ROSEMARY

FLOREZ

CLIENT ENGAGEMENT AND BUSINESS DEVELOPMENT—Positioning, Partnering, Winning, Optimizing, Renewing Centreville, VA 20121

adywk6@r.postjobfree.com

202-***-****

PROFESSIONAL SUMMARY:

Client-focused business development professional with over 20 years of experience in government contracting, strategic planning, and relationship building. Skilled at analyzing business strengths and weaknesses, developing capture strategies, and securing new contracts. Passionate about helping organizations achieve their goals through innovative solutions and collaborative partnerships. WORK EXPERIENCE:

Mighty Citizen, Austin, TX

Government Engagement Executive, September 2020 - January 2023 I was recruited to join this full-service digital transformation agency, specializing in web development, redesign, branding, and marketing in a newly created role as the Government Engagement Executive. This full-service agency focuses on several pillars, including associations, nonprofits, and government entities. My role was to conduct research and analysis, and provide strategic recommendations for expanding their government business and securing additional government contracts through a robust Capture Strategy.

• Completed integral project reviews and staff interviews to prepare a government capture strategy.

• Provided an in-depth analysis of the organization’s strengths, weaknesses, differentiators, and a competitive analysis.

• Collaborated with the Executive Team and presented the strategic plan and risk mitigation.

• Created a Government Capabilities Statement and Government Capabilities Presentation.

• Created a Government Marketing Plan and recommended budget.

• Created documentation for a GSA Schedule submission, including a Quality Assurance Plan and Risk Mitigation Plan.

• Provided a Government Strategy Session and presented a targeted outreach/business development plan for key agencies and Prime Contractors.

• Obtained training and recommendations on required government certifications such as (ISO, CMMI, CMMC, FedRamp, and StateRamp) and made recommendations to our Executive Team.

• Created proposal responses to RFPs, RFIs, and Sources Sought.

• Established relationships with media buying organizations, video production organizations, and translation organizations to compete for full-service opportunities effectively.

• Attended government conferences and participated in capability presentations and vendor outreach sessions to establish and maintain relationships with key decision-makers in the government.

• Joined and participated in the Coalition for Federal Procurement and Professional Services Council, interviewing high-level federal government executives to understand their new strategic plans and impact on their mission with the new Biden Administration and the newly released President’s Management Agenda.

• Co-wrote and marketed multiple white papers to educate the government on the requirements of the President’s Management Agenda, including topics on Human Centered Design, Equitable Inclusion, 508 Compliance, Citizen Engagement, and Digital Transformation Strategies.

• Contracts Awarded:

o Texas DBITS Contract, including developing a marketing plan to secure contracts in government entities outside of the State of Texas leveraging the newly awarded contract o University of Texas System BPA Contract (supporting nineteen universities and educational entities in Texas

o Awarded first contract for a new federally funded government agency, utilizing our full-service solutions (Research/Discovery, Marketing, Branding, Web Development, Graphic Design, Competitive Analysis, Copywriting, Video Production, and Language Translation Services) o State of North Carolina contract for web development/re-design, marketing, and recruiting o Awarded a subcontracting agreement with a significant Prime Contractor to support the U.S. Department of Education’s $20 million dollar grant award, in support of the Regional Comprehensive Centers providing technical assistance centers to state and educational organizations. o State of Arkansas contract (Research, Marketing, Branding) o State of Louisiana contract (Research/Discovery, Marketing, Branding, Multiple Website Redesigns, and Training)

FedReach Consulting, Alexandria, VA

Director/Owner, Government Business Development, February 2014 - September 2020 Strategic consulting and business development services. I provided dedicated expertise, specializing in working with businesses seeking to grow their government business to secure federal and state government contracts in addition to non-profits and government grant awards. I brought more than 20 years of specialized business development expertise and worked with companies considering entering the government market, new government contractors, and those seeking improved business development efforts resulting in increased revenue and contractual wins. Services included:

• In-depth analysis of companies’ strengths, weaknesses, differentiators, and competitors.

• Provided Government strategy session and targeted outreach/business development plan.

• Provided development of a winning Capabilities Statement and Win Themes.

• Recommended modifications and development of websites.

• Provided editorial and graphic services (including website, newsletter, social media, and marketing collateral).

• Facilitation of strategic partnerships (Small Businesses, Large Business Prime Contractors, Large Nonprofits).

