2. TABLE OF CONTENTS
Philosophy
Summary Profile
Case Histories - Selected Accomplishments
Varied Industry Experience
Appendix
- Contact Information
- MS Word Resume
James M. Kelly - 2010
3. PHILOSOPHY
At a minimum, success as an executive requires some key
ingredients;
• Vision • Planning • Leadership
• Passion • Perseverance • Execution
•Learning • Listening •Communication
I use these ingredients, contributing at 110%, along with
healthy doses of mentoring and managing by example to
deliver results beyond expectations.
James M. Kelly - 2010
4. SUMMARY PROFILE
Proven track record as CFO in Delivering sustainable
fast-paced, high-growth shareholder value
settings
Business strategy, modeling,
Varied industry experience in planning, forecasting and
emerging to large-cap budgeting
environments (SaaS, software,
high-technology, services,
manufacturing and Raising cash through internal
transportation) and external sources
Broad set of core financial Mergers & Acquisitions,
strengths Integration
Entrepreneurial, customer- Turnaround, Reengineering
focused orientation
James M. Kelly - 2010
6. TURNAROUND!
CHALLENGE SOLUTION
Professional Services division $6 Spun out group to more synergistic
million operating loss was nearly areas of company.
twice its revenues. Overhauled pricing structure
- BBN had demonstrated little (overcoming governmental pricing
commercial success. mentality). Reengineered overhead.
Narrowed target markets, providing
- Prior company experience was
focus.
primarily funded R&D for the
Stronger use of statement-of-work.
government sector.
Before After
RESULTS
100
Losses turned to profits in 16
months. 75
50
Billability (utilization) climbed from
Percent
27% to over 80%. 25
Gross margins shot from negative to 0
over 40% positive. -25 Billability Gross Margin
1st successful turnaround in -50
company history.
BBN Technologies, Professional Services Division (Chief Financial Manager) James M. Kelly - 2010
7. SOFTWARE DEVELOPER STOPPED
DEAD IN TRACKS…
CHALLENGE SOLUTION
Gained GTE approval for a spin out,
Internet security software subsidiary allowing company to become more
was not critical to the GTE strategically important to security
Corporate strategy. GTE declared industry.
that it would stop funding future Key driver and presenter in dog-and-
investment / losses. pony show, gaining 4 acquisition
- GTE had already invested offers from competitors.
approximately $80 million. Key player for spin out, due diligence
and ultimate integration processes.
RESULTS CASH ACCESS ($M)
CyberTrust spin out raised $150 250 After
million of cash for GTE and a 200
$70M capital gain. 150
CyberTrust became the spearhead 100
for Baltimore’s US operations. 50 Before
0
Gained #2 industry position and
became formidable player. [------ 9 Months ----->
CyberTrust Solutions, Inc. – VP Finance & Chief Financial Officer James M. Kelly - 2010
8. “Inc. 500” Company - NO ELBOW ROOM
CHALLENGE SOLUTION
Brought on “normal” banking
“Inc. 500” (2 years) transportation relationship and established multiple
conglomerate was growing faster than asset-based funding facilities.
cash would allow. Due to default, Implemented cash concentration
moved to workout bank section. accounts, freeing cash.
- Workout situation had more Reduced DSO and increased cash flow
scrutiny, limiting flexibility and by restructuring collection techniques.
growth.
Impact of New Lending Facilities and
RESULTS Collection Procedures
Tripled lending facilities, yielding $18 100% 95
$18M
million in new cash proving 75%
significantly less cash stress. 61
Bankruptcy / workout averted. $6M
Reduced borrowing costs by 25%. OLD
NEW
DSO dropped by 36% to 61 days Bank Interest Cost DSO
providing cash infusion. Facilities (25% saving) Days
Increased D&B ratings. * Represented in days-sales-outstanding.
The Kellaway Group – VP Finance & Chief Financial Officer James M. Kelly - 2010
9. >>> BUILD IT FAST >>>
CHALLENGE SOLUTION
After GTE/CyberTrust spin out, Built strong and motivated financial,
Baltimore had little US financial accounting and information
technology teams.
infrastructure to support wild
growth plans and anticipated Implemented SAP accounting for
acquisitions in the US market. Baltimore and transitioned GTE
records.
