Frank Potter Email & Phone Number

Harrisburg, Pennsylvania Area

The Fusion of Telecom and ITTo succeed, today's organizations must be able to immediately access, move, process and store a vast quantity of information from disparate sources. Time frames have shrunk, expectations have skyrocketed, and there is a constant drive to do more with less. Grudi Associates is the answer. Through the fusion of telecom and IT, we provide innovative, customized solutions that deliver advanced capabilities, productivity, cost savings and the value of a trusted partner.

Reading, Pennsylvania Area

Responsible for revenue growth of regional K-12 and higher education accounts. Delivered $5M+ in sales, including a multi-million dollar Cisco Meraki win for large area school district. Resuscitated key account relationships while expanding new client footprint throughout the territory. Created, organized and executed innovative forum for local school districts to share experiences in a vendor agnostic setting.

Harrisburg, Pennsylvania Area

Account manager covering Central PA, focused on solution selling in the commercial, K-12/higher education and state government verticals. Achieved a $5+M pipeline in first months of activity. Produced RFP response for $20M+ annual state government IT hardware opportunity. Quickly closed numerous opportunities, added new logos and created multiple upselling opportunities and follow on business. Developed strong partner relationships and organized vendor events to generate new leads and business opportunities. Technology partners include HPE, Aruba and HP Inc., Cisco, Meraki, VMware, Barracuda, Brocade, FireEye, Fortinet, Kaspersky, Lenovo, Microsoft, Nimble, Axis and Cylon.

Lancaster, Pa

Responsible for strategic planning, new business development, sales management and significant revenue growth for the Lancaster, PA branch of a leading national network integrator. Managed Account Executives resulting in 4X revenue and 8X pipeline growth in first six months. Led efforts to build strong vendor relationships and technical expertise with manufacturers including Cisco, Aruba/HPE, Dell, Fortinet, OnSSI and others. Developed sales strategies and targeted pursuits across K-12, Higher Ed, commercial and state/local government verticals. Organized and executed multiple trade show exhibits and other marketing events. Solutions included route/switch, wireless, unified communications, network security, intelligent surveillance, and telepresence. Developed strategies and execution plan for increased E-rate sales prior to branch closure.

Philadelphia And Harrisburg, Pa

Key member of IT services firm’s executive management team, delivering immediate positive impact through significant financial growth and maturity of sales/delivery processes. Generated $15M+ in new revenues as Client Executive for the firm’s largest commercial customer (Verizon). Successfully stood up new practice, and then leveraged that account to achieve 10x revenue of original contract. Introduced company to Dell and led new partnership, resulting in standup of new business line and extensive revenues. Doubled company pipeline and potential new business partnerships through strategic sales planning. Managed international client relationship and projects with Verizon. Led efforts to successfully subcontract on $700M+ data center outsourcing opportunity. Responsible for rapid adoption and certification of TL 9000 and ISO 9001:2008 Quality Management Systems. In role as Quality Manager, successfully lead team through two certification audits and three surveillance audits. Assisted in initial implementation of Microsoft Dynamics CRM. Delivered $4M+ in new sales during first six months, including several new, strategic and long term partnerships Traveled extensively throughout U.S., introducing company to global telecommunications company Leveraged relationships and identified new business opportunities to add 22 full time project resource in three months Developed new sales process, business development strategies and significantly improved marketing materials Created TL 9000/ISO 9001:2008 Quality Management System and gained certification in less than six months Stood up and grew new Performance Monitoring and Contract Governance Practice Increased annual revenue and full time employees by >30% in first year

Harrisburg, Pennsylvania Area

Responsible for $30M+ pipeline as account executive for government and commercial solutions in the Commonwealth of Pennsylvania and State of Maryland. Developed new relationships, grew significant new business and maintained all current revenue streams for $40M annual systems integration consultancy branch. Introduced firm to Commonwealth CIO, CTO and other high-level executives through strategic contract win and delivery. Significant accounts managed include Pennsylvania Departments of Transportation, Governor’s Office of Administration/Office of Information Technology (OA/OIT), Public Welfare, Revenue, Labor & Industry, State Police, Environmental Protection and Corrections, in addition to Fish, Boat and Game Commissions. Responsible for contract wins in excess of $15M. Significant accomplishments include: Secured proposal win ($4M+) to build a Project Management Office for large Commonwealth agency Developed winning proposal and delivered $1M data center facility analysis project for Office of Administration Maintained 100% of existing engagements while growing new accounts by 20+% Delivered winning proposals to retain 100% of existing contract renewals while growing revenues

