Our Journey to Provide
BD Excellence for A/E/C Leaders
AEC Market Masters
(Don Sherman Group LLC / PTY LTD)
- Principal / Director
- Services to Accelerate Business Development Program Success
- Affiliations: ACEC, SMPS
- Key Clients: HDR, S.A. Healy, Dragados, AECOM, BLN (Egis),TYLin Group, Gresham
Sales and Marketing · Proposal Management · Rehearsals · Negotiation · Presentations · Consultative Selling · Organizational Strategy · Infrastructure · Business Development
Long-Term Assignments:
TeknoGRID (MBE/SBE)
- Broadband Advisory Board Member
- Executive Vice President, Sales & Marketing
IT/Telecom/Broadband/Security Infrastructure Business Development · Digital Technology Master Panning, Turnkey Construction Management, Contract Negotiation Administration
Egis / Beam Longest & Neff
- Marketing & Business Consultant
- Large Capital Project Strategic Pursuits
Transportation & Water Infrastructure Pursuits & Proposals · Proposal Process Improvement · CRM Implementation · BD Staffing & Training
FLPA Controlled Environment Agriculture (CEA) Advisory
- Co-Owner & Farm Operator
- Advisory Services for on and off-grid facilities for food, energy & water production
Aquaponics Greenhouse Repair, Upgrade & Operation · Water & Energy System Resiliency · Permitting · Certifications & Licensing · Farmhouse Reconstruction
American Council of Engineering Companies
- Executive Director, Private Client Practice
- Sales & Marketing Forum
- A/E/C Market Forecasting
BD Best Practices Publication and Webinars: 33 Proven Secrets to Successful Client-Centered Proposals, BD Program Benchmarking, Opportunity Assessment, Client Account Analysis, Capture Planning, Theme-Modular Presentations
1998 - 2008
HDR Engineering
Senior Vice President & Strategic Pursuits Program Director
- Developed and implemented firm-wide Strategic Pursuit Program
- Strategic Pursuit and Capture Plan leadership
- BD 201, 301, and 601 Curriculum Development & Training Team
- National ACEC Committee Member·
AEC Strategic Growth Programs:· Transportation, Water, Environment, Healthcare, Science & Technology & Justice · BD Plan Assessment & Benchmarking · Capture Planning · Client Account Analysis · Theme Modular Presentations · Q&A · BAFOs Negotiations · Transportation & Water Project and Program Development · PM/CM Management · Management Consulting
Stantec / MWH Global
Chief Marketing Officer
- Implemented "President's List" global strategic pursuit program maintain and grow business during 2008-2009 recession.
- Supported wining pursuits including:
- PM/CM contracts with seven of the ten privatized U.K. water companies
- Panama Canal expansion design
Consultative Selling · International Sales & Marketing · Business Development · Business Management · Digital Marketing · Strategic Partnerships · Organizational Strategy · · Sales Management Leadership , Training & Coaching
Malcolm Pirnie (Arcadis)
Senior Associate
- Marketing Manager:
- Central Region 1990-98
- Florida 1989
- West 1984-988
- Water & Environment Project Manager
- Memberships: AWWA, WEF, NAM, CMA, NSPE, SMPS
Business Development and Operations Leadership · Proposal & Presentations · Marketing coordinator Training & Management ·CRM System Implementation ·Training & Coaching ·
Civil & Environmental Project Management ·Water Supply & Treatment ·Well Field Development ·Superfund & RCRA RI/FS & RD/RA ·SCADA System Design ·Aquifer Storage & Recover ·Potable Effluent Reuse ·Air Emissions Modeling & Control
Dames & Moore (AECOM)
Marketing Director, Inter-mountain Region
- Environmental & Hazardous Waste Engineering for Industrial and Municipal Clients
Business development program management · industrial and municipal clients development ·Technical support for litigation · Superfund & RCRA site remediation ·Environment, Health & Safety projects for manufacturing
Centec Corporation
Senior Projects Engineer & Federal Systems Marketing Manager
-
Federal agency budget and program management decision support systems marketing
- Project and task leader for environmental and energy projects for public & private sector clients
Federal systems marketing management · turnkey systems sales & marketing · Value Added Re-marketer · Sales Force Development · CRM Implementation ·
Process engineering · energy conservation · environmental management · alternative fuels production · litigation support · Client & markets: EPA, DOE & DOD, Chemical, Metals, Dairy, Bio-fuels
SCS Engineers
Project Engineer
- Environmental, wastewater, and hazardous waste engineering for municipal, rural, and military facilities.
- Seller-doer for US Army COE dredged material research projects
Civil & Environmental Engineering · OSHA 40 Trained · US Army COE, US Navy NAVFAC, US EPA & US DOE · Military Facility Regulatory Compliance with 40 CFR Par 112 Oil Pollution and SPCC Plans
Dewberry (Dewberry, Nealon & Davis)
Engineer / Laboratory Director
- Water and wastewater planning and design projects.
- Supervised water quality testing laboratory.
Wastewater facility design · collection system investigations · Clean Water Act Area-wide Section 208 Planning for James R. VA and Upper Tennessee R. WV