Joel White Email & Phone Number

Pickerington, Ohio, United States

Marketcap Consulting helps companies improve their financial performance and strategy execution by providing unique, objective insight into the challenges and opportunities they face. We'll work together with you to assess the improvement potential for your business, rapidly progress the steps needed to achieve the desired outcome, then equip your team to sustain and enhance those improvements for the longer term.

Columbus, Ohio Area

- Responsible for global pricing operations for new business proposals and contract modifications.- Responsible for global contract negotiation and contract management operations for all new business, third party vendor, and subcontracting opportunities.- Responsible for project financial management throughout the duration of awarded projects.- Led business improvement initiatives focused on increasing the company’s cash flow, earnings, and revenue generation.- Served as customer escalation point for financial management issues and commercial proposal negotiations.- Served key role in due diligence process which resulted in Synteract being acquired by Syneos Health in December 2020.- Left company shortly thereafter to start solo consulting business.

Raleigh-Durham, North Carolina Area

Led Chiltern’s global proposals team responsible for responding to customer Requests for Proposals.- Responsible for the overall functioning of the team including line management and development of departmental managers, staff, and processes.- Partnered with Business Development in determining which opportunities should attract the most attention and focus, and develop solutions suited to those opportunities.- Initiated and drove process improvement with respect to substantially improved proposal templates, -delivery standards, turnaround times, and simplified pricing practices.- Presented at bid defense meetings associated with proposals where commercial terms and/or “risk sharing” are a significant factor in the customer’s decision making process.- Built strong working relationships with leaders in Business Development, Operations, Finance, and Legal in pursuit of creating optimal outcomes for Chiltern in pricing negotiations.- Led contracts and proposals involvement in development of customer governance structures, resolving contractual issues and interpretations of existing contracts and master agreements.- Maintained frameworks for the production of deliverables in support of Chiltern new and established business requirements.- Identified opportunities for process improvement and lead initiatives within the department and throughout the company to follow through on such opportunities.

Raleigh-Durham, North Carolina Area

Led team of contracts and budget negotiation professionals in the US and Latin America.- Supervised and conducted review and approval of every post-award proposal revision, contract for new business, and change order, negotiating terms with customers as part of that process.- Operated a metrics-driven performance environment where quality, consistency, and quantity of deliverables is measured against quarterly and annual targets and frequently reported.- Initiated and drove process improvement with respect to substantially improved contract templates, delivery standards, turnaround times, and simplified post-award pricing revision practices.- Presented at bid defense meetings associated with proposals where commercial terms and/or “risk sharing” are a significant factor in the customer’s decision making process.- Drafted custom responses to RFI and RFP questions regarding commercial terms, contracts process, and any other relevant questions pertaining to the contracts discipline.- Built strong working relationships with leaders in Business Development, Operations, Finance, and Legal in pursuit of creating optimal outcomes for PAREXEL in contract negotiations.- Led contracts and proposals involvement in development of customer governance structures, resolving contractual issues and interpretations of existing contracts and master agreements.- Partnered with Finance team to influence and measure the extent to which new contracts impact the company’s cash flow metrics, such as days sales outstanding, operating cash flow growth, etc.- Served as PAREXEL’s federal contracting lead, utilizing extensive knowledge of financial systems, federal proposal requirements, and FAR contract compliance to ensure proper proposal completion.

Raleigh-Durham, North Carolina Area

Led financial strategies and negotiations of proposals and contracts department for a large global CRO. Proposed and negotiated financial structures for outsourcing agreements of all sizes. Supervised deliverables and career development of proposals and finance teams.- Submitted strategic pricing offers and negotiated resulting terms to secure selection as strategic partner with UCB and most recently a new top 5 PRA relationship.- Led contracts and finance involvement in strategic partnership governance structures, resolving contractual issues and interpretations of existing contracts and master agreements.- Supervised and conducted review and approval of every proposal and contract for new business and negotiate contested terms with customers.- Led development, negotiation, and executive approval of all risk sharing and volume incentive proposals, which vary for each project’s circumstances and require robust risk management skills.- Provided executive management with strategic pricing plans during bid negotiation to win business while ensuring balanced pricing, preferred contractual terms, and customer satisfaction.- Mentored junior staff in developing their skills in proposals development, operations finance, contracts management and negotiation, and MS Office proficiency.- Served as PRA’s federal contracting lead, utilizing extensive knowledge of financial systems, federal requirements for proposals, and FAR contract compliance to ensure proper proposal completion.- Received President’s Award in 2011 and Special Achievement Awards in 2009 and 2012 for significant contributions towards business development efforts.

Raleigh-Durham, North Carolina Area

Raleigh-Durham, North Carolina Area

Charlottesville, Virginia Area

Columbus, Ohio Area

Supported real estate directors scouting new store locations and negotiating long-term leases with mall owners for $7b specialty retailer. Evaluated construction specifications to determine project costs and secured management approval. Led online automation of deal approval process, saving significant manpower and resources and expediting deal approval process by eliminating paper-based meetings.

Columbus, Ohio Area

Promoted into new role solely focused on lease auditing. Audited occupancy expense costs for fleet of 3,000 stores. Prepared financial analysis related to occupancy trends for use in budgeting.

Columbus, Ohio Area

Audited store leases from assigned portfolio of shopping centers to identify mischarges on rent, common area charges, and real estate taxes.