The market is getting is tougher. But that doesn’t mean the opportunities don’t abound. Who better to ask about those opportunities than business development leaders, in relatively new roles, tapped with bringing new direction “” and new gains “” to their companies?
Recently ExecutiveBiz spoke to some of the area’s top business development leaders. They may still be settling into their roles, but gains are already underway. We asked each where they plan to help take their companies over the year to come and what advice they would offer other business development leaders, focused on government contracting, in 2011.
Attain“™s Mike Fox
It“™s also one that Mike Fox brings to the table at Attain.
Founded in 2009 following BearingPoint“™s sale to Deloitte, Attain is making strong inroads into federal, state, and local government markets “” as well as the higher education and nonprofit arenas “” as a public sector professional services company.
TASC“™s Joe Dodd
That“™s been the case ever since he received his undergraduate and graduate degrees in meteorology from UCLA and Penn St, then went on to a successful career in the aerospace field (for a time at DARPA and later, the National Reconnaissance Office.)
Intelligent Decisions“™ Dave Farling
Dave Farling“™s top priority is DoD customers these days. Recently, Farling was named director of DoD sales for the IT solutions provider that“™s based in Ashburn, Va. It was an opportunity that Farling “” who got his start on the government side, with the FBI back in the early 1990s “” couldn“™t pass up.
Over the past few years, the company has experienced 25 percent growth, year over year. It was also recently named one of the 50 best places to work in DC. But, most important, says Farling, “It felt like a place where I could make a difference.“
GTEC“™s Kirk Herdman
Ever since the McLean, Va.-based firm went public a little over a year ago, it“™s continued its ascent as a defense and national security leader.
HP“™s Sean Mullen
Sean Mullen has something to prove.
“We“™re here to prove that IT is an enabler that can reduce cost and increase mission effectiveness , not just an additional cost that DoD customers never see a return on,“ says Mullen.
These days, Mullen is busy offering that proof, as vice president of DoD sales for Hewlett-Packard Enterprise Services. “There is no better indicator of future performance than past performance,“ he says.
CSC“™s David Zolet
David Zolet is asking a lot of whys these days. As the new president of business development for CSC“™s North American Public Sector (NPS), Zolet is focusing on new ways to maximize business development opportunities.
That“™s where the why comes in, with particular focus on employee development.
“We“™re asking a lot of questions about roles and responsibilities just to make sure that, every step of the way, we“™re adding value,“ says Zolet, who spent the majority of his career at Northrop Grumman and more recently, IBM, before coming on board CSC in August 2010.
CGI“™s Rob Bowell
“I have a passion for taking a portfolio of accounts and programs and really owning it, from the standpoint of being an entrepreneur to drive the solutions and growth of those accounts and programs“” within the context of a larger brand,“ says Bowell.
At CGI, Bowell is getting his wish. In January 2010, Bowell came on board as a vice president within the company“™s federal team. Ever since, Bowell has focused on building up CGI“™s outsourcing and systems integration work in areas such as the Patent Tradmark Office, HUD and the Nuclear Regulatory Commission among others.
Serco“™s Mark Wrigley
A little more than a year ago, Wrigley was tapped to be Senior Vice President of Business Development (BD) at Serco, a company that has undergone a seismic shift since it acquired SI International at the end of 2008.
Today, a bigger, more complex company has emerged “” $1.5 billion in annual revenues in the federal sector. That transformation has highlighted the need for new thinking. And broader targets. That“™s where Wrigley comes in.