)

Tracor, Incorporated Performance Centered Leadership Development

Capability Maturity Model (CMM)/CMM Integration Executive Development

Total Quality Management Institute

LEAN/Six Sigma Executive Implementation Course

Managing for Performance

State of Mind and MindStorm

Karass Negotiating Seminars

Co-holder - US Patents 8,037,797 ‘Method for Breaching a Minefield’ and 5,260,563 ’Compact Laser Warning Receiver’

Two Silver and six Bronze Awards of BAE Systems Chairman’s Award for Innovation; two time winner Tracor Innovation Award


Expert User of DOS and Mac-based Computer and Internet Business Applications including Microsoft® Project®, Microsoft® Excel®, Microsoft® PowerPoint®, and Microsoft® Word®, SharePoint, Lotus Notes, CRM Applications, Google Sheets, Google Docs and Google Slides. Basic Users Skills in a wide range of other business and professional applications.

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