CRAIG WELTON, RCDD

206-***-**** adlzv3@r.postjobfree.com Issaquah, WA 98004

SR. PROJECT MANAGER

Group Executive Business Development

An entrepreneur with over 15+ years in the government, higher education, commercial and transportation market and have the experience managing complex projects to completion. Forward-thinking manager delivering a 360-degree vision of what needs to take place for projects that proactively solves future issues and produces deliverables that exceed client expectations while staying on budget.

VALUE OFFERED:

25+ years of TECHNOLOGY Design/Build as PROJECT MANAGEMENT, OPERATIONAL MANAGEMENT, BUSINESS DEVELOPMENT and DESIGNER experience to deliver projects on time, within budget and exceeding client’s expectations. (Experience - Low Voltage, DAS, Controls, Security, Wireless, GPON, Access Control, Audio Visual, Lighting)

Provided leadership for teams by building and motivating team members to meet project goals, adhering to their responsibilities and project milestones for Design Build and Progressive Design Build projects.

Builds rapport with internal and external stakeholders by acting as supportive facilitator helping them solve problems and move forward in achieving project goals.

Bottom-line driven budget manager who forecasts outcomes based on insights gained from financial statements and team interactions; maintains flexibility to respond to opportunities to add value to projects without going off-budget.

Leverages operational subject matter expertise to zero in on ways to solve problems, boost efficiency, and enhance bottom line; takes calculated risks by staying informed on changing industry trends.

Participated in establishing practices, templates, policies, tools and partnerships to expand and mature these capabilities for the organization.

Developing sales strategies and long-term business planning based on current market trends, along with collaboration from company executives to execute managed company growth.

Excellent communication skills, strong leadership skills and ability to positively motivate business development and marketing staff and clients.

Placing company in front of client’s executive organization messaging the value of how diverse and experience team will benefit them.

Strategic planner who vigilantly monitors market activity, economic conditions, and client preferences to synthesize vision of what is needed in order to drive projects that fulfill those needs creating a CRM data base for progress of the account plan.

Diligent, customer-focused approach that adds personal touch to client interactions which builds trust and rapport, resulting in strong relationships and repeat / referral business.

POSTION BACKGROUND EXPERIENCE

Data Centers Joint Base Lewis McChord Copper & Fiber Projects UCLA Copper & Fiber Projects Microsoft OSP Fiber Reconfiguration Numerous Seattle Hi-Rise Mixes Use Projects Sound Transit Cellular DAS Tunnel Implementation Bellevue Operations and Maintenance Facility East Lynnwood Transit Center SeaTac Airport Concourse A and Network Infrastructure Upgrades Facebook Google Amazon

CAREER EXPERTISE:

Strategic Planning Budgets Forecasts Efficiency Cost Control KPIs Staff Recruiting Performance Monitoring Project Management Business Development New Market Opportunities Sales Growth Client Relations Customer Retention Research Prospecting Client Account Strategies Presentations Follow Up Contract Negotiations Business Plans Consultative Sales

NOTABLE ACHIEVEMENT:

Registered Communications Distribution Designer (RCDD), Building Industry Consulting Service International (current)

OPERATIONAL LEADERSHIP

Affiliated Engineers, Inc. (AEI) – Seattle, WA

Director of Business Development 02/2020 – 10/2020

Stepped into role after predecessor retired and injected new energy into business development operations before COVID-19 shut down operations. Oversaw portfolio of $17 million in projects; produced RFP and RFQ responses and research business growth in WA, OR, AK, and ID. Maintain existing client relations through personal interactions and developed new clients through research and outreach, including penetrating new markets. Developed presentations to expand business and created yearly budgeted business plan including researching capital budgets for higher education institutions and government agencies to identify opportunity areas.

Won shortlisting for (5) large RFQ’s valued at $4 million in just 7 months and increased relationships with 25-new potential clients; uncovered potential opportunities through client discussions and tailored RFQs to meet needs.

Identified operational need for presentation skills training for staff to improve performance when making client pitches; gathered feedback from architects and contractors which indicated skill deficiency area.

Fueled company reorganization of onboarding process after training tools proved to be less than desired; recognized need for internal mentors and more intensive training and onboarding.

Corrected 75% of company database which was riddled with inaccurate or out-of-date information; better informed sales and operations teams on client and project details to provide better transparency for new opportunities.

PAE – Seattle, WA

Technology Sr. Project Manager 04/2019 – 02/2020

Hired into position after being approached by business associate; Tasked with maintain existing client relations and develop new clients, manage, train, and initiated development of design standards for technology group. Added quality control by correcting previous design errors and finishing existing designs; helped combine software technologies to maintain and document large client’s campus underground fiber optic and data base. Mentored junior design team developing their skills client Interactions.

Project Managed several technology designs for low voltage; higher education, mixed use, offices buildings, airports, underground conduits and low voltage cabling, and government facilities.

