Cribworks LLC

Cribworks is a professional sales and business development consulting and advisory firm helping companies compete for and win business. We work exclusively with clients to develop and execute concrete, practical, short-term, and long-term action plans that will start moving their businesses in the right direction.

Every business is different and presents its own unique challenges and advantages. We work closely with each business' specific needs and find the solutions how best meet them. We stand shoulder to shoulder with you to grow and develop long-term success.

We offer a complete range of business development consulting services to our local, state, national, and multi-national clients and we will ensure that we work hard to provide the required consulting and business development solutions needed by our clients.

We work directly with our clients on developing new & existing business opportunities, competitive intelligence, marketing strategies while making smart financial decisions and building long-lasting partnerships.

CEO & Founder

Signify

Signify, formerly known as Philips Lighting

Signify (Euronext: LIGHT), Signify is the global market leader in lighting. Signify employs 32,000 people in 70 countries and manufactures in all major regions of the world with lighting products, systems, and services sold in over 180 countries. 

Manager focused on leading the creation, development, planning, strategy, and implementation of lighting solutions for customers throughout the Public Sector markets.

•	Served as a team lead or co-lead on 20 public sector project captures worth over $150M
•	Developed and managed the first company-wide proposal, business development, and capture plan strategies for Sales, Engineering, Proposal, Government Relations, and Executive teams on projects worth $1M to +$100M
•	Team Lead on developing and executing company as a certified Department of Energy (DOE), Federal Energy Management Program (FEMP) company, and GSA-Schedule 84 Prime contract holder
•	Developed upcoming go-to-market engagements, business development plans, strategic alliances, and partnership opportunities, forecasts for future short & long-term growth alongside the Signify Marketing and Executive Teams
•	Coordinate the activities of the diverse Public Sector account executives, business development, proposal, and technical teams to ensure proposal responses carry out winning capture strategies, win themes, and competitive discriminators, from pre-RFP/deal qualification to submission of final proposal

Capture Manager

Old Glory DC Rugby

Manager focused on growing sponsorship, managing organizational structure, expanding business operations, and establishing community development to launch Washington DC’s first professional Major League Rugby team.

•	Worked with owners bringing a whiteboard idea to reality. From day 1 developed and executed a go-to-market strategy that included corporate sponsorships, building ticket sales sponsorship pipelines and outreach campaigns, brand development, operations, investor relations, match day planning to player signings
•	Built sponsorship decks and delivered with owners the signing of major team sponsors, including Leidos, Cuisine Solutions, Iron Vine Security, and The Supply Room within 6 months of the team launching
•	Generated awareness to the Greater Washington DC area through marketing and sales campaigns, including nationally and internationally to maximize the appeal of the team brand to potential sponsors and public 
•	Led cross-functional team of 10 with owners coordinating preparation and solving logistical issues of season schedule
•	Led match day efforts on-site for commercial sponsors. Coordinate preparation, and implement roles & responsibilities for staff and teams involved to ensure smooth planning and execution

Commercial Manager

Washington Irish Rugby Football Club

Founded in 1980, the Washington Irish Rugby Football Club are a competitive Senior Men’s rugby union club competing in USA Rugby's Mid-Atlantic Conference (MAC) Division 1 and Division 3 based in the Nation's Capital.

• Responsible for all aspects of the Club functions (growth, recruiting, strategy, operations, marketing)
• Managed and led successful 10 member executive team, 3 teams (Division 1, Division 3, Development side), 75+ active players, 5 coaches
• Helped grow Irish 5x in terms of size and became recognized as one of the largest rugby clubs in the country by USA Rugby
• Successfully led Irish to 2017 Division 2 Mid-Atlantic Championships and advance to National Championships Round of 8 in Pittsburgh, PA. Earned promotion from Division 2 to Division 1
• Led 4 major events each year to increase sponsorships and local marketing efforts each year
• Executed major sponsorship agreements with Heineken, Guinness, Oak Grove Technologies and various local Washington DC-area companies for continue growth
• Executed major multi-year apparel sponsorship deal with Canterbury of USA
• Created and led with small team on development of a 5-year master plan for Club for future growth (Irish 2023 Strategic Plan)
• Orchestrated and executed two successful and international tours to Paris (2016) and Rome (2018) with over 45 players attending and playing. Worked directly with international tour companies on logistics, matches, practices, lodging, and sightseeing options
• Directly oversaw and executed a Memorandum of Understanding with Tiger Rugby Academy. Tiger Rugby is a USA Rugby Olympic Development Academy (ODA) and provides top level rugby training and development year-round. Program allows for players and coaches to seek the highest level of rugby in the United States.