- GTE infrastructure no longer Engineered SAP job cost system.
available.
Accounting, payroll, treasury,
planning, budgeting,&auditing, cash,
RESULTS Employee Growth Events
collections implemented within 6
From scratch, developed support months. Build Finance & Accounting Structure
500
infrastructure for $100M software Nevex
400
company within 6 months. Acquisition
Employees Content
y
Grew from 200 to 450 employees.
on
300 Acquisition
-P
-N
og
$230M of acquisitions and Hire / Build
D
200
ro
ce
ns
ut
n
et
en
io
t io
O
-R
integrations in 12 months.
at
g
ia
in
ili
gr
ot
Sp
it
D
te
ud
eg
ue
100
In
N
A
D
No audit adjustments in 18 months.
0
99
00
99
9
00
0
-0
-9
-0
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p-
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ar
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Timeline
Baltimore Technologies, Inc. – VP Finance & Chief Financial Officer James M. Kelly - 2010
10. REORGANIZE & PRESERVE CASH
CHALLENGE SOLUTION
After $1B acquisition of Content Implemented 20 point plan to
Technologies, capital markets reorganize cost structure.
dried up for internet companies. Primary savings from 75% cut of
Baltimore was still investing headcount (some operations
heavily to maximize growth and eliminated wholly).
incurring substantial losses and Matched cost model to anticipated
negative cash flows. revenue streams and cash flows.
RESULTS
Within 6 months of plan
implementation, Baltimore was on Negative e
track to positive cash flow. Cash Flows T im
Many functions now supported out n t hs
of corporate Ireland / England 6 Mo Positive
offices. Cash Flows
Bankruptcy avoided, company
preserved.
Baltimore Technologies, Inc. – VP Finance & Chief Financial Officer James M. Kelly - 2010
11. QUICK THINKING = PROFITS
CHALLENGE SOLUTION
First Alliance had opportunity for a In 48 hours time…
$15 million lease bid with AT&T, but Outsourced digital translation of
RFP was received at the last minute data.
and in an unreadable format with Developed MS Excel program to
little time to evaluate 30,000 portfolio evaluate 30,000 item lease portfolio.
items.
Generated company’s timely bid.
- Bid opportunity surely to be missed.
AT&T Lease Portfolio Acquisition
RESULTS
Won bid! 15
Delivering over $5 million of profit
over the term of the lease. 10
Millions
Excel program used to evaluate
5
future portfolio acquisitions.
0
Asset Value Revenue Profit
First Alliance Corporation – Controller James M. Kelly - 2010
12. UGLY PUBLIC DEBATE AVERTED
CHALLENGE SOLUTION
As Chairman of the Finance
Town of Foxboro had reached Committee brought key town parties
budget impasse between School together offline and acted as
representatives and Selectmen, compromise and change agent for
promising ugly debate on town the stalled budget negotiations.
meeting floor. Gained agreement between
selectmen, key school administration
and advisory committee members.
RESULTS LESSON:
Delivered unified $15 million school
budget to town meeting floor. Mediation &
Ugly debate avoided as budget
passed unanimously with little Consensus
debate – all parties happy (School,
Selectmen, Advisory Committee Building
and Town Voters).
Town of Foxboro – Chairman, Advisory (Finance) Committee James M. Kelly - 2010
13. RESCUED FROM LIQUIDATION
CHALLENGE SOLUTION
The company was under funded Convinced bank they would not
and on the brink of its senior debt recover their principal under a
holder liquidating all of its assets to corporate liquidation scenario.
satisfy existing loan obligations. Convinced venture capitalist to
- Notice had already been given. If put up a $1 million CD and take
over the $2 million bank
liquidation proceeded, bankruptcy
position.
was in order.
Debt Write Down and Restructure
RESULTS $1.5 Company
Investment
Prevented liquidation and $1.0
Gain Control
bankruptcy. Company received a Cash Flow
$0.5
$1 million debt write down.
