Gregory A. Kulichik, CP APMP

Haverhill, MA ***** 781-***-**** adkb9c@r.postjobfree.com www.linkedin.com/in/gregg-kulichik/ DIRECTOR OF PROPOSALS

Accomplished business development executive with extensive experience in overseeing and directing business and proposal development functions and initiatives for diverse organizations, including for-profit and non-profit companies. Expertise in business development lifecycle processes, bid submissions, workflows, process and procedure development, strategic planning, and capture planning. Recognized for managing over 1,000 contract and grant bids while leading large proposal teams with members spread across multiple time zones. Exemplary communication, interpersonal, and leadership skills. Expert in MS Office Suite (Word, Excel, PowerPoint), MS SharePoint, Adobe Professional. Core Competencies include: Strategic and Capture Planning Business Development Oversight Proposal Development and Management Cross-Functional Collaboration Team Building & Leadership Training & Development BD Process & System Optimization

PROFESSIONAL EXPERIENCE

American Institutes for Research (AIR), Waltham, MA January 2011 – November 2020 Senior Director, Business Development, 2016 – 2020 Led Proposal Development Office (PDO) supporting 300+ proposals (>$550M) annually. Oversaw business development lifecycle processes, proposal submissions and workflow for one of the largest behavioral and social science research and evaluation organizations.

Achieved an overall 96% 5-star client satisfaction rating from proposal teams after successfully centralizing five separate BD and proposal support groups into one unified department.

Drastically reduced proposal role confusion and demystified the business pursuit process for staff by developing and operationalizing clearly defined business development lifecycle phases, milestones, and roles & responsibilities.

Led 12-person department supporting the largest and most complex domestic and international pursuits, representing >90% of annual proposal value.

Empowered proposal teams to instantly improve proposal compliance, quality and readability, and save significant time performing repetitive proposal tasks by successfully pilot testing and launching VisibleThread’s VT Docs tool.

Improved proposal processes, messaging, and quality by training staff to create powerful strength statements, conduct effective color team reviews, understand the BD lifecycle, and more.

Delivered a real-time snapshot of ongoing proposal efforts to proposal teams and senior management by designing an automated color team review & sign-off process and online dashboard.

Provided staff 24/7 permissions-based access to critical pre- and post-proposal submission content by developing a comprehensive SharePoint proposal archive.

Gave staff a single point of entry for all online business development tools and resources by creating and maintaining the PDO intranet site from the ground up.

Greatly improved pursuit data accuracy, reporting, and analysis by making key improvements to pre-award systems.

Eliminated PDO assignment bottlenecks by automating the PDO proposal support process. Director, Business Development, 2011 – 2015

Helped drive AIR's Health and Social Development program's strategic and action planning goals as a member of H&SD senior leadership team.

Enabled AIR’s newest business unit to quickly compete and win new work by creating and operationalizing H&SD’s proposal development process.

Introduced and scaled best practices to support H&SD’s growth by hiring, managing, and training new proposal staff.

Improved communication and effectiveness of infrastructure groups supporting proposals by successfully collaborating and cross-training with finance, contracts, IT, and publications teams and team leaders.

Advanced AIR and H&SD new business development best practices by actively leading and/or contributing to cross- AIR continuous improvement teams.

Education Development Center, Newton, MA April 2009 – December 2010 Division Director for New Business & Proposal Development Developed systems, tools, and databases to support new business development from strategic planning through proposal submission for EDC’s Health and Human Development (HHD) Division. Supported HHD Director to plan and facilitate business development meetings, drive follow-on actions, and proactively position HHD for new opportunities for a global non-profit addressing challenges in education, health, and economic opportunity. GREGORY A. KULICHIK PAGE TWO

Led and greatly improved HHD’s overall proposal development and production process.

Built critical business development and proposal capacity by creating HHD new business development processes in collaboration with HHD centers’ staff.

Managed development staff; coordinated with technical, financial and research teams; and supervised administrative support team in carrying out all business/proposal development functions.

Designed strategies and events to develop staff skills and systems for mentoring new people on specific bids. AECOM Environment (formerly ENSR), Westford, MA May 2003 – April 2009 Manager – Corporate Proposal Centers

Led development of key/strategic commercial and federal government proposals ($250K - $100M), SOQs, and presentations. Managed overall proposal process and seven Proposal Center staff. Reviewed RFP requirements and managed response schedule and contributors. Identified, developed, and implemented company-wide tools to improve products (quality, messaging, branding) and submittal process (development/collaboration, tracking, archiving).

Provided staff 24/7 access to strategic marketing tools, materials and modular subject matter by developing and maintaining corporate Proposal Center intranet site and content.

Greatly increased staff skills, awareness and use of Proposal Center resources, tools and best practices through regular targeted global communications and training efforts (Webexes, regional office presentations, email campaigns).

Streamlined completion of federal government-mandated solicitation forms by developing electronic templates with database query and word merge functionality.

Led major improvements to proposal team collaboration and key content quality by leading upgrade of corporate experience database (resumes, projects, boilerplate, references) and implementation of MS SharePoint.

Provided senior leadership with real-time Proposal Center activity tracking by developing and maintaining a relational database with comprehensive search and reporting functionality. ADDITIONAL PROFESSIONAL EXPERIENCE

Loan Originator, Eastpointe Mortgage, Methuen, MA

Senior Marketing Specialist, Nokia Corporation, Burlington, MA Marketing Communications Project Manager, ENSR, Acton, MA Public Relations Coordinator and Proposal Writer/Coordinator, O’Brien & Gere, Syracuse, NY Creative Copywriter/Media Buyer/Account Manager, Siano, Spitz & Associates, Inc., Syracuse, NY EDUCATION

Bachelor of Science (BS), Business Administration, Marketing Concentration Le Moyne College, Syracuse, NY – Summa cum laude

PROFESSIONAL DEVELOPMENT

Practitioner Level Certification (CP APMP), Association of Proposal Management Professionals

Foundation Level Certification (CF APMP), Association of Proposal Management Professionals AFFILIATIONS

Member, Association of Proposal Management Professionals (APMP)

Former Executive Committee and Board Member, APMP International

Former Board Member, APMP Nor’easters chapter (Website/Publicity Chair) AWARDS AND HONORS

President’s Award (twice) – APMP Nor'easters

APMP Chapter Communications Award (APMP Nor’easters)

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