LTV Dynamics

Doubled the size of an international technology and business consulting services firm located in Fairfax, Virginia.  In two years, I was instrumental in doubling the revenue per customer metric; applying a strict account management philosophy for all acquired customers; implementing the AIM approach (assessment, implementation and maintenance) for all current and proposed service offerings; and, actively educating the Account Managers and other senior staff to capitalize on sales opportunities.

More than quadrupled the size of a national architecture and design firm located in Washington DC.  During our 3-year relationship I focused on revenue generation, financial oversight and employee development as it related to operating profit centers.  The client firm merged with Mancini Duffy a large international architecture and design firm headquartered in New York City.

Developed and implemented a new service offering for a regional consulting engineering firm with several offices in the Mid-Atlantic area.  As part of this engagement, the new offering was conceived, tested in the marketplace, and introduced to the Pennsylvania public school market. 

Tripled the size of a technology services firm located in Hartford, Connecticut.  Focused on the state government and commercial marketplaces, I managed the sales activities for the firm; represented the firm in client and potential client situations; negotiated partnering and acquisition agreements; and, maintained relationships with financial partners.  The client was offered a buyout opportunity with SAIC.

Established corporate sales records for the sale of Microsoft Dynamics (formerly, Great Plains Accounting) software for a technology product reseller and services firm located in Tysons Corner, VA.  I managed all the activities associated with product sales; actively led all customer acquisition efforts; frequently interacted with the product vendor; and hired and developed in-house sales talent.

More than tripled the size of a regional architecture and design firm located in Washington, DC.  During our 2-year relationship I focused both on revenue generation and financial accountability as this firm grew exponentially each year.

Created and operated the sales and marketing function for the District of Aginsk (Russia) Bureau of Tourism.  My initial functions included obtaining government funding to develop a Bureau of Tourism in this region as well as establish the first offering – A Spiritual Journey – a cooperative effort between the public sector and the Buddhist population.

Increased the revenues of the American Association of Motor Vehicle Administrators (AAMVA) from $1.0 million to over $20 million over a three-year period.  Facing potential bankruptcy, AAMVA looked to us to assist them in developing and implementing solutions to save the organization.  Working with the senior leadership, we created two not-for-profit subsidiaries that continue to generate over $20 million of a year in user fees thereby ensuring the financial health of this association.

Developed the business, sales and organizational strategies for an international technology products and services provider to the digital signal industry.  As a result of my efforts, the organization doubled in size in three years and was recently acquired by CDI Corp.

Conducted all customer acquisition and retention activities for Novoles, LLC, a timber processing facility located in Chita, Russia.  My role was to identify potential buyers through a series of research channels, prepare preliminary bid packets for approval by the timber management, negotiate with qualified buyers and complete buy/sell transactions.  While working with this organization, I helped close on a long-term relationship with IKEA, which quickly catapulted this organization to the international stage.