Start Date: 10/8/2019 7:30 AM EDT
End Date: 10/8/2019 10:00 AM EDT
Venue Name: The Tower Club Location:
8000 Towers Crescent Dr Suite 1700
Vienna, VA United States 22182
Tuesday, October 8, 2019
Executive Briefing: Evolving Your Company’s View of Capture to Secure and Execute Effective Customer Meetings
The Tower Club
8000 Towers Crescent Dr Suite 1700
Vienna, VA 22182
Growth oriented small and emerging companies have figured out the secret sauce to effectively capture, secure and execute effective customer meetings. Join SECAF and learn the nuances of capture as a function, the capture process, activities, and best practices that are propelling companies to exponential growth; identify how to incrementally add to your capture capability to secure and execute an effective customer meeting. Don’t be reluctant to engage in the topic of capture, a successful capture strategy is key to long-term customer success.
Moderator: Mike Mullen - Partner, Deep Water Point
- Ronald Bouchard - Brigadier General (Retired) and Partner, Deep Water Point, LLC
- Mariela Cardona - Chief, Office of Citizenship and Applicant Information Services External Affairs Directorate, USCIS/DHS (Retired)
- Kim Hayes - Owner, The Ambit Group
- Naveen Krishnamurthy - Founder & CEO, RIVA Solutions, Inc.
is a senior level industry executive with over 25 years’ experience in business strategy leadership management. His strong track record of enabling federal decision makers to achieve their goals through the acquisition of strategic IT and professional services make him an asset to all Deep Water Point clients.
Mr. Mullen is Deep Water Point’s small and mid-size business growth expert and leads our Center for Corporate Growth focused on building efficient and effective growth engines across the business development life-cycle. He has a strong track record growing start-up and transitioning (small to large) companies within the federal market.
With Deep Water Point, Mr. Mullen has personally assisted 30 plus companies in accelerating their growth and/or navigating the transition to large business by reinvigorating their business develop engines and strategic plans and by focusing on adding “needle moving” revenue events through enhanced business development processes, significant captures, and M&A activities.
Prior to joining Deep Water Point, Mr. Mullen served as senior vice president and chief business development officer at Project Performance Corporation (PPC). In this role, he oversaw and managed the firm’s strategic direction, business development, and marketing and proposal development. He successfully led them through a post-acquisition integration period by focusing on strategic account planning leading to improved pipeline and proposal productivity.
Mr. Mullen established himself as a successful leader and business grower in the federal market at INDUS Corporation. During his 16-year tenure at INDUS, he led the company’s growth from a startup venture to a $100+ million enterprise across the federal marketplace. This achievement earned the company recognition among the Inc. 5000 Fastest Growing Private Companies in America, and four consecutive years on the Washington Technology Fast 50 list. Mr. Mullen was responsible for leading and overseeing the company’s entire business development life-cycle during this record setting growth and won significant game-changing contracts such as: GSA’s $50 billion Alliant program; Commerce’s $8 billion COMMITS program; Transportation’s $275 million FITSS program; FBI’s $125 million IT Support Procurement; NASA’s $150 million Business Applications and Sustaining Engineering program; and Health and Human Services $60 million ITSC program.
Mr. Mullen recently completed a 4-year board tenure serving as vice chair at-large for the Industry Advisory Council (IAC) Executive Committee. In his executive committee role, Mr. Mullen supported the development of ACT-IAC’s Education & Training initiatives focused on driving greater value to both government and industry members. Mr. Mullen’s efforts have earned him recognition as IAC’s Individual Contributor of the Year (2008) and ACT-IAC’s Fellow of the Year (2009).
Brigadier General (ret.) Ronald M. Bouchard
, U.S. Army, is a senior IT business leader with more than 30 years of experience in cyber security, resource management, strategic planning, IT training and development, network operations, and data and voice systems. He has planned and implemented automation and communications systems for the U.S. Army, Joint Commands and in the private sector. Deep Water Point clients significantly benefit from Mr. Bouchard’s background in operations management, capture and business development, as well as, by his technical IT and cyber expertise. Prior to joining Deep Water Point, BG Bouchard served as senior vice president, operations and deputy general manager, Global Services Sector for NCI Information Systems. There, he was responsible for providing leadership, direction, and oversight to the Sector’s four operational units, while ensuring that NCI’s Global Services Sector’s business growth, revenue and profit goals were achieved. At NCI, Mr. Bouchard managed key programs, oversaw contract execution, and ensured completion of customer requirements. He served as a key business opportunity strategist, executive lead on proposals, and operations lead on large proposal efforts.
BG Bouchard joined NCI after retiring from the U.S. Army. He has experience in planning, implementing, and overseeing automation and communications systems for the U.S. Army and for joint organizations. His assignments as a Colonel and Brigadier General included: director, Resource Management, United States Army Air Defense Artillery Center and Fort Bliss; chief of staff, United States Army Cadet Command; Commander, 1st Signal Brigade; Executive Officer to the Commander, UNC/CFC/USFK; deputy commanding general, U.S. Army Signal Center and Fort Gordon; director for Communications System (J6), U.S. Pacific Command; and, deputy chief of staff G-6, U.S. Army Forces Command.