The Washington Irish are a registered 501(c)3 charity and has established relationships with other charitable organizations locally and nationally.

www.washingtonirishrfc.org

President

Philips

Royal Philips (AEX: PHIA; NYSE: PHG), is one of the largest electronics companies in the world, focused in the area of healthcare and lighting, employing around 74,000 people across 100 countries. Philips has 3 main divisions: Philips Consumer Health and Well-being, Philips Professional Healthcare, and Philips Lighting.

Management role responsible for the development of new and existing businesses for the Government Solutions Group, a newly created division under Philips focused on Public Sector markets.

•	Developed strategic partnerships with industry leaders, fostered account relationships, analyzed long-term value creation across key public markets including Defense, Healthcare, Homeland Security, VA, and State & Local
•	Strategically developed >$100M of new business over 2 years through building new relationships with clients, building alliances across existing networks, accessing new markets, and strengthening the Philips brand
•	Led an 8 person-team through the successful capture of the State of Florida Shared Savings Efficiency Contract 
•	Led successful bid pursuit in GSA’s Green Proving Ground (2013 & 2014), a highly selective federal program for the evaluation of innovative, next-generation building technologies

Chenega Corporation

Chenega Corporation's Military, Intelligence and Operations Support (MIOS) Strategic Business Unit (SBU) is a shared services division of which provides standard business services to 14 subsidiaries and assists in the management of contracts with a net value over $700 million dollars.

Manager responsible for providing overall capture leadership and execution for Federal clients.
 
•	Served as Lead Capture Manager and team lead, selected by the company President, for the firm’s successful bid for the $23B multi-award IDIQ Enhanced Army Global Logistics Enterprise (EAGLE) project
•	Produced and led a 5-person team to win a $2.5M US Army computer services contract
•	Facilitated winning of major Federal contracts through creating win strategies, developing solutions, performing market intelligence, gap analysis, and pricing to win strategies

Elbit Systems of America

Elbit Systems of America is a leading provider of high-performance products and system solutions focusing on the defense, homeland security, commercial aviation, and medical instrumentation markets. With facilities throughout the United States, Elbit Systems of America is dedicated to supporting those who contribute daily to the safety and security of the United States. 

Operative position with emphasis on developing and implementing business strategy and plans for value creation within the C4ISR, Land, Sensor and Electro-Optics, UAS, border security systems, training, and simulation markets.

•	Collaborated with the senior executive team on major opportunities ranging from $1M to $3B
•	Provided capture, sales support, and market intelligence on the $11M USMC JTAC-LTD electro-optic deal
•	Captured business through analyzing requirements, gaps, partnering strategies, competitive analysis, market integration, and identifying value creation

Business Capture Strategist

United States Senate

Internship role focused on assisting with key oversight issues and legislation regarding Homeland Security and Governmental Affairs.

Senatorial Intern

Bates College

Admissions Fellow

Inflexxion

Interned for a behavioral psychology firm promoting online innovative health programs to organizations such as Johns Hopkins University, University of Florida, National Institute of Health, Miami Behavioral Health Center, and Massachusetts Institute of Technology.

Marketing Strategist

CEO & Founder at Cribworks | Sales & Business Development | Go-To-Market Strategy | Passionate consultant & advisor helping businesses thrive

Over the last 15 years, I've helped commercial corporations, startups, and non-profits grow, foster new relationships, and crush their overall sales goals. 

From bringing whiteboard ideas to life to building a >$100M of new business, I've taken a very structured business development approach to growth. 

From my hands-on sales experience, working with both small and large companies, I learned a lot about what works and what doesn't. So in 2019, I started my own company. 

I believe building your business relies on a multitude of assets, both internally and externally focused. From your company differentiators to building account management plans, to strategic partnerships, to social selling, building you into a trusted advisor is where you should be. 

I've worked in marketing, business development, corporate strategy, and government affairs for several firms, including Signify (formerly Philips Lighting), Major League Rugby (MLR) franchise Old Glory DC, Royal Philips, Elbit Systems of America, Chenega Corporation and the Homeland Security and Governmental Affairs within the United States Senate.

I also sit on the Board of Directors for the Society of American Military Engineers (SAME) in Washington DC, a non-profit organization that collaborates with both government and private sector on national security infrastructure challenges. 