• Provided professional in-person representation of government contracting organizations at government meetings and events, including partnership facilitation, SalesForce, Zoho, HubSpot, and/or CRM updates.

• Ongoing research, marketing, and outreach.

• Provided training - including basics of selling to the Federal Government, the Procurement Process, research, GSA Schedules, government contracting vehicles (IDIQs, BPAs) targeting key contacts, and developing individual plans for overall success.

Acxiom, Little Rock, AR

Senior Manager, Government Business Development, December 2011 - 2013

• Secured multiple RFPs valued at $25,000,000 and led to four multi-million dollar, 5-year contracts, with the successful implementation of correct GSA Schedule with multiple small and large business partners.

• Enabled additional proposal responses, oral presentations, and down selects on four more initiatives of greater than $25,000,000 including:

o Developed strategic relationships and implemented teaming agreements and NDAs with three large Prime Contractors and eight small business partners to successfully target federal civilian agencies, including the Department of Labor (DOL), Department of Education (ED), Department of Commerce (DOC), HUD, Department of Transportation (DOT), Social Security Administration

(SSA), Department of Health (HHS), Office of Personnel Management (OPM), and General Services Administration (GSA)

• Led prospecting and targeted market capture planning, including coordination and introduction of multiple partners to fulfill and bid on government requirements successfully.

• Established Acxiom's Capabilities Statement for peers to pursue their targeted agencies.

• Expanded joint Capabilities Statements with multiple partners to successfully target and market to agencies leveraging niche offerings of Acxiom and partners' combined services.

• Trained government sales personnel to transform their skills for pursuing and capturing federal government accounts, including capabilities briefings, understanding of agency organizational structures, the introduction of government partners, creation of winning compliant proposal responses, a thorough understanding of procurement regulations, budgeting process, government search engines, and marketing tools.

• Collaborated on procurement and government security requirements with Security, Product Development, and Management Teams to meet compliance and regulations regarding using citizen's data or PII. ON24, Inc., San Francisco, CA

Government Sales Manager, 2004 - 2011

• Led successful opening of Government Business for ON24, obtaining GSA Schedule and development of awards greater than $1,000,000.

• Completed first government sale within three months of contract award, then doubled sales each quarter. More than $1,000,000 awarded in 16 months.

• Negotiated and renewed several large government contracts for an additional five years with agencies such as the Department of Education (ED), State of Virginia, Environmental Protection Agency (EPA), Department of Labor (DOL), National Science Foundation (NSF), Department of Justice (DOJ), Department of Veterans Affairs (VA), United Nations (UN), U.S. Army, National Credit Union Administration, and Department of Agriculture (USDA).

• Obtained a GSA contract and 5-year renewal by developing strategic relationships, both directly with federal government customers and partners (Prime and Sub-Contractors). Partnered with small, veteran, and minority firms for services including SaaS technology solutions, webcasting, virtual conferences, video production, and live streaming services.

Techies.com, Edina, MN

Senior Branch Manager, 1999 - 2004

• Awarded President's Club and added compensation by creating the highest "renewal rate" in the USA (96%) by focusing on face-to-face contact, presentations, proposals, client training, follow-up, and team coordination.

• Ranked top US Branch Manager for 2000 in this pre-IPO startup focused on IT Workforce Management Solutions and eLearning.

VOLUNTEER EXPERIENCE:

Springfield Youth Club, Springfield, VA

Vice President of Operations, January 2006 - March 2011

• Senior Board Member

Cheerleading Commissioner, September 2005 - March 2010

• Oversaw 25 Cheer Coaches and Squads

• Created and implemented fundraising programs.

Head Cheerleading Coach, September 2004 - March 2010

• Led All-Star Competitive Squad

EDUCATION:

Georgia State University, Atlanta, GA – Business

Strayer University, Alexandria, VA – Marketing

HONORS AND AWARDS:

Springfield Youth Club, first female winner of the Paul Westlein Award (March 2011) SKILLS:

• Business Development/Capture Management

• Marketing

• Educational Outreach

• Microsoft Office Suite

• Google Workspace

• SalesForce

• HubSpot

• Zoho

• Client Engagement

• Client Management

• Client Relationship Management

• Client Services and Support

• Partnership Relations

• Research

• Training

• Sales

• Consulting

• Consultative Selling

• Product Demos

• Leadership Experience

• Public Relations

• International Business Development

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