Manager Management

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FIROZE AHMED

Cell: 301-***-**** Email: *****.******@*****.***

SUMMARY

Mr. Ahmed has over 17 years of experience working in the government contracting arena - Health IT, Aeronautics, Science and Engineering, Education, Housing, and Finance. He has experience marketing Management Consulting, Health Data Management and Analysis, Program Management Office Services

(technical and non-technical), IT Integration Solutions, Cybersecurity, Strategic Planning, and Enterprise Architecture Support Services to various agencies in the federal government. Currently, as the Vice President of Business Development for Hendall Inc., his leadership is integral to the company’s success and expansion into other Defense and Civilian agencies. Mr. Ahmed has demonstrated performance leading an organization of more than $20m revenue per year; capturing deals with total contract value greater than $200m and managing program resources for profitable organic growth. He ensures customer satisfaction at HHS, HUD, NASA, Navy, Department of State, Department of Interior, Department of Commerce, DoD customers and others. He demonstrates strong personal communication and presentation skills to establish interest, credibility and trust. Summary of Qualifications listed below:

Business Development Executive Strategic planning/growth strategies in current and adjacent markets.

Full Life-Cycle Proposal Development Capture Management

Program Management Federal Government procurement regulations and practices

Influence/shape customer requirements Negotiate partner/teaming agreements MISSION-DRIVEN CONFIDENCE-INSPIRING EXECUTIVE LEADER who ‘makes things happen’: Effectively engages stakeholders at all levels, designs winning strategies, and directs tactical operations that deliver value and strengthen marketing position by identifying, developing, negotiating, and securing highly profitable business relationships.

OFFERS MORE THAN 17 YEARS OF STRATEGIC BUSINESS EXPERIENCE: Providing a cutting-edge and forward-facing philosophy for growth and penetrating accounts. Innovative influencer with a unique ability to convert corporate mission into successful outcomes by translating complex information with clarity and precision for both technical and non-technical audiences.

DRIVING MULTI-MILLION DOLLAR REVENUE STREAMS/LEADING CAPTURE ACTIVITIES: Synergy of expertise in bid/no bid analysis, win theme development, pre-RFP situation analysis, intelligence gathering, SWOT analysis, partner team assessment, and building call plan, thought leadership communication, orals coaching, pricing evaluation and analysis, and establishment and management of milestones. Mentored Business Development Managers helping them with career growth, pipeline development, value propositions, and opportunity identification and qualification.

EXPERIENCE

Hendall Inc. Rockville, MD May 2018 – Present

Vice President, Business Development

Reports directly to the President and COO. Primarily responsible for managing and directing the daily and long-term activities of Hendall’s Business Development organization. He works with the existing services to find new channels and markets; find ways to sell more services to new and existing customers by adjusting current systems and marketing approaches. He provides leadership and understands how to leverage real data and capitalize on business trends and opportunities in civilian and defense healthcare services. He has developed and implemented growth plans for agencies that are beyond Hendall’s current repertoire of clients 2 P a g e

to include, Department of Transportation, Nuclear Regulatory Commission, USAID, Department of Commerce, NASA, and other DoD Organizations.

Manages and supervises a staff of four capture managers, five divisional directors, a proposal manger and a coordinator, multiple technical writers, and a business development research analyst

Quickly developed an opportunity pipeline of more than $250M targeting new clients

Oversee acquisition planning, project management, systems engineering, requirements analysis, financial management, IT project cost & schedule management.

Develop Federal Health IT Outlook Strategy examining federal, state, local and commercial/private funding, healthcare expenditure growth through FY 2020

Forge strategic alliances and partnerships, identify potential government business opportunities, arrange meetings, initiate marketing strategies, build and strengthen relationships with senior acquisition professionals, and facilitate briefings to high-level decision makers

Conducted gate reviews for all Business Development Capture personnel and all Division Directors

Work to lead/drive growth across Hendall’s HHS business, including developing strategy, and focusing Hendall’s resources on the peak potential and maximum effect captures and bids

Oversee major capture activities for the business area to including managing and developing a team of capture managers in the organization

Increase footprint and identifies deals at Center for Medicare and Medicaid Services (CMS) and National Institute of Health (NIH), Centers for Disease Control (CDC) and other HHS Agencies

Establish, build, and maintain customer relationships and assess competitor capabilities aligned to specific customers in healthcare community with regards to big data analytics and data warehousing

Expand Hendall’s Health services to multiple States

Identify potential risks and develop avoidance and mitigation capture strategies

Form winning industry teams, including large and small businesses, based on customer knowledge, analysis of performance requirements, and considering special areas, such as small business utilization.

Continually developing the company brand and building increasing awareness in the HHS (CMS RMADA/SPARC) market place and in the DOD – Defense Health Agency. World Services, LLC. Alexandria, VA October 2016 – April 2018 Director, Business Development

Reported to the CEO and responsible for creating, communicating, and implementing the organization's vision, mission, and overall direction. He engaged in developing the Health IT vertical for World Services, at the Health and Human Services (HHS) and the Defense Health Agency (DHA). Spearhead the multiple Prime awards at FDA, HUD, and DC Govt. Responsible for the company’s day-to-day operating activities, including revenue and sales growth; expense, cost and margin control; and monthly, quarterly and annual financial goal management with HHS, DHA, Veterans Affairs, HUD, NASA, Air Force, IRS, Treasury, and USPTO. Created marketing and business development strategies designed to enhance small business growth and deliver competitive advantage through clear messaging and communication.

