Management Sales

MICHAEL P. CALKINS, PMP

***** ***** *****, ***** ********, MD 20774 . 512-***-**** ?

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

Website: micalkins.info LinkedIn: www.linkedin.com/in/mcalkins/

Summary of Experience

PASSIONATE ABOUT THE BUSINESS OF PROFESSIONAL SERVICES

Deep Experience in the Consulting Profession with Large, Small, and

Startup Organizations

Success with Service-focused and Product-focused Companies

Over 11 Years of Executive Leadership Experience (COO, VP, Principal,

Sr. Director)

Managed Business of More than $30M and 130 Global Consultants

Vast Experience in Program and Project Management (PMP PMI certified)

Columnist and webinar presenter for PSVillage, a Professional

Services / Consulting Advocacy

Strong Background in Technology and Methodologies (CMMI Trained and

IBM RUP Certified)

Key skills include:

Services Best Practices Organizational Service Offering

Maturation Development

Solution Delivery & Leadership Partnership

Oversight Development Development

Service Disciplines Solution & Services Budget/ P&L Ownership

Development Sales

Account Management Enterprise Strategy Planning

Integrations

Data Migration & Skill Development ALM/SDLC Methodologies

Management Programs

SharePoint Power User Conflict Management Risk Management

Executive Leadership Highlights

AS A SENIOR DIRECTOR FOR TERACORE

MEMBER OF TERACORE'S EXECUTIVE LEADERSHIP TEAM. INVOLVED IN THE

GROWTH AND MATURATION OF SERVICES DELIVERY, MENTORING OF STAFF, AND

CORPORATE PROGRAMS AND PROCESSES. LED MULTIPLE EFFORTS, INCLUDING;

DEVELOPMENT OF DISCIPLINES, PROFESSIONAL DEVELOPMENT PROGRAM;

SHAREPOINT USE AND ADOPTION, PROFESSIONAL SERVICES AUTOMATION (PSA)

INCLUSION, AND DELIVERY ROLE DEFINITIONS.

Discipline/Practice Development. Ownership in the maturation of

services delivery through development of a corporate discipline

(practice) program. Program encompasses IP collateral development,

proposal and project reviews, and internal education.

Professional Development Program (PDP). Led architecture and

implementation of a phased approach in development of a PDP. Aspects

of the program include online training, external training,

certifications, professional affiliations, personal assessments, and

tuition assistance.

ISO and CMMI. Active leadership in ISO and CMMI certification

initiatives.

Responsible for account growth through contract extension and

contract renewal efforts as well as development of new business under

existing BPAs. Over $6M in yearly revenues.

Program Management for Treasury's TIPSS-4 IDIQ. Oversight of all

Teracore tasks and projects under the IDIQ.

As Noblestar's COO & Executive Lead of PS Activities

Worldwide PMO oversight of all client engagements and consultants.

In addition, directed HR, Recruiting, and internal IT Support

operations and personnel. Established deficiencies in support

organizations. Directed the support teams in areas of improvement

which lead to a reduction in duplicated overhead staff, higher

satisfaction ratings of the support teams from the consultants, and

better company communication.

Transformed a disjointed and ineffective professional services

management process. Analyzed current systems and needs to

commercially available PSA solutions, determined an implementation

plan, and lead the deployment. OpenAir was deployed which improved

efficiencies in project reporting, project costing, proper management

approvals, and forecasting.

Unified a disjointed sales process. Established a sales process in

determining phases and gateways, and developed a more effective

pipeline report. Implemented Salesforce.com.

Defined service offerings. Established a service-focus team to

capture service needs from clients and the industry. The alignment

of these findings with the consultants, sales team, and marketing

activities, resulted in a consistent and clear sales message that saw

a large increase in unsolicited calls as well as better coordination

of consultant-led marketing materials.

Established business to business partnerships. Met with key

individuals from consulting and product partnering firms to review

mutual needs and service and/or product goals. Determined key

actions in which to grow and manage the partnership.

Deployed innovated methods of promoting company culture and cohesion.

Developed specific programs to capture a culture where everyone could

build their skills and were rewarded for collaboration.

Evaluated corporate related expenses. Reviewed current expenses on

phone and IT usage, costs of office space, and monthly miscellaneous

costs. Changes to infrastructure, office rightsizing, and removal of

other historical and no longer needed costs removed over 40% of the

existing costs.

Built Noblestar's shared knowledgebase utilizing Microsoft

SharePoint.

As VP of Professional Services for Kurion

Developed organizational processes and policies.

Defined service offerings and a product implementation methodology.

Developed organization's budget and managed P&L.

Assumed overall responsibility for the success of client projects and

successful interaction of third-party partners.

As a Director for SMART Technologies / i2 Technologies

Led the initiation of the consulting organization though acquisition

to i2.

Managed nationally dispersed consultants who were involved in as many

as seven concurrent enterprise CRM projects.

Managed organization's budget and P&L.

Streamlined the product's implementation by directing the development

of a complete enterprise-wide lifecycle process. Coordinated efforts

across the company and with implementation partners, developing

templates, guidelines and a reference guide for the enterprise wide

deployment of the product.

Established internal processes for time and expense reporting,

consultant travel, consultant appraisals, staff training plans and

organizational mentorship.

Oversaw partner training and development.

