AIRCLIC, INC.    (September 2011 –July 2013)
Vice President, Client Services
  
Leader of Airclic’s Professional Services practice and Account Management team.  Responsible for a $3 million professional services practice implementing Airclic’s enterprise mobility solutions that help optimize supply chain execution and field service operations.  Account Management team is responsible for establishing and maintaining outstanding client relationships, selling additional licenses and services, and ensuring contract renewals for over 200 global customers across multiple vertical markets representing over $16 million in annual recurring revenue.  Client base included: Air Serv, Alaska Airlines, Cardinal Health, Delta Airlines, DB Schenker, Exel Logistics, Fed Ex, Iron Mountain, Ryder, Sleepy’s, Staples, UPS, and US Foods.
  
  • Implemented and institutionalized Net PromoterTM Client Loyalty Survey tool and follow up process.  
  • Increased utilization and realization within Professional Services by 30% in first year.
  • Re-tooled Professional Services with a few high-performing new hires and process improvements that established accountability and a repeatable implementation methodology to accommodate scalability for very rapid growth.
  • Personally closed one of the largest add-on business contracts in company history on 12/31/2012 with one of the largest airline companies in the world.
  • Negotiated successful multi-year contract renewals for approximately 40 existing clients in 2012.  
  
CYBERSHIFT, INC.     (March 2002 – August 2011)
Practice Director, Professional Services
 
Leader of the Professional Services practice responsible for enterprise-wide deployments of CyberShift’s Workforce Management solutions.  Responsible for selling and implementing SaaS solutions for complex resource scheduling, time & attendance tracking, and pay policy administration. Implemented sound business practices to continuously improve the utilization and gross margin of the professional services practice. Instituted repeatable implementation methodology for proposing and delivering professional services that dramatically improved client satisfaction, raised resource utilization for 6 consecutive years, and helped return the company to positive cash flow and positive EBITDA.
Primary responsibilities included:  
  • Leading and managing a team of Senior Project Managers and Consultants responsible for deploying CyberShift solutions for mid-sized and Fortune 1000 companies across the United States and Canada.  
  • P&L responsibility for the large enterprise line of business.
  • Inside sales and business development.  Personally closed over $2,000,000 of add-on sales within the client base every year for 5 consecutive years.
  • Client Relationship Management and Strategic Services Executive assigned to 20 of CyberShift’s most strategic clients
Representative client engagements included 3M, Amazon, Chicago Transit Authority, City of Boise, City of Carlsbad, City of Chicago, Convergys, Gulfstream Aerospace, Honeywell, NY & Co, NCR, Nikon, Nokia, Northwestern Mutual, RGIS, Sunoco, Toronto Public Libraries, Toyota, University of Chicago, and Vancouver Airport.  Typical engagement was between $300K - $2 million in services.
FORTÉ SYSTEMS, LLC.       (1995 - 1999)
Practice Director, Infrastructure Services                                                                                                 
   
Responsible for packaging, contracting and successfully deploying IT infrastructure enhancement projects and improving related business processes for large organizations.  
Other roles:
  • Major Account Executive/Management Consultant – Conectiv Energy 
  • Management Consultant – Rhône-Poulenc Rorer (now Aventis-Pharma) 
  • Relationship Manager – Wyeth Ayerst Pharmaceuticals                                           

      

COMPASS INFORMATIONS SERVICES     (1994 – 1995)         
Vice President, Information Services

 
Responsible for all aspects of applications development, technical product management, and internal information systems for a start-up company that provided clinical outcome analysis services. 
  
SHARED MEDICAL SYSTEMS (SMS), INC.     (1988 - 1994)              
Senior Manager, Corporate Planning and Quality, Office of the CEO                                                           
 
Other roles:
  • Group Manager, European Support Services         
  • National Installations Manager         
  • Regional Installations Programming Manager
  • Programming Group Leader / Programmer Analyst
HONEY BROOK ENTERPRISE CONSULTING    ( September 2017 –  September 2018, May 2019 - Present)
President
 
