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Selected Client Projects


Amoco

Coached a team on strategy and implementation for a global conference. Deliverables included coaching and rehearsal of speakers, booth display and animated computer demonstration. Objective accomplished to secure funding and raise visibility.
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BCM
Coached an Austin-based law firm on federal government procurement.
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Capitol Aggregates
Produced a proposal to capture the highest percentage grant from a state agency. At the hearing to review proposals, competitors were chastised for failing to meet the standard set by Capitol Aggregates, and questioned from our proposal. By focusing on succinctly stating all our benefits, the selection panel was convinced and enthusiastic about making this grant. "Just got the final award information. The award to Capitol Aggregates was $1,589,769. This was the highest award in all categories, not just their own. Ninety four percent of their request was granted, with the next highest award in the category being for 65% of the requested amount."
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Convergys
Analyzed proposal team organization and process and made recommendations for future development and management of this 60+ member team serving sales offices around the world.
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R.C. Duncan Enterprises
Marketed two projects, one sluggish and needing energizing, the other suffering from poor location. Redesigned advertising, created loan qualifier software, trained sales force in use of computers and loan qualifier software. The advertising attracted qualified traffic, and our guerilla market research proved that our best advertising vehicle was not the one buyers recalled when surveyed.
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E2M
Trained an engineer to write proposals to win work from a US government agency, using themes to embed their message. "Pecos Bill Lassos a Tornado" was memorable and convincing for these West Texas selection panel members.
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Gas Research Institute
Two year commitment to train staff in proposal preparation, and coach procurement teams. Marketing training for professional staff, production training for support staff, Proposal management for targeted procurements.
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Geiler Mitchell
Opened a subdivision deemed "unsalable" by brokers, and sold out ahead of construction. Environmental constraints meant no lawns and no irrigation to protect fragile native trees. Talk about scrambling to find Tree Huggers!
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InnoVision Corporation
On-site training, backed up with long-distance coaching, review and editing. This software firm boosted the size of projects for which they compete and beefed up their market approach as a result. We worked on storyboarding a proposal, identifying buyers, issues and cases of the prospects, and fine-tuning their market analysis.
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Johnson Wax Commercial
Identify candidates for transition from site to virtual management. Train managers and teams on virtual team skills. Coach new-product launch teams on electronic management skills.
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Lockheed Martin
Oral Proposals are required by some federal and state agencies. Lockheed Martin was facing a "must win" Oral Proposal. I trained the group on FARS requirements for Oral Presentation, we developed a theme, and incorporated it into the presentation. I directed rehearsals, edited scripts and incorporated ghost stories.
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Morrison Knudsen

Organized effort for a multi-million dollar proposal. As the representative for one firm on this six-firm team, influenced the process at every step. Advised on strategy, knit team capabilities into a compelling story, coordinated contributions from seven offices.
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Nolte and Associates
Three year commitment to establish first marketing department for this California engineering and surveying firm. Designed and implemented 12 systems to support marketing efforts, constructed databases, enhanced proposal success, reduced expenses for "dead-end" leads. Created marketing program to blanket the state, proving successful when competitors would call to complain that we were brainwashing the decision-makers, "You've made Nolte the 'Kleenex' of waste treatment!" Yup.
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Parsons Engineering
Coached a team for Oral Proposal on federal government procurement.
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Radian International
Six year commitment to create marketing infrastructure, train professional and support staff, increase sales from 43 percent to over 70 percent of proposals, in preparation for sale of company. Generated over $750 million in new sales in the first 4 years. Established global network capable of providing round-the-clock proposal production. Maximum project size rose from less than $5 million to over $350 million.
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Rural Capital Area Workforce Development Board
Convincing Corporations: Workshop for Board members. Trained the group on diagnosing buyers and tools to cope with challenging prospects.
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Sacramento Opera
Member of Executive Committee, Member of Board of Directors, Chairperson of first telemarketing campaign, Chairperson Opening Night Fundraiser, Chairperson Opera Outreach "Opera Virgins" campaign. Raised cash contributions by kidnapping staplers of prominent individuals and holding for ransom. Great fun!
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The Sacramento Union
Re-formatted Real Estate section, recruited columnists, attracted readership, and grew from 12 classified tabloid pages at 25% advertising to 36 pages at 65% advertising in 18 months. The competition complained I wrote too many inches.
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TRC
Training sessions on The Magic of Winning Proposals.
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University of Texas at Austin
Coached a team writing a grant application to a corporate foundation. Translating foundation goals and interests into program objectives, and writing with the clarity of Samuel Clemens were our goals.
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University of Wisconsin Milwaukee
Created a proposal development center for the College of Engineering and Applied Science. Designed web-based systems to track proposals, submit transmittal reports, and produce budgets and transmittal forms. Coordinated needs of Graduate School, researchers and funding sources to multiply awards and increase percent of proposals funded.
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Wisconsin CyberSecurity Collaboration
Designed program to increase number of students in CyberSecurity topics among Wisconsin Universities, colleges and technical colleges. Work with National Security Agency, National Science Foundation, Department of Labor, as funding sources.
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