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Consultative sales and marketing expert that exceeded quotas for web-delivered research, Business Intelligence (BI) Internet applications, benchmarking software, consulting and Business Process Outsourcing (BPO) services relating to Governance, Risk Management, and Compliance (GRC).Clients have included federal agencies, 30 state and local governments, Fortune 100 corporations, financial services firms, universities, endowments, foundations, law firms and labor unions.

Experience includes: Pipeline Development, Negotiation, Proposal Writing, RFP Preparation, Closure, Sales Management, Key Account Development, Forecasting, Channel Management, Strategic Alliances and Partnership Development.


To use my consultative sales expertise as an individual business development contributor in a growth company focusing on information services and information technology.

Work experience

Sep 2006Present


DCI Assocaites/Desmond Partners

Business development and consulting professional focusing on governance and risk of Fortune 1000 corporations, investment firms and nonprofits for management consulting and recruitment partnerships.

·Conduct proposal presentations to Board and C-level executives.

·Analyze and report on organizational governance and risk for prospective and current clients.

·Create marketing strategy and produce collateral materials including decks, website, etc.

Mar 2006Sep 2006

Director, Board Services

Consultant and recruiter for Boards of Directors and global asset management firms —a premier-quality executive search firm that features world-class candidates, supported by industry-best service, intelligence, and proprietary technology and communications tools.

Apr 1997Feb 2006

Sales, Marketing and Client Service Officer

IRRC (RiskMetrics)

B2B business development manager overseeing 10+ sales/marketing staff selling research, Business Intelligence (BI) Internet applications, benchmarking software, consulting and Business Process Outsourcing (BPO) services. Clients included federal/state/local governments, corporations, law firms, institutional investors, non-profits, and labor unions.

·Drove substantial revenue growth and tripled three-year compound average growth rate, exceeding sales quotas.

·Exceeded new revenue goals while achieving customer retention of clients above 95%.

·Negotiated and closed client contracts and renewals, including SLAs, ranging up to $1m annual contract value.

·Increased average existing contract value by 5%+ per annum.

·Responsible for forecasting and managing budget of $10+ million.

·Created a new proactive sales culture, through training and employee recruitment, transitioning sales organization from “order takers” to business solution providers.

·Expanded services worldwide launching corporate offices in Tokyo and London.Landed clients in the UK, continental Europe, Scandinavia, Japan, Hong Kong and Singapore.

·Set up Indian off-shore production partnership.

·Identified, negotiated and managed strategic alliances with channel partners.

·Member of 3 person executive team that negotiated sale of the company in 2005 with no layoffs of 140+ person staff, brand-name retention, and the establishment of a not-for-profit research institute.

Mar 1996Feb 1997

Marketing Associate

Legg Mason Wood Walker

Developed marketing campaigns for prospective and current clients including small to mid-sized companies, unions and individuals. Clients and targets included American Communications Services (ACSI), Piercing Pagoda, IBEW, and Kodak.

Sep 1991Feb 1996

Sales and Marketing Officer

Yamaichi Capital Management

Marketed products to 1,500+ prospects nationally.Managed key accounts valued above $300M including PacTel, Nissan, and U.S. West and 20+ external consultant relationships, delivering presentations and quarterly updates. Served as public relations liaison with industry media.


Aug 1989May 1991


Aug 1984May 1988



Sales Management
Key Account Development
Channel Management
RFP Preparation
Proposal Writing
Pipeline Development


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