LISA SCALA

**** * ******, **, **********, DC ****7

ad0fix@r.postjobfree.com 202-***-****

https://www.linkedin.com/in/lisa-scala

Dynamic and strategic business development

executive focused on the acquisition and

retention of clients across multiple market

sectors with a proven track record of growing

market share. Specialize in managing entry

into new markets and accounts, elevating

client relations, and identifying and soliciting

key business partners. Recognized for ability

to lead teams by essential coaching, encourage

cross-platform marketing, and foster

accountability to consistently exceed

performance goals and expectations.

BD Solutions, Washington, D.C. August 2023 – Present Strategic Business Development & Planning consulting practice serving organizations that provide "goods and/or services" to the commercial real estate and development industry. Within Strategic Planning & Development, my expertise includes Selling & Budgeting; Account Management; (re)Branding & Awareness; Market Research; Competitive Analysis; Alliance Partnerships; Prospecting; Client Relations; Coaching & Mentoring; Proposal Process & Presentations; Networking; Event Planning and more. Career Break (January 2023 – July 2023)

In January ('23), I chose to take a sabbatical, rather than jumping right back into a similar role with another company. This allowed me the space necessary to evaluate the industry, disruptors, and helped determine which path to take moving forward. Along my journey, in discussions with perspective employers, it came to me that my role really should be to work with different clients across the industry helping them develop their business goals. In these meetings, I was constantly asked what strategies I'd recommend given their needs. This made me realize that my passion is in helping organizations with their strategic planning and development despite their differences in size, type of business, offerings, clientele, geographic location, market sectors, etc. I then shifted my attention to learning how to become a business owner. Which brings me to my new venture "BD SOLUTIONS" Business Development Consulting practice. I'm excited to bring my 25 years of knowledge and network to clients looking to expand their business. Price Modern, Washington, D.C., and Maryland February 2022 – December 2022 Price Modern is the largest Haworth dealership in the U.S. and represents over 300 manufacturers in furniture and flooring from

(3) offices located in Maryland and D.C.

Director of Strategic Accounts (and New Business Development); was recruited by Price Modern for this (new) position to develop large corporate accounts (corporate users and developers in various sectors). Worked closely with Haworth’s Global Account Managers on growing market share with existing accounts, as well as targeting new accounts (including competitive held).

QUALIFICATIONS SUMMARY

PROFESSIONAL EXPERIENCE

Key areas of expertise include:

• Client Relationship Management

• Executive Leadership Advisor

• Process Improvement

• Project Management

• Organizational Development

• Strategic Planning

• Event Planning

• Super Connector

In addition to SA, worked on new Business Development (NBD) by bringing in new leads, opportunities, and wins for in various sectors, for all three offices, while closely engaged with Price Modern’s leadership and sales team to execute these bids and projects.

• Brought in a new Global Account to Haworth’s program (also benefited Price Modern).

• Assisted Haworth’s GAM team with targeted Global Accounts by making introductions to client leadership teams, local project teams, and client’s consultants; and discovered local and national opportunities within these accounts.

• Identified key factors critical to client and pulled appropriate internal/external resources to address these issues/concerns (ie. workplace strategy; move management; project approach/process; sustainability; budget/schedule; lead times; etc.).

• (Re)Engaged a large account that was Price Modern’s client that no longer wanted to do business together and strategically (re)developed the relationship to a point where new opportunities came in again (local/national).

• Accessed my extended network by providing new project opportunities for Price Modern sales team (office, multi-family, higher-ed, healthcare).

• Engagement with select Associations (Committees) granted me access to other regions, as well as direct contact with the decision-makers.