Provided high level technical responses to customer-initiated requests for RFPs. Provide technical and marketing responses to product and services offered, including responsibility for managing World Services’ set-asides regarding 8(a) and Service-Disabled Veteran-Owned Small Business (SDVOSB) opportunities

Developed analytics to asses a SWOT (Strengths, Weakness, Opportunities, and Threats) and take relevant data to calculate Pwin - accumulating intel/customer hot buttons, formulating differentiators, developing win themes, and integrating competitive assessments etc.

Gathered competitive data and conducting an internal analysis of strengths and weakness (S&W); conduct Pwin with regards to – Program Management, Technical Approach, Risk, Cost etc.

Responsible for formulating long-range strategy and agency account plans designed to achieve growth and profit objectives and in implementing Business Development Lifecycle activities 3 P a g e

Operated in a senior leadership role with responsibilities to develop customer relationships with existing and targeted customers, establish partner/teaming arrangements, develop win strategies for strategic opportunities, and engineer compliant, compelling, competitive, and winning proposals

Collaborated with all World Services operational and functional leaders to create a high performing cross- functional business development team to pursue strategic new business and re-compete opportunities in the Federal markets

Advised the management team on key planning issues and makes recommendations on important business decisions and managing the company’s business development pipeline. Telophase Corporation, Arlington, VA January 2002- September 2016 Vice President, Business Development

Lead Capture Manager

He used skills in six lines of business – Management Consulting, Science and Engineering, Education, Cybersecurity, and Health IT – to establish new business pipelines, to seek out specific new opportunities, to gather competitive intel, to build teams, to manage proposals, and ultimately to increase revenue. He established and nurtured customer relationships to build the corporate pipelines of realistic opportunities, both as prime and subcontractor as appropriate. He utilized my practical understanding of decision makers, PM’s, and COTR’s in federal agencies such as the DOD (Washington Headquarters Service), Secretary of Navy, NASA Goddard Space Flight Center (GSFC), NOAA (Silver Spring, MD and DC), EPA, Department of Interior, Veterans Affairs (VA), and others. Primary lead for securing multiple teaming agreements on Defense System Integration, Design, Development, Operation and Maintenance Support (D/SIDDOMS) and the Military Health Systems (MHS)/Defense Health Agency. Specific responsibilities include:

Formalized the opportunity pipeline process for federal civilian and defense markets, increasing the proposal win rate to > 40% and increasing overall business development efficiencies

Key executive responsible to guide the entire organization’s sales and marketing, and to advise on day- to-day operations as they supported new business potential

Developed tools and processes to recognize evolving pWin percentages for potential opportunities as they were being vetted. Managed the company’s formal pipeline maturity process, Capture Management, teaming agreements, Bid/No-Bid decisions, formulated and Bid and Proposal (B&P) indirect cost pools, and proposal development in line with the company strategy

Developed and executed strategic and tactical plans for the pursuit and successful capture of key opportunities

Obtained marketing intelligence and competitive data pertaining to potential targeted pursuits, and develop marketing strategies

Participated in bid decisions, development of cost strategies and phase reviews

Conducted customer visits and perform research to understand current and emerging customer needs and requirements

Established, built, and maintained customer relationships and assess competitor capabilities aligned to targeted market space

Supported creation and execution of multi-year target market business development strategies Proposal Manager

Managed life cycle and organization of proposal development projects in response to Federal solicitations.

Dissected and interpreted solicitation requirements to identify resources required, and translate information into compliant, responsive, theme-focused outline.

Worked collaboratively with capture manager, system engineer, solution principal, and contract manager; established differentiators

4 P a g e

Contributed to technical and management content and edited executive summaries and proposal content to ensure compliance and credibility.

Identified risks, gaps and barriers to progress, and implemented corrective actions.

Developed the proposal schedule and ensure each milestone of the project is progressing to schedule

Led kick-off and storyboarding meetings, and daily status calls to report and monitor team performance and achieve proposal development objectives

Planned for and lead color team reviews to ensure the proposal inputs align with the overarching capture strategy.

Program Management

Established a proven track record in many verticals and in the information technology arena, with expertise in start-to-finish delivery of project life cycle as well as ongoing operations.

Developed specialties in Portfolio, Program and Project Management for engagements in the Federal government – Department of State, NASA Goddard, DoD – Military Health Systems, and Department of Interior

Exercised full responsibility for all operations, contract and subcontract requirements, schedules, deliverables and provisions; budgeting, profit and loss; human capital and resource utilization; and all personnel supervision

Successfully drove a Prime Contract to completion with Excellent CPARS ratings throughout the life of the contract and in the 98th percentile at the end of the contract

Provided analytical support in synthesizing and reporting results and provided input into budget and project variances

Prepared and delivered status reporting in areas such as metrics, staffing statistics, resource tracking, issue tracking, and staff meetings.

Education and Affiliation

University of Maryland, College Park, 1994, B.A. Economics and Business Management Clearance: Public Trust (NASA GSFC/HUD)

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