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Confidential
Fortune 100 Manufacturer
Identify candidates
for transition from site to virtual management. Train managers and teams
on virtual team skills. Coach new-product launch teams on electronic management
skills.
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R.C. Duncan Enterprises
Marketed two projects, one sluggish and needing energizing, the other
suffering from poor location. Redesigned advertising, created loan qualifier
software, trained sales force in use of computers and loan qualifier software.
The advertising attracted qualified traffic, and our guerilla market research
proved that our best advertising vehicle was not the one buyers recalled
when surveyed.
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E2M
Trained an engineer to write proposals to win work from a US government
agency, using themes to embed their message. "Pecos Bill Lassos a
Tornado" was memorable and convincing for these West Texas selection
panel members.
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Gas Research Institute
Two year commitment to train staff in proposal preparation, and coach
procurement teams. Marketing training for professional staff, production
training for support staff, Proposal management for targeted procurements.
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Geiler Mitchell
Opened a subdivision deemed "unsalable" by brokers, and sold
out ahead of construction. Environmental constraints meant no lawns and
no irrigation to protect fragile native trees. Talk about scrambling to
find Tree Huggers!
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InnoVision
Corporation
On-site training, backed up with long-distance coaching, review and editing.
This software firm boosted the size of projects for which they compete
and beefed up their market approach as a result. We worked on storyboarding
a proposal, identifying buyers, issues and cases of the prospects, and
fine-tuning their market analysis.
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Lockheed Martin
Oral
Proposals are required by some federal and state agencies. Lockheed
Martin was facing a "must win" Oral Proposal. I trained the
group on FARS requirements for Oral Presentation, we developed a theme,
and incorporated it into the presentation. I directed rehearsals, edited
scripts and incorporated ghost stories.
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Morrison Knudsen
Organized effort for a multi-million dollar proposal. As the representative
for one firm on this six-firm team, influenced the process at every step.
Advised on strategy, knit team capabilities into a compelling story, coordinated
contributions from seven offices.
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Nolte and Associates
Three year commitment to establish first marketing department for this
California engineering and surveying firm. Designed and implemented 12
systems to support marketing efforts, constructed databases, enhanced
proposal success, reduced expenses for "dead-end" leads. Created
marketing program to blanket the state, proving successful when competitors
would call to complain that we were brainwashing the decision-makers,
"You've made Nolte the 'Kleenex' of waste treatment!" Yup.
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Radian International
Six year commitment to create marketing infrastructure, train professional
and support staff, increase sales from 43 percent to over 70 percent of
proposals, in preparation for sale of company. Generated over $750 million
in new sales in the first 4 years. Established global network capable
of providing round-the-clock proposal production. Maximum project size
rose from less than $5 million to over $350 million.
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Rural Capital Area
Workforce Development Board
Convincing Corporations: Workshop for
Board members. Trained the group on diagnosing buyers and tools to cope
with challenging prospects.
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Sacramento Opera
Member of Executive Committee, Member of Board of Directors, Chairperson
of first telemarketing campaign, Chairperson Opening Night Fundraiser,
Chairperson Opera Outreach "Opera Virgins" campaign. Raised
cash contributions by kidnapping staplers of prominent individuals and
holding for ransom. Great fun!
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The Sacramento
Union
Re-formatted Real Estate section, recruited columnists, attracted
readership, and grew from 12 classified tabloid pages at 25% advertising
to 36 pages at 65% advertising in 18 months. The competition complained
I wrote too many inches.
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University of
Texas at Austin
Coached a team writing a grant application to a corporate foundation.
Translating foundation goals and interests into program objectives, and
writing with the clarity of Samuel Clemens were our goals.
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University of Wisconsin Milwaukee
Created a proposal development center for the College of Engineering and
Applied Science. Designed web-based systems to track proposals, submit
transmittal reports, and produce budgets and transmittal forms. Coordinated
needs of Graduate School, researchers and funding sources to multiply
awards and increase percent of proposals funded.
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Wisconsin CyberSecurity
Collaboration
Designed program to increase number of students in CyberSecurity topics
among Wisconsin Universities, colleges and technical colleges. Work with
National Security Agency, National Science Foundation, Department of Labor,
as funding sources.
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