US and International Defense Consultants was founded to provide consultation to companies interested in becoming successful in the US and International Defense markets. 

I co-founded the company to bring expertise to Program/Project Management and Systems Engineering efforts, whether in the US or with International customers. 

With more than $400M of sales and awarded programs to the DOD and International market, my partner and I bring a depth of experience that ensures companies will understand requirements, submit winning proposals, and manage to ensure successful programs and projects.  Together, we have successfully sold a broad portfolio of products to commercial and government customers.  From our experience with more than 50 countries, including the US, we provide insights on how these countries work and, more importantly, how to answer the unstated requirements. We are experts in licensing and ITAR. 

We have extensive experience in the field of Capture Management from Initial Customer Meetings and Contact through Proposal Development and Submission and onto Program Execution and Delivery. Our responsibilities included capture execution, (including customer engagement, strategy development, refinement, and implementation) for well over 50 opportunities, both US and international. We have successfully won defense sales in Europe, the Pacific Rim, India, the Middle East & North Africa, as well as throughout Latin America. We are well-versed in the acquisition process of the US Government and international customers and in understanding their requirements. We have successfully led capture teams from capture strategy development to the handover for execution. 

In the past year we have successfully assisted companies in understanding the nuances of providing successful RFPs. Our insights on the future of the defense market and contracts has provided the information needed for companies to make successful investments in Aerospace.

Executive, reporting to President, Rohde & Schwarz USA, with P&L responsibility for the Secure Radio Communications Business for the North America Region (USA, Canada, and International through US Primes). Portfolio Manager for all radio communications equipment including Tactical, Navy, Airborne, Air Traffic Control and Voice Communications Systems Product Lines. Responsibilities also include marketing, sales, follow-on business, program execution, contract negotiations, and after sales support. Revenues over the past two years were over $45M (domestic US sales and international sales through US primes). Increased annual business sales by 40%. Initiated and won the first sale of an airborne radio to General Atomics (GA) for their Predator Unmanned Aerial System (UAV) for the German Government.World-wide Business Development Manager responsible for authoring and implementing a corporate wide (German Headquarters and 70 subsidiaries) Foreign Military Sales Initiative to secure additional sales through the use of the US Government’s FMS programs. Activities included promulgation of a written Global Standard for FMS sales processes and procedures, and training to Managing Directors and Sales Forces in Asia, Europe and North and Latin America. Personally held training sessions in China, Germany, and US/Latin America.Proposal lead on Federal Aviation Administration (FAA) National Voice System (NVS) Proposal effort. This was a US Government opportunity which involved both domestic and international companies - Raytheon, Rohde & Schwarz Topex (Romania), Rohde & Schwarz KG & GmBH (Germany). This was a 5 year development contract for an FAA Next Gen voice communications system for tower communications for all US airports.

Increased 2011 sales revenue by 40% on Guardrail IDIQ contract. Expanded Marketing/BD responsibilities included growing company business base beyond Guardrail contract. Identified opportunities with new CECOM customers, set-up teaming agreements with prime contractors, and increased opportunity pipeline by $32M per year over the next five years. Administration and management of 30 full time employees. TOP SECRET clearance

Territory was the Pacific Rim, India and Israel. Sold $1.3M of export MBITR radios to new customers. Responsible for all marketing activities including customer interface, agent and representative relationships, identifying and qualifying new opportunities, country specific strategy plans, capture plans and proposals, pricing and order input. Successfully ensured all State Department required licenses and technical agreements were approved and executedDeveloped extensive expertise in demonstrating dismounted tactical networking operations through multiple field trials, as part of proposal evaluation efforts, and new customer demonstrations. Opened two new markets to Thales radio sales and maintenance operations: Malta through Israeli Prime Contractor with team consisting of four companies from three countries Japan through coordination with Thales JapanDeveloped Technical Assistance Agreements with multiple parties for systems integration programs utilizing Thales radios. Initiated marketing operations in India by recruiting agent and developing comprehensive strategic approach to the market. Market approach involved identifying both para-military and military opportunities. Initiated business relationships with Indian Public Sector Units to satisfy Indian MOD mandated customization requirements.

Responsible for Domestic Ground Communications Systems. Introduced a two channel network radio (802.16/INMARSAT) to replace EPLRS in the Army’s Tactical Internet to the US Army. Briefed and discussed developments with US Army customer base including: TRADOC capability and systems managers for the Soldier (Ft. Benning), Armor (Ft. Knox) and Communications (Ft. Gordon); acquisition managers including PM WIN-T, PM FBCB2 and PM TRCS, and the Army Materiel Command sustainment managers at CECOM. Initiated international alliances with radio manufacturers – NexOne, Korea (Agency for Defense Development), Rohde-Schwarz, Singapore (Defense Science Technology Agency), BAE Australia, Australia (Defense Materiel Organization).Managed large week-long marketing effort at the annual Association of US Army show in Washington, DC. Coordinated with BAE Corporate headquarters to include our division's key systems and projects to be displayed at the trade show. arranged multiple demonstrations and briefings of the equipment to senior military and civilian government personnel. Worked with my contacts to arrange meetings with key customers for the division president at the show.Initiated international alliances with radio manufacturers – NexOne, Rohde-Schwarz, and BAE Australia - to address developing markets in Korea (Agency for Defense Development), Singapore (Defense Science Technology Agency), and Australia (Defense Materiel Organization). In the civilian market, the technologies developed for multi-channel radios were applied to opportunities in the Federal Railroad Administration (FRA), the Department of Energy (DOE) and electric utilities for the Modern Grid/Smart Grid programs.

Manage a team of systems engineers who support marketing and sales activities in domestic and international markets. Engineering manager has responsibility for the identification and definition of possible ITT systems and networking solutions for international customer’s requirements. Work directly on a new business capture team and provide win strategies in support of the division’s business objectives. Additional responsibilities include staff development and performance evaluations of the three senior engineers.Representative Assignments and AccomplishmentsSingapore Mobile Data Network (MDN) – Successful, Competitive New Business Win (Lead Systems Engineer) • Managed the Technical Proposal Development Effort• Coordinated the engineering cost estimates for cost proposal• Managed, coordinated and led ITT and subcontractors’ development of the demonstration system • Managed the non-recurring engineering as lead system engineer on Singapore MDN Program core teamIsraeli Data Radio (IDR) Program – Successful, Competitive New International Business Win (Lead Systems Engineer) Directly interfaced with both the customer and Israeli prime contractor, successfully interpreted their requirements and sold them on our solution winning them away from competitor responsible for initial systems study efforts and architecture• Managed the Technical Volume Development Effort- Extensive Modeling and Simulation Effort including four sophisticated scenarios for a division level force- Field Trial and Laboratory Demonstration including six customer provided test proceduresSINCGARS Improvement Program (SIP+) Program – Project Engineer • Managed the engineering team including a systems group and two software engineering groups. • Developed and monitored schedules and cost budgets for the program• Participated in the YPG tests as a member of the field technical team• Won an Achievement Award for the successful development and YPG testing of the SIP+ system

Project Engineer supporting the local office’s business development plan to migrate from a systems engineering and technical assistance service business to a systems development and integration business. Responsibilities included: business charter to successfully develop, lead and complete new systems integration and software development jobs; manage and administer a small group of systems and software engineers required to support this business area; development of business proposals including technical, management and cost strategies.