Background/Experience
Background

CVC (Fred Norman) brings businesses and the State of VA together through Business Intelligence, Development, and Government Relations expertise matching his client's products and services to emerging needs, facilitating meetings with key personnel to establish a client's value proposition, creating competitive advantage.


Experience
Executive Manager & Business Development | Management Consultant

Commonwealth of Virginia Consulting (CVC), LLC - Richmond Virginia (VA)

Privately Held; Information Technology and Services industry

January 2001Present

Commonwealth of Virginia Consulting (CVC), LLC Richmond Virginia (VA)

$57 million win - In the State of Virginia ( VA ) as a Business Development consultant I have delivered Business Intelligence and Business Development services to this Systems Integrator (S.I.) To date they have won the Financial Management System-III (FMS-III) for the State of Virginia ( VA ) Department of Transportation (VDOT) a $57 million award. This project will become the basis for the Richmond Virginia's enterprise FMS solution replacing some 144 different financial systems.

$2.5 billion win - I was retained as the Business Development consultant for the State of Virginia ( VA ) and this S.I.'s infrastructure outsourcing opportunity and as a member of the Executive Proposal Team. My job was to bring the "Richmond" sense and insights to the team that included relations, approach to these relationship and insights to the way Virginia ( VA ) does business in Richmond. This involved introductions, pre-meeting briefings, proposal participation, "color" team reviews, strategies, and lobbying the legislature. I also introduced key sub contractors and partners to the team as well as new employees who built credibility with the State of Virginia ( VA ). The results are the largest outsourcing contract for infrastructure in the industry's history valued at $2.5 billion, 10 years with a three year extension.

No.1 - As the Business Development consultant for this Original Equipment Manufacturer (OEM) I created account strategies allowing the Richmond Virginia (VA) team to become the most successful sales team in their company displacing Dell as the State of Virginia's defacto desktop provider.

Concerns Chair & Business Development | Management Consultant for the State of Virginia (VA)
Career & Technology Education Advisory Committee, Commonwealth of Virginia - Richmond VA

Government Agency; Financial Services industry

May 1999Present (11 years 6 months)

The committee is made up of thirteen persons knowledgeable about and concerned about career and technical education. Members serve three-year staggered terms. The function of the Virginia ( VA ) Advisory Committee for Career and Technical Education is to assist in providing information about the needs of career and technical education students and programs to the Board of Education and the Department of Education and to make recommendations regarding career and technical education.

Board Member & Business Development | Management Consultant for the State of Virginia (VA)
Industrial Advisory Board, Virginia Commonwealth University

Management Consulting industry

May 1999Present (11 years 6 months)

The purpose of the Industrial Advisory Board (IAB) is to serve as a link between the Department and the local, state and national businesses, as well as with representatives of federal agencies and other universities. The IAB advises the department on business trends, provides feedback on preparedness of its graduates for fulfilling current business needs, and helps with keeping its curriculum current.

Education Chair & Business Development | Management Consultant for the State of Virginia (VA)
Chesterfield Business Council, Greater Richmond Chamber of Commerce, Commonwealth of Virginia

Management Consulting industry

May 1999Present (11 years 6 months)

The Education Committee works with Chesterfield County Public Schools and other education based institutions on business-education initiatives including a fall Principal for a Day Program and the Business and Community Resource Bank. The committee coordinates with the Chesterfield Public Education Foundation and Chesterfield County Public Schools for engagement opportunities.
Committee Chair: Fred Norman, Commonwealth of Virginia Consulting (CVC), LLC

Board Member & Business Development | Management Consultant for the State of Virginia (VA)
Chesterfield Technology Center - Cisco® Networking

Management Consulting industry

May 1999Present (11 years 6 months)

A sustained economic recovery requires a skilled and well-trained workforce. Graduates who have acquired
problem-solving and critical-thinking skills, in addition to specific job-related expertise, will be a crucial human
resource for the United States in the years ahead.
As organizations become increasingly reliant on knowledge workers and intelligent networks, Cisco® Networking
Academy® is helping Virginia prepare for sustainable, high-paying jobs by teaching the skills that employers need.

