Tom Miller

Led business development, revenue, P&L, business strategy and growth of commercial and government Managed Services for LAC Group in the U.S., Canada and the United Kingdom.

• Increased revenue growth by 70% year over year with capture and proposal strategies producing 94% win-rate averaged over FY18 and FY19.
• Added over $250K of project margin to bottom line on existing business through strategic contract negotiation and staffing.
• Integrated multiple lines of business into single comprehensive offering to drive cross-selling.
• Introduced business development and account management processes and procedures to improve sales effectiveness and accurate forecasting
• Developed and implemented sales compensation that effectively drives and rewards high achievement.
• Clients include CDC, NIH, NLM, Dept. of Ed, Library of Congress, USDA/ARS, ABC News and AmLaw 100 law firms.

• Build and lead elite teams that consistently exceed goals.
• Provide clients with all tools necessary for explosive growth – sales, business development, marketing, proposal management, business planning, strategic planning, growth strategy and branding.
• Provided capture/proposal management services in pursuit of $50 million Department of Transportation opportunity.
• Collaborated with single client start-up to develop, sales and marketing plan that provided:
  • New revenue producing federal clients
  • National earned media exposure in Forbes, Inc., GovExec and regional business journals
  • Recognized industry thought leadership
  • Blueprints for sustained future growth including processes, workflows and strategic planning frameworks

• Drove HHS/CMS revenue to achieve 100% of goal in first year.
• Introduced highly collaborative and dynamic business development and marketing strategy that expanded client base and supports long term growth objectives with sustainable overhead levels.
• Re-focused company service offering to align with market demand and produced the thought leadership to elevate visibility and propel HPG to become leading market brand.
• Developed and implemented Business Development and Capture processes that created dynamic business development culture across all internal functional areas to create “1 HighPoint” organization.
• Led marketing efforts (PR, multi-channel advertising, digital marketing strategy, white-papers, active conference sponsorships and other earned media) establishing HighPoint as the sought-after thought leader in the emerging Citizen Experience market.
• Drove aggressive business development strategy for sustainable growth and control overhead costs.
• Drove 20% revenue growth in 2015.

• 2014 revenue – 100% of plan- 2014 Budget – 98% of plan

• Collaborated with the executive team in start-up environment to develop validate and implement the middle market methodologies and processes necessary for growth:

- Sales Mgt.- Account Management- Proposal Management- Budget / P&L Reporting

- Marketing - Solution Development- Business Development- Sales/Revenue Forecasting

- Price to Win- Capture Management- Teaming Agreements- Contract Management

• Recruited sales/business development staff and produced winning proposals within the first 90 days.
• Leveraged network contacts and industry knowledge to generate $50M in revenue first year.
• Introduced commercial-best-practices sale, proposal and forecasting that ignited revenue growth and provided the executive team with visibility into sales/revenue forecasting for the first time.
• Revamped GSA Schedule and other pricing instruments that enhanced pricing flexibility and enabled 50% increase in program-based margins.
• Developed flexible, requirements-based approach to solution development that grew the average deal size by 300% and finished the first year 8% ahead of plan with “green” sales team in severely uncertain market.

• Developed >$50M pipeline in 90 days and that produced $17M in first-year revenue with net margins exceeding 20%.
• Built centralized proposal management capability that included bid/no bid protocols and comprehensive proposal resource library to overcome discrete line-of-business proposal functions; leveraged line-of-business best practices and reduced proposal costs by 50%.
• Created competition-crushing customized solutions/pricing and reduced cost of sales by 25%.
• Ramped up and focused business development and proposal activity to increase the annual revenue growth rate from historically single digits to 40% in 2010.