• My “CRE Networking Group” events grew local presence in the market as well as with brokerage firms like Stream Realty Partners as a co-host; non-profits like Best Buddies for fundraising/awareness; and developers like Boston Properties who will be sponsor/host of upcoming DEI planned event for 2023. DIRTT Environmental Solutions, Calgary, Canada February 2021 – February 2022 DIRTT is an international manufacturing company launched in 2005 that uses virtual technology to build better spaces revolutionized the way people work, heal, learn, and live. Strategic Accounts Manager (SAM); was recruited by DIRTT to join this (new) Strategic Account Team formed within the company that was responsible for identifying and developing national, corporate accounts. Worked closely with the entire Leadership Team, SAM Team, Sales Team and DIRTT Partners across U.S. and Canada on planning and execution of account development, as well as identifying and aligning with key consultants.

• Worked on targeted Global Accounts by creating strategic plans, working with DIRTT leadership team and regional sales reps, along with local DIRTT Partners to identify/win opportunities in order to grow market share (ie JPMorgan Chase).

• Responsible for getting DIRTT into select vendor programs within target Accounts (ie. JLL Synergy Program; Cushman & Wakefield’s PDS Channel Program; Turner/SourceBlue Vendor Program).

• Assisted local DIRTT Sales Reps in DC Metro to my local network as well as brought in new leads and opportunities and set up lunch & learns.

• Identified various alliance partners to team with on select accounts and opportunities (ie. GC’s; Subcontractors/Installers; Flooring; other).

• Joined CoreNet NYC Chapter DEI Committee as Finance Liaison to get closer to Accounts with a large presence in NYC.

• Continued to plan events for CRE Networking Group in DC area to sustain/grow local network and introduce my local DIRTT Sales Team to network.

WDG Architecture, Washington, D.C. March 2016 – February 2021 WDG Architecture is a national architecture, master planning and interior design firm. Their award-winning work can be found in major metropolitan areas around the United States and internationally. With a staff of 150+, WDG has produced more than 500 major buildings, including commercial office, multifamily residential, higher education and student housing, senior housing, institutional, hospitality, and mixed-use projects since the firm’s inception in 1938. Director of Business Development; was recruited by WDG to be a change-leader focused on implementing a more strategic sales-driven approach by embedding an account development and management culture with accountability by a leadership team of 20. Responsible for leading business development efforts for D.C. office and collaborating with the Dallas office on strategic accounts and pursuits.

• Identified key accounts based on knowledge and research and designed and executed the strategy to transform a prospective into a client and continued to manage and grow accounts.

• Responsible for WDG’s client and prospective relationship efforts, which were managed primarily through industry networking events. Direct development of new business in select geographies outside of the D.C. market.

• Created business development infrastructure that supported account selling. Customized sales tools for the D.C. team to strategically pursue and manage accounts. Promoted cross-selling.

• Led the creation of strategic business plans for all existing business sectors – including office, multi-family residential, interiors, higher-education/student housing, hospitality, government, and senior living – resulting in sector elimination, sector addition, elevating other sectors by expanding services reflective of market research, demand, and client needs.

• Developed Client Management program where I met with clients on a periodical basis for project/team feedback; created client surveys; received intel on future opportunities and promoted repeat business.

• Responsible for recruiting, placing, and mentoring strategic market and business development team and key consultants.

• Grew geographic footprint of firm’s portfolio through research, outreach, development, and strategic prospecting.

• Orchestrated and oversaw industry-related affiliate involvement including national and local associations, conferences, and charitable outreach, such as ULI, NAIOP, Tysons Partnership, Interface, DCBIA, and BISNOW. Founder and host of CRE Networking Group since 2000.

• Planned and executed corporate client outings such as Nationals Suite and Capitals Seats. Creator and executor of

“DISTRICT NIGHT,” WDG’s annual signature client event with 30+ D.C. vendor partners and 800+ guests for four consecutive years.

• Participated in their mentorship program as a mentor to several colleagues (mentees) interested in learning Business Development or who expressed interest in working with me. Hoar Construction, Washington, D.C. March 2014 – March 2016 Hoar Construction is an 80+ year-old national general contractor consisting of 600 employees and 6 offices. Their diversified practice groups include office and commercial, retail and mixed-use, residential and hospitality, cultural and entertainment, healthcare, education, civic and government, industrial and manufacturing, concrete and heavy civil. Director of Business Development; was recruited by HOAR to start a D.C.-based office in collaboration with nine of my colleagues from KBR.

