Abbe Buck
P.O. Box 147, John Marshall Highway
Haymarket, Virginia 20168-0147
Office: (703) 753-4100
Mobile/page: 1-800-380-2825
e-mail: abbe@highviz.net
office: abbe@highvizconsulting.com
CAREER SUMMARY
ü Over 19 years of experience managing various accounts (large and small business) and projects in the Federal Government and Private Commercial Sector
ü Valuable experience with a wide range of service providers and top lobbying/law firms as President and Principal Consultant of HighViz Consulting Group (www.highviz.net)
ü Senior Business Development Manager, Capture Manager and proposal strategist for Shipley Associates (www.shipleywins.com) and Proposal Development Consultants (Boss Consulting).
ü Developed key relationships and teaming agreements with federal prime government contractors streamlining their processes to go after large federal business, securing several wins for clients, from $6 Million (EPA for Information Experts) to $50 Billion Dollar GWAC (ALLIANT for BearingPoint) to preparation for $487 Million + SDVOB / BRAC OASISS (now part of FORSCOM 2, US Army)
ü Been involved in the execution of a sales business model, designing business and marketing plans, including the inception of a Program Management Office
ü Worked with various agencies such as VA, DOD, OSD, US Army, Social Security, Intelligence Agencies (NSA’s ARC), and the Department of Homeland Security (DEA, ICE).
ü For more information regarding her profile, please view the Washington Business Journal article at: http://washington.bizjournals.com/washington/stories/2002/03/25/smallb1.html
CLEARANCE: Defense, Secret (eligible for TS/SCI)
PROFESSIONAL EXPERIENCE
Shipley Associates (Farmington, Utah)
August, 2007 - Present
Senior Consultant (W-9)
§ Shipley Consultant, certified, working in the following capacities: Business Development , Capture Management, Oral Proposals, Proposal Management, Executive Summary (Draft/author/editor). Relied upon by major clients to segue from business development to capture management (black hat review team leader through to Gold Team “finals”).
§ Performed duties using Shipley method included the following Shipley customers:
o ITT: Army JIEDDO/Iraq (Four strategic task orders – 1 to 10 Million each); Capture management and support on all task order simultaneously.
o DRS – TACOM: R23G (recomplete) (DRS is an incumbent) Proposal Management Support on task order addendums (Gettysburg Perimeter)
o The Rendon Group, Washington, DC: MND-B-3, including communication related to Military One Source, TroopTube: http://www.trooptube.tv/home Assigned by Shipley to assist client to recomplete (and subsequently win $30 Million protest of Communications/Public Affairs contract for work in Iraqi theater due to price ($10 Million above cost; The Rendon Group submitted an adjustment by half. They also reshaped the proposal using Shipley method and Capture techniques (training for communication given to entire proposal dept. by Abbe Buck) Special Mention: Rendon re-won the business in July, 2008.
HighViz Consulting Group (McLean, VA)
August 1999 – Present (concurrent with Shipley)
Principal Consultant, VP Business Development, Capture Manager
§ Founded Start-up Company
§ Performed duties as major federal government business development manager and federal facilitator, and a communications strategist in an integral public affairs capacity.
§ Worked on major business development / “capture” tactics and strategies in government contracting, working within the following agencies:
o Defense: US Army AKO, (converging
o Intelligence: National Security Agency (X-44, ARC, Languages/Salt Lake City), Central Intelligence Agency (Office of the CIO, Office of Acquisitions)
o Civilian: SBA, Department of Homeland Security, Social Security Administration, EPA, Homeland Security, Department of State, Department of Labor, Department of Treasury, Department of Justice, Department of the Interior (Bureau of Indian Affairs) Department of Health and Human Services
§ “Tag team” approach: Developed contractor “tag teams”, teaming smaller businesses who were eligible for agency opportunities (for 8(a), Small Disabled Veteran Owned Business, HUBZone, Woman, Owned) with
§ Client shift to commercial sector: law firms and non-profit entities occurred with IRS Sarbanes Oxley Law Start up (BoardBoost),
§ Native American federal government contracts (Greenberg Traurig Law firm; plus Cassidy, Akin Gump and Steptoe and Johnson),
§ 8(a) Federal Contracting for clients new to government contracting (EZ Certify, SourceTec)
§ Planned and executed complete “Sales/Account Capture” model (IBM), for major software acquisition (Data Portal, Information Experts, ATSC, ASSYST)
§ Developed complete marketing and business plans, proposal and project management strategies for customers to secure business. (Information Experts, ASSYST)
§ Worked in a strategic planning capacity incorporating use of Gartner “Magic Quadrant” and Solutions Selling approaches
§ Partial listing of projects:
o Advanced Techical Solutions (ATSC)
Consulting: Direc
o ASSYST (Advanced Software Systems, Inc.)
