Arbo (fka LawIQ)

• Coached co-founders in establishing vision and mission to achieve growth objectives, including identifying best practices, surveying values and beliefs and drafting associated communications.• Developed marketing plan that identified highest ROI tactics for growth considerate of “bootstrapped” resources and market characteristics. Led initial execution by collaborating with team to clarify value propositions and identify attributes defining customer segmentation.• Led creation of promotional videos including scripting and collaboration on creative and production.• Leveraged government contracting experience and relationships to establish a route-to-market for and win the company’s first government contract – a deal of significant strategic value.

Office of Veterans Business Development - responsible for executing veterans business development programs. Functions include grants and contract management, outreach planning, operations, policy formulation, and interagency coordination. • Responsible for all aspects of managing all office staff and a $14 million budget. Acted frequently in the role of Associate Administrator as senior executive representing the office to the SBA Administrator, members of congress, and other federal agency executives.• Administered a grant portfolio of 33 grantees including a nationwide network of Veterans Business Outreach Centers and major Universities. Continuously improved all related processes.• Led business case development, solicited stakeholder buy-in, developed acquisition strategy, managed vendor relationships, and sponsored Agency implementation of Salesforce customer relationship management system achieving the first new system “authority to operate” in years. • Developed and supervised a program management team of contractors and general schedule employees that completed projects and tasks on schedule and in excess of expectations. • Managed all contracting actions on multiple vehicles totaling over 10 million dollars.

• Managed and grew the Boots to Business entrepreneurship education program in two years into a brand recognized globally by military service members, veterans, and small business development professionals and a program that provided classroom training to over 75,000 beneficiaries.• Directed the Agency's first ever digital marketing campaign which included marketing mix selection, creative design and copy writing, managing contractor performance, and selection and review of return on investment metrics. Ads received praise for their creativity from stakeholders and resulted in a 300% increase in website visitors and a conversion rate higher than benchmarks.• Represented SBA on multiple high profile, large audience panel events on military installations significantly increasing awareness for SBA programs with the key target beneficiaries.• Led team visits to district offices to monitor performance, establish relationships and collect “voice of the customer” feedback. Site visits were critical to optimizing operations and compliance.

The Warrior Protection and Readiness Coalition (WPRC) is a trade association of leading military equipment manufacturers. • Led operations including marketing, media outreach, events, research initiatives, finance, and staffing. Worked with board of directors to provide mission, strategy, and corporate policy. • Developed and supervised programs to educate Congress on military individual equipment industry. Expertise on budgeting process, management of lobbying team, and effective written and oral communication of positions led to improvements in acquisition policy and budget regulations.• Initiated new member recruiting program including negotiating partnerships and creating new positioning and communications. Efforts led to six new members in 3 months exceeding target.

Led 15 member cross-functional team on sales and marketing execution, product development, government relations, and program management for DuPont™ Kevlar® body armor business line.• Managed product development and planning process and led projects resulting in new solutions for Kevlar® applications in the combat helmet and body armor categories. • Negotiated multiple partnership agreements to successfully implement commercial “teaming” partnerships with prime contractors including 8(a) veteran owned and service disabled veteran owned firms to increase sales of DuPont materials. Achieved all profit and share objectives.• Led MBA recruiting team, including marketing to, screening and interviewing candidates, and multiple speaking engagements. Increased hiring yield from 17% to 75% in four years.• Founded DuPont’s diversity network for veterans by developing program and gaining approval from the CEO.

• Authored corporate strategy for defense market including strategy for Congressional relations integration that was presented to, approved, and funded by CEO.• Developed policy positions for defense business, represented DuPont on industry associations and congressional advocacy efforts.• Directed marketing communications execution including trade show participation and public relations. Restructured participation in major trade shows to include multi-media integration and increase customer engagement and return on investment.

Led US Military Thermal Protection segment including sales and application development to revise and renew market strategy, develop new products, execute the marketing plan, implement a downstream loyalty program and expand the marketing mix to include e-marketing.

Conducted detailed all-source analysis of foreign air and air defense force operations and tactics. Authored over 20 tactics analysis and intelligence briefings on adversary warfare capabilities for senior policy makers and deployed operators. Participated in major joint exercises providing red cell expertise and coordinating analytical efforts. Developed and presented data critical to pilot safety to large military and civilian audiences. Supervised 10 direct reports.

Flew 38 combat missions during Operation Iraqi Freedom as mission commander in S-3B viking. Led 43 airmen of Line Division in maintenance of eight $38 million aircraft. Led Administration Division and Training and Tactics.

Market Analysis & Product Marketing. Analyzed financial markets to assist Financial Advisors in making appropriate investment decisions. Assisted Chief Strategist in the formulation of market strategy and interpretation of economic data. Marketed investment products to sales force utilizing electronic, written, and verbal media. Implemented first ever firm wide electronic distribution of research products using web technology.