Felicia Gaston

Felicia M. Gaston 410.418.4409 (Voice)

P.O. Box 6142 410.418.8799 (Fax)

Ellicott City, MD 21042-0142 moc.cllagmf|aicilef#moc.cllagmf|aicilef

Professional Profile

Dynamic, results oriented professional with extensive management experience at increasing levels of responsibility. Extensive experience in proposal development and management. Visionary, able to identify new ideas and develop them from concept to completion. Excellent innovative program management – excelling in program development and expansion. Goal oriented team player with proven leadership ability. Diligent and precise, equally effective working independently or as a team member. Experienced in contract/subcontract management. Recognized by clients as an exceptional results-oriented, problem solver with focus on customer relationship management and satisfaction. Expertise includes: Proposal / RFP Response Development, Program Development, Process Development, People Management, and Cross-functional leadership.

Selected Accomplishments – Xerox Corporation

* Initiated a national proposal creation program that realized a 60% reduction in proposal development time for field sales and support personnel.
* Developed and implemented sales and marketing programs based on proactively identifying and/or responding to end user requirements. Implemented closed loop process to ensure ongoing maintenance of all programs.
* Re-designed the process of communicating vital product installation information to external customers resulting in improved customer satisfaction and significant service expense reduction.
* Consistently recognized by peers, management and customers for high level of customer-focus in needs identification, satisfaction and relationship management.

Professional Experience

FMGaston & Associates, LLC 2001 – Current

President & CEO

FMGaston & Associates is a minority, women-owned company specializing in providing training and technical assistance to businesses, Institutions of Higher Education and non-profit organizations. We focus on the process of effective and efficient marketing to the Federal Government and preparing complete and compliant responses to Federal Government contract and grant opportunities (i.e. Request for Proposal, Request for Application, etc.). We partner with our clients by providing hands on assistance in creating complete and compliant Technical Proposals.

Xerox Corporation

Operations Manager – McLean, VA 1997 – 2001

* Co-founded intranet based internal communication program providing single point of access to information required by job function. Activities included requirements identification and documentation, in-depth technology research and evaluation, subcontractor management, proof of concept design and evaluation, and competitive benchmarking. Successful implementation required extensive cross-functional teamwork and management.
* Created and maintained the Library of Electronic Offers (LEO), a collection of documents for use by sales professionals to prepare high quality customer proposal documents and responses to customer initiated Request for Proposals (RFP). Activities included requirements validation, infrastructure and end-user skills assessment, and competitive benchmarking.
* Developed and conducted end user training to support program implementation and expansion.
* Created accurate, detailed budgets to support program development, implementation and maintenance.
* Served as participant in or leader of cross-functional teams to respond to identified requirements (proactive) or resolve problem situations (reactive).
* Successfully managed three (3) highly visible programs, concurrently.

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Manager, Services Contracting – McLean, VA 1995 – 1996

* Second level management of a 32-person organization providing integrated contracting support for specialized sales organizations. Focus: customized IT and Document Management, large dollar opportunities.
* Directed overall pricing, contracting/subcontracting, procurement, and proposal development activities.
* Managed requirements gathering process to identify and respond to internal customer requirements.
* Maintained highly motivated and productive organization.

District Manager, Business Operations – Towson, MD 1992 – 1995

* Second level organizational management of an operation responsible for order processing, and revenue recognition, expense and profit management of a district sales office generating in excess of $120M revenue annually. Order types included systems integration of products and services. Consistently managed and achieved customer delivery requirements.
* Actively participated in formulation of successful marketing strategies.
* Consistently exceeded double-digit annual profit growth objectives.
* Created a highly motivated and productive organization.

Region Business Manager - Dallas, TX 1989 – 1992

* Directed the fulfillment of complex customer orders for integrated document management systems, including acquisition and resale of 3rd party products and services.
* Participated in cross-functional, virtual teams assembled to prepare customer proposals, and manage the process to capture complex business opportunities and successfully implement the resulting contract(s). Customer base included Fortune 100 companies, and Government entities.
* Consistently achieved assigned expense and profit objectives.
* Created and maintained a highly motivated, 28-person organization with year-over-year 99% employee satisfaction rating.

Program Manager - Dallas, TX 1986 – 1989

* Designed a strategic, national fee-based customer support program that created a new and significant division-wide revenue stream.
* Managed launch and operational expansion to additional functional areas to maximize customer satisfaction and increase revenue generation.
* Created and negotiated personalized Customer Services Agreements and managed subcontractor relationships and deliverables.

Manager, Government Systems Sales – Dallas, TX 1981 – 1986

* Managed staff responsible for assisting field sales to capture significant workstation and server business opportunities with Federal and State and Local Government Agencies. Included preparation of responses to negotiated procurements with an average contract award of $1M, acquisition of 3rd Party Products (for resale).
* Directed overall pricing, contracting and procurement, and proposal development activities.
* Maintained highly motivated and productive organization.
* Negotiated RFP contract awards, and developed customized contracts.

Previous Xerox experience also includes field sales and sales support (consulting).

Three (3) President's Clubs - 'Best of the Best' and numerous Special Recognition and Achievement Awards

Master of Arts Counseling and Administration Ohio State University, Columbus, OH

Bachelor of Arts Psychology Fisk University, Nashville, TN


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