I turn sales plans into results!
I work with principals who want to increase sales. Most of my experience has been for transportation planning and engineering. I have been successful with bringing focus and discipline to business development programs, resulting in more sales with decreased costs.
For a previous firm, I led key initiatives that increased pursuit success rates by more than 10% while reducing pursuit costs by 45%. I do this by applying relationship-based business development concepts to sales.
My roles and responsibilities include the following:
Includes sales tracking and forecasting, client outreach activities, competitive analysis, and pursuit development. Consists of opportunity reports, regular market-sector meetings, and continual business development training. Analyze sales figures, hit (win) rates, cost of sales, and return on investment, as well as project sales and assist in workload utilization. For a previous firm, the sales plan I implemented was so successful that I was asked to present its contents to more than 50 marketing coordinators at a national marketing retreat.
Pursuit and Proposal Management
Works with principals to identify, evaluate, and track leads for multiple market sectors—public and private sectors. Prepares client and project capture plans. Manages the production schedule, task assignments, team coordination, win strategy, and pre-submittal reviews. Oversees marketing and graphics staff in multiple locations. Successful pursuits range from transportation planning, water infrastructure, and municipal services to land development and urban design and planning.
Strengthens Company Brand through Creative Collateral
Produces visually-appealing proposals, presentations, and other collateral pieces that clearly communicate the sales message while reinforcing the company brand.