Business Development/Sales/Public Relations

MICHAEL BURLESON “BURL” HAIGWOOD

Katy, Texas • Cell Phone: 202-***-**** • ****.********@*****.*********:****.********@*****.***

mailto:****.********@*****.***

BUSINESS DEVELOPMENT • SALES • GOVERNMENT/PUBLIC RELATIONS

A business development and advocacy specialist with experience creating and selling products, services, policies, and programs to Fortune 500 companies, small-to-medium businesses, non-profits, and the government sector. Can create and implement new communication projects that build coalitions and produce new revenue or advocacy opportunities. A public affairs liaison that can create market intelligence to define problems and the relationships and opportunities needed to solve them. Can create, fund, and manage special projects that turn strategic ideas into tactical plans with results. Have strong communication, business process, writing, and presentation skills.

ACCOMPLISHMENTS & EXPERIENCE

Director of Operations & Public Affairs, Bryan/College Station Chamber of Commerce – 12/12 to 9/15

My accomplishments included improving overall organizational performance which resulted in increased membership, sponsorship, event, and advertising revenue. I successfully redesigned and transformed three major events, established new business processes, enhanced staff training, and implemented new membership software. I increased volunteering and committee participation which established many new professional and personal relationships in the local business, health care, government, civic, and academia sectors.

Operational responsibilities: Supervised the professional staff (8) and managed daily operations • Hired, terminated, and trained staff • Maintained budget objectives • Conducted performance reviews • Managed the facility • Conducted staff meetings • Negotiated with vendors • Planned and executed eleven special events, eight community events, and three leadership programs • Coordinated marketing/advertising/sales activities

Public Affairs responsibilities: Represented the Chamber on weekly radio shows, monthly television shows, groundbreakings, networking events, and community outreach programs • Published an article in monthly Connections Magazine • Coordinated leadership programs • Wrote monthly board reports, media advisories, and proposals to the Board of Directors • Coordinated monthly Media, Legislative Affairs and Transportation Committee meetings • Planned member delegation trips to Austin and Washington D.C. • Planned and coordinated the Local Candidate Forum and Community Leadership Briefing events

Digital Media Executive, LocalEdge/Hearst Media Services – 3/12 to 12/12

Some of my accomplishments included completing extensive sales and technology training and becoming a certified reseller of Google AdWords and Yahoo Ambassador. I took the initiative to develop new sales, marketing, and lead generation activities and share them with my team. I exceeded management expectations for sales revenue and new customer development.

Responsibilities: Generate new revenue and grow existing accounts • Worked with clients to develop and implement online advertising/marketing strategies to increase sales and leverage web technology • Created search engine optimization strategies • Developed content for websites and social media • Coordinated implementation of several web-based products and services • Researched and developed new market data for lead generation • Managed and developed client relationships

Director of Program Development, Clean Fuels Development Coalition (CFDC) and Clean Fuels Foundation (CFF) – 11/06 to 3/12

I helped start-up CFDC in 1985 and created and established CFF in 1995. I was recruited to return to CFDC in 2006 because of my previous accomplishments with the organization. While working with CFDC, I recruited and represented companies and organizations interested in motor fuels and related technologies. Industries included a diverse coalition of oil/gas/fuel/chemical producers, technology developers, automakers, agriculture groups, and engineering firms. I increased revenue and enhanced outreach campaigns. I conceptualized/managed/funded numerous special projects and worked on several outreach campaigns to develop federal policies. I continued to gained knowledge and experience with business development, sales, policy, publishing, client services, government and public relations, and strategic planning.

Responsibilities: New client development and member services • Responsible for government and public relations including representing clients and the organization at Congressional, Executive Branch and federal and state agency meetings • Developed and coordinated advertising/education/policy campaigns with members, state/federal and local organizations to accelerate their strategic plans • Served as a spokesperson for media, trade shows, networking events • Served on industry committees • Sold sponsorships/advertising for special events, specialty publications, and association memberships • Identified, won, and managed government contracts and industry projects • Wrote content for government and private proposals, websites, blogs, press releases, sales collateral, and consumer outreach • Created strategic plans

Consulting Sales Manager, Oracle USA, Inc. – 2/06 to 11/06

My major accomplishment was to develop and execute the business development plan that created a $15MM pipeline of pre and unsolicited RFP sales opportunities. My performance resulted in the company winning new contracts in five Department of Energy (DOE) labs, DOE headquarters, Internal Revenue Service, and the Environmental Protection Agency (EPA). I researched and developed new market intelligence processes that accelerated sales strategies aimed at the federal government sector. I worked internally to successfully coordinate sales and account plan implementation with inside-sales representatives, consultants, support services teams, and other national business units. I exceeded my management team’s expectations for client development and sales objectives by growing accounts by $3MM+ in DOE, Department of Treasury, and EPA.