BG Bouchard earned his BA from the University of New Hampshire (UNH) and an MBA, with a focus on comptrollership, from Syracuse University. He attended the US Army Command and General Staff College, U.S Army War College, and the Signal Officer Basic and Advanced Courses. BG Bouchard is a member of the Armed Forces Communications and Electronics Association, the Association of the U.S. Army, and the Signal Corps Regimental Association. He was inducted into the UNH ROTC Hall of Fame for outstanding service to the U.S. Army, UNH, and the state of New Hampshire.
Ms. Mariela Cardona
is a senior communications and stakeholder engagement leader with more than 30 years of experience in the federal immigration and homeland security arena. She has led strategic communications, customer service, and engagement for the US Citizenship and Immigration Service (USCIS), the Department of Homeland Security (DHS), and the legacy Immigration and Naturalization Service (INS), fostering a positive view of agency operations by delivering services and building strong coalitions of customers and stakeholders using an integrated approach to technology and innovation, information delivery, engagement, and public education efforts. Ms. Cardona’s experience leading teams and programs through major transitions and integrating cutting-edge IT solutions to improve customer service delivery provides unmatched support to Deep Water Point clients.
A member of the Senior Executive Service, Ms. Cardona comes to Deep Water Point from a distinguished career directing customer service and engagement for DHS agencies, ultimately serving as Chief of the Office of Citizenship and Applicant Information Services (CAIS) within the DHS/USCIS External Affairs Directorate. There, she directed agency contacts with customers, representatives, prospective US citizens, adult educators, private sector partners, stakeholders, and the public, managing 350 federal employees and almost 700 contractors with a budget of more than $100 million. Ms. Cardona’s team supported more than 15 million telephonic interactions and about 350 million daily customer engagements via a suite of digital tools.
Previously, as Associate Director of the DHS/USCIS Customer Service and Public Engagement Directorate, Ms. Cardona directed the agency’s National Customer Engagement Center, which is responsible for providing bilingual telephone and email services to more than 15 million customers annually. She closely monitored more than $44 million in contractual obligations, quality assurance, and ability to scale to meet customer demand.
Earlier, Ms. Cardona was Chief of the DHS/USCIS Office of Public Engagement. In that role, she established and directed the first USCIS Office of Public Engagement, advancing DHS/USCIS goals in the areas of transparency, consistency, and integrity. Ms. Cardona led a diverse team of highly skilled professionals in implementing national stakeholder strategies impacting all levels of organization activity; directed policies that contributed to innovation, teamwork, and advancement of individual goals; and served as principal advisor to the USCIS Director and senior leadership in the area of stakeholder engagement and collaboration. As DHS/USCIS Deputy Chief of Outreach, she established the first DHS/USCIS Office of Citizenship and directed a national immigrant outreach program.
Ms. Cardona earned her BA in journalism and mass communication research from New York University, her MA in hemispheric defense and security from Universidad del Salvador (Buenos Aires), and her MA in international service from American University. She completed an advanced course in hemispheric defense and security at the Inter-American Defense College, the USDA Graduate School’s Executive Potential Programs, and Special Agent/Criminal Investigator Training at the Federal Law Enforcement Training Center. Ms. Cardona has received numerous awards throughout her career, including the Lifetime Achievement Award for Delivering Services to the Citizen, the DHS Silver Medal for Meritorious Service, the USCIS Director’s Beacon Award for Excellence in Community Partnership, the Securing America’s Promise Award for Exceptional Service, the INS Superior Accomplishment Award, and multiple INS and USCIS Outstanding Performance Awards.
is Founder & CEO of RIVA Solutions, Inc., a Federal oriented small business and 8a company service provider. Over the last 10yrs RIVA Solutions has grown to over 400+ FTEs in 2 dozen Agencies in 18 states. The vision from the onset has been to create a Government contracting firm with distinct capabilities to transcend the small business arena to facilitate the transition to large successfully. Mr. Krishnamurthy has been heavily involved with Government Agencies and related large organizations in the areas of thought leadership surrounding Acquisition Management, IT Capital Planning and Digital Strategy. He is a two-time business owner and entrepreneur who has extensive knowledge of large firms and considerable experience working in Silicon Valley. Mr. Krishnamurthy holds undergraduate and graduate degrees from the University of Maryland. He is also a Fed100 award recipient tied to innovation in the Federal Government. Connect with him today at www.linkedin.com/in/naveenkrishnamurthy
Managing Partner and CEO of The Ambit Group, was successful not just in building a company, but in launching a cause. After spending several years working within federal agencies she accumulated the experience and insight that confirmed her belief that she could transform how government delivered value to her fellow citizens. So she did.
Kim channelled her entrepreneurial fervor into building an organization that reflected her core values and mirrored her ability to apply new approaches and inject new ideas across agencies to advance the federal mission.
Kim lives the oath she took years ago when she joined the US Army. Her team, many of whom are Soldiers, Marines, Seamen and Airmen, share her commitment to philanthropic pursuits supporting a broad range of charities with a special emphasis on helping members of the military, local children, and their families.
- $45 Register by 7:00 pm on October 3 at 7:00 pm
- $55 After 7:00 pm on October 3
NEW for SECAF Members!
If you know someone who might want to join SECAF, invite them to attend an event with you at the member rate. When you register for an event, you will see a GUEST tab. Enter the email address of the guest followed by the first name, last name and company name. You can pay for both of you when you check out.
- $85 Register by 7:00 pm on October 3 at 7:00 pm
- $100 After 7:00 pm on October 3