Sales Manager

James C. Harper

**** ******* ***** * - 301-***-****

Rockville, Maryland c - 202-***-****

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

Objective:

A position developing new business for a competitive organization utilizing my skills and

experience in marketing

Work Experience:

Current Achievement

Alderson Court Reporting

March 2011 to Present

Business Development Director

•Brought business into the company from law firms that had not previously used Alderson,

immediately establishing a footprint for the company with new clients

•Pursued active accounts in the firm, exploring new relationships as necessary to bring in more

business from clients

•Created a method of expanding government contract work by joining in a teaming agreement,

removing limitations that prevent qualification for government proposals

•Wrote the response to a RFP for the United States Court of Federal Claims, relying on my

background with the Court and experience in proposal writing

•Converted contacts into accounts by making the connections required to build new business

through networking and marketing

•Promoted company to law firms through every means of contact available, telephoning,

emailing, meeting and presentations

•Developed new contacts with corporate counsel, finding new revenue through the creation of

new partnerships

•Uncovered new revenue streams by contacting dormant accounts, reintroducing the company to

inactive clients

•Strategized with sales management to improve volume and increase activity, capitalizing on

new information and current market trends

•Recommended personnel for employment, recruiting the finest talent in the industry located in

the metropolitan area

Past Achievements

Consultant Experience

B.I.G. Enterprises, Inc.

September 2010 to March 2011

Business Development Consultant

•Negotiated the teaming arrangement to put together a deal allowing the pursuit of a new

area of government contract work

•Pursued solicitations for court reporting contracts nationwide, arranging teaming

agreements with local firms to secure awards

•Wrote award-winning proposal for Department of Homeland Security solicitation,

securing contract for two firms by creating a well-crafted response

•Designed business model for contract execution, utilizing knowledge and expertise to

foresee then meet challenges in contract

•Solicited government contract work for court reporting and transcription, searching the

internet and pursuing leads throughout the federal and local government arenas

•Executed the DHS award as Project Manager, overseeing all aspects of contract

operations to fulfill specific regulation requirements

•Directed personnel on the performance of contract award, sending staff on assignments

and routing media for transcription

•Attended pre-bid conferences to determine viability of solicitation while investigating its

value and networking with contractors and contract administrators

•Sought out court reporting firms to fulfill contract solicitations across the country,

examining local companies for industry standing and experience

•Recruited personnel to execute contract, custom-fitting the staff to suit contract

requirements by matching individual need and qualifications to award specifications

•Analyzed solicitations to assess value in responding, drawing on industry experience and

background to arrive at the decision to proceed

•Communicated with government agency as contractor liaison to ensure completion of

specific assignments and overall contract requirements, engaging with contract

administrator as often as necessary

M.A.R. Reporting Group

May 2010 to March 2011

Business Development Consultant

•Wrote proposals for contract solicitations for the Departments of Labor, Homeland

Security, and Agriculture as well as the National Labor Relations Board

•Secured award for the Department of Homeland Security, bringing innovative new

revenue stream to Northern Virginia’s largest independent reporting company

•Rendered quote for the Food and Drug Administration, landing a contract for meeting

work within the government agency

•Created Capabilities Statement to secure a teaming arrangement with HUB Zoned

business in order to qualify for government accreditation

•Navigated the Federal Business Opportunity web site to scour for potential solicitations

available for court reporting work, looking continually for opportunities

•Researched government web sites to locate solicitation announcements, remaining

vigilant for possible openings in short-term and long-term work

•Established CCR registration for company, widening the market to encompass more

government opportunities

•Explored options with owner to plan and forecast for new government marketplace

projects, using extensive knowledge of the industry as a basis for analysis

•Analyzed solicitations for submission requirements, studying statements of work to

determine qualification requirements

•Investigated 8(a) and SBA accreditation requirements to register company under the

government regulatory standards

•Worked toward GSA scheduling to qualify for more government work requirements

•Composed teaming agreement to secure HUB Zoned certifications for Homeland

Security solicitation, introducing firm to a wider market

•Negotiated teaming arrangement with certified company, broadening the potential for

