Richard Hawley is seeking a leadership and management role to provide critical analysis, build client relationships, achieve financial growth, maintain market knowledge, and identify new business opportunities. He has over 30 years of experience in sales, project management, and business analysis. His background includes roles in property restoration, software, manufacturing, and shipbuilding.

1. Richard Hawley 6061 Edna Oaks, Dayton, OH 45459
937-527-5660
Pineledge2004@yahoo.com
Objective:
 Leadership and Management - Provide critical leadership and key management data analysis on
clients/customers to ensure the relationship remains solid and positive and trusting of our efforts to support
them.
 Relationship Integrity - Improve my organization’s market position by building key client/customer
relationships which continue to grow the business for the future.
 Financial Strength - Achieve and maintain financial growth by negotiating and closing business deals with
gross margins above industry standard.
 Market Security - Maintain knowledge of current market conditions and competition by defining long-term
organizational strategic prospects and tactical plans.
 Innovation Prosperity - Identify new business opportunities by finding new clients with new opportunities
and ultimately convert them into customers.
Duties
Sales
 Promote/sell/secure orders from existing and prospective customers through a relationship-based
approach
 Demonstrates products and services to existing/potential customers and assists them in selecting
those best suited to their needs
 Establishes, develops and maintains business relationships with current customers and prospective
customers
 Generate new business for the organization’s products/services
Project Management
 Establish and maintain close and available client/customer communication
 Ensure deliverables are being completed within the baseline/promise time scales
 Ensure deliverables are being completed within the baseline/promise cost plan
 Ensure deliverables are being completed to defined expectations, the first time
 Ensure progress is being earned for the expected cost
 Ensure net project cash flow is being achieved as the defined expectations
 Ensure the required Safety, Health & Environmental standards are being achieved
 Ensure all required statutory and regulatory conditions are being met
 Ensure regular and timely reporting of project progress to the sponsors and customer
 Proactively manage foreseen project risk, mitigating as necessary
 Manage changes to the project without unduly affecting the stated objectives and benefits
Teamwork
 Work with the internal team, marketing staff, and other departments to help increase sales
opportunities.
 Maximize revenue for the whole organization.
 Call on clients, often make presentations on solutions and services that meet or predict client’s needs.
 Gather market and customer information and share with other departments and interests within the
company
Interaction/Communication
 Present our product or service in a structured professional way.
 Listen to customer requirements and present solution appropriately to make a sale.
 Research the market and related products available to the competition to best determine the strengths
and opportunities which we can bring to bear.
Accountabilities
 Meet all sales goals assigned by the Sales Manager
 Respond to incoming email and phone enquiries within 24 hours of inquiry receipt

2.  Enter all appointments into company calendar
 Arrive at all appointments on time; must notify client if delayed
 Document all client conversations, details, agreements, verbal and/or documented estimates in CRM
database
 Create estimates in a timely manner and present to client face to face
 Obtain Management approval for estimates
 Obtain Management approval before supplying estimate to client by mail or email
 Achieve closing ratio of at least 30% based on sales $
 Achieve average project gross margin above 40%
 Obtain signed contract and down-payment from client before job is scheduled in production
 Create Work Order for each job
 Create Change Order and obtain client signature for each change in scope or cost, either up or down
 Meet with Production staff regularly to discuss client issues, Work Order status, change orders pending
 Meet with approved Sub-Contractors to discuss client issues, Work Order status, change orders
pending
 Communicate Production schedules with client
 Notify Production of any permits or inspections needed for each job
 Obtain Management approval for services provided at no cost to the client and document on Change
Order and Work Order
 Collect balances due in a timely manner and report delinquencies to Management
 Perform Final-Walkthrough with client for each project for the purpose of completing and closing client
project
 Attend weekly Sales Management meeting
 Negotiate the price, costs, delivery, specifications and terms of an agreement
 Represent my company at trade exhibitions, events and demonstrations
 Record pre and post sales historical data in common CRM database
 Liaison with suppliers to check the progress of existing orders
 Create detailed proposal documents, often as part of a formal bidding process
Effectiveness
 Address issues or objections brought to my attention with purpose and resolve
 Advise clients/customers on forthcoming product development and discussing special promotional
items forthcoming
 Review and critique personal sales performance, with the aim to exceed sales/quality/performance
targets
 Feed future buying trends back to Management
 Act as the primary point-of-contact between the Production Team and the client
 Gain a clear understanding of customer’s business and functional requirements
 Establish honest and compassionate relationship with client
 Make accurate cost calculations based on scope for the purpose of providing trustworthy estimates
Related Experience:
Ram Restoration, LLC
Property Restoration/Renovation/Remediation–
Residential/Commercial
February 2013 – Present
 Salesman for Remediation, Restoration and Remodeling services
 Scope Analyst and Estimator for company product and service competencies
 IICRC Water Restoration Technician/Applied Structural Drying Certified
 IAQA Microbial Growth Remediation In-Training
 Client Advocate and Project Manager
 Client Expectation Manager
 Client Service Group Consultant

