Business Development

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Japan park from air aerial CIMG0475Recently as Client Service Leader for the Texas General Land Office (GLO), a foundation client, I developed a strategic growth plan that fostered new growth opportunities by identifying unmet client needs and aligning HNTB resources with the appropriate above and below the line GLO staff. Revenue from contracts with the GLO had rapidly declined since 2011.


This strategic growth plan not only addressed this decline, but identified opportunities to expand revenue post 2016 by expanding client services from the Community Development and Revitalization (CDR) group, Disaster Recovery, to Asset Management services with the Oil and Gas Division, Environmental and Engineering services with the Coastal Resources Division, and Project Management services with the Construction Services Division.

All business development opportunities were conducted with minimal marketing budget while continuing to maintain a full portfolio of billable work.
My most recent business development accomplishments over the last two years include:

• When HNTB was scheduled to leave the GLO CDR program in December of 2015, I drove discussions to reevaluate the existing staffing plan by providing a comprehensive analysis of existing project schedules and upcoming projects revealing a necessity to add HNTB resources through June 2016. This led to an additional $500,000 in engineering revenue through June, and an additional $250,000 through December 2016 representing.

• As project manager on the Rollover Recreational Area project to design Rollover Pass, I identified through conversation with local stakeholders that Galveston County wanted to include a bayside park as part of the overall plan. Turning this idea into action, I coordinated with GLO to identify available funding to address the addition of the park as part of the project scope, leading to a 25% increase in the fee by $240,000 dollars.

• While negotiating the engineering fee with the General Land Office for the Bayside park, I became aware that the County of Galveston was looking to include a bayside dock and boat ramp at the terminus of Lauderdale Road and additional recreational facilities west of rollover pass. One year later, I identified available funding from unsuccessful Hurricane Ike disaster recovery projects of which 2.5 million dollars could be reallocated to fund these projects representing an additional $550,000 in engineering fee for HNTB.
Prior to this experience, as Principal at Diverse Planning and Development I coordinated with communities impacted by Eagle Ford Shale oil and gas development and discussed the use of Tax Increment Financing (TIF) and Tax Increment Reinvestment Zone (TIRZ) mechanisms to utilize new revenue from oil and gas development to repair roads, address unmet community needs and position for a future when revenue from oil and gas would be less abundant.