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Marsha Lindquist
Proven successful business growth authority. Expert in negotiations, business development, proposal management and development, people issues, corporate management, and growth strategy relating to creating a profitable and positive work environment. A strategist who applies creativity and is always part of the solution. Management success based upon strong team player orientation and outstanding communication skills.
EXPERIENCE
Business Performance - Exhibits an incisive perspective on business and is quickly able to integrate her financial and marketing acumen with experience in contracts and business development.
- Developed aggressive pricing strategies for competitive procurements and flexible indirect rate structures to position companies for continuing successful professional services contracting. Functioned as the financial focal point for the enhancement of companies' competitive posture.
- Key member of many corporate tiger teams that developed strategic organizational plans and established divisional goals with the focus on future growth, leveraging of core competencies, and identification and nurturing of critical alliances. Contracts and business development focus centered on DoD, DoE, NASA, DISA, US Army Corps of Engineers, NIH and EPA.
- Engaged for key contracts and financial positions chartered to reorganize the corporate and division-wide fiscal and contracting elements and prepare the company for acquisition or division for consolidation.
- Diplomat and facilitator for developing creative business development ideas and plans. Exhibits sensitivity to the needs and objectives of the business relationship and has demonstrated the capability to achieve successful outcomes for both sides.
Proposal Development – Demonstrates a broad range of proposal experience from proposal strategy, management approach, theme development, and business/management volume writing.
- Developed clients’ proposal strategies for competitive contracts of multi-hundred million dollar awards including civilian and military procurements. Expert at portraying credible, discriminating and winning position of clients’ characteristics and experience
- Experiences range from writer to volume lead to proposal manager. Brings special organizational skills to enable efficient, effective proposal creation and organization. Known for laser-like textual descriptions of clients’ discriminators.
- Extensive background in senior management makes her ability to communicate clients’ credentials extraordinary.
- Writing skills are underlined by her publication list and success in being published in over 120 journals
Business Growth - Possesses broad experience building and implementing business development plans for both large and small corporations.
- Structured start-up business marketing and capture plans for small disadvantaged businesses and small emerging technical companies. Company growth areas were environment assessment and investigations, site assessments, developing environmental impact statements and interfaces, data analysis, information security, information systems integration, environmental safety and health assessments, and technical support services.
- As a key member of the business development management team, directed the due diligence in the assessment of potential acquisitions and in identifying small business protégés for long term strategic relationships. For confirmed protégés, provided the business development guidance and training..
- Performed in growth oriented small businesses with revenues from $2 million to $35 million as well as divisions of large businesses with revenues of $8 million to $200 million.
Business Negotiation and Management - Masterful in negotiating contracts, developing proposal win strategies, and simply getting results.
- Developed winning pricing strategies for Federal multi-million dollar competitive awards for DoD, DISA, NASA, DoE, and Department of Transportation with teaming partners such as Foster Wheeler, Battelle, Northrop Grumman, IBM, Loral Federal Systems, CACI, Martin Marietta Energy Systems, L-3, KEI Pearson, PRC, BDM, Booz-Allen & Hamilton, SAIC, and Boeing Computer Systems.
- Successfully negotiated over a billion dollars in contracts with profit margins of from 6-25%. Authored winning business proposals which marketed the financial viability, business systems, compensation plans, and price reasonableness. Functioned as Price and Business Management Proposal Book Manager as well as served as the contracts and business member of Red Teams.
- Initiated and directed contract management function with all appropriate controls, reporting, and subcontract management. Established subcontract, teaming, vendor and marketing agreements. Excellent working knowledge of FAR, DFAR, DEAR, and NASA federal regulations as well as requirements for Organizational Conflict of Interest and Foreign Ownership and Controlling Influence disclosures.
- Lead pricing and estimating functions geared to produce accurate and timely contract proposals that are well-planned and include appropriate internal reviews and approvals. Worked intensively with teaming partners, both prime contractors and subcontractors, to arrive at competitive and performable pricing in a harmonious manner.
- Responsible for all Cost Accounting Standards (CAS) and Federal Acquisition Regulations (FAR) review and compliance.
