SDC CONSULTING,
Inc. 1998-Present
A consulting
company President 1998-Present A combination of 20 years experience working
for local governments in top management positions and six years experience
with a top fortune 500 company as an officer and vice president responsible
for marketing and selling to local
governments, superbly positions SDC Consulting as the organization to
enhance your
company's opportunities to retain existing contracts and secure new business
with local
governments, thereby improving and adding to your bottom line. With this
knowledge, skill and
ability, SDC Consulting will provide:
• Timely
access to top level public sector officials and decision makers, both
elected and
appointed
• Quality support in the development of strategic plans to secure
or renew business
• Proven effectiveness in closing business opportunities
• Demonstrated image enhancement o Sound, effective training for
marketing, sales and
contract management staffs
WASTE MANAGEMENT,
Inc. 1992-1998
World's largest environmental services company. Corporate Officer, Vice
President-Public Sector Services 1993-1998 Strategic planning, marketing,
sales and general management responsibility for current and future business
with local governments throughout the United States. Directed a corporate
staff of three and coordinated field forces assigned to specific projects.
Managed an annual budget of 1.3 million dollars for a business line generating
almost 2 billion dollars in annual revenue.
• Extended an
existing contract, which was at risk, by three years and increased annual
revenue
by approximately 2 million dollars per year.
• Successfully retained an existing contract for an additional 10
years of service with a 38%
increase in annual revenue representing over 3 million dollars
per year.
• Secured
a new account from a major competitor valued at 31.8 million dollars per
year for 15
years
• Developed
and implemented a two-year marketing/sales program designed to focus field
forces
on retaining existing business and to increase new sales by
100 million dollars per year.
• Developed
and implemented training program to shorten the learning curve for employees
transferred into the unit as a result of a major company reorganization.
• Developed script and participated in the video used as a training
tool for the company's
Business Television Station. Senior Director, Municipal Marketing
& Urban Affairs 1992-1993
Responsible for developing and organizing an existing revenue
stream (municipal and county
contracts) into a functioning unit and a P/L center.
• Developed database with strategic information to identify and quantify
existing contracts so
that field forces could focus on contracts most at risk. The
database also contained data to
assist the field sales force in assessing and prioritizing
new business opportunities.
• Developed
program guide with an accompanying trainer-the-trainer guide to define
the public
sector, its processes and buying habits. The guide also contained
techniques useful to closing
the opportunities.
• Created the minority vendor database and program to address the
public sector requirement of
inclusiveness. The program was instrumental in retaining
90 million dollars a year of
commercial business with the "Big Three" automakers
and securing a multiyear contract with
a national restaurant chain valued at over 4 million
dollars a year.
• Developed a computerized, generic contract for use with small and
medium size communities.
