Manager Marketing

David M. Crutcher

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

South Orange, NJ 070**-***-*** 7251

PROFESSIONAL EXPERIENCE

Overview

I have over 25 years of experience in professional services marketing, with a strong background in proposal strategy, writing and RFP management. I have staffed and led the proposal strategy and response group for a Big 4 accounting, tax and consulting firm, and provided expert pitch/proposal services to a Fortune 100 (FIS) company in the technology sector. I have particular expertise in strategizing and preparing proposals for professional services, including planning and supporting oral presentations. I have experience working with Qvidian, Sharepoint and other proposal management and data capture and recovery software.

Redside, Marketing & Communications Consultancy 02/2013 – Present

Owner/Principal

Results & Accomplishments: Strategic proposal/pitch assistance to a major U.S. actuarial consulting firm seeking to provide consulting to establish state health exchanges under the Affordable Care Act. Also provide ongoing business development support to a national risk management consulting firm whose clients are primarily banks and other financial institutions. Have assisted a software firm in developing product sheets to describe the features and benefits of a wide range of software applications.

Fidelity Information Services (FIS)

09/2011 – 02/2013

Sales Support Manager

Results/Accomplishments: Reengineered the proposal process for regulatory consulting practice of this Fortune 100 technology company. Prepared new business proposals for consultants, most of who were former bank regulators. The nature of these proposals were technical solutions to problems and deficiencies in financial institutions, such as compliance with the Bank Secrecy Act, Anti-Money Laundering, and a wide range of regulatory compliance matters. Recipients of these proposals ranged from community banks to money center financial institutions. Also prepared web content to describe features and benefits of the firm’s products and services. Position transferred to Florida

Smolin Lupin & Co.

01/2008 – 05/2009

Director of Marketing

Results/Accomplishments: Increased success rates on pitches for new business; improved visibility through aggressive web-based contacts with clients, prospects and referral sources; created public relations program for key partners and business units; developed database of over 5,000 individuals/businesses and targeted communications based on interest and industry issues; focused firm’s business development activities on target markets and prospects; improved employee morale through state-of-the-art intranet; developed content for distribution throughout offices in New Jersey and Florida. Created content and managed the firm’s website. Managed the firm’s electronic newsletter (BizAction software). Due to severe economic problems, the firm downsized 20% of its personnel, including its marketing group.

New Jersey Schools Development Authority

05/2006 – 8/2007

Director of Communications

Results/Accomplishments: Increased confidence among school districts, community organizations and public interest groups for the work of an $8 billion schools construction program; improved employee morale through developing and providing content for the organization’s intranet; managed the public relations function, giving guidance to Authority’s spokesperson; met and cultivated contacts with the media, specifically the New York Times and Star-Ledger. Worked to improve image and reputation of the Authority by nourishing contacts with the press and meeting with constituent groups. Working closely with the Authority’s Information Technology Department, developed a user-friendly intranet to improve internal communications. This intranet included Question/Answer segment to provide quick turnaround response to employee concerns. This intranet, as well as other Authority-wide communications, reached over 300 people on a daily basis. Note: an interim CEO hired me and the assignment was anticipated to be short-term to help in a serious crisis-management environment.

Redside, Marketing & Communications Consultancy

2002 - 2006

Owner/Principal

Results & Accomplishments: Strategic proposal/pitch assistance to Deloitte in the wake of the collapse of Arthur Andersen. Worked developing proposals for Andersen clients in the Chicago/Milwaukee area. Provided new business development support for a major investigative services firm providing litigation support to plaintiff attorneys.

Researched and wrote book on the challenges facing CEOs due to increased security investments following 9/11; developed improved communications for a major regional accounting/consulting firm; provided communications expertise for company moving from traditional sales to more internet-focused business development

Deloitte

2000 - 2002

National Director, Marketing & Communications

Results/Accomplishments: As firm’s brand steward, ensued consistency of the firm’s image throughout its advertising, public relations and other market-facing activities. Credited with steering the firm’s advertising through tough economic times, yet producing outstanding results, specifically:

Improving the firm’s recognition among national accounting firms (from sixth place to second)

Pioneered development (and was Executive Publisher) of award-winning controlled circulation magazine, Global, that was sent to over 90,000 C-level executives throughout the U.S. and abroad

Improved firm’s web presence by providing creative guidance to establishing a new web presence

Improved employee morale and timeliness of business information through a proactive intranet site accessed by over 20,000 people throughout the U.S.