I'm an active member throughout the local rugby community, recently serving as President of the Washington Irish Rugby Football Clubs, and work with local youth rugby clubs throughout the area. Lastly, I'm also active in various organizations such as Association for United States Army (AUSA), USA Rugby, Smart Cities Group, and others. 

I hold a Bachelor of Arts from Bates College in Maine and certifications from Shipley University in business development and capture management.

Driven individual focused on:
- Sales & Business Development
- Sales Process Improvement
- Pursuit & Capture Strategy
- Go-To-Market Strategy
- Competitive Analysis
- Win Strategies & Gap Analysis
- Management Consulting

Whitney Stowell

Looking forward to seeing colleagues, industry, and government partners next week at the Society of American Military Engineers Small Business Conference in Phoenix from November 18-21!

On Wednesday, November 19th, join me for one of the Business Development and Marketing sessions as I sit down for a panel session focused on AI and Business Development with:
- Bree Beal, Director of Business Development - KCCT
- Ed Chamberlayne, PhD, PE, SVP - Federal Programs - PRIME AE Group, Inc. 

As a little teaser, we are going to discuss: 
- The importance of balancing AI and human insight, how you can effectively integrate AI into your BD and Capture strategies, where BD can shine and where AI can dominate, and we'll have a few giveaways as well (that you can use today)!

Going to be a fun panel! 

Details are below:
Panel Name: Building Trust: Balancing AI and Human Insight for Relationship-Driven Growth
Date: Wednesday, November 19, 1:30pm Local Time
Location: Room 127 - Phoenix Convention Center

Hope to see you at the conference and at our panel!

Today is Veterans Day. Take this day to reflect, honor, and remember that freedom is not free!

Today, we remember and honor all who have served or are actively serving. Thank you, veterans! 

A short history lesson, the holiday first got started in 1919 when then-President Woodrow Wilson wanted to recognize the soldiers from World War 1, calling the day "Armistice Day."

Then in 1954, President Eisenhower signed a decree establishing November 11th as "Veteran's Day" and recognizing veterans from all wars. And it's been that way ever since.

Congratulations to BEAR for achieving CMMC Level 1 Compliance!

Building Envelope Assessment & Repair (BEAR), a proven and experienced full-service building envelope company for new construction, renovations, and repairs. BEAR is also building a more resilient IT infrastructure to maintain the highest levels of standards as well. 

BEAR continues to support their customers across the architecture, engineering, construction, and infrastructure industries. From supporting them with the latest products and services, to also helping them achieve overall mission success wherever they might be in the world and in their project development. 

This achievement demonstrates our continued commitment to security, integrity, and operational excellence. A special shout-out to Casey White Baker, Bob Duke, and the entire team for their work, focus, and due diligence that helped BEAR reach this important milestone!

Wishing you, your family, friends, loved ones, and colleagues a wonderful Thanksgiving!

Thanksgiving is a time for family, food, gratitude, and giving back. 

A special thank you to our trusted business partners and valued clients. Your dedication, collaboration, trust, and ongoing support have been greatly appreciated and have been a pillar to our success.

As we express our gratitude, we must never forget that the highest appreciation is not to utter words, but to live by them. – John F. Kennedy

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Few jerseys in sports evoke the sense of legacy, pride, and unity as powerfully as the New Zealand All Blacks’ jersey.

Each jersey connects past and present, symbolizing the pride, duty, and legacy every player carries onto the pitch.

A great article from The NY Times capturing the process The All Blacks go through in their latest of redesign their iconic jerseys. 

Check it out below:
https://lnkd.in/eEyiYRC9

Open article: The All Blacks shirt: What makes this sport’s most iconic jersey by nytimes.com

The All Blacks shirt: What makes this sport’s most iconic jersey

A Presidential Executive Order came out yesterday called "Launching the Genesis Mission." This is all around boosting innovation with AI.

Here are a few highlights below:

Key Aspects of the Genesis Mission:
- The Department of Energy is tasked to implement and operate the American Science and Security Platform, integrating high-performance computing, secure cloud AI environments, and access to proprietary and federal datasets.
- Establishes the Genesis Mission as a coordinated national effort to apply AI for transformative scientific discovery, secure energy dominance, enhance workforce productivity, and more
- Focus areas include advanced manufacturing, biotechnology, critical materials, energy, quantum sciences, and semiconductors.

