Profile

My experience has focused on the architecture/ engineering/ construction (AEC) industry, where I have expertise in driving the full project lifecycle from conceptualization through follow-up. I have a strong background in consulting and project management, with the ability to create and implement project-specific tools that optimize efficiency and organization.

  • Skilled at writing/editing proposals, award submissions, training materials and marketing collaterals with keen ability to adapt messaging for various audiences.

  • Adept at coordinating multidisciplinary project teams and managing the production of critical deadline-driven projects.

  • Experienced consultant and coach, able to engage audiences, perceive group skill sets and align teaching modalities to achieve full comprehension of subject matter.

  • Conversant with relational databases (SQL), accurately capturing user requirements, planning and designing customizations and training end users.

  • Proficient with Microsoft Office, Adobe Creative Suite (InDesign, Photoshop, Acrobat), SharePoint, Newforma and CRM (Deltek).

Professional Experience

T.Y. Lin International, Philadelphia, PA   |   2020–2021

Marketing Coordinator - Aviation

Led the coordination of aviation business development pursuits for T.Y. Lin International and affiliate aviation planning firm Landrum and Brown. Managed, developed and edited proposals, maintained business pipeline and marketing database, and coordinated other marketing activities aligned with strategic initiatives.

Burns Engineering, Inc., Philadelphia, PA   |   2016–2020

Marketing Manager/Specialist

Burns is a nationally respected provider of specialized engineering services, bringing highly-technical, sought-after engineering expertise to complex transportation and critical infrastructure projects.

  • Fast-paced, deadline driven environment requiring advanced skills in planning, writing, creating graphics and proposal production.

  • Proposal lead, developing winning custom proposals, SF330s, ECMS documents and graphics for multi-million-dollar pursuits, primarily for Burns' Railroad & Transit Group. Guided winning strategies, generated all graphics, layout.

  • 60% Hit Rate on competitive proposals.

  • Introduced and prototyped Deltek Custom Proposals module to Burns; configured application; input all marketing data on 450 projects and 100+ staff; created all merge template custom training manuals, Standard Operating Procedures and Quick Reference Cards; and drove evolution to marketing automation.

  • Undertook special projects from developing Account Plans to creating Sales Visualization tools.

Francis Cauffman, Philadelphia, PA   |   2015–2016

Marketing Manager/Specialist

Joined Communications department of Top 50 healthcare architectural design firm to manage proposal teams for simultaneous multi-million dollar hospital, cancer care and corporate projects. Worked with firm principals and project managers to analyze complex RFP requirements, set progress milestones, vet and engage subconsultants, research relevant firm experience and staff qualifications, produce visually striking documents and submit on compressed deadline schedules.

  • Serving as art director, produced architectural design competition award submissions, conceptualized compelling themes and graphics, directed graphic artist, and wrote all copy.

  • Revived dormant CRM system to profile design projects in database and link to all existing marketing materials.

  • Developed user requirements, prototyped components of firm’s Deltek Vision database, and wrote training guide for end users

Acuity Business Solutions, York, PA  |  2012–2015

Central Consulting Group, Minneapolis, MN  |  2010–2011

Deltek, Inc., Washington, D.C.  |  2006–2010

Senior Consultant — Deltek Vision CRM

Consistently delivered profitable projects with high client satisfaction rates as project manager and technical lead for three companies serving 350+ clients globally. Successfully deployed Deltek Vision CRM (capture management, project and employee data, proposal generation, cross application integration) within implementation schedule. Developed and adhered to project plans, work scopes, budgets and schedules. As a project manager, directed client relations, anticipating and averting issues and conflicts among interdisciplinary consultant teams. Extensive travel schedule (85%) and average utilization of 73% (Deltek).

  • Developed a customized contract automation process for a major environmental engineering firm, with triggered workflows that drove an optimized sale-to-contract execution cycle. Reduced complexity, errors and time to execution by more than 100%.  For the design, the client won the coveted Deltek 2015 “Project Excellence Award.”

  • Traveled to the U.K. to help establish Deltek’s upstart London office by orienting employees on CRM and managing project implementations.

  • Influenced organizational behavior changes that fostered a client-focused culture attuned to taking full advantage of CRM capabilities and increase their ROI.

  • Created libraries of innovative training tools including step-by-step user guides and tutorials, scripts for video training, graphical process flows, interactive forms and test plans.

  • Developed advanced custom enhancements within the Deltek Vision application to broaden its capabilities, many of which were duplicated in client databases and Deltek’s standard demo database.

  • Authored and presented webinars, blogs, project case studies and proposals to support sales and business development.


BWR Corporation, Kansas City, MO  |  1996–2006   (acquired by Lochner, Inc. - 2010)

Director of Marketing

Promoted from initial position as Assistant Director of Marketing to position reporting responsible for managing all aspects of marketing and communications functions for 11-office, 220 employee, $21 million multidiscipline engineering/ architecture/planning firm.  Directed firm-wide strategic planning process, budgets and action plans.

  • Awarded five consecutive Grand Prizes at Deltek user conferences for successfully transforming firm’s negative perceptions of Deltek CRM into a culture in which CRM became its most crucial component.

  • Supervised corporate communications staff including graphic artist, database administrator and department secretary; accountable for hiring and retention, career path development and performance reviews.

  • Conducted primary and secondary research and presented findings to Board of Directors regarding potential new markets, expansion to new geographical areas and performance of branch offices.

  • Coordinated media relations and advertising strategies, trade show budgets, scheduling, graphics development and logistics. Served as copywriter for firm brochures, website content and collateral materials.

  • Maintained prequalifications for federal, state and local agencies; collaborated on major proposals and Red Team reviews and developed interview presentation materials.

Presentations & Publications

  • Presenter, SMPS Southern Regional Conference, Oklahoma City, “Get Cultured. Then Get Connected.”

  • Author, “e-Marketing: Compressing Time with Proposal Automation-One Marketer’s Experience” SMPS Marketer

  • Featured cover story, CE News, “Turn up the Heat—Software that makes your proposals sizzle”

  • Published case study, Constructech Magazine

  • Presenter, Deltek User Conference, “Advanced Custom Proposals,” St. Petersburg, FL

  • Grand Prize Winner, 2nd through 5th Annual Deltek CRM/Proposals Submittal Competition

  • Featured speaker, SMPS National Marketing Conference, Tucson, Arizona, “Marketing Information Systems”

Education & Credentials

  • Master of Music / Applied Instrumental Performance, University of Illinois, Urbana-Champaign

  • Bachelor of Music / Applied Instrumental Performance, University of Illinois, Urbana-Champaign

Professional Development

  • Certified Professional Services Marketer (CPSM), Society for Marketing Professional Services

  • Graduate, “Shifting Gears” career enhancement program, Michigan Economic Development Corporation

  • Completed: “FastTracTechVenture” entrepreneurial program, Kettering University, Flint, MI

 Affiliations & Certifications

  • Board of Directors – SMPS Philadelphia Chapter (Incoming Membership Chair, 2016-2017)

  • Board of Directors – SMPS Michigan Chapter (2 years: Special Projects)

  • Board of Directors – SMPS Kansas City Chapter (4 years: Program Chair; President-Elect; President; Past President)

  • Member, American Society of Composers, Authors and Publishers (ASCAP)