Debt service significantly reduced $0.0
allowing greater cash flows. -$0.5 Venture
Venture capitalist took over senior Capitalist
debt position providing greater -$1.0
Debt Risk Of
control of their investment. -$1.5
Bankruptcy
Arrow Indicates Directional Change
Pioneer Medical Systems – VP Finance and Chief Financial Officer James M. Kelly - 2010
14. NEW CASH SEED FOR GROWTH
CHALLENGE SOLUTION
Pioneer had exhausted its initial Raised $2 million by packaging
equity funding and could not recurring revenues into lease
support continued growth streams and selling them to
without further capital. outside investors.
- Existing venture capitalist was Established customer leasing
program, which allowed future
not in position to invest
fixed recurring lease streams.
additional funds.
RESULTS
Allowed company to grow, gaining
H
number 2 market position.
C AS
New lease program turned existing E S
assets (recurring customer payments) U IR
into cash without impacting the
R EQ
revenue stream. TH
W
As this was a repeatable and
GRO LEASE
sustainable program, it allowed for
future lease fundings and growth. FUNDINGS
Pioneer Medical Systems – VP Finance and Chief Financial Officer James M. Kelly - 2010
15. GRAB THE LOW-HANGING FRUIT
CHALLENGE SOLUTION
Start-up needed cash to support As entrepreneur and cofounder,
operations while new sophisticated developed and marketed municipal lease
lease product was being developed. product to fund operations while in
development stage.
Extended time used to develop a
complex and sophisticated financial
product.
Vendor programs developed.
Investors attracted to buy leases.
Percent Of Revenues
RESULTS
Provided interim cash to allow time to 100%
develop flagship product. 80%
Other
Extended the life of start-up by two 60%
years. 40% Flagship Lease
Product
Delivered over 70% of the company’s 20% Municipal Lease
revenues in first three years. 0%
Product
1 2 3
YEAR
Nexus Capital Resources – Cofounder, Executive Vice President James M. Kelly - 2010
16. CATALYST FOR ACQUISITION BID
CHALLENGE SOLUTION
BBN Technologies had 120 new and Through careful review, research and
unpolished business ideas in hand. It evaluation, along with a team of
needed to demonstrate to their parent consultants, delivered a powerful
(GTE) their capability to deliver high- financial and business plan and model to
quality commercial business plans. BBN executives.
- This would enable them to qualify for The high-quality plan allowed BBN to
proceed to the next phase of a substantial
significant new cash available to GTE potential acquisition.
subsidiaries.
RESULTS
Business plan led to $500 million acquisition bid by GTE.
Commercial business ideation respect earned by BBN
executives from parent.
Future interest by GTE assured in commercial start-ups and
acquisitions.
Of the 120 plans, BBN gained investment support on 5
from parent.
BBN Technologies – Executive Financial Consultant James M. Kelly - 2010
17. VARIED INDUSTRY EXPERIENCE
• Internet Security & Hosting
GTE FAMILY • Software & Services
• PC Sales
• Leasing
• Internet
• Software • Entrepreneur
• Telecommunications • Leasing
• Professional Services
• Healthcare services
• Electronic Security
• Telecommunications
• Public Key
Infrastructure • Transportation, logistics
• Network & Security • Intermodal & Warehousing
Consulting
• Government
• Politics
James M. Kelly - 2010
19. Contact Information
James M. Kelly
20 Hartwell Drive
Foxboro, MA 02035
Mobile (508) 269-7557
Email J.Kelly@Verizon.net
James M. Kelly - 2010
20. Internet and Narrative Presentation
This presentation is also available on the internet and
includes a narrative accompaniment, it can be seen
on my personal website;
www.shamus.net
(Shamus is Gaelic for James)
Click on the Download Executive Profile button on
my site and use the following;
Login: guest
Password: CFO
James M. Kelly - 2010
21. MS Word Resume Embedded
Microsoft Office
Word Document
Click on the above icon to open
(note that it may take several seconds).
OR
Save this file to disk, reopen in MS Powerpoint, then click on icon
above to open Word Document
James M. Kelly - 2010