1) Performed complete Capture and Proposal Management (dual role) on ALLIANT SB GWAC. Led entire contract and capture plan
2) Worked in Capture capacity with ASSYST’s Army DIHMERS teams, Army BRAC OASISS with CSCL ($487 MM IDIQ; potential $20MM per man year) Note: CSCL, ASSYST SDVOB Men
3) Business Development Manager for EDS for Army ITES 2 S Contract, meeting directly with Army DOIMS throughout the US; Federal cus
4) Acted as Capture Manager from blue team through gold team on HHS ESD CMS bid ($40MM IDIQ), and subsequent business development with NITAAC and CDC within HHS
o Information Experts, Inc.
1) Capture Manager: Responsible for $6MM three year 8(a) set aside “capture” (close) of sale for EPA Radiation testing contract in 2004 (Major win for company)
2) Secured corporate teaming partnership with AT & T and BearingPoint for company
o Data-Portal
1) Responsible for $2.5MM pre-acquisition for software package to be purchased by IBM’s WebSphere division, Armonk, NY (Data-Portal/Atlantic Coast Technologies)
2) Built website for corporation.
o EZ Certify
1) Hired a four people government “tag team” of sales and business developers to work within federal agencies reviewing and tracking specialized potential government contracting opportunities for two HighViz clients within a three year period.
o Agua Caliente, Chitimacha, Chocktaw (Greenberg Traurig, LLP)
1) HUBZone and Native American specialist (corporation and outsourcing liaison to major corporations for tribal employees who can work for industry living on reservations (HUBZones).
2) Introduced concept of retiring Military Officers considering start-up companies after leaving service, bringing a unique business acumen to
3) Indian Reservations, which as HUBZones, and are eligible for set-aside contracts (Greenberg-Traurig, LLP)
Government Micro Resources, Inc, a PC Mall Company. (Manassas, VA)
June 1998 - August 1999
Federal Business Development Manager, CSA II
§ Responsibilities included working with Federal agencies, both Military and Civilian; Requirements Analysis for GMR's Network Management Division.
§ Business Development strategy included: ESM overview and recommendation, messaging migration in Microsoft, Lotus and Groupwise (Novell) arenas; Knowledge Management, Y2K, GMR successful in 250% ROI first 90 days of inception to customers using ESM strategy.
§ Duties included developing and maintaining strategic capacity with corporations (as Primes) such as SAIC, TRW, IBM, Northrop-Grumman, Lockheed-Martin, Hughes, Para Protect, Telos, CSC, CACI for GMR, Inc. and GMR's 8(a) subsidiary, T3 Corporation.
§ Major account: DISA (Defense Information Systems Agency) and like-DoD agencies in having LAN to WAN communication established in Defense Messaging System (DMS) software in both MS and Lotus versions. Projections for GMR with DISA account lead to revenues up to $4 Million in a nine-month period (175% of quota). This number solely based on earned-value.
IBM - LOTUS DEVELOPMENT CORPORATION (Roslyn, VA)
April 1997 - June 1998
Federal Software Account Manager (Defense and Civilian agencies)
§ Military - Civilian agency prospecting, penetrating and developing new/existing markets for Lotus Government Sales and Marketing Region.
§ Accounts: US Department of Defense: (US Army/ASC, TRADOC, AMC; DISA, DLA, DoDEA, OSD, DFAS, DARPA); Civilian: US Courts/AO, (30 REGIONS) SSA, (22 REGIONS) US Department of Treasury (fourteen Bureaus, including IRS, US Customs Service, US Secret Service, ATF); United
§ House and Senate (Sergeant at Arms Computer WAN), US Department of Veterans Affairs, Federal Communications Commission.