Under Sec. 5 - Interagency Coordination and External Engagement
- There will be coordinated funding opportunities and R&D opportunities

Wanted to read more, click the link below:
https://lnkd.in/efb_WZGx

Open article: Launching the Genesis Mission by whitehouse.gov

Aethon Security

Aethon Security is your trusted cybersecurity partner, committed to helping you navigate the complex landscape of digital threats. Our team of seasoned professionals offers a comprehensive suite of services, including information security program development, IT & cybersecurity engineering, and regulation compliance management. We excel in identifying and addressing roadblocks, guiding you through organizational changes, and charting the most effective path forward. By leveraging our deep expertise and innovative solutions, we empower businesses to protect their valuable assets, mitigate risks, and achieve their strategic objectives in a rapidly evolving digital world.

Chief Executive Officer

Sentinel Blue

In this role, my responsibilities included:

- Tracked and managed client compliance program objectives, to include implementation of security controls, oversight of projects, production of documentation, and updates to compliance tracking tooling.
- Provided subject matter expertise and guidance to clients, partners and internal teams on information security topics
- Led the updating and streamlining of the onboarding program for CMMC Level 2 requirements
- Produced and presented reporting on security programs, incidents, projects and other topics of interest to internal and client leadership
- Consulted with Security Operations team and Security Operations Center on incidents and projects
- Authored and updated program and policy documents, internally and with clients
- Trained and educated Operations staff on information security topics in formal and informal training settings
- Developed and maintained deep technical expertise in the technology to deliver services
- Attended conferences and training to continually improve personally and bring knowledge back to the organization and team
- Constantly sought ways to innovate and improve on security outcomes
- Contributed to internal knowledge bases, client education articles, and public release articles and research papers

Deputy CISO

Help clients clear roadblocks, manage change and take the best path forward. That’s the mission of the management consulting firm of DTS. We are a Service-Disabled Veteran-Owned Small Business that excels in helping clients respond to daunting technology, program and operational challenges. Our seasoned professionals offer exceptional military, civilian and private-sector experience to achieve results.

In this role, my responsibilities included:

- Security and compliance B2B deals orchestration of various frameworks including NIST SP 800-171, ISO 27001, & CIS, deal structure, developing value-based propositions, crafting and selling solutions mapped to customer business outcomes.
- Oversight of organizational compliance objectives, Cyber Div PMO, and Cybersecurity Operations Center
- Influence vendor and application selection to meet current and future GRC objectives
- Verify compliance of cloud vendors against government frameworks as well as customer responsibility matrices
- Work with other leaders in the organization to operationalize the standards and control objectives across the entire GRC tools set
- Attend and present at cybersecurity and technology events
- Identifying and assisting the capture of federal government opportunities
- Manage P&L
- Supporting DTS teams with clients needing process improvement and technology transformation support
- Exploring new and emerging functional business areas to expand the company's solution offerings

Director of Cybersecurity Operations

In this role, my responsibilities included:

- Developing and standing up DTS' Cybersecurity Compliance Division including the overall business plan, marketing strategy, and operational processes
- Responsible for CMMC security and compliance deals orchestration, deal structure, developing value-based propositions, crafting and selling solutions mapped to customer business outcomes.
- Supporting gap analysis, remediation, and on-going support efforts up to CMMC Level 2 and NIST SP 800-171 with DoD Supply Chain contractors
- Configuring and managing internal IT systems, including compliance with the DoD's Cybersecurity Maturity Model Certification (CMMC) and NIST SP 800-171 cyber-security requirements
- Identifying and assisting the capture of federal government opportunities
- Supporting DTS teams with clients needing process improvement and technology transformation support
- Exploring new and emerging functional business areas to expand the company's solution offerings

Senior Consultant

As an Administrative Associate, my responsibilities included:

- Creating a comprehensive, dynamic Excel dashboard and other trackers for a U.S Government Agency to track processes
- Migrating the company IT network to the Microsoft 365 Enterprise Suite
- Leading a project team tasked with making the organization DoD Cyber-security model NIST SP 800-171 compliant
- Enrolling the firm in a selective trial program for the CMMC, a new DoD Cyber-security model published in January 2020.

Adminstrative Associate

Stratix Systems

Stratix Systems is a leading office technology and managed services provider that focuses on the unique computing, networking, document management, and printing needs of business of all size and industry.

As a manager, my responsibilities and achievements included:

- A significant revenue generation goal in 2018 by obtaining an average of $54,500 per sales person/month vs. a quota of $35,000 per sales person/month through the implementation of a strategic marketing plan targeting net new clients
- Increased profit margins 166% through the strategic analysis of pricing structure
- Collaborated with the executive team on the implementation and refinement of new CRM database
- Assisted IT SMEs with identifying MNS needs with prospective and current clients, including endpoint solutions
- Created a training series and updated sales approaches using financial and qualitative data
- Assisted team with account management and developing longstanding relationships to secure future business with clients

Regional Manager

Corbett Inc.

