PROJECTS

Background

STAHL is a Winchester, VA based company that manages a Channel (Team) of IT related, SBA small and medium sized businesses, with an emphasis on set-aside companies (e.g., Disadvantaged, 8(a), WOSB/EDWOSB, HUBZone, SDVOSB). STAHL focuses on specific Federal Agency Buying Offices (e.g., Army, NRC, FEDSIM, HHS, etc.), where they have frank discussions to uncover their requirements and unfulfilled needs, to develop superior, comprehensive solutions to better meet their missions. STAHL employs a Subscription Model in recruiting Channel Members using a tiered subscription, rate structure (from $30,000-$120,000 per year), based upon prospect business maturity, qualifications and proven Federal Contracting experience. STAHL helps each company grow successfully and sustainably by utilizing Team Capabilities to deliver customer-oriented, large-scale, integrated solutions to Agencies that single companies cannot do by themselves.  Federal Contracts pursued are long-term (e.g., 3-5 years, renewable) in the range of $10M-100M each.

 

Excite's Role- New Business Development

Working remotely from Phoenix Arizona, Excite was an outsourced, New Business Development Department for STAHL Consulting, responsible for the following:

• New Client (B2B businesses) Recruitment

  • Target Market Identification based upon STAHL requirements related to potential or pursued opportunities.

  • List Identification, Acquisition and Management.

  • Background research on Prospects.

  • Recruitment/Sales material development, including presentations.

  • Direct Marketing Recruitment Campaigns.

  • Recruitment follow-up discussions toward closing Partnerships.

  • Contract finalization and renewals.

• Ongoing Client Responsibilities

  • Mentor/ Coach/Educator.

  • Account Executive.

• Marketing/PR

  • Review and editing of marketing materials to support a consistent Brand message

  • Website development and maintenance that spanned four websites (See links to these websites on this website).

  • Presentation/White Paper reviews, development and distribution.

  • Direct Marketing Campaigns to keep Prospects and Clients aware of new opportunities as they arose.

  • Meetings and Events Coordinator

    • Virtual

    • In-Person

• Other Responsibilities

  • Contract reviews, distribution and collections.

  • Overdue account collections.

  • Partner Resource Management System Development and Maintenance.

  • Initiation and participation in virtual, team meetings (e.g., via Microsoft Teams).

 

Results

• Excite delivered nearly all Paid Clients over the course of the 4-Year contract period; delivering millions of dollars in acquisition revenue to STAHL Consulting.

• Websites were continually updated and maintained rapidly and accurately in an ever-changing, dynamic environment.

• Marketing materials and Campaigns were developed and consistently delivered on a timely basis to notify Prospects and Clients of new opportunities.

• Prospects responding to Campaigns were followed-up on a timely and consistent basis toward closing recruitment efforts.

  • Excite maintained records of Prospect and Client contacts.

• Virtual and In-Person Meetings and Events were coordinated on a timely basis.

  • Periodic, in-Person Client Events held in the Washington DC Area, managed remotely from Arizona.

    • Approximately 90% attendance rates,with clients coming from throughout the country during Covid.

  • Attendance to Government-held Virtual Events were successfully coordinated with Agencies, presenters and STAHL personnel. 

  • STAHL generally delivered speakers to these events that included STAHL personnel and STAHL Clients.

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Background

When Charles arrived at APN Staffing & Employment Solutions, it was a twenty-year old staffing company, providing full-time personnel, largely Service Advisors and Technicians, to automotive dealers. Annual sales had declined in the previous year from around $800,000 to around $700,000.  Charles was hired to increase sales, with an emphasis on expansion into Federal, State and local government contracts.

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VP Marketing, Business Development, Contracts, Govt Administration & Quality Assurance

Duties included:

• Prospect company and Agency identification, research &development

• Sales to Govt Agencies

• Website development/maintenance

• Marketing/PR/Engagement/Social Media/eMail campaigns and Social Media effectiveness analysis

• Government certifications

• Contract identification

• Contract and proposal writing

• Program, Project and Quality Management (including systems, process and infrastructure development and implementation)

• Predictive Modelling and sales force oversight, mentoring and coaching

 

Results

• Expanded client base:

  • Automotive

  • Government

    • Federal Government

    • State

    • Local

  • Healthcare

  • Native American Tribes

• Expanded internal capabilities in existing and new areas:

 

Staffing and Recruiting (Full-time and Temporary)

• Administrative: Contracts & Grants, Construction Managers, Financial Services, Human Resources.

• Automotive: Dealer Personnel.

• Healthcare: Nurses, Social Workers, Healthcare Technicians.

• IT: Wide variety of technical personnel.

 

New Services

• Heavy-Duty Vehicle Service & Repair

  • Won large, long-term US Air Force 820th Red Horse BPA to repair construction vehicles at Nellis Air Force Base in Las Vegas, NV.  Assembled and managed a team of 20 auto repair companies to provide repair services on demand by the Air Force for some 50 different types and brands of heavy-duty and light-duty vehicles.

  • Won large contract with the US Park Service to modernize tour buses at the Grand Canyon National Park.  Assembled and managed a team of 7 auto repair companies to upgrade buses that included engine and transmission overhaul, new air conditioning, brakes, seats, and upgrade of vehicle electronic system, that was compatible with existing system-wide buses, that provided such things as customer counts, entry and exit points, and continuous information broadcast of destination information to passengers and more.

• Custom Truck Sales 

  • US Army and Navy - Oil and Vacuum Trucks.

    • Developed relationship with custom truck manufacturer to serve as an independent sales agent for their company and manage sales, including winning client contracts (including pricing), and coordinating and communicating truck configurations and timelines to meet Agency requirements.

• Construction:

  • Won large, 4-year sub-contract to supply Carpenter's Union personnel to remodel Phoenix Sky Harbor Airport's Terminal 4 Baggage Handing area.

  • Established company as Associate Union Board Member.

 

• Established the company as an SBA certified Economically Disadvantaged Women Owned Small Business (EDWOSB), DBE, SBE and SBC.

• Won GSA 621-I Federal Award to provide Professional and Allied Healthcare Staffing Services

• Awarded 2015 Non-Tribal Business of the Year from the American Indian Chamber of Commerce of AZ.

• Based upon customer centric sales and operational approaches:

  • established new Agency/Customer relationships.

  • built strong, cohesive Teams of supporting companies through building and maintaining relationships and alliances with companies with proven capabilities to support pursued and won Contracts and Awards.

  • won valuable Prime and Subcontract government contracts/Awards.

  • helped APN staff win additional commercial staffing contracts and place personnel.

  • built and maintained a wide variety of supporting systems and processes.

  • stabilized and improved organizational efficiency and effectiveness for APN, their customers and their supporting Team of companies.

    • Simplified customer operations to improve operational efficiency and effectiveness, so customers/Agencies could better focus on and deliver their missions (e.g., Patient Care, combat construction operations, etc.), with corresponding benefits internally and among supporting, Team companies.

• Efforts grew company from $700,000 in annual sales to over $7,500,000 in three years.

• Profits on individual contracts increased 50%+.

 

For more information, call us now at 602 478-0046.