§ IBM Business Partners as a Specialist in strategic recommendation for use of Lotus software (Versions R3 through R5) and IBM Hardware/ IBM companion products Only representative in region with an emphasis in DoD/Intels and Civilian agencies
§ Worked in Strategic Alliance (teaming) capacity with top prime contractors and government customers in services and product sales capacity
§ Major conduit with DMS strategy to DoD/DISA community
§ Responsible for Notes $3 Million purchase of 150,000 licenses in June, 1997, resulting in Government Sales award for region
§ During final months generated a $5+ Million pipeline in Federal Sector (Military/Civilian Accounts)
§ Exceeded performance objectives by 250%; over quota 200% in 1997 @ $4.5 Million
L-3 Communications (formerly TITAN SYSTEMS acquisition of SEMCOR, INC)
Corporate Headquarters, Mt. Laurel, NJ
1994-1997
Director of Marketing, Information Systems and Services Division
§ Acted as Information Systems and Services' "front-end" Manager for all of SEMCOR's accounts in both Federal and Commercial Divisions.
§ Potential customers in Fortune 50-100-500 companies, including Independence Blue Cross, Blue Shield, Glaxo-Wellcome, Rhone-Poulenc, Merck Medico, DuPont. Government accounts included US DoD, USAF/Air National Guard,USN/SPAWAR, US Department of Energy, NASA, US Department of Labor, US Department of Commerce.
§ Active liaison with Lotus Development Corporation, Microsoft, Hewlett-Packard, SUN Microsystems, Sybase, Oracle, COMPAQ, Novell. CA, BAAN, SAP.
§ Responsibilities include: set-up for POAM and full Requirements Analysis consulting) for all I S & S engagements.
§ Heavy infiltration using "top-down" theory in uncovering potential opportunities.
§ As part of I S & S team contributed up to $10 Million in revenues generated in a three + year period.
§ Lotus Education: Resulted in becoming Trainer/Instructor (1994-1995) Training to BUPERS US Naval personnel in 1996-97) Lotus Authorized Education Center.
§ SEMCOR company spokesperson (liaison to all media from 1994-1996); press releases, sound bites, Internet links to key corporations and major trade publications.
DATAPRO INFORMATION SERVICES (now Gartner-Datapro) Delran, NJ
1990-1994
Account Executive, Federal Services Division
§ Responsible for inside/outside sales of specialized reports on the computer and communications industry
§ Heavy emphasis on LAN to WAN connections, network integration, interoperability issues
§ Acquired full procurement knowledge while at DATAPRO; partial set up of GSA Schedule, RFP's, RFQ's, SOW's, SOC's, BPA's etc
§ Introduced DATAPRO GSA Schedule to resellers and Federal integrators to add to their existing sales agreements agency-wide. These generated dollars were previously unrealized
§ Named Salesperson of the Year in 1991-1992, 1992-1993 at 174% quota (1991)
EDUCATION
§ University of Illinois, Circle (1980)
B.A., English (Communications)
o Shipley Associates, Proposal Writing / Executive Summary, Business Development, Capture Management for Federal, Price to Win! (Certifications (2007-2008)
o GMU Project Management Certification (2001)
o Dale Carnegie Sales and Public Speaking – Graduate Instructor
o Solutions Selling (IBM Training)
o Technical expertise in MS Products: VISTA, Project, SharePoint, Word, Excel, PowerPoint, Knowledge Management, Web Content (Army Knowledge Online), Adobe; IBM products; Social Media Expert.
AFFILIATIONS
Women In Defense (Chair, Programs and Events, Ft Belvoir Chapter, 2007-Present) FIRSTGOV, ASAE.org, AFCEA, AFCEA NOVA Chairperson Publicity (2004-2005), ITAA, Defense and Intelligence Committees, IAC, DoD Knowledge Management, KM CoP Users Group, American Management Association, XML User's Group, GSA Federal Government affiliation, ASBC, DC Webmasters Group, Washing
References and Amplification of Resume available upon request
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