Marc Ian Howard

 

Summary of Experience:

Marc is a trained sales professional and technical writer with 9+ years of business development, proposal development, analytics analysis, marketing, and complex sales & recruiting experience. Further, Mr. Howard has a history of success as a business strategist, helping to navigate multiple winning proposals within the Federal and commercial space.

 

RELEVANT EXPERIENCE:

 

Superior Business Consulting LLC.January 2016 - Present

Owner/ Sales Director

 

 

·               Manage sales cycle(s) on simple & complex sales. (Internal & contracted)

·               Manage company Marketing and social media services.

·               Sculpt and Introduce new customized business models to maximize profits and eliminate overhead.

·               Recruit and place Sales, Accounting, Finance, and IT individuals with existing & prospective Clients.

·               Cold call & warm lead generation services.

·               Manage SME’s (Subject Matter Experts) and deploy them on applicable client contracts.

·               Strategize new business solutions to maximize profits.

·               Access a pool of 1099 employees to fit client needs and goals.

·               Manage the proposal cycle to research, strategize, and author Government contract procurements and subsidiaries.

·               Strategize solution and bid construction in responses to government Request for Proposals (RFPs).

·               Provide Full lifecycle development professional website services.

·               Facilitate SEO web services.

·               IT (Information Technology) Consulting Services.

·               Manage customer base.

·               Manage budget and fund allocation.

 

 

Computer Sciences CorporationOctober 2014– January 2016

Business Development Strategist

Proposal Analyst

·               Managed the proposal cycle to research, strategize, author, and win Government contract procurements. Bid wins range from $1M- $500M per government contract procurement.

·               Strategize solution and bid construction in responses to government Request for Proposals (RFPs)

·               “Junior Proposal Manager” for deals less than $20 million.

·               Volume Lead and Author on multiple winning/pending proposals ranging from $5M-$500M. Notable Projects include:

o  United States Marine Core Task Order Office (TSO)*

o  United States Navy Seaport Task Order

o  Federal Aviation Administration Traffic Flow Modernization Management (TFMM-2) *

o  U.S. Army General Fund Enterprise Business System Program (GFEBS)- TS

o  Department of Homeland Security ICE Background Investigation Support

o  Department of Homeland Security Priority Telecommunications Services (PTS)*

o  Department of Homeland Security Industry Engagement & Resilience Program (IER)*

o  Department of Homeland Security EAGLE

o  Department of Homeland Security FEMA EDS2 Capture

o  Department of Defense Defense Cyber Intelligence Training Academy (DCITA)*

o  Department of Defense DISA JPES JOPES Modernization

o  HHS Centers for Medicare & Medicaid Services Fraud Prevention Services (FPS2)

o  HHS Centers for Medicare & Medicaid Services Medicare Plan Finder (MPF)

o  HHS Centers for Medicare & Medicaid Services Trusted Third Party (TTP)*

o  HHS Centers for Medicare & Medicaid Services Website Development & Maintenance (WDM)

o  HHS National Institute of Health Clinical Research Systems Integration Services (BTRIS/CRIS)*

o  Runaway Homeless Youth Management Information System (RHYMIS)*

o  Social Security Administration ITSSC IDIQ (contract vehicle)*

o  Office of Personnel Management (OPM) Surge Investigative Fieldwork Capacity (OPM-BI Surge)

o  U.S. Army RDECOM Strategic Systems for Software Engineering Directorate (SED)

o  U.S. Army ADECOM Virtual, Interactive, & Multimedia Systems Support (VIMSS) for SED

 

·               Constructed past performance strategy framework in $40 million win for Department of Defense’s Defense Cyber Training Intelligence Academy.

·               Gave power point presentations to C-Level, Capture executives, and assigned Proposal managers.

·               Worked closely with capture teams and management to effectively find data and information needed for bid submissions and capture strategy framework from internal databases as well as touch points with program teams and related SMEs.

·               Properly navigate through organizations/ government program teams to build relationships, which assist in future contract acquisitions.

·               Performed trend and analytical analysis to determine proper programs and subsequent performance metrics.

