Professional Profile

40 years as a business professional on both sides of the negotiating table, as a Buyer for the U. S. Air Force and as a Seller for two major defense contractors. Program manager for highly classified defense programs with annual sales exceeding $100 million. Prepared proposals and negotiated contracts worth over $4 billion with complex cost, schedule and performance incentives. Interacted with highest levels of corporate and government officials in the execution of contract performance.

Credentials

• United States Air Force Academy graduate
• Member of NH, CA, and Supreme Court Bars
• Certified professional mediator by the NH Office of Mediation and Arbitration
• Published writer on financial topics in the Wall Street Journal, Forbes, Entrepreneur and several other publications
• Earned TRW CFO Award for leading the successful negotiation to recover profit on a terminated contract

Background

I’ve spoken on the topics of program management, business management and negotiation to various groups. In addition, I’ve instructed at workshops on a variety of topics including continuous process improvement, total quality management, cost/schedule control systems criteria and qui tam legal defenses.

Negotiate Like a Pro

Everything is negotiable, no matter how large or small the cost. A top-notch negotiation strategy can save your business huge sums of money. I provide advice and tips for developing negotiating strategies to help you both personally and professionally. My Negotiate Like a Pro presentation covers key principles that apply to virtually any negotiating scenario. I discuss actual negotiations of mine and what I did to maximize results.

The presentation is designed to run 2 to 4 hours for groups of at least 10 people. PowerPoint slides are used as a roadmap, but only 5% of the material appears on the slides. The balance is totally spontaneous and interactive.

Key Elements