Harrisburg, Pennsylvania Area

New business and service delivery leader of $975M joint private and public sector outsourcing engagement of large, multi-agency state government IT infrastructures. Responsible for new business, service delivery and satisfaction of critical customer account generating 80% of project revenue. Deep knowledge and experience in all account aspects. Progressive leadership positions held include Subcontractor Liaison, Technical Support Manager, Solution Support Team Manager, Account Manager, Client Services Manager and Service Delivery Director Created and led solution development team responsible for more than $45M in new business over two years Designed and implemented new support model for severely distressed agency, resulting in vastly improved service delivery and customer satisfaction, along with significant ($28M) new business growth Rescued failing critical customer relationship by championing innovative concepts, ideas and actions Managed largest IT Commonwealth agency account featuring combination of mainframe and open systems Led restructuring of Client Services team, focusing on customer satisfaction and value adds, identification of new business opportunities/requirements, and increased project management efficiencies Effectively managed and drastically improved subcontractor relationships Managed process improvement team resulting in no qualifying exceptions for subsequent SAS 70 audit

Washington Dc Metro Area

Worked closely with Chairmen and Directors from 100 leading information technology companies to recognize and reward more than 300 innovative case studies through initial contact, follow up and closure. Increased program revenue by 50% for key accounts through effective sponsorship generation. Managed recognition events in San Francisco and Washington, DC, while also directing all information technology operations.

Ann Arbor, Mi

Manager of Systems Support – Technical Infrastructure Operations Directed staff of 12 operating system (AIX, Windows, and OS390) administrators responsible for keeping University administrative information systems stable, efficient and secure. Handled vendor relationships, negotiations and procurement. Provided recommendations on vendor products and services. Interviewed, hired and evaluated staff. Coordinated technical infrastructure planning, enterprise consolidation and RFP efforts.Project Manager – Operational Data Store (M-Pathways Project) Designed, developed, implemented and maintained PeopleSoft Operational Data Stores (ODS). Managed staff of developers, system and database administrators. Prepared ODS architecture and process documentation. Assisted with several Data Warehouse implementations utilizing Business Objects. Associate Director for Corporate Relations (College of Literature, Science, & The Arts) Developed beneficial relationships between corporations and the College, coordinating activities with the University’s central corporate relations staff. Traveled extensively to visit corporations, foundations and alumni. Championed major corporation’s multi-million dollar sponsorship of undergraduate research program. Secured major gifts in excess of $5M from alumni, corporations and foundationsInformation Systems and Web Site Manager (University of Michigan Law School) Designed, created and maintained Law School’s first web site. Developed content intensive site with integrated database applications including an interactive alumni area. Planned, implemented and managed new network, servers, databases, information management, desktop and phone systems for $6M per year fund-raising office.

Ann Arbor, Mi

Responsible for all company marketing of sports marketing firm. Composed and presented proposals to corporate clients. Developed new clients and prospects traveling to sporting events nationwide. Traveled to Indianapolis 500, Daytona 500 and major college football bowl games to market services.

Ann Arbor, Mi

While a full time student, assisted Division I University in all aspects of sports information including press relations, writing and composition of media guides. Editor of 1987 national award-winning Michigan Basketball media guide. Chief Editor of 1987 national award-winning Michigan Men’s Basketball media guide and game programs. Traveled extensively with teams to conference, tournament and bowl games. Supervised University Recreational Sports facilities during evenings and weekends to finance undergraduate degree

Greater New York City Area

Guided media relations through weekly press releases and direct contact in the New York City market area during summer of junior year in college. Handled team travel plans, player contracts, statistics and other executive duties.

Master'S Degree, Information Science

Information Technology Ethics and Values, Digital Archives and Records Management, IT Leadership and Economics, Information Management.

Bachelor'S Degree, Honors Communication And Psychology

Activities and Societies: Named Top 25 Campus Leader, 1986-87Human Motivation and Behavior, Group and Interpersonal Communication.