more government work on both sides of the table

LegaLock Secure Transcriptions, LLC

September 2009 to March 2011

Business Development Consultant

•Advised management on court reporting, focusing on the Washington market for owners

from the Florida area

•Provided input for proposals in response to government solicitations, giving suggestions

on how to approach assignments and fulfill requirements

•Collaborated on government proposals, giving input into direction and approach, making

suggestions on possible strategy as needed

•Recommended reporters locally to the spectrum of work in the region, pointing to the

finest reporters available for specific work scheduled

•Reported potential new solicitations to respond to, widening the market for revenue and

potential opportunities

Casamo & Associates

April 2010 to May 2011

Business Development Consultant

•Directed collections from existing outstanding invoices, contacting clients to notify them

about the bill and discuss it with them

•Improved bottom line by collecting on outstanding invoices, increasing monthly income

by nearly forty-five percent

•Lead sales and marketing for Alexandria’s oldest court reporting firm, an established

company with a significant reputation for quality and service

•Secured CCR registration for firm, establishing a foothold into the government contract

market and opening new avenues for revenue streams

•Advised owner direction and approach for sale, marketing, promotion and collection,

recommending strategy and suggesting plans of action

Employment Experience

Global Deposition Services (Full-Time Employee)

June 2010 to March 2011

Business Development

•Launched new office location for national court reporting company, increasing revenue stream

by providing service throughout the D.C. metropolitan area

•Expanded operations of nationwide court reporting company to penetrate lucrative D.C. market,

initiating sales in new region

•Marketed elite realtime reporting to high-end clients, servicing top-tiered law firms with

upgraded service from the best reporters in the area

•Utilized novel resources to research law firms in order to ascertain the cases and lawsuits within

the firm before soliciting the client

•Recruited reporters to company, expanding talent base to improve coverage and deepen

resources by adding to real time steno pool

•Designed cold call system to systematize sales records, innovating name and phone number

search while keeping track of calls to avoid redundancy and maximize efforts

•Called on clients to promote sales opportunity, making myself available to serve as a conduit

and liaison to ensure success of sales operations

•Introduced Global to national and local law firms, widening coverage area to extend from

Baltimore to Richmond

•Coordinated reporters to match the needs of distinguished clientele, shifting emphasis of

coverage to suit end-user requirements

Anderson Court Reporting

April 2008 to April 2010

Marketing, Sales, Promotion, and Contract Acquisition

•Marketed court reporting services of Alexandria, Virginia firm, doubling bookings while

introducing company to Old Town law firms

•Composed responses for bids to Federal Trade Commission, Nuclear Regulatory Commission,

National Institutes of Health, among others, researching history, compiling information, directing

efforts to grow business from government sources

•Developed sales tools including emails, call lists, facsimiles, letters, brochures and marketing

campaigns

•Ran a cost analysis of projected work product for bid, putting together the resources to respond

while investigating the feasibility of the award

•Ensured quality of product for clients by overseeing accuracy of transcripts throughout the

entire process of reporting, transcription, proofreading and production

•Assured customer satisfaction by periodically checking with clients to measure quality of

service

•Delivered transcripts to clients, facilitating face-to-face meetings to promote sales

•Generated call lists to solicit work from over 400 law firms in the northern Virginia area,

expanding client base to cover entire city

Deposition Services, Inc.

