Our Journey to Provide
BD Excellence for AEC Leaders
AEC Market Masters
(Don Sherman Group LLC / PTY LTD)
- Principal / Director
- Services to Accelerate Business Development Program Success
- Affiliations: ACEC, SMPS
- Key Clients: HDR, S.A. Healy, Dragados, AECOM, BLN (Egis),TYLin Group, Gresham
Sales and Marketing · Proposal Management · Rehearsals · Negotiation · Presentations · Consultative Selling · Organizational Strategy · Infrastructure · Business Development
Long-Term Assignments:
TeknoGRID (MBE/SBE)
- Broadband Advisory Board Member
- Executive Vice President, Sales & Marketing
IT/Telecom/Broadband/Security Infrastructure Business Development · Digital Technology Master Panning, Turnkey Construction Management, Contract Negotiation Administration
Egis / Beam Longest & Neff
- Marketing & Business Consultant
- Large Capital Project Strategic Pursuits
Transportation & Water Infrastructure Pursuits & Proposals · Proposal Process Improvement · CRM Implementation · BD Staffing & Training
FLPA Controlled Environment Agriculture (CEA) Advisory
- Co-Owner & Farm Operator
- Advisory Services for on and off-grid facilities for food, energy & water production
Aquaponics Greenhouse Repair, Upgrade & Operation · Water & Energy System Resiliency · Permitting · Certifications & Licensing · Farmhouse Reconstruction
American Council of Engineering Companies
- Executive Director, Private Client Practice
- Sales & Marketing Forum
- AEC Market Forecasting
BD Best Practices Publication and Webinars: 33 Proven Secrets to Successful Client-Centered Proposals, BD Program Benchmarking, Opportunity Assessment, Client Account Analysis, Capture Planning, Theme-Modular Presentations
1998 - 2008
HDR Engineering
Senior Vice President & Strategic Pursuits Program Director
- Developed and implemented firm-wide Strategic Pursuit Program
- Strategic Pursuit and Capture Plan leadership
- BD 201, 301, and 601 Curriculum Development & Training Team
- National ACEC Committee Member·
AEC Strategic Growth Programs:· Transportation, Water, Environment, Healthcare, Science & Technology & Justice · BD Plan Assessment & Benchmarking · Capture Planning · Client Account Analysis · Theme Modular Presentations · Q&A · BAFOs Negotiations · Transportation & Water Project and Program Development · PM/CM Management · Management Consulting
Stantec / MWH Global
Chief Marketing Officer
- Implemented "President's List" global strategic pursuit program maintain and grow business during 2008-2009 recession.
Supported wining pursuits including:
- PM/CM contracts with seven of the ten privatized U.K. water companies
- Panama Canal expansion design
Consultative Selling · International Sales & Marketing · Business Development · Business Management · Digital Marketing · Strategic Partnerships · Organizational Strategy · · Sales Management Leadership , Training & Coaching
Centec Corporation
Senior Projects Engineer & Federal Systems Marketing Manager
-
Federal agency budget and program management decision support systems marketing
- Project and task leader for environmental and energy projects for public & private sector clients
Federal systems marketing management · turnkey systems sales & marketing · Value Added Re-marketer · Sales Force Development · CRM Implementation ·
Process engineering · energy conservation · environmental management · alternative fuels production · litigation support · Client & markets: EPA, DOE & DOD, Chemical, Metals, Dairy, Bio-fuels