As a Principal with IBM Global Services

Assisted in the establishment of a national practice in data

warehousing and digital libraries. Assumed responsibilities for

practice and business results, including engagement deliverables,

client satisfaction and profit. Participated in marketing, contract

negotiations, project staffing, solution delivery, and department

finances, as well as personnel management/development.

As a Project Executive with IBM Global Services

Complete ownership of the Integrated Application and Data Solutions

practice, building from a national dispersed staff of two to

twenty-five within the first year.

Responsible for sales activities, and achieved yearly revenue of

nearly $3.5 million, with rates of $60-$75/hr.

Other Key Highlights

PS STRATEGIES

ASSISTING IN DEVELOPMENT OF A PARTNERSHIP BETWEEN A BOUTIQUE

CONSULTING COMPANY AND A LARGE SOFTWARE VENDOR.

Developing service offerings around desktop virtualization for a

startup solutions company.

Project management for requirements and design of Salesforce.com for

a large software company.

Noblestar

Participation in the development of an IT Portfolio Management

adoption framework, which was marketed as a new service offering and

implemented in client environments.

Planned the migration roadmap of several large data stores, utilized

by over 40 local government agencies. Reviewed the current needs for

the data, developed programs to record the metadata of the legacy

information, and established long-term goals in the migration plan.

Project and process management on a large financial system

application during the project's inception and elaboration phases.

This project consisted of over 60 individuals over the course of a

year.

IBM Global Services

Critiqued the development of the software solution used for the 1996

Special Olympics. As a selected member of the IBM review team, was

responsible for reviewing the User Interface and client-side coding.

The software was utilized successful in the 1996 Special Olympics and

became the base code for the 2000 Olympic Games.

Designed a System's Management Architecture capable of supporting a

message-based, client/server architecture composed of 9,000 remote

agents and 160 offices.

SECURITY CLEARANCES

DHS ATTAINED 2013

IRS ATTAINED 2012

CHRONOLOGICAL SUMMARY

TERACORE (MANAGEMENT CONSULTING SERVICES TO FEDERAL GOVERNMENT

AGENCIES)

SENIOR DIRECTOR (AUGUST 2009 - CURRENT)

PS STRATEGIES (CONSULTANCY SPECIALIZING IN MATURATION OR DEVELOPMENT

OF PROFESSIONAL SERVICES)

OWNER (DECEMBER 2008 - DECEMBER 2010)

NOBLESTAR (INTERNATIONAL CONSULTANCY SPECIALIZING IN REQUIREMENT

MANAGEMENT, APPLICATION LIFECYCLE MANAGEMENT, AND IT PORTFOLIO

MANAGEMENT )

CHIEF OPERATIONS OFFICER (NOVEMBER 2005 - DECEMBER 2008)

SENIOR MANAGER (JUNE 2001 -NOVEMBER 2005 )

KURION (WEB CONTENT, HYPER-SYNDICATION AND CONTENT MANAGEMENT

SOFTWARE)

VICE PRESIDENT - PROFESSIONAL SERVICES (MARCH 2000 - APRIL 2001)

I2 TECHNOLOGIES (SUPPLY CHAIN MANAGEMENT SOFTWARE)

SMART TECHNOLOGIES, INC. (ENTERPRISE CRM SOFTWARE) (ACQUIRED -

8/99)

DIRECTOR - CONSULTING SERVICES (AUGUST 1997 - FEBRUARY 2000)

IBM GLOBAL SERVICES (GLOBAL IT SERVICES COMPANY)

PRINCIPAL - BUSINESS INTELLIGENCE SERVICES, NATIONAL PRACTICE

(JANUARY 1997 - JULY 1997)

PROJECT EXECUTIVE - OPEN SYSTEMS GROUP (MARCH 1994 - DECEMBER 1996)

PEROT SYSTEMS (GLOBAL IT SERVICES COMPANY)

SENIOR CONSULTANT (APRIL 1990 - FEBRUARY 1994)

ELECTRONIC DATA SYSTEMS (EDS) (GLOBAL IT SERVICES COMPANY)

SYSTEMS ENGINEER (APRIL1985 - APRIL1990)

Educational Experience

BA, COMPUTER SCIENCE, STATE UNIVERSITY COLLEGE OF ARTS & SCIENCES,

POTSDAM, NY

BA, Psychology, State University College of Arts & Sciences,

Potsdam, NY

Certifications

IBM RATIONAL UNIFIED PROCESS (RUP) - 2002

PMI PMP (#1365822) - 2010

Publications & Webinars

TIPS FOR EMPOWERING YOUR PEOPLE

http://psvillage.com/pulse/tips-empowering-your-people

Minding Your P's & Q's - An Organizational Management Approach

http://psvillage.com/pulse/minding-your-ps-and-qs-organizational-

management-approach

Patience in Practice Development - Ten Critical Lessons

http://psvillage.com/pulse/patience-practice-development-ten-

critical-lessons

Risk Management at the Organizational Level

http://psvillage.com/pulse/risk-management-organizational-level

Rethinking Utilization as a Compensation Measure

http://www.psvillage.com/pulse/rethinking-utilization-a-

compensation-measure

Maximizing Employee Retention in Your PSO Starts with a Review of

Your Management Team

http://www.psvillage.com/pulse/maximizing-employee-retention-your-

pso-starts-review-your-management-team

Webinar: Key Techniques for Transforming Your Project Managers

into Leaders

http://info.tenrox.com/Key-Techniques-for-Transforming-Your-PMs-

into-Leaders.html

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