Responsibilities: Generated new sales revenue and grow existing accounts • Wrote and processed internal proposals • Oversight of existing contracts • Developed and maintained relationships at the CXO level • Identified opportunities to team with large system integrators, prime contractors, and small business partners • Generated revenue forecasts • Created new business development strategies • Prepared account reports

Director of Business Development, InterImage, Inc. – 10/1999 to 2/06

My major accomplishment was to develop and execute the business development plan that won awards and established new contracts in the D.C. Government, Department of Energy (DOE), Department of Commerce, other federal agencies, trade associations, and private companies. I helped increase revenue by 200% during my tenure and the company was selected to WashTech Fast 50. I self-generated over $8MM in revenue from pre and non-RFP sales opportunities. I created sales and marketing collateral and initiated numerous promotions. I established new strategic alliances and teaming opportunities with large information technology system integrators and small niche technology companies. I developed long-term relationships for the company at the CXO, director, program manager, small business office and contracting officer levels. I also received a security clearance from DOE.

Responsibilities: Develop new business relationships and generate sales revenue • Served as the company spokesman at conferences, trade associations, industry committees and networking events • Recruited and supported the retention of employees during a 300% increase in staff • Created and monitored in-house lead generation rewards program • Established business development research and planning process to define sales cycles and tracking • Helped develop a sales-centric culture by coaching technical staff to support business development goals

Vice President of Operations Information Resources, Inc. (IRI) - 5/1984 to 10/1999

Helping a company startup (I was the 1st employee) and transition into a publishing and consulting company with $5MM in annual revenue was a lasting accomplishment. I helped sustain growth by developing and selling information products and services, as well as sponsorships for special events and consulting projects. While at IRI, I also helped conceptualize and establish the Clean Fuels Development Coalition (CFDC) and the Clean Fuels Foundation (CFF). I supported the development of the Board of Directors, Bylaws, and Articles of Incorporation and raised funds from the public, industry, Department of Energy, and Environmental Protection Agency to sustain the organization. During this time I coordinated outreach opportunities with over 30 energy/auto/technology companies and other non-profit organizations. I conceptualized the first Environmental Inaugural Ball in 1989 and project managed the event for six inaugurations, coordinated outreach and collaboration with over 200 supporting companies and organizations, and over 100 Congressional offices. After leaving IRI, I was asked to serve on the Board of Directors of CFF from 1999-2012.

Responsibilities: Develop new clients, products and services to drive revenue • Maintain subject matter expertise in transportation fuels, market research, supply/demand modeling, government relations, public affairs, and public policy • Created and established new business units that included multi-product publishing, special events, and government/private consulting projects • Developed and sold newsletters and multi-client studies • Sold sponsorships, exhibit booth space and advertising for special events and conferences • Negotiated with vendors • Provided client services to CFDC and CFF • Conducted staff meetings • Managed daily operations and the facility • Wrote government proposals and strategic plans • Wrote, designed, and produced sales and education/outreach materials

PROFESSIONAL AFFILIATIONS & COMMUNITY SUPPORT

Current: Mentor for the Texas A&M University Startup Aggieland Program • Member of the Leadership Brazos Alumni Association • Jr. Achievement volunteer • College Station Little League baseball coach • Selected to serve on an energy/environmental study committee for Texas A&M University

Previous Memberships: National Sales Professionals Association • Co-Chair, Federal Government Distance Learning Association • Business Development leader, DREAM Team Consortium • Industry Advisory Council (E- Gov and Homeland Protection Committees) • Armed Forces Communications & Electronics Association • Congressional Internet Advisory Caucus • Greater Washington Society of Association Executives • Sustainable Energy Coalition • Co-Chair of the Biofuels committee of the Texas Renewable Energy Industries Association • Working Group member of the Alamo Clean Cites Coalition

Previous Community Support: Event Co-Chair, Foundation Fighting Blindness Annual Fundraiser • Event Co-Chair, National Maritime Heritage Foundation • Founder, People’s Alliance to Rescue Troubled Youth and Jingle Bell Ball Fundraiser for Calvary Women’s Shelter • Founder, American Diabetes Association Polo Classic.

EDUCATION

Business Administration, Salisbury University and twenty years of continuing education that includes presentations and/or attendance at 100+ conferences and/or professional development seminars • Completed extensive business development and sales training • Co-authored several public and private studies • Authored a chapter in a published book • Completed two semesters of training and received a certification to help provide business coaching and mentoring

Professional and Personal References Available Upon Request

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