• Partnered with corporate leadership team to develop and implement the vision for branding and public relations efforts to bring a new office to the D.C. market and ensure its’ successful launch and ongoing operation. Participated in the selection of a public relations firm, Curley Company; collaborated and managed their progressions throughout their branding campaign.

• Led business development efforts for D.C. office while collaborating with other offices and sector leadership on strategic accounts and pursuits. Produced the vision for marketing and business development efforts through conceiving new brand and call-to-action marketing collateral.

• Customized sales tools to strategically pursue and manage accounts, used in piloted bi-monthly sales meeting for D.C.- based leadership team resulting in new client development.

• Identified key accounts and created the strategy for developing and/or maintaining clients. Responsible for all client and prospective relations efforts, including participation in industry networking efforts.

• Partnered with outside consultants on monthly capture plan session with the D.C. leadership team, and later expanded efforts to include corporate leadership and other offices. KBR Building Group, Washington, D.C. February 2013 – March 2014 KBR is one of the world’s premier engineering, procurement, and construction companies with approximately 27,000 employees in over 70 countries and 5 continents. KBR Building Group is the exclusive commercial construction arm of KBR’s business – a diversified construction services company that serves commercial healthcare, institutional and industrial clients. Director of Business Development; was recommended by a KBR developer-client for this (new) Business Development position.

• Lead business development efforts for D.C. office and collaborated with other offices and national leadership on strategic accounts and pursuits.

• Collaborated with other offices on mixed-use, office and multifamily opportunities.

• Worked with Marketing team on improvement of proposal submissions and marketing collateral. L.A. Scala Consulting, Washington, D.C. November 2012 – February 2013 Principal Consultant, KGD was looking for a full-time Business Developer at the time, given my limited availability I agreed to collaborate as a consultant. They needed a strategist to establish and facilitate the Marketing & Business Development Planning process. They were looking to transition into new market sectors while expanding their executive team with recent Principal-level promotions.

Responsible for leading the KGD Architecture executive team through exploratory efforts to define their next phase.

• Lead KGD Architecture through a strategic planning process for internal identification while creating their strategic business development and marketing plan.

• Assisted with outside sales through coaching and network offering.

• Assisted in hiring their Business Development professional. Skanska USA, Rockville, MD July 2010 – July 2012 Skanska is a Top-50 global general contractor in real estate and public infrastructure segments. Senior Director of Business Development; was recommended by Skanska’s recruitment company for this role bringing expertise from the Office and Interiors market (in addition to Higher Education).

• My activities included: (Base Building & Interiors divisions - Commercial, High-Ed, Federal Government sectors)

• Established and maintained contact with C-level executives and directors including corporate real estate and finance. professionals and related advisors. Developed business prospective accounts producing over $200m in sales during sales year, exceeding our sales goal.

• Lead 12-person team of account managers and executives who were collectively responsible for establishing new upsell products and services.

• Authored custom proposals for $20m to $30m projects while creating integrated marketing and sales plans and budgets.

• Enhanced data collection, segmentation, and CRM activation programs.

• Directed sales and marketing efforts for infiltration of identified vertical markets: higher education and commercial real estate development, resulting in opportunities with Forest City, George Washington University, George Mason University, University of District of Columbus, Exelon, Legg Mason, Black Entertainment Television, International Monetary Fund, MetLife, Akridge, Potomac Real Estate Management Company, and others. Herman Miller Inc., Washington, D.C. July 2002 – July 2010 Real Estate Development Manager / Strategic Business Development; was recommended by one of Herman Miller’s top A&D clients for this role, bringing several years of experience within the A&D Community.

• Cultivated and maintained relationships with Fortune 500 companies including Boeing, Marriott, Computer Science Corporation, CBRE, Capital One, VISA, Genworth Financial, and Sprint, among others. Landed national accounts with Raytheon and General Dynamics resulting in over $11.5m in combined sales.