Manufacturers Rep Group and Commercial Interiors Consultant, helping to create a better physical space for growing organizations in the Corporate, Higher Education, K-12, and Healthcare markets.We also work closely with the Architectural & Design Community as well as valuing and working through various local furniture dealers.We are proud to represent KI Furniture both now and long into the future!

In my role at this firm, I:

- Improved value proposition for commercial storage products by implementing a creative marketing strategy using ROI
- Consulted with executive team to integrate the processes of two subsidiaries, including a Salesforce consolidation
- Trained team members from two subsidiaries on cross-selling
- Achieved 102% to quota in territory in 2016
- Achieved 92% to quota in territory in 2015

Lumiga

Creating energy-efficient solutions is at the heart of what we do.
Nearly 30% of energy used in buildings is used inefficiently. At Lumiga, we change that by working creatively to help communities chart better energy courses.
Our difference is the combination of our team and our technology. Our expertise and processes allow us to create innovative solutions that meet customers' energy needs, while helping them reduce their environmental impact on the planet, and that's good for everyone.
Energy is constantly evolving. At Lumiga, we're constantly working to find more energy-efficient solutions.

In this role, I:

- Demonstrated the ability to strategize by developing a marketing plan for the SMB target market
- Displayed critical thinking skills by developing a new consultative sales process, shortening sales cycle from 9 months to 2 weeks, reducing cycle time by 95%, as well as creating and implementing a successful sales rep recruiting program
- Showed an entrepreneurial spirit by designing marketing strategies, prospecting businesses, and increasing revenue generation

Channel Development Manager

Vector Marketing

Vector Marketing Corporation is a wholly owned subsidiary of CUTCO Corp., which has manufactured CUTCO® Cutlery in Olean, N.Y., since 1949.Made of the finest materials, CUTCO® knives are American-made and carry a Forever Guarantee that protects the consumer's investment for generations.

Established in 1981, Vector Marketing Corp. is the sole distributor of CUTCO®.More than 15 million customers in the US and Canada enjoy CUTCO® products in their homes every day.The majority of Vector's sales force is comprised of college students who work part-time and during the summer building valuable business and professional skills.

Vector is a member of the Direct Selling Association and the Better Business Bureau

In this direct sales management role, I:

- Exhibited leadership skills by training, developing, and managing sales representatives
- Demonstrated teamwork by assisting in the management of day-to-day operations including managing receptionists, preparing for sales team events, as well as handling and organizing paperwork
- Supported the Fairfax office to finishing 7th ($901,881) in sales for the 2013 Summer Campaign, out of 840+ offices in the company

Head Full-Time Assistant Manager

Vector Marketing Corporation is a wholly owned subsidiary of CUTCO Corp., which has manufactured CUTCO® Cutlery in Olean, N.Y., since 1949.Made of the finest materials, CUTCO® knives are American-made and carry a Forever Guarantee that protects the consumer's investment for generations.

Established in 1981, Vector Marketing Corp. is the sole distributor of CUTCO®.More than 15 million customers in the US and Canada enjoy CUTCO® products in their homes every day.The majority of Vector's sales force is comprised of college students who work part-time and during the summer building valuable business and professional skills.

Vector is a member of the Direct Selling Association and the Better Business Bureau

In this direct sales representative role, I:

- Was featured in the Wall Street Journal for taking a successful entrepreneurial approach performing the sales representative position as a college student
- Demonstrated strong presentation and communication skills by performing in-home sales demonstrations
- Gave instructional speeches at team meetings and regional conferences
- Achieve personal kitchen cutlery sales of $65,000

Senior Field Sales Manager

Experienced Cybersecurity practitioner with a B.S. and M.B.A. from the Raymond A. Mason School of Business with concentrations in Process Management, Consulting, and Marketing. While experienced in a variety of network environments, I have significant expertise with Azure, AzureGov, M365 Enterprise Suites, and GCC High environments, and various on-premises network architectures.

Strong past performance in a variety of fields helping clients achieve the goals with the right solutions for their industry and business challenge. At Aethon Security, I lead a fantastic team cybersecurity professionals focused on protecting sensitive information for Critical Infrastructure organizations and other various private industries.

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Whitney Stowell

Derek Kernus

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