Bill Gardner

Experience

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  Honeywell

  Mar 1993 - Jan 2013

  Managed the team of Capture Directors and Managers, driving more evolved bid strategies through personal involvement in Black Hat reviews, Price-to-Win analysis, Value Proposition development, Teaming development, Proposal Color Team reviews and Pricing Strategy development. Contributed significantly to delivery of $55M in new business revenue in CY 2012 through leadership, oversight and collaboration on individual opportunities. Mentored Capture Directors/Managers on effective capture, bid strategy development, and business acumen. Show less Moved from Operations to Business Development at the personal request of the HTSI President and BD Vice President, to accelerate growth in a newly acquired DoD mission logistics company. Delivered the win on nearly $200M with both the DoD and NASA. Developed strong win strategies and Capture Plans, and managed all Capture activities during the pre-RFP, proposal development and post-submission phases. Conducted customer/industry meetings, developed superior teams, crafted compelling value propositions and pricing strategies, and effectively positioned our offering. Closely coordinate efforts among Sales, Proposal Operations, Contracts, HR, Health & Safety, Pricing and Business Intelligence. Led or participated in Monthly Growth Reviews, Tollgate Reviews, Color Team Reviews, Solution Design reviews, Black Hat sessions, Price-to-Win and Pricing Strategy sessions, etc. Developed and implemented a Factually-Supported Value Proposition template and methodology that was subsequently standardized for use across the company. Show less Responsible for all directorate operations (with well over 300 employees) at more than twenty permanent locations across the US, Canada, Mexico, Great Britain, and in Asia. Responsible for P&L, technical performance, growth and customer relationships. Served as the sole Business Development Director for the Honeywell Services directorate, leading pipeline and capture management for all commercial and government opportunities. Led Honeywell Services to sales of $36.5M in 2008, delivering a revenue CAGR of 36.6% since founding the business line from a $0 sales baseline in 1999, and a 15.1% CAGR since 2003. Simultaneously improved quality of revenue, driving operating income growth across the entire directorate from an 8% ROS in 2003 to a 13% ROS in 2008. Responsible for the strategic expansion of the portfolio through development and implementation of sales and marketing plans for new services such as asset management, measurement systems design and supplier development. Delivered upward migration within the value chain to improve margin performance. I also served during this period as HTSI Vice President, Technical Services (with a very large P&L responsibility) for an extended period in an acting capacity, and was recognized in 2005 with HTSI’s Annual Leadership Award for Global Mindset. Show less Designed and founded the program, assuming full P&L responsibility, growing sales from $0.5M in 2000 to $11.76M in 2003, a CAGR of 186%. Twice reorganized the program when rapid growth made it necessary to modify the existing organizational structure and service models. Responsible for all program activities, including technical performance, growth, customer relationships, personnel performance management and financial performance, including profit/loss. Served as sole BD Director for the business, building relationships with key customers, and successfully driving on-contract and new business growth. Established the Metrology Quality System, and led its successful conversion into a third-party accredited ISO9001 / AS9100 quality system for the Honeywell Services organization. Show less Designed the Metrology Services offering from the ground up, including value proposition, organizational structure, technical support model, pricing methodology, business model and concept of operations. Represented the HTSI Metrology Services offering in extensive, face to face meetings directly with executive customers to propose our solution, and followed up tenaciously to gain approval to finalize each new contract. Marketed and expanded the new Metrology Services program across the initial customer’s entire organization, one facility at a time, becoming the Program Manager. Show less

  • Senior Director, BD Capture Management

    Mar 2011 - Jan 2013

  • Director, Capture Management

    Jan 2009 - Mar 2011

  • Director, Honeywell Services

    Nov 2003 - Jan 2009

  • Program Manager, Metrology Services

    Jul 2000 - Nov 2003

  • BD Marketing Representative 2

    Dec 1999 - Jul 2000

  • Field Engineer 4 and Capture/Proposal Manager

    Mar 1993 - Dec 1999
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  Honeywell Technology Solutions, Inc.

  Aug 2013 - Nov 2015

  Led the Business Development organization responsible for pricing strategy development, Price-to-Win analysis, business intelligence, marketing communications, and bid strategy. Personally engaged in development and evolution of bid strategy on many significant pursuits, including customer communications, teaming, positioning, RFP shaping, win strategy development, pricing strategy development, proposal color team reviews, pricing reviews, and post-submission activities such as evaluation note responses and final proposal revisions. Led the Proposal Operations organization responsible for creation of government services proposal deliverables. Served as Capture Director on crucial opportunities. Show less

  • Director, BD Strategy, Intel & Operations

    Jan 2013 - Nov 2015

  • Vice President (Acting), Business Development

    Aug 2013 - Jan 2014
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  Stinger Ghaffarian Technologies (SGT)

  Jan 2016 - now

  Vice President, Business Development