Controlled media budget in excess of $18 million, and

Hired and supervised staff of 20 professionals, and budget responsibility of $27 million.

Internal communications: developed the firm’s first intranet for communication to over 100 offices and 25,000 people. Concentrated on simplifying communications from the firm’s top leaders and keeping management “on message.” Supervised a staff of three internal communication professionals, including editors, graphic designers, and multimedia specialists.

Director of Marketing & Communications, Tri-State

1995 - 2000

Results/Accomplishments: Provided support to Deloitte’s largest practice as it experienced annual growth of over 20% throughout a five-year period, through some of the following activities:

Sales training for scores of partners and managers

Oversaw proposal strategy and pursuit staff of ten individuals, with hands-on support for Fortune 100 opportunities

Helped create innovative, target account program - coaching multi-disciplinary target account teams that added millions in revenue from new clients

Integrated marketing and communications programs to build business among two dozen industries and service lines, and proposal strategy, writing and oral presentation support using traditional print and new media solutions, and

Hired and supervised staff of 45 professionals and a budget responsibility of $10 million.

Worked on a weekly basis leveraging the communications professionals in the marketing group to enhance internal communications throughout multiple offices in the Tri-State area and to over 3,000 employees. Created special print and electronic communications on such subjects as firm strategy, culture, diversity and leadership communications. Internal communications often accounted for over 20% of my personal time.

Director, New Business Development, Office of the Chairman

1989 - 1995

Results/Accomplishments: Improved firm’s success rate against its competitors by providing expert, hands-on proposal strategy, writing and oral presentation support for marketing proposals. Among new wins were such million dollar accounts as Marsh & McLennan, Arthur D. Little, Holiday Inns, Benetton, Bridgestone, Trust Company of the West, SCANA, Timberland and Winnebago. Improved firm’s client retention by providing state-of-the-art communications and consulting with client service teams as to how to better communicate plans and results of services. Improved competitive position, specifically through:

Obtaining insights into competitive landscape by gathering and analyzing win-loss statistics

Debriefing executives to gain perspectives that were valuable for future bids

Hired and supervised staff of 10 professionals and a budget responsibility of over $2 million.

Senior Consultant and Manager

1977 - 1988

Consultant to public agencies in efficiency and effectiveness and to the private sector in wage and compensation planning, primarily in the Northwest.

PUBLIC SECTOR EXPERIENCE AND COMMUNITY SERVICE

Grant Administrator, King County, WA

City Manager, City of Sweet Home, OR

Volunteer, United States Peace Corps

Chair, Water Pollution Control Commission, Redding, CT

Board Member, All Saints Episcopal School, Hoboken, NJ

Vice President, Home School Association, South Orange Middle School, South Orange, NJ

EDUCATION AND OTHER ACTIVITIES

Master of Public Administration, University of Washington, Seattle, Washington (emphasis in Foreign Affairs)

Bachelor of Arts, University of Puget Sound, Tacoma, Washington (double major in history and political science)

Continuing education programs, New York University

U.S. Peace Corps, Volunteer on the island of Saipan, Mariana Islands. Teacher and Community Development Worker.

Publications: I researched and wrote the initial draft of a book published by Wiley & Co, entitled The Sentinel CEO. Wiley describes it as “a forward-thinking approach to addressing corporate security challenges after 9/11.” The Sentinel CEO takes a proactive look-from the perspective of top executives-at the ways business has changed since 9/11. Filled with in-depth interviews with America's leading CEOs, security experts, public officials, and academics, this essential tool underscores how a business's core values can help it address and recover from unforeseen threats. A revealing examination of the subtle and profound ways in which American business has changed, The Sentinel CEO explores a variety of risks facing businesses of all sizes that operate in a global environment. This important book includes timely discussion of growing anti-American sentiments worldwide, the avian flu, and the impact of tougher immigration enforcement on the talent pool in the United States.

Guest speaker on branding, marketing and business development at forums sponsored by Newsweek, B2B Magazine, Guy Carpenter, Doremus Advertising, and the National Association of Live Theatre.

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