Management Manager

Thomas (Shayne) Sullivan

**** ***** ******* ****** *********, VA 22204 703-***-**** ***********@*****.***

Performance-Focused Leader Seeking Growth-Oriented Business Development Role

High-Volume Operations Management Multimillion-Dollar Initiatives Strategic Analysis / Planning Best Practice Methods

Budget Development / Control Cost Benefit Analysis Forecasting Budget Reviews Acquisitions Enterprise Resource Model

Program Development / Management Project Management Profit / Loss Management Trends Tracking Needs Assessments

Regulatory Compliance Account Development Contract Negotiations Proposals Development Vendor Relations Sourcing

Workflow Re-Design Continuous Improvement Processes Organizational Development Business Growth Profit Generation

Top performer who demonstrates excellence in new business development in diverse emerging markets, and exhibits an ability to see the “big picture” within public- / private-sector environments to grow company’s results.

Integral leader who exhibits a proven track record with multimillion-dollar programs / projects to drive operational growth, and can create forward-thinking plans for streamlining efforts and enhancing productivity.

Excellent communicator who seamlessly liaises among C-level executives, stakeholders, internal / external customers, peers, and direct reports, and builds and sustains cross-functional / cross-organizational partnerships to proactively resolve challenges, improve processes, and achieve goals to lead to triple-digit sales increases.

Professional Synopsis

Quality Concepts, McLean, VA 2013 – present

Principal Business Development Consultant

Strategically steer planning, capture management, business operations / development, and customer liaison communications with small and medium sized businesses focusing in Federal Civilian Agency contracting. Provide consultation to senior leadership and executives specializing in process improvement, business operations, and training, including supporting administration, analysis, establishment, and dissemination of complex government information in compliance with Federal contracts.

Lead all organizational and mission program enhancements for organization and maintain effective relationships with all internal / external customers, including delivering valuable recommendations for redesigning workflows and streamlining operations to improve or create new standards, maximize revenue, and enhance core success.

Track industry / competitive trends; develop forecasting models and scenario analysis; examine strategic performance; identify emerging market opportunities, business threats, and novel solutions; and develop plans.

Leveraged Shipley hybrid approach to fuel 30% revenue growth in 6 months for 2 small business clients.

Initiated first quality control and Six Sigma programs for a client that translated into multi-area profits.

Delivered substantial program / capture management and business development expertise to achieve $500+ million in IDIQs and $100+ million in single awards within an 18-month period as firm’s Principal.

Proactively communicated among executives, senior management, board of directors, and teams to provide integral leadership direction in coordinating high-volume budgets and program goals / strategies and advancing new ideas and innovation in alignment with organizational mission and operational plans.

Capitalized on opportunity to identify, qualify, research, build, and analyze major government procurements via formulation and implementation of solutions-focused policies, practices, and processes.

Advised leaders in the design and implementation of successful full-scope Pursuit and Capture Program Offices to integrate business development, capture management, solutions, and proposal management.

Kforce Government Solutions, Fairfax, VA 2011 – 2013

Director – Business Development and Capture Operations

Utilized industry knowledge to direct strategic planning, capture management, and business operations / development communications with various Federal, Commercial, and Service Agency and Department executives.

Drove business development / capture via in-depth market research, process development, precise forecasting, and timely strategy execution, including recruiting, managing, and mentoring professionals in proposal development, project / program management, operations, and transition planning support to achieve objectives.

Established, promoted, and implemented best practices for sales / business development processes, methodologies, and corporate discipline, including evaluating management information requirements to develop program or administrative reporting systems (e.g. systems specs, data gathering, systems evaluation).

Developed administrative policies, regulations, and goals / objectives for programs / projects, along with analyzing and evaluating quantitative / qualitative data to refine operations, providing independent proposal preparation services and SME to government contractors, and delivering insight to grant and funding processes.

Provided cost benefits and ROI evaluations of current / projected programs to optimize resources.

Led strategic plans execution to drive wins on FBI ITOC, FBI SOAPS IDIQ valued at over $400M each.

Coordinated efforts with executives to provide consulting / training into project and program lifecycle cost analyses which was instrumental in refining business and operational actions impacting all departments.

Drafted and submitted budget proposals, negotiated with division / partner executives to determine need for additional staff or consultants, and delivered appropriate recommendations during program cycles.

Metters Industries, McLean, VA 2009 – 2011

Director – Business Development

Applied strong leadership talents toward directing planning, business development, and customer communications with all Department of State, US Army Logistics and Corps of Engineers contract customers.

Coordinated efforts with corporate CTO to provide insight into technology trends impacting internal / external departments, programs, and products; developed SOW to satisfy research / development and ongoing / new business requirements; and assisted PMs with developing strategies and contract compliance / management efforts.

Led market research to analyze various Federal data sources (i.e. using Federal procurement data, OMB, and Congressional budgets to target potential procurement strategies), along with establishing contracting and revenue plans to manage acquisition and contracting strategies, advising on distribution of labor hours among positions and skill sets, and advising on potential automation benefits / uses to improve administrative efficiency.

