This letter is to express my interest in a Director of Business Development position. Based on my vast experience in engineering, environmental, and project relations, I am confident that I would be a tremendous asset and value addition to a team.
I offer my resume/CV that highlights my ability/knowledge/expertise in the engineering field of business development, client relations, sales, and contract negotiations.
Davis E. McCollum, CPSM, CPM, RPA
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296 Cascade Drive Marietta, Georgia 30064
Innovative Business Development and Marketing Executive with an extensive history of winning new business, identifying opportunities, delivering strategies and campaigns to win clients and accounts both domestically and internationally. Primarily focused on the Architectural, Engineering and Construction (AEC) business segment and markets, but diverse in the areas of Commercial, Federal, State, D.O.D. response to proposal processes. Demonstrated success in guiding companies to increased margin and implementing processes and business plans that increase revenue and client base. Outstanding strategic thinker specializing in analyzing business opportunities and guiding executive management to invest, market, propose and win in profitable new and existing business segments, open new markets and cultivating existing relationships. Strong team leader with P&L and Project Manage who focuses on hiring the right people, promoting team culture and offering practical solutions with impact Ability to manage and motivate subordinate staff.
Areas of Expertise:
Generating Revenue Customer Relations Government RFP/SOQ
Forming Partnerships/Alliances Competitive Analysis Public Relations
Identifying/Developing Solutions C-Level Communication Technical Knowledge
Sales Strategies Construction Management Team Building
Marketing Strategies Procurement Analysis Contract Negotiations
Professional Experience:
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PARIO, Inc. March 2006-November 2008
Atlanta, Georgia
Director of Business Development, Marketing and Contract Administration
Reporting to the CEO and CFO, provides strategic guidance to management in areas of business growth, market analysis, client prospecting and customer care. Responsible for the design, development, and implementation of national and local marketing strategies focusing on government and commercial opportunities. Provides leadership and direction for company branding, communications, protocols, and business segment focused campaigns. Positions and ensures compliance and accuracy of all proposals and contractual documents (RFI, RFQ, etc). Such techniques include, but are not limited to, assessments of marketing opportunities and target markets, intelligence gathering on customers and competitors, generating leads for possible presentation and sales, follow-up sales activity, formal proposal writing and business model design.
Created and implemented a detailed strategy for growing the business in desirable ways inclusive of financial, legal and advertising skills. Provides contract management leadership and direction to contract management staff in the support of company goals and client requests. Develops and implements policies, procedures and processes, provides management, leadership, coaching and direction to contract/
Davis E. McCollum â–ª Page Two
/subcontract to management/financial staff. Leads team focusing on building client relationships and creating opportunities in the marketing, branding, eLearning, and video/commercial design and production market segments. Liaison with all commercial and Government Procurement Officers/Clients for contract execution, review, completion and account management.
Responsibilities included:
• New Business Development/Risk Mitigation Analysis
• Cost/Price Proposal Strategy/ Development of Cost Proposals (RFPs, SOQs, QUALS, etc.)
• Client presentations and seminars/webinars
• Cost Type Contracts, FFP, T&M, Performance Based Contracting
• FAR, Government regulations as well as State and commercial practices, FAR Supplements, Cost Accounting Standards, Disclosure Statements
• Acquisition of multi-media and advertising resources
• Company branding and market impact strategy
• Provided turn-key solutions to several Government, DOD, DOT, Commercial, Healthcare and Higher Learning Institutions (Army Medical Command, Homeland Security, Emory Hospital, Cardinal Health, NAPA, and many more)
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RCMS Group, LLC January 2005–March 2006
Atlanta, Georgia
Director of Business Development and Sales
Reporting to the CEO, responsible for leading the company's business development, marketing and sales efforts for all industry segments, markets and service offerings, focusing on building client relationships and creating opportunities in the architectural, engineering, construction and property development arenas in the Southeast. Utilizing my expertise in the AEC industry building seamless relationships with project managers and principals to assess the needs of our clients as it relates to the mix of RCMS' innovative services. Services including: 2D and 3D CADD Support Services, Building Information Modeling (BIM), Virtual Animations and 3D computer generated renderings. Created, populated and implemented a 6,000+ contact database and aggressive sales plan to achieve a net revenue goal of 1.5 MM+.
• New Business Development/Market Analysis and Penetration
• SOQ and RFP response generation and management
• CCR, ORCA and SBA certification and management
• Client presentations and seminars/webinars
• Client specific multi-media and 3D rendering/animation packages
• Company branding, campaign generation and communication
• Provided turn-key solutions to several Government, Commercial, Healthcare and Higher Learning Institutions (DOD, Homeland Security, COE, Black & Decker, Pulte Homes, State of Georgia, Georgia State University and many more)
 
Davis E. McCollum â–ª Page Three
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LAW Engineering and Environmental Services, Inc. April 1989-October 2004
(presently, MACTEC Engineering and Environmental and Remediation Construction Services, Inc.)