- Developed structure, forms, and procedures in preparation for various clients’ CPSR. Annotated and determined adequate measures to insure completeness, trained technical and contracts personnel in CPSR mentality, established proper methods of documentation.
Financial and Management - Combines the skills that encompass all the facets of financial and management accounting into one source - from general and cost accounting to DCAA, tax, banking and outside accounting audits.
- Responsible for financial reporting to the Board of Directors, treasury function, general and cost accounting, DCAA and independent audit interface. Depth of experience extends from general ledger, payroll, accounts payable and receivable, invoicing and financial reporting to cost accounting functions including management reporting and financial analysis.
- Responsible for completing annual DCAA and independent accounting firm audits with minimal or no adjustments to financial statements. During this process, established an amicable, professional working relationship with cognizant DCAA and DCMAO. Interfaced with bank and local jurisdictional auditors.
- Successfully developed and negotiated multi-year forward pricing rates for several companies. Responsible for operational and capital budgets as well as forward pricing rate integration.
- Responsible for all compliance with GAAP and FASB. Developed accounting policies and procedures.
Banking Relations - Proven results in establishing banking relations, managing the treasury function including cash management and investments, and making funds available when needed.
- Initiated corporate treasury functions including all phases of accounting and banking relationships.
- Reduced company cash requirements and increased funds availability by collecting delinquent accounts receivable balances and expediting the billing process through the implementation of automated systems.
POSITIONS
Principal & CEO - The Management Link, Incorporated – Speaker, Business Expert & Author - May 1996 - Present
Director of Contracts and Pricing - TROY Systems, Inc. September 1995 - May 1996
Director of Contracts and Pricing - Maria Elena Toraño Associates, Inc. January 1992 - September 1995
Business Consultant October 1990 - December 1991
Chief Financial Officer & Director of Contracts - Management Systems Designers, Inc. January 1989 - October 1990
Corporate Controller - Ideas, Inc. May 1988 - December 1988
Manager of Finance & Accounting - McDonnell Douglas Technical Services Company December 1982 - May 1988
Business Manager, Data Center - Martin Marietta Data Systems July 1981 - September 1982
Supervisor Financial Information & Cost Engineer - Bechtel Power Corporation February 1978 - July 1981
Other responsible positions with the American Gas Association, the United States Coast Guard, and the National Association of Home Builders from 1972 through 1977.
PUBLICATIONS
Why Are You Still Working Your A** Off?. Prism Publishing, LLC 2002. ISBN 0-9716458-1-7
The Soft Side to Negotiation – Overcoming Myths Obstacles. - National Contract Magazine May 2000
How to Keep Quality People. - Recruiting Trends Magazine, March 2005; Benefits & Compensation Solutions, April 2005
How to Keep Focus Your Highest Priorities for Increased Business Growth - American Management Magazine, May 2005
How to Instill Behavior That Support Your Corporate Strategy - Real Estate Professional, July 2005; Inside Business, June 2005
How to Win Business Without Cutting Prices - World Fence News, July 2005; The Business Journal, October 2005
Five Reasons Why You Should Embrace Your Competition. - Bed Times, August 2005
For Better Business Results Focus on Your Customer Not Your Competition - Building Savvy, September 2005
By Chasing New Business Are You Chasing Away Now Business - Biz and Trade, January 2006
How to Create a Business that Reflects Your Values – Broker Banker Magazine, January 2006
Big Boomer Exodus – The Business Journal Online, April 2006
Reaching Strategic Goals – The Business Ledger – October 2006
Setting Service Standards – National Contract Magazine, June 2006
Create Passionate Clients – Business Update, September 2006
Draining the Bottom Line – Business Time, November 2006
Strategy Goes all the Way – The Virginia Engineer, December 2006
ACADEMICS
MBA, Frostburg State University, Frostburg, Maryland
BS, Business Administration, The American University, Washington, DC
AFFILIATIONS
Fellow, The National Contract Management Association
Association of Proposal Management Professionals
Member, National Speakers Association
Who’s Who in Business and Professional Executives, 1998-1999
Who's Who in Women Executives, 1989-1990
President, Kogod College of Business Administration Alumni Chapter
Vice President – Programs, National Contract Management Association, Washington, DC Chapter
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