At Hach, my role included leading global client strategy for a subset of global, strategic engineering companies managed my a small team under my leadership. The position resided within the Global Projects group, with responsibility for all project pursuits connected to these strategic accounts, regardless of where they were executed. I also had responsibility for building the project pursuit and positioning capability within the North American commercial team.As one of the outstanding roster of Danaher companies, Hach provides water quality analysis materials to customers around the globe.

As part of the impressive Energy Division of Black & Veatch, I had the pleasure of working with a team of Power Delivery professionals that bring value to virtually every element of the ownership of electric infrastructure. They include strategic consulting (including asset management, budgeting and captial prioritization and organizational improvement), planning (routing/siting, permitting, conceptual engineering), engineering (substation design including NERC CIP, PLSCADD, 3D work product), construction and construction management (C-only or EPC delivery utilizing union resources through Black & Veatch Construction, Inc. or non-union with Overland Contracting) and O&M support.Over 18 brief months, my team and I were able to reestablish utility client relationships in CA, AZ and NV, and secure numerous ongiong design contracts. We had a number of successful pursuits for both E-only and EPC opportunities, primarily in CA.

Working with a talented team of engineers and scientists, I developed professional services and construction opportunities across ten Global Practices within the southern California Region. Markets included Power and Energy (generation, transmission, distribution), Environmental (permits, studies, compliance, remediation), Aviation (hangars, runways/taxiways, fueling) and Federal/DoD, among others.- I led the Strategic Planning efforts for each individual Practice, including the Sales and Marketing plans for each, rolling up into a single Regional Plan.- Active in an array of professional organizations, I represented the firm at countless pre-proposal, small business, and other networking events.- Continuous improvement of the sales and proposal processes is a core strength I brought to a relatively new team in the Orange County office.

My role was initiating and developing relationships with key, influential members of top clients and design firms in the industries served by V&A (municipal water/wastewater and rail transit), leading to long-term workflow for the firm. I achieved a record of steady growth in backlog over five years, including the slow economies of 2008-2010. • 300% revenue growth was achieved over five years under my directionAs the firm grew, I added staff to maintain the business development momentum created in Texas and the Southwest, as well as a proposal coordinator for proposal production. This group became recognized as one of the elite small firm BD/Marketing teams in the industry.• I am an effective manager of regional and production staffAssuming the marketing responsibilities, in addition to his own territory and management of his team, I led the reinvention of the V&A brand, website redesign and other marketing materials. New templates and quality procedures for proposals and reports were put in place under his direction, and technical papers/articles and public relations efforts were made part of the strategic marketing effort as well.• Director of Project Development = Business Development and MarketingI identified the need for Contact Relationship Management (CRM) software in order to facilitate successful growth, and championed the effort to implement Salesforce CRM. I assumed the Administrator role and led the research, implementation and training for the firm. • I exhibited leadership, resulting in the implementation of a CRM systemI became a critical contributor to the short-range and long-range Strategic Planning effort, and directed the creation of Regional Marketing and Business Development Plans to insure the firm remained faithful to its annual goals.• I expanded his management expertise via the ZweigWhite Management Series: Accounting and Finance seminar

Brought in to develop new markets, I eagerly tackled the challenge of identifying winnable project opportunities in northern California for a small contractor based in Ontario, CA. New relationships resulted in bid opportunities with a number of target municipalities.• I demonstrated my ability to take initiative, yielding meaningful relationships and short-term opportunities.The geography was new, but so was the product/service offering. Education was my primary focus, and over time, I became a recognized regional expert on sewer rehabilitation technologies. The most effective delivery mechanism was coordinated demonstrations to multiple potential clients.• Bringing people together, I quickly educated an entire region on alternative solutions

Managing a large geography, I was responsible for identifying, tracking, influencing and bidding multi-million dollar construction projects in 7 states and two countries. Market analysis, including supplier costs, competition and funding availability were a part of my responsibilities for each geography.• ‘Hard-hat time’ in the trenches and in the shop separated me from other sales representatives in the industrySteel water pipe is not new to the municipal water industry, but its design is far from straightforward. For four years, I provided the technical guidance to design engineers from northern California, Utah, Hawaii and western Canada required to design and specify an appropriate water transmission pipeline system.• Technical expertise became the hallmark of my value, despite not having a P.E. on my card.

In a teaching environment where personal motivation and initiative are expected to quickly wane, I co-created the Marine Science Academy (MSA) program at a public high school in southern California. The school was known for high-achievers, but left an expanding gap between those and the ‘middle’ students. This program combined the best of the science and math curriculum to create practical applications that reached students.• I developed a solution to an apparent problem, resulting in real motivation for students to perform in schoolFunding was an issue, as anticipated, for the MSA program. I reached out to the community to raise private resources to fund the project. The result was companies like TRW sponsoring the effort and sufficient fundraising to design and construct two new laboratory classrooms and supply new computers, projectors, software and laboratory equipment for the program.• I successfully served as Project Manager for a design and construction project with no previous construction experience.