Capture and Business Development Resume

1. Jennifer A. Brown, M.Ed.
4946 McFarland Drive, Fairfax, VA 22032
410.340.8808 — japerkinsbrown@gmail.com
Experienced sales executive with NIH, NIHM, DOJ,USED,DOD-Educationand DOD-Healthcare
background. Experiential knowledge of best-practice business development processes to include
market segmentation and long-term planning, opportunity assessment, capture planning,
proposal planning, and proposal development, culminating in final pursuit and post submittal
activities. Provenrecord of sustained $2M average annual new business growth.
EXPERIENCE and BUSINESS CONTRIBUTIONS
VicePresidentofStrategicPartnerships
Optimal Beginnings, LLC Jul 2010 – Jul 2015
Role/Responsibilities
In partnership with the sole proprietor, launched a person-centered behavioral healthcare firm
by establishing and enhancing a servicedelivery model. Responsible for the strategic growth of
the company, both in terms of revenue and service offerings. Created strategic business, account,
capture, proposal management, and closure plans to obtain company growth goals. Functional
and experiential knowledge with FAR, VAC, DCR, and COMAR. Directed all IT, website, email and
database systems; established dynamic company website with integrated email and new media
technology tools. Supervised 40+ employees.
Accomplishments
 Achieved $1.1M in recurring annual revenues fromNIH, NIMH, DOJ,DOD-Education,DOD-
Healthcare, and USEDto procure service contracts. Win rates: RFPs 40%; Grants 30%.
 Grew the firm’s client roster from 8 to 200+ clients.
 Identified and negotiated new team partnerships with national non-profits, city,state and
federal agencies that increased revenues by $240k in 2 years.
 Introduced and implemented new business model, standards of service, operations
documents and contracting guidelines to streamline service delivery, reducing overhead
costs by $120kover 5 years.
 Performed quarterly risk management assessments through audits of company contracts,
measurement of metrics toward deliverables, client records, program data, budgets, and
operating and procurement procedures as dictated by COMAR.
 Grew Operations efforts to increase public presence, yielding 67 new clients and partners
whoallowed for substantial expansion of existing service programs.
ExecutiveConsultant
Special Learning, LLC Jan 2013– Apr2013(TemporaryContract)
Role/Responsibilities
Leveraged social media outlets, professional network,and CRM to obtain qualified leads. Devised
cold-callstrategy and script forsales team. Conducted needs assessment and focusgroups to
address sales strategy, staff training requirements, marketing and public relations master plan,
and self-sustainable business model. Implemented those same plans as works in progress.
Accomplishments
 Maintained $5M vendor pipeline growth per annum; allowedfor expansion of services and
development of product; yielding $400k new subscription revenue per quarter.
 Contracted $700k revenue in identification, recruitment, and negotiation of 18 vendor
contracts and non-compete agreements, exceeding goal by $200k, for Touch
Technology/Augmentative and Adaptive Communication (AAC) Conference Partners,
Sponsors, and Vendors (B2B,B2G).
 Created a partnership between Optimal Beginnings and Special Learnings; secured $500k in

2. Jennifer A. Brown, M.Ed.
410.340.8808 — japerkinsbrown@gmail.com
2
a new business development projectthrough education philanthropists supporting
expanded learning opportunities SOWresulting in 2 new verticalmarkets fornew ideas.
ExecutiveConsultant
National Children’s Center Aug2012 – Dec2012(TemporaryContract)
Role/Responsibilities
Established increased web presence through development of comprehensive marketing strategy.
Implemented marketing strategy, to include social media foundation and website redesign, to
generate new revenue stream.
Accomplishments
 37% GrowthRecurring ($.25M);Established social media and marketing strategy
expanding outreach and building client referral rate to 25%, resulting in a 20% increase in
enrollment, ROI $222kin boosted revenues.
BusinessDevelopmentManager
America’sChoice (WV, VA, DC, MD) Aug2008 – May2010
Role/Responsibilities
Analyzed, identified, qualified, proposed and closed multiple serviceand product types in varied
configurations. Deliverables included on-going professional development by hand-picked
national training team and residual income forconsumable product. Developed and implemented
incumbent transition program to aide in implementation of new product across branches of the
organization.
Accomplishments
 $10m contractwin for 5-year term in Anne Arundel County, MD, through competitive state
adoption procurement process; Responsible forStrategic Planning and Managed Execution
of contract.
 $3.8m contracted new business in 2 years. Deliverables included on-going professional
development by hand-picked national training team and residual income for consumable
product.
 Identified $3 million business development opportunities forhigh-revenue, bundled
products and services for 2009-2010.
Directorof Educational Partnerships
Kaplan K12 (DC, MD, DE) Apr– Dec2007
Role/Responsibilities
Analyzed, identified, qualified, proposed and closed multiple serviceand product types in varied
configurations. Cultivated trust of existing and potential clients via Introductionof forward
thinking technologies providing both organization and client a broader regional customer out-
reach and professional development.
Accomplishments
 $1.5m New Business Growthvia existing contract cultivationre-bid wins and new client and
partnership growth.
ExecutiveSalesConsultant
Harcourt Education (CA, NV, DC, MD, DE) Apr2000 – Apr2007
Role/Responsibilities
Analyzed, identified, qualified, proposed and closed multiple serviceand product types in varied
configurations. Served as a peer mentor; trained new sales professionals, providing a model of
strategic territory management and engagement. Recruited, hired, trained, and supervised
regional per-diem representatives.
Accomplishments