·               Conducted Past Performance research and analysis used to create and discover win themes to differentiate solution over other bidders.

·               Conducted solution research and analysis for Technical requirements /win themes to differentiate solution over other bidders.

·               Experience working tight last minute deadlines on multiple live proposals (5).

·               Use Trend and analytical analysis to leverage performance metrics in capturing and pursuing new business.

·               Interviewed Solution Architect/SMEs to understand solution, and craft/lead /convey persuasive arguments for Technical Volumes used as the basis for bid win/loss.

·               Navigated research and technical data to provide ad-hoc information as needed for executive projects.

·               Outlined, authored, and edited proposal sections (e.g., Corporate experience, past performance, resumes, management volumes, acronym lists).

·               Assisted in color team reviews (final reviews before proposal submission to the government).

·               Reviewed RFP/RFQ/RFI requirements and ensure document constructs are compliant.

·               Spearheaded activities with other writers and section leads to ensure that proposal section responses are fulfilled in a timely manner.

·               Created and leveraged Compliance Matrices to ensure Government specifications are being met throughout Proposal document(s).

·               Worked directly with Program Teams and existing customers for additional Task Orders, contract ad-ons.

·               Provided supervision and direction (Proposal Group) to guide sub contractor personnel.

·               Participated in lead strategy sessions on assigned proposals to develop win themes, and other strategic approaches to developing a winning proposal.

·               Devised plans and advised Capture Executives on most effective way to market data/instances leveraged in customer acquisition plan. 

·               SME in Past Performance for Government Programs, as well as all relational databases associated (PPDB-Past Performance Database, CPARS, PRIVIA).

 

 

Mid-Atlantic RecruitersJanuary 2013– October 2014

Recruiting Director

 

·               Managed a team of Recruiters and established an extensive database of candidate and clients.

·               Planned, developed, and directed strategic recruitment and employment programs. ·               Worked with management to understand current and future workforce market. ·               Drive new business meetings with prospective clients. ·               Leverage wide database of candidates to make placements. ·               Led conference calls and discussion meetings for planning and customer expectations. ·               Meet with clients as needed to maintain and cultivate relationships. ·               Utilize tools such as LinkedIn, Indeed, Monster, and Career Builder.  ·               Work with HR and hiring departments to maximize placement metrics.

 

Visual MiningJune 2012– January 2013

Business Development Representative

 

·               Business Development Lead (Mid-West) at Visual Mining responsible for selling business intelligence (BI) software in a complex sales cycle to the SMB/SME market.

·               Changed an unsuccessful high volume, cold call, based sales model into a strategic partnership with Microsoft Value Resellers (VARs), increasing average pipeline by 400%, while maintaining an average of over 100 smart calls/day.

·               Ran expos and gave demonstrations/ Presentations of software at tech. conventions.

·               Brokered OEM contract with ORACLE for Visual Mining’s Net Charts Performance Dashboards (NCPD).

·               Part of the team to initiate the FIRST ad-hoc interactive charts and graphs dashboard service on the Internet.

·               Showcased exhibits giving demonstrations of Software Capability to prospective customers.

·               Performed web & auditorium demonstrations to Analysts, IT Directors, CFOs, and CEOs.

·               Implemented a reference based business model designed to generate production and results from cold calls, warm leads, and prospecting.

·               Created and administered 3 hour Power Point Presentations/Briefings per week to internal employees, senior management, as well as prospective clients.

 

Heartland Home FoodsJune 2008 – June 2012

Sales & Marketing Consultant

 

·               Sold merchandise, ramped-up lead generation, and managed customer base of over 10,000.

·               Created budget and allocation reports.

·               Team Sales Trainer responsible for delivering daily conference calls to team members to set goals, motivate and train the sales team. 

·               Account Manager responsible for servicing clients from the Tri-state area producing positive feedback, results, and networking capability.

·               Day to day Financial and Managerial Accounting tasks.

 

CERTIFICATIONS/AWARDS

Shipley- 2015

Challenger Workshop- 2014

Tom Hopkins Sales Mastery Champion- 2012

 

EDUCATION

B.S., Business Administration, Philosophy- Towson University