Honey Brook Enterprise Consulting (HBEC) specializes in helping clients optimize service lines of business, primarily for SaaS firms. 
  • Currently engaged full-time by a new cybersecurity firm, Avertium LLC, formed by the merger of three regional firms along with a significant private equity investment.  Services focused on defining requirements and strategy for implementing enterprise-wide solutions and standardized business processes for their CRM, PSA, Marketing Automation platforms.
  • Assisted several private equity firms with their evaluation of potential business investment opportunities. 
  • Extended assignment with one of the largest national grocery chains to improve their technical vendor assessment processes including information security compliance.
  • Provide ongoing Pro-Bono strategic consulting services for two local 501(c)3 charitable organizations (Crime Victims’ Center of Chester County PA and the Honey Brook Food Pantry).
WORKFORCE SOFTWARE     (July 2013 – September 2017)
Regional Vice President, Professional Services – Eastern United States & LATAM
 
Responsible for leading a professional services team of Engagement Managers, Project Managers, Functional Consultants and Technical Consultants through the full life cycle of enterprise implementations of WorkForce Software’s SaaS products for clients and prospects based in Eastern United States and Latin America.  Also, responsible for qualifying, training and supporting a network of partner firms that prime implementations of WorkForce Software system.  Typical engagements ranged from $400,000 to $2,000,000+ for services.  
  • Represented professional services in the sales cycle in the fasting growing regions in the company 
  • Scoping and constructing implementation strategy
  • Selling the value of implementation services and competitive differentiation
  • Contract negotiations (Master Agreements) and construction of Statements of Work
  • Identifying and encouraging the most appropriate partner firms to prime implementations 
  • Driving highest levels of annual recurring revenue
  • Leader of a large portfolio of global implementation projects (approximately 30 concurrent)
  • P&L responsibility for my line of business
  • Built implementation capabilities in new, emerging LATAM markets through a partner network
  • Developed outstanding client relationships that provided great references
  • Leader of a high-performing professional services team 

Director, Engagement Management and Partner Delivery Services

Leader of a global team responsible for partner relationship management with key vendors that resell WorkForce Software and provide complimentary product offerings.  Responsible for preparing scalable programs to enable over 20 WorkForce implementation partner firms in North America, EMEA, APAC, and LATAM to successfully implement WorkForce Software as the prime services vendor. 
  • Sales support and relationship management for key reseller partners, primarily SAP and Cerner.
  • Leader of a major transformation effort to enable partners to prime implementations of WorkForce Software.  Prior to SAP reseller agreement (August 2014), all software and services were sold and implemented by WorkForce Software.  Within 18 months after the SAP agreement, approximately 70% of all new sales had partner primed implementations.
  • Defined and implemented a new billable service, “Checkpoint Services,” to provide implementation guidance, mentoring, and risk mitigation for partner firms implementing WorkForce Software.
  • Established programs for partner consultant certifications and internships within the WorkForce Center of Excellence that generate over $500,000 of annual revenue and help address existing work backlog.
  • Negotiated commercial terms for partner engagements (MSA, SOW’s, etc.)
  • Key member of sales pursuit teams for new business opportunities, primarily focused on Fortune 1000 businesses, large public sector organizations, and the healthcare vertical market.
  • Defined standard operating procedures, methodology, training, and pricing models to support rapid growth of the professional services team.
    Established outstanding executive relationships with key clients and prospects.
     

WORK EXPERIENCE

INDEPENDENT MANAGEMENT CONSULTANT     (April 2001 – March 2002)
Endo Pharmaceuticals – Senior Project Management Consultant
 
Management and Project Consultant responsible for developing project management methodologies and MS-Project plan templates for transfer of Product Manufacturing to a new facility for 8 commercial products.
  
AstraZeneca – Senior Project Management Office Consultant
 
Project Leader for the implementation of  Enterprise Project, which was used to track and optimize utilization of resources across all US Drug Development projects based on demand for specific skill types, project priorities, capacity, and other key decision support criteria.   
 
 
LONGVIEW CONSULTING SERVICES, INC.     (July 1999 – April 2001)
Director, Transformation Services (Founder)
Responsible for leading the successful implementation of numerous strategic consulting engagements.  Responsibilities and accomplishments:
 
  • Designed/implemented comprehensive and formal LongView methodologies for Sales Cycle management, Proposal Development, Project Management, and Account Management.
  • Personally billed over $350,000 for professional services in year 2000.  Directly responsible for over 70% of first year revenues ($1.7 million).
  • Organized and facilitated a business planning process to help International Data Corporation (IDC), an IT services organization, develop strategies and tactics to deal with transforming their business from a hardware re-seller to an IT consulting firm.