3. Jennifer A. Brown, M.Ed.
410.340.8808 — japerkinsbrown@gmail.com
3
 President’s Club Member for6 successive years; Defined as Top 10 company-wideproducer
and attainment of 130%, minimum, of assigned sales goal.
 $13.5m contracted new business over7 years.
 Applied best practice business development resulting in $2m and $5m contract wins in the
state and federal workspace.Deliverables included on-going professional development
client-selected national training team and residual income for consumable product.
 Delivered peer to peer training at national meeting on technology based sales techniques,
resulting in an increase of peer technology use in sales calls by 40% in the following11
months, during whichan increase in invoiced sales was reported at 29% across the country,
cumulatively.
 Delivered product specific and topic specific professional development workshops to 250+
clients, as requested or suggested for implementation per analysis of product bundles.
ProjectSupervisor
Urban League, San Diego, CA Aug 1999– Apr2000
Role/Responsibilities
Managed a county contractdelivering in-home and workforcedevelopment services to residents
of San Diego County.Recruited and supervised staff of 10 social workers, 4 interns and 20+
volunteers within a Health and Human Services Partnership.
Accomplishments
 Developed curriculum and facilitated parent education classes and family support groups.
 Modified program operations and implementation to meet county and agency guidelines.
 Created, designed, and administered demographic reporting and client tracking database.
AssistantDirectorofOperations
Urban League, Aurora, IL Oct 1997 – Jun 1999
Role/Responsibilities
Supervised staff of 8, and organized all education, economic development, and employment
training. Organized and maintained agency human resources and operating policy and
procedures.
Accomplishments
 $300k increase in agency budget through direct solicitation of grant funds and in-kind
contributions in response to regional, state, and federal opportunities.
 Designed public charter school plan through USED e-Rate Grant of $500k, identified aligned
RFP’s and submitted winning solution through strategic partnerships with DHHS, DOJ,DED,
and USED.
EDUCATION and CERTIFICATIONS
 M. Education,Indiana University, Bloomington, IN. May 1996; Emphasis: Administration,
Curriculum and Instruction
 B.A. Sociology,University of California, Santa Barbara, CA. Jun 1994
 The Little Red Book of Sales Training Course, Kaplan University, Jun 2009
 Action Selling Sales Training Course, The Sales Board, Inc,Dec 2009
 SalesForce training, Database Management Extension, SalesForce, Inc., Dec 2009
 SalesForce training, Database Management, SalesForce, Inc.,Jun 2007
 LAER Sales Process, Carew International, Nov 2006
 SPIN Selling Training Course, Neil Rackham, Feb 2004
 Consultative Sales Training, Harcourt Achieve, Reed Elsevier, Inc., Jun 2003

4. Jennifer A. Brown, M.Ed.
410.340.8808 — japerkinsbrown@gmail.com
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JOB-RELATED SKILLS
Executiveleadership, non-profitmanagement, sales, capture, proposal writing, procurement, sole
sourcing, GSA, COMAR, VAC, FAR, eCFR, FARsite, SAM, FedBizOpps, Federal Register, DUNS,
Shipley Capture Guidelines, finance, supervisor, business partnerships, business to business
(B2B) sales, softwareas a solution (SAAS) sales, business development, business development
metrics, pipeline development, pipeline management, prospecting, forecasting, strategic planning,
goal achievement, management consulting, operations consulting, resource management,
program development, product development, proposal management, proposal development,
budgeting, business process re-engineering, organizational dynamics, costanalysis, marketing,
public relations, social media management, project management, targeting, assessment, risk
management, quality assurance, HIPAA, human resources, recruitment, prospecting, team
building, resource identification, market research, competitiveanalysis, professional
development, non-profitmanagement, fundraising, event planning, public speaking, advocacy,
education, education administration, curriculum design, instruction, teaching, special education,
autism, developmental disabilities, English as a second language (ESL),response to intervention
(RTI),teacher training, parent training, applied behavior analysis (ABA),verbal behavior (VB),
Augmentative and Adaptive Communication (AAC)
COMPUTER SKILLS
Mac and Windows,MicrosoftOfficeSuite (Word,Excel,PowerPoint,Access, Publisher, Outlook),
SalesForce, Raiser’s Edge, MicrosoftOffice365 WebAdministration, MicrosoftSharePoint
Administration, Website Authoring and Domain Maintenance, Adobe Acrobat Reader/Editor,
Adobe Photoshop, Lotus Notes.