• Created and launched innovative and compelling marketing programs resulting in brand awareness and stronger client relations. Efforts included Quarterly eNewsletters, accredited Continued Education Units (CEU) client presentation, and special events (Cirque du Soleil outing, House of Blues party, product and service launch parties, and a speaker series).

• Contributed to 300% sales increase: generated leads to hundreds of new accounts with $50m annuity value. Recipient of Herman Miller International Exceptions Sales Performance Award for exceeding personal goals two consecutive years.

• Elected as first female President of CoreNet Global Mid-Atlantic Chapter. Implemented new policies and procedures outlines in newly designed Chapter Handbook focused on improving value, balanced budget resulting in profitability, and restructured Board of 35 individuals to be more efficient, credible, and promote succession planning. The Chapter provided the only Mid-Atlantic Chapter Conference, subsequently receiving CoreNet Global National “Chapter Development Award.”

• Himes Associates, Ltd., Business Development Manager from September 2001 – June 2002

• Allen & Shariff Corporation, Manager of Marketing and Business Development from July 1999 – September 2001

• Howard County Public Schools, Software Teacher, and School Administrator (intern) from July 1998 – July 1999

• Prince George’s County Public Schools, Business Applications Teacher; Academic Center Software Application Instructor; and Webmaster from July 1994 – July 1998

o Head Tennis Coach; Assistant Cheerleading Team and Cross-Country Coach; Class of 1998 Advisor

• Berwick High School, Business Teacher from August 1993 – June 1994 o Head Coach Girls Middle School Track & Field

o Home School Instructor (5 students)

ADDITIONAL PROFESSIONAL EXPERIENCE

Bowie State University, Bowie, MD

Master of Science in School Administration and Supervision Bloomsburg University of Pennsylvania, Bloomsburg, PA Bachelor of Science in Business Education and Marketing (Tennis Team)

• Commercial Real Estate (CRE) Networking Group, Founder https://www.linkedin.com/groups/4570710/

• Founded 23 years with approximately 4500 members; use this platform as professional network and charitable outreach.

(Including a recent DEI event sponsored by Boston Properties and included eight diverse Associations; Leukemia Lymphoma Society/$10k; Becky’s Fund; Luke’s Wings; PAVE / $7k; Fairfax County Schools Shoes4Kids; Second Story; Christ House DC; ZERO; Toys4Tots; Path Forward to end Veteran’s Homelessness / $177k+; Best Buddies; and more)

• Citizens Association of Georgetown (CAG) – Programs Committee Member; Member

• CoreNet Mid-Atlantic Chapter – Chapter Membership Committee; Chapter Awards Committee (served many positions within the Chapter; Past President, Chairman, first/only winner of CNG’s “Chapter of the Year” Award)

• CoreNet NYC Chapter - Chapter DEI Committee Member; Finance Liaison

• NAIOP (NoVA), (as of 2023) Vice Chair of Chapter Membership Committee; Member Chapter Education Programs Committee

• Real Estate Group, Member

• IFMA Capital Chapter – Former Membership Committee Member; Member

• Path Forward (formerly known as ASPAN), Former Board Member Collaborated on annual fundraiser event for Homeless Veterans; raised $177k+ through sponsorships and donations.

• Tysons Partnership currently known as Tysons Community Alliance, Former Board of Directors; Land Use Council/Placemaking Subcommittee; Transportation Council; Community Responsibilities Council Member; and invited participant on Business Organization Working Group responsible for recommendations for Partnership to become Tysons Urban Implementation District (TUID)

• DCBIA, Former Membership Committee Member

• ULI, Former Women’s Circle Member

• CoreNet – DEI Certification

• CoreNet - Master of Corporate Real Estate Certification

• USGBC - LEED Professional

• Leadership Arlington Class of 2010

• Inducted into Berwick High School Sports Hall of Fame LEADERSHIP & VOLUNTEER EXPERIENCE

TRAINING, CERTIFICATIONS & AWARDS

EDUCATION

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