Lu Pham Email & Phone Number

Greater San Diego Area

• Leads business growth, customer and partnership development, and financial performance of the health business practice with a primarily focus on the federal market sector.• Supports the development of health practice operations to ensure key business strategies and processes are supported by systems enabling enterprise growth and flexibility.• Identifies and builds relationships with key decision-makers at all levels within client and partner organization (e.g. health systems, provider organizations, local, state and federal government agencies) particularly in relation to market positioning and capture planning.

San Diego, California

• Implemented pricing strategies and associated best practices regarding price management, including the creation of price and costing models, the execution of the pricing strategy throughout the company, and collaboration with practice leaders to ensure pricing remains consistent throughout the company. • Developed, communicated, and promoted all documentation related to the pricing department, such as process and procedures and cost estimating manual, and that the concepts are properly communicated to the company business stakeholders.• Improved effectiveness and efficiency of company resources through implementation of value added services from pricing department to include cost volume ownership, leading pricing reviews, providing strategy and price to win thought leadership, and risk identification and mitigation.

Falls Church, Va

• Directed the pricing decisions and financial strategy formulation on large and/or strategic government proposals. Led price-to-win (PTW) efforts across SRA for all types of bids: Cost Plus (CP); Firm Fixed Price (FFP); and, Time and Materials (T&M). Crafted sound pricing strategies and PTW targets, and drove these financial solutions through the proposal lifecycle. Consistently influenced proposal teams and executive management to adopt winning PTW and pricing strategies. • Shaped Request for Proposals (RFPs) by working with capture teams, business area leaders, customers, and third party advisors. Developed PTW and pricing strategy competencies across SRA by mentoring pricing analysts, technical leaders, and business leaders. Led PTW, pricing strategy, and business volume for the following major wins: CMS Strategic Partners Acquisition Readiness Contract (SPARC) Program ($25B), DOJ Information Technology Support Services (ITSS) IV ($1.5B), OPHPR Technical Support Services ($400M), NIAID Cyber Technologies Staff Augmentation Program (CTSAP) ($200M), SEC Infrastructure Support Services (ISS) ($185M), CMDRP Biomedical Research Application Evaluation and Support (BRAES) ($150M), OJP Enterprise Application Development Support Services (EADSS) ($116M), CMS Healthcare Integrated General Ledger Accounting System (HIGLAS) Operations & Maintenance (O&M) ($90M), HRSA NPDB ($85M), FERC Information Technology Support Services (ITSS) ($85M), Federal Parent Locator Service (FPLS) Program Support ($80M), and CMS Enrollment Assistant Program (EAP) ($65M).• Collaborated with health sector business area leaders (NIH, HHS, CDC, CMS) to develop and implement strategic roadmap for corporate priority opportunities to ensure competitive pricing, identify risk (proposal and execution), and capture valuable intelligence by leveraging existing business relationships and interactions.

Falls Churc, Va

• Quickly gained respect throughout SRA as a valued top performer who added value to financial, technical, management, and business volumes. Captured full proposal life cycle services transaction(s): Led the PTW, pricing strategy, cost rollup and analysis, business volume, and account handoff efforts. Developed and led capture/PTW strategy efforts for large/complex solicitations. Drove pricing efforts for all major types of transactions such as FFP, T&M, CP, and IDIQ vehicles by building competitive business solution/proposal costing and pricing for RFPs based on the scope of work, contract structure, and pricing mechanisms.• Routinely briefed and interfaced with executive management regarding new business pursuits, concisely explaining the strategy, risks, solution, and approach. Mentored junior staff to develop business and pricing skills. Sold pricing strategies to executive management and the delivery organizations. Identified, quantified, and mitigated risk associated with new business transactions. Prepared the P&L for all types of deals – producing operating margins, return on investment (ROI) and internal rate of return (IRR) analyses. Faced off with customer representatives and third party advisors during audits, fact-finding, proposal pricing justifications, and contract negotiations.

Washington D.C. Metro Area

• Served as liaison for Global Finance, Subcontracts and Program Business Services teams. Audited and briefed subcontractors and independent consultants on new agreements and contract modifications. Verified and analyzed purchase requisitions to ensure proper coherence of funding allocations. • Coordinated with subcontract administrators (SCAs), business and financial Analysts, program managers, client staff, account receivables, subcontract payables, and close out team on a daily basis with invoice issues and reconciliation, cost reporting analysis and revenue recognitions, funding allocation issues by utilizing Cognos Impromptu reporting capabilities for analysis. Efficiently minimized risks and reduced costs by coordinating subcontractor and consultant funding and invoicing strategies early with program managers, business analysts, and subcontract administrators. Performed cost incurred versus funded analysis and conducted prime rate escalation for each contract vehicle as scheduled to ensure rates are escalated properly in JAMIS to avoid invoicing and revenue recognition discrepancies by utilizing Cognos Impromptu reports. • Provided and delivered monthly and quarterly reports for the Subcontract team using IQ report in JAMIS and Excel (VLookup functions) to ensure proper and accurate subcontracts set up and funding allocation to prevent errors and to be compliant during annual DCAA audits. Trained new pricing team members and key players from proposal and account teams on best practices guidelines to ensure awareness and compliance with corporate policies.

Washington D.C. Metro Area

• Prepared and managed budgets, and forecasted monthly expenditures on bi-monthly/monthly basis for various small to large sized Government T&M and FFP/LOE/AF contracts. Performed Cost to Completes/Estimate to Completes to measure profitability. Prepared risk analysis on contracts to mitigate execution risk for the company. Participated in planning, tracking, and analysis of monthly expenditures, internal controls to ensure accurate time charging and billing using PCR (Project Cost Reporting) System.• Prepared quarterly execution reviews to audit and reconcile past reporting data to ensure all costs are accounted for versus what is billed and paid to the Client. Monitored, approved, and tracked subcontractor accruals, invoicing and payments using SCMS (Subcontract Management System, and POL (Pay Online) to ensure proper subcontractor reporting. Interacted closely with various cross functional financial groups such as Contracts, Subcontracts, Program Management, Finance, Procurement, and Pricing.

Washington D.C. Metro Area

• Acted as a liaison between finance and project management staff for various Government contracts. Performed revenue and cost analysis for Program and Business Operations Managers. Prepared reports and briefed management on all aspects of Cost Plus, CPFF, CPAF, T&M, FFP, FFP/LOE/AF contracts. Set up/briefed new or existing contracts and interpreted contract terms (Contracts and Modifications) into JAMIS (Job Cost Accounting Management Information Systems).