Member & Business Development | Management Consultant for the State of Virginia (VA)
the Virginia 2010 Electronic Privacy Advisory Committee

Management Consulting industry

January 1999Present (11 years 10 months)

Directive: Examine the current state of electronic privacy law in the State of Virginia (VA).

Senior Business Development Manager State & Local Government
NIC COMMERCE

Information Technology and Services industry

April 1999January 2001 (1 year 10 months)

• Directed all Marketing and Sales Operations within the United States.

• Commonwealth of Virginia ASP Project Leader with Oracle, SAIC, Deloitte Consulting, Carrera-MAXIMUS, Reliable Integration Services, Inc., SOZA & Company Ltd., Parikh Advanced Technologies, UNISYS Corporation, Virginia Information Providers Network, and, Bank of America.

Director Corporate Program Management

UNISYS CORPORATION

Public Company; UIS; Information Technology and Services industry

May 1974April 1999 (25 years)

• Manager of $17.1 million, an increase of 71%, implementing an Enterprise Server for the
Commonwealth of Virginia Department of Information Technology.

• Administrator of $10 million in orders, installing second Enterprise Server for the
Commonwealth of Virginia Department of Social Services.

• Directed $1.5 million Enterprise Server Upgrade, for the Commonwealth of Virginia Department of State Police, implementing Virginia’s Sex Offender Registry, and centralized Evidence Tracking.

• Manager of direct Product Marketing Solutions and Sales Programs generating in excess
of $500 million annually.

• Served on Advisory Committee of customers and engineering including the CIA, Union
Bank of Switzerland, Western Unison, and Trustee Savings Bank.

• Advisor to USAF Command on Unisys Systems meeting wartime performance criteria in Desert Shield / Gulf War resulting in USAF recognition for efficiency and accuracy of critical communications data traffic.

• Negotiator of “Rules of Engagement” for joint ventures between UNISYS and StorageTek
(STK) producing new business revenue in excess of $15 million within first year eliminating competition.

• Manager of storage solution programs eliminating competition from StorageTek and
EMCC, bringing revenues from $40 million to $115 million within first year of implementation an 188% increase.

• Administer of Enterprise Server U.S. Program focused on penetrating existing customer base resulting in $408 million sales revenues within first year, 120% ahead of annual plan.

 

Public Company; UIS; Information Technology and Services industry

May 1974April 1999 (25 years)

• Manager of Decision Support Solution Program market launch for top 50 U.S., Pacific Rim, Latin American, and South American enterprises including Mitsui, Nihon Unisys Ltd.,
Chemical Bank, Bank of Boston, NASDAQ, Bank of Mexico, Brazilian National Bank, Brazilian Republic Airlines. Resulting in $112 million sales revenues within the first nine months.

• Directed Seat Management worth over $100 million.

• Developer of UniAgent Program, an indirect sales channel, outsourcing sales teams, reducing cost of sales, increasing ROR by 36% yielding $147 million profit improvement.

• Manager of Storage Solution Telemarketing Program targeting low-end systems users resulting in an increase of sales revenues from $80K in 1995 to $6 million in 1996.

• Instructor of over 71,000 student hours through 3,500 instructing hours in advanced software and professional subjects for government and commercial clients including West
Point Military Academy, USAF Academy, Commonwealth of Virginia, and Nike Corporation.

• Liaison to Nihon Unisys Ltd., Japan.

• Manager of $14 million inventory reduction with an increase of inventory turns to seven times.

• Administrator of 105% of revenue goal for 1990 generating $1.6 billion in Enterprise Server
Systems, related software products, and services.

• Program Manager of entry Enterprise Server Program producing 69% GPM with 35% ROR
by creating 150% volume demand.

• Commercial Sales Division

• Education Division

• Federal Systems Division

Electrician's Mate (EM2) | USS Laffey - DD724 | USS Borie - DD704
U.S. Navy Reserve

Government Agency; Military industry

May 1970June 1976 (6 years 2 months)

U.S.S. Laffey - DD724
U.S.S. Borie - DD704