Defined and tracked business development performance metrics to ensure strategic initiatives were modified to optimize client solutions while actively liaising among Metters organizations, suppliers, customers, and stakeholders.

Served as valuable lead on Account Director for VETS GWAC, GSA Alliant and DHS Eagle with over 35 task orders with over $150 M and over 62% in the competitive range.

Generated $150 million in contract revenue and sustained an average increase of 5.2% in annual growth.

Increased wins for DHS on Eagle and VETS GWAC IDIQ by 68%+ by leading capture and proposal activities.

Increased customer portfolio 140% and profits 100%, and improved project delivery 62% within first year by initiating first-ever governance Enterprise Decision Support Portal featuring cutting-edge tools.

KT Consulting, Fairfax, VA Washington, D.C. 2007 – 2009

Director – Strategic Programs and Business Development

Drove operations success as a senior strategic consultant responsible for development and implementation of the Washington Headquarters Services (WHS) information technology strategic plan and enterprise architecture.

Initiated a transition management oversight office to consolidate operations, including structural re-organization, configuration baselining / validation, and specs / requirements utilizing CMM, ITIL and Lean thinking methodologies, and provided solutions to transform service to centrally managed Enterprise Services Model.

Represented company with internal / external clients, customers, and industry to ensure companies’ capabilities, skills, and strategic focus was communicated, marketed, and developed in sensitive and highly visible circumstances.

Launched strategic Information Technology and Information Management initiatives 2 months ahead of schedule while directing all business development planning across 22 discreet projects valued at $52 million.

Led teams in implementing a holistic process approach to integrating vendor selection, evaluating processes, and analyzing risk to consolidate 500+ applications used by 7,000+ affecting $90 million in acquisition costs.

Served as account manager for GSA Alliant with a $22M portfolio.

Served as SME in identification, development, and delivery of white papers, proposals, and technical solutions to business systems modernization area, as well as for training, education, and process support.

Pearson Analytic Solutions, Fairfax, va 2004 – 2007

Director of Strategic Business Operations

Spearheaded identification, development, and implementation of programs to drive business growth and cost savings for client and organization, including creating intelligence and homeland security operations for a defense contractor that required oversight of contract development, human resources, recruiting, operations development, policies, and complex negotiations with sub contractors in support of the intelligence program.

Led division training, change management, technical, and strategic planning efforts from concept to completion on 3 different programs with intelligence agencies while interacting with Federal, State, and local government.

Delivered high-quality training for matrix organization with 10 program / product managers and 50+ employees.

Developed and implemented a business enhancement and development methodology for creating niche markets in innovative training and quality control operations for the Defense and Federal Law Enforcement community.

Routinely liaised among senior government officials while accurately reviewing Key Performance Indicators.

Increased business revenue 130% and staff by 35% within the first 6 months of employment.

Mentored, developed, and managed curriculum developers, trainers, educators, and personnel.

Pioneered development of first PMO at Pearson to manage corporate change, strategic planning, and business development activities for Federal Law Enforcement and Defense / Intelligence community.

Lockheed Martin, Alexandria, VA 2002 – 2004

Information Technology Program Manager

Led targeted decision-making in detailing feasibility capability studies to assess agency’s ability to support business and strategic plans, including preparing program / project performance reports against established goals to support Federal LE clients, as well as formulating proposals and recommendations for agency optimization.

Effectively managed comprehensive contract costs, schedules, and performance for a high-priority, high-visibility, multi-year program to extend application and operational utility of current / future national intelligence, surveillance, and reconnaissance (ISR) systems across various Defense and Intelligence Community (IC) users.

Served as an integral senior technical representative to the Counter Intelligence Field Activity Engineering Review Board by reviewing technical proposals to ensure projects adhered to criteria throughout lifecycle processes.

Directed senior analysts, engineers, and technical professionals in product research, development, integration, and testing, including managing a $7.5-million budget, plans, work breakdown structures, and risk mitigation.

Recognized with numerous outstanding employee and customer service awards throughout tenure.

Accomplished 100% retention and win rate for multimillion-dollar contract re-bids and quality reviews.

Selected to direct building and design of state-of-the-art NOC and 3 networks supporting Federal and DoD operations, including championing IT efforts throughout all phases of project lifecycles to achieve goals.

Initiated 2-dimensional performance model outlines in PMBOK to create an enterprise matrix for involvement and commitment of users to baseline a change management process to attain objectives.

Education, Professional Development & Affiliations

Bachelor of Arts in Management

Park University

Six Sigma Certified Certified Change Manager Certified Training Manager

U.S. Air Force Certified Program Manager Certificate – Federal Contract Compliance Process Development

Certificate – Federal Acquisition Process Planning Certificate – Federal Program Management Office Operations

Association for Proposal Management Professionals Air Force Association Armed Forces Electronics and Communications Association International Association of Chiefs of Police

Excellent Professional References Provided Upon Request

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