Facilitated improved knowledge sharing about projects to avoid loss of project momentum and to maintain superior client support; after staff accepted other jobs; met with design team and reviewed all projects and next steps required.

Eliminated project overtime and slashed needed design corrections; after partnering with design team involved in scheduling weekly meetings to review staff load and project deadlines to create improved project balance.

Infused staff with more current knowledge of technology standards; by proactively scheduling biweekly lunch and learn meetings with manufacturers and software developers providing updates on equipment technologies, manufacturer technologies, code, and corporate software updates.

Increased revenue by 65% by cultivating rapport and trust with prospective clients, eventually winning their business.

McKinstry Co., LLC – Seattle, WA

Business Unit Manager/Director of Business Development 04/2016 – 04/2019

Referred into role by business colleague and hired to manage annual $40 million / year division within $685 million company. Oversaw sales and financial responsibilities until company reorganized and was tapped to lead business development for group with $200 million in pipeline. Administered customer pricing requests, interview preparations, and new client relationships.

Oversaw financial status of group and reported to senior staff; utilizing companies project management software and departmental forecasting. Work with other leaders to establish monthly job costing reports for project managers to help manage and forecast projects.

Reviewed and Estimates RFPs for fixed pricing, cost plus and time & materials projects; utilizing McKinstry’s Internal marketing support and department estimators. Estimates ranged from $50K to $22M in scope and size, and included client interviews.

Improved job performance reporting and trained staff to use reports as critical work management tool; overcame initial staff resistance by demonstrating valuable insights about areas needing attention and also identifying successes.

Strengthened company’s standing within business community; by increasing interdepartmental synergy to better serve clientele; facilitated frequent meetings with division leaders and cultivated collaboration on mutual projects.

Expanded capabilities of sales database to include previously neglected smaller accounts which accounted 50% of company business; better informed business plan for tactical executive decisions about company direction.

Sasco Electric – Seattle, WA

Sr. Project Manager 01/2013 – 04/2016

Hired into role based on business development and operations expertise in building revenues and capacity. Worked with 5 staff generating $10 million in sales annually by growing existing clients, find new clients, training new and existing team members, and recruit new employees through relationship building with identified top-performing talent.

Project Managed several low voltage installations and designs for; higher educations, mixed use, offices buildings, airports, underground conduits and low voltage cabling, government facilities, data centers, network operations centers and schools.

Fueled 50% surge in additional client projects after leading initiative focused on increasing customer satisfaction levels; engaged with current clients, listened to issues, and devised plan to restore confidence.

Added $1 million in new business by adding audio / visual and cellular system projects; to services being offered as business expansion strategy; secured new clients and additional projects through upselling and add-ons.

COMMPLUS ASSOCIATES INC. – Seattle, WA

Owner 09/2000 – 12/2013

Developed a business plan for a Low Voltage Design/Build contracting company and financed start up utilizing a "Small Business Admiration" Loan. Company was started from a single design contract to an annual revenue of $10M starting in year eight.

Managed financial growth investments and taxes for business including city, county, state and federal taxes; engaged with accounting firms, lending organizations, union affiliates and legal representatives paying and filing required monthly, quarterly and annual taxes.

Used business relationships to hire staff to execute a 5-year redesign contract at SeaTac Airport; including Communications Infrastructure Backbone, Voice Paging System, Flight Information System, Terminal Gates Reconfiguration, Access Control and CCTV Systems, Distributed Antenna System and Parking Revenue Control System.

10+ years as one of the preferred low voltage DESIGN/BUILD contractors at JBLM; working with the JBLM and COE to develop testing standards, drawing standards and as build documentation based on the I3A. Managed low voltage design process for Top Secret "Sensitive Compartmented Information Facilities" (SCIF), Flight Simulations Centers, Rangers and Network Operations Centers.

Designed and Constructed more than 1,0000-miles of Outside Plant copper and fiber optic cabling; coordinating with civil and electrical firms and contractors.

Start business in a Year-2000 economic down turn while having business savvy and foresight to survive by; working with Lending Institution strengthening credit, mentoring and training staff how to work more efficient, and creating a company reputation of being cost effective with great standards.

EDUCATION

Art Institute of Seattle – Seattle WA

Associate of Arts and Computer Science

Professional Development:

Infrastructure Designer Certificate, CommScope – Seattle, WA (current)

AFFILIATIONS / INVOLVEMENT

Volunteer, ACE Mentoring – Seattle, WA (2020 – current)

Member, American Institute of Architects (AIA) – Seattle, WA (2020 – current)

Member, Building Industry Consulting Service International (BICSI) – Seattle, WA (current)

Member, Design Building Institute of America (DBIA) – Seattle, WA (2017 – current)

Member, WA State Society for Healthcare Engineering – Seattle, WA (2017 – current)

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