April 2007 to April 2008

Court Reporting Contract Manager, Editor and Proofreader

•Recruited freelance stenographers and electronic reporters for new division, leading division to

professional standards immediately

•Increased number of depositions per week more than forty percent -- without turning away a

single client calling in for service -- by planning proactively, rotating reporters and staying

responsive

•Raised profit margin percentages to record levels, in most cases, doubling the margins by

placing the right reporter in the right position by correctly identifying clients’ needs

•Marketed stenographic services to existing and new clients, expanding income stream by

introducing stenography where unknown and promoting it elsewhere

•Edited transcripts for Montgomery County Circuit Court, making changes as necessary to

ensure accuracy, audiosyncing when needed to produce exact rendering of the record

•Proofread proceedings for court, reading as many pages as required to meet deadlines, often on

within a 24-hour turnaround

•Analyzed copy for errors to determine degree of quality in order to schedule work on deadline

•Supervised employees, including editors, proofreaders and reporters for efficiency, accuracy,

performance and timeliness

•Expanded existing coverage for SetDepo to include a wider region of the Eastern Seaboard

Ace Federal Reporters Incorporated

September 2004 to April 2007

Proofreader, Scopist, Production

•Edited transcripts, applying changes when necessary to correct stenographic errors

•Proofread copy in transcripts to ensure highest quality, changing copy to meet exact standards of

clients

•Scoped raw stenography into a readable form, mastering modern software and stenographic

language

•Led department in production of rush and daily transcripts, organizing workload to meet

deadlines

•Produced transcripts for clients on all delivery formats from standard to daily, processing work

from raw steno to finished product

•Processed workload from reporters to usable formats such as hard copy, disk and electronic

formats accessible to all computer systems as needed

•Audiosynced recordings of proceedings, utilizing developments in technology to clarify

testimony

•Advised vice president on aspects of court reporting to increase client base and ease reporter

problems

Esquire Deposition Services

October 2005 to February 2006

Client Services

•Resolved problems within company during a time of branch upheaval, guiding office through

turbulent corporate events

•Managed office in absence of General Manager and Operations Manager, running all aspects of

office as de facto manager

•Fielded telephone calls from clients looking for transcript delivery, locating materials in

labyrinthine computer and document-storage system

•Solved intra-office difficulties in all areas including technical training, industry relations, sales,

personnel, payroll, and production

•Trouble-shot difficulties encountered by reporters and other employees, providing solutions to

problems on the spot based on my hands-on experience

•Scheduled reporters for all clients, assigning appropriately skilled reporter as the jobs required

throughout the D.C. metropolitan area

•Trained new employee in reporter scheduling, indoctrinating him in company and industry

practices

Capital Reporting Company

October 2003 to January 2004

Chief Operating Officer

•Launched new start-up company, providing leadership support to establish the business to

existing market, institutionalizing procedures and introducing personnel to industry

•Instituted new method of court reporting involving latest technology, adjusting procedures as

necessary, maximizing function

•Directed all personnel in start-up company, developing procedures and materials for rapidly

rising firm

•Supervised daily operations to orchestrate employee workload in order to meet fast-paced

demands of judges and lawyers

•Oversaw quality control on all levels from raw audio to finished transcript, assuring accuracy of

final product

•Recruited court reporters for demanding assignments in response to clients' expedited needs

•Coordinated scheduling, personnel, and operations to meet exacting requirements of company

workload

•Promoted start-up organization to law firms in the District of Columbia and throughout the

country

Beta Reporting & Videography

January 1999 to October 2003

Scheduling, Proofreading, and Reporting

•Proofread transcripts of proceedings, ensuring highest accuracy at the quickest speed

reasonable, applying company standards and guidelines

•Managed personnel in the absence of General Manager, providing solutions to problems in all

departments from administration to proofreading

•Scheduled reporters to court and depositions, deciding where reporters should go thus

maximizing talent potential

•Consulted and advised owner and General Manager on the Securities and Exchange

Commission, working to secure the bid on its three-year contract

•Led reporting staff of twenty, developing personnel to meet the highest standard

•Analyzed problems in reporter work to improve performance and accuracy

•Revamped field reporting equipment to augment sound quality, improving clarity

•Specialized in reporting on large participant proceedings, where attention to multiple speakers

required quick response and careful attention

Publication:

“Just For One Day,” Stress City: A Big Book of Fiction by 51 DC Area Guys, ed. by Richard

Peabody

Education:

Bachelor of Arts

Rutgers University, Camden, New Jersey

English major with completion of special program in Journalism

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