Atlanta, Georgia
Five positions as defined below:
Vice President - Director of Business Development June 2002-Oct 2004
(Facility Asset Management Division of LAW)
Responsible for branding, marketing, launching, and sale of new facility asset management software and related services to corporations, institutions, and government prospects. Targeting multi-site Fortune 1000 property owners, managers, and financial representatives offering services and software solutions. Responsible for identifying, profiling, contacting, presenting, and closing optimal facility and financial solutions to property owners, managers, and financial prospects for facility asset management programs that maximize the investment in physical properties and infrastructure assets. Performed C-Level presentations providing solution driven programs designed for specific markets. Responsible for cradle to grave participation at all trade shows and business conferences. Assisted financial and facility management professionals to convert physical assets into financial terms
to effectively manage these assets based on return on investment (ROI). Combined with our in-house engineering and financial experts, offering solutions based on software applications and tools that provide data collection, project management, analysis, and forecasting derived from advanced engineering concepts.
Significant achievements and capabilities:
• Profiling and prospecting of financially stable qualified corporations, government, and higher learning entities
• Engaging senior level decision makers from operations and the financial arena
• Response to RFPs from cradle to grave
• FTF demonstrations full capabilities of facility asset management and related software
• Providing clients with value propositions for return on investment and optimization
• Provided clients with cradle to grave instructions and communications for implementation
• Generation of cost and scope of work proposals from inception to delivery
• Contract administration, negotiations and execution
• Client relations and account management
• Sales database creation and management
• Professional Conference attendee (IFMA, Chambers, SAME, etc.)
Vice President Nov 1995-June 2002
Director of Real Estate, Procurement, and Corporate Services
Reporting to the Chief Financial Officer and the CEO's Company Initiatives Board:
 
Davis E. McCollum â–ª Page Four
Negotiate and review all lease proposals, letter of intents, new leases, new construction, design, project management, budgeting, lease renewals, and sales contracts for 146 engineering offices in the U.S. totaling 5.5 million sq-ft of owned and leased facilities. Work with exclusive agent to achieve $3.6 million annual real estate savings in five years through new lease negotiations, subletting, early terminations, right sizing and sale-leaseback of owned facilities. Responsible for budget planning for facility expenses promoting savings goals and corporate cost objectives. Designed and implemented new building guidelines and construction protocol for all new owned facilities and laboratories. Designed and constructed 22 new office sites, laboratories and moist cure facilities totaling 1MM+ square feet.
Identified protocol for communication with developers, landlords, office and division managers, legal and accounting departments for the facilitation of office acquisitions and dispositions. Travel to facilities to assess office requirements and tour potential sites with local brokers. Request, review, and award construction bids, floor and furniture plans and modify for cost savings. Engaged and managed outside legal counsel for legal oversight and low/high-level lease audits. Initiated and implemented a company-wide Internet/Intranet access to lease database software and cost-center financial queries. Designed company Intranet fleet vehicle, purchasing, real estate page and lease inquiry procedure. Achieved a sales goal of $1.5MM in new business revenue from national vendors for five concurrent years.
Designed, implemented, and managed procurement policies and procedures for $80 MM of annual commodities that included:
• In-house Travel Program, policies and procedures for 4,000 employees (airfare, car rental, and hotel)
• National vendor programs for office supplies, copiers, field supplies, forms and file management, and telecommunications.
• Designed and implemented procurement policies and procedures as mandated by the Department of Defense Contracting Audit Agency (DCAA) - passed audit in one year.
• National fleet vehicle program for 700 trucks and 33 drill rigs
• National promotional products and marketing materials program
• Implemented company-wide procurement intranet for the purchase of goods and services
• Drafted all RFP's and related correspondence for all vendors and service providers
Assistant to the President/Administration April 1989-Nov 1995
Reporting to the President, managed all associated administrative services for 6 office buildings and over 800 employees. Oversaw the entire operation and maintenance of the buildings and associated infrastructure. Negotiated/contracted all administrative and facility service agreements. Prepared and managed an annual budget of $3 million and a staff of 6 administrative personnel. Supervised maintenance, janitorial, word processing, telecommunications, IT, and administrative personnel for all administrative services.
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Davis E. McCollum â–ª Page Five
Lockheed Georgia Aeronautics, Inc. June 1982-April 1989
Marietta, Georgia
Supervisor/Domestic Proposal Group
Managed a staff of 7 technical writers and proposal generating professionals to provide (Technical Operations) T.O. Manuals and presentation data for Army, Air Force, and Navy Procurement Officers review.
Education and Professional Development
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University of Georgia, Athens, Georgia â–ª Business Administration â–ª 1982
Georgia Institute of Technology, Atlanta, Georgia â–ª Mechanical Engineering Courses â–ª 1986/87
â–ª Society for Marketing Professional Services (SMPS)
â–ª Certified Professional Services Marketer (CPSM)
▪ Member – American Management Association (AMA)
â–ª IFMA Real Property Administrator Certification (RPA)
â–ª Building Owners and Managers Association (BOMA)
â–ª VASS Executive Sales and Management Graduate (2004)
â–ª Certified Purchasing Manager (CPM)
â–ª Sigma Alpha Epsilon (SAE)
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