Business Development Consultancy serving general contractors and design firms involved with medium to large construction projects in the healthcare, municipal, higher education, science, and technology markets.
Principal, Founder
The firm partners with regional and national architecture, engineering, construction firms in sales pursuit programs and project launch of work ranging from $25 to $140 million. Guide distributed teams of 8-20 in RFP preparation and presentation. Co-led cross-functional delivery teams of up to 30 members in horizontal and vertical design and construction project coordination and collaboration.

• $250 million of new projects closed during the first year of operating new firm from ventures in the healthcare, hospitality, and municipal government markets.
• 50% improvement in project-management efficiency realized through leadership of integrative thought process and transfer of responsibility for strategic guidance and day-to-day tactical execution through consistent client decision making insights and improvement in project team performance.
• Boosted effectiveness of a multi-functional delivery team by streamlining design and construction strategies directed at client decision making that allowed for an earlier-than-predicted construction start.
• Integrated the work process of 18 different design, construction, and client partners saving 3 months in delivery of a $40-million design, site infrastructure and construction project to identify and gain agreement to each participant’s delivery obligations, hand-off schedules, mandatory outcomes, and timing.
• Rescued a lost $35 million program by recasting the go to market strategy and messaging of the original proposal to directly align with the client’s infrastructure and building requirements, differentiating by addressing the unstated needs of the diverse customer group’s expectations, increasing the base fee.

$5 billion general contractor with clients in the healthcare, municipal, justice, aviation, higher education, science and technology, and historic renovations markets.
Vice President – National Director Collaboration
Created and led the brand-development and project-pursuit programs guiding teams of eight to 30 members located in 22 dispersed offices on projects with values ranging from $30 million to $1 billion.

• $1.6 billion (49%) revenue growth produced in eight years, created and coached a client centric (white space) pursuit system that produced a sustained 5.5% YOY growth rate while opening new markets.
• $1 billion project procured, with a $300 million initial phase, by shifting the strategic focus from solving the builder’s issues to satisfying the client’s and influencer’s needs and gaining faith in the proposed solution through a presentation that explained the process in relatable client risk and decision milestones.
• $400 million expansion and renovation program secured by structuring a delivery team composed of 24 design and construction partners including JV members.
• Coached two design firms and one builder with no experience working together or completing a project of the type of the client requested, to a winning proposal and interview. Collaboratively created a proposal delivering an integrated design, construction and site development strategy comprehensively addressing all operations and community challenges, earning the breakthrough $176 million undertaking.
• Doubled the closing percentage in the first year following the introduction of a team-based and client centric selling system applied by groups of 12-30 members working from 11 different offices in pursuit of multiple building types in diverse markets.
• 57% eight-year closing rate attained over 160 sales opportunities by training business development personnel in the principles and techniques of white space driven value-based selling.

A premier regional builder of complex healthcare, higher education, science, and technology projects.
Division Manager, Executive Project Manager
Managed a new division with a direct team of 8-15 charged with procuring contracts over more experienced competitors for integrated design and construction of cost-effective, high-performance buildings for federal clients. Delivered budgeted profitability for six consecutive quarters.

• $65 million project awarded by teaching a diverse group of design-and-construction professionals the principles and techniques of value-based selling and mentoring individuals in expert application.
• Facilitated a design-build-team business development program that during a three-year span delivered two large-scale NZE office buildings, an 1800 space 5 level parking garage, and a unique campus infrastructure development on over 70 acres of raw land with two native water courses.
• Led a combined 30-person design-and-construction team in building the world’s first net-zero-energy office building, and all storm water, utility and roads infrastructure, to create a new campus complex.