3. TQI Net
Software/Internet – Profit and Not-For-Profit
June 2010 – February 2013
 Salesman for Internet products and services
 Facilitator for project status, payment schedules and scope change requests
 Defined process requirements and defined specific estimating approach for full implementation of
Agile/Scrum Methodology
 Scope and Estimator/Analyst for company product and service competencies
 Structured project management methodology consultant
 Client Advocate and Project Manager
 Client Expectation Manager
 Client Service Group Consultant
Keane Inc.
Software/Internet – Government; US Air Force
June 2001 – June 2009
 Requirements Manager for IT System products and services
 Defined process requirements and defined specific estimating approach for full implementation of
Rational Unified Process (RUP)
 Gathered requirements for Enhanced Technical Information Management System (ETIMS) for AF
Technical Orders
 Facilitated large group discussions with diverse client types for requirements definition
 Led effort in development of Use Case Specifications
 Structured project management methodology consultant
 Facilitator for project status, payment schedules and scope change requests
 Client Advocate and Project Manager
 Client Expectation Manager
 Client Service Group Consultant
Gateway Computer, Inc.
Manufacturing/Assembly – Computer Hardware
June 1997 – June 2001
 System Business Analyst and Project Lead for design and development of in-house ERP system.
 Maintained concurrent performance and status visibility of as many as 50+ projects at a time.
 Submitted monthly feature articles to company newsletter on PM and Leadership practices.
 Structured project management methodology consultant
 Facilitator for project status, payment schedules and scope change requests
 Client Advocate and Project Manager
 Client Expectation Manager
 Client Service Group Consultant
Bath Iron Works, Inc.
Shipbuilding, Government - Navy April 1987 – Oct 1997
 Project Engineer lead effort to define, develop and deploy an Integrated Product Data Environment
(IPDE) processes and system across prime contractor and supplier organizations. Cost estimate for
project phase was $15 million.
 Developed the project plan, conducted requirements definition sessions and functional design
walkthroughs of technical design specifications
 Organized and directed User acceptance testing efforts.
Newport News Shipbuilding, Inc.
Shipbuilding, Government - Navy April 1977 – April 1987
 Design Engineer developed concept and implementation plan for current Manufacturing Engineering
processes in place today. Project Cost estimate was $3.2 million over 12 month project duration.
 Led combined Engineering and Manufacturing Project Team to define multiple business process and
system improvements for a large manufacturing entity within the same company.
 Participated in the development, management, support and maintenance of a Work Order System for
the Engineering Production Support Division.
 Led definition effort of business requirements and system functional requirements needed to support
the new business processes.

4.  Helped to design the new system architecture, map the data, and define the interface and integration
requirements.
Certifications:
Water Restoration Technician/Applied Structural Drying, IICRC
Applied Microbial Remediation Technician, IICRC [In-Training]
Microbial Growth Remediation, IAQA [In-Training]
Train-the-Trainer Facilitation, BIW
Advanced Project Management, Microsoft
Risk Management, Keane, Inc.
Education
Vermont Technical College
Mechanical Engineering
Associates of Science
Randolph Center, VT