Debra Del Mar

Deb Del MarDebra Del Mar is the Founder and Managing Partner of one of HJS’ valued corporate partners, Vanguard Advisors, LLC. Deb is experienced in all aspects of business strategy, business development, large opportunity creation and capture for aggressive, growth-oriented industry leaders serving the DoD and Federal government.

American Management Systems, Inc. (AMS) 1983-2003

Vice President & General Manager, AMS DoD Financial Solutions Group January 1999 to April 2003

Recognized thought-leader responsible for creating a holistic business strategy to drive quantum growth within AMS’s Federal Defense Financial Solutions division ($50M+ annual revenues in 2003). Formulated competitive offerings, partnerships, and innovative value propositions to leverage into 14 strategic Federal accounts. Major accomplishments include:

• Revenues from DoD Financial Solutions practice exceeded $20M in 2001 (50% revenue growth from 2000 to 2001) and $40M in 2002 (100% revenue growth). Corporate ROI for DoD Financial Solutions strategic initiative recognized two years earlier than expected.

• October 2002 award of a $18M DoD Financial Management Enterprise Architecture (FMEA) Change Management and Communications Initiative to drive the transition and deployment of the FMEA. This effort has tremendous criticality and strategic impact across the DoD from stakeholder, cultural, organizational, governance, and marketing/awareness/public relation’s perspectives. Program Supervisor for this initiative for Team IBM.

• April 2002 award of the $100M DoD Financial Management Enterprise Architecture (FMEA) Program to Team IBM. As a leading member of Team IBM for both capture and execution of the program, AMS provides executive program management, extensive domain knowledge and thought-leadership in FM systems, DoD operations, business processes, information systems, transition planning, and DoD relationship management.

• April 2002 $3M award to AMS by the Joint Chiefs of Staff to implement its leading Momentum Financial COTS as its enterprise solution for financial management supporting its paperless financial and procurement environment.

• April 2002 $7M award to AMS by the Air Force Budget Office to implement AMS’s Exhibit Automation System (EAS) throughout USAF to more efficiently support HQ USAF POM/Budget processes. This system was originally developed by AMS and is currently operating in the Army Budget Office.

• March 2002 $11M award by a DoD Intelligence Agency to AMS to implement Momentum Financial Solution after a rigorous 6-month fly-off between AMS and Oracle.

• June 2001 award of a multi-million dollar DFAS E-Biz Initiative (formerly BMR – Integrated Financial and Resource Management System) to AMS. E-Biz provides DFAS with a comprehensive enterprise management capability for improved planning, operations and decision-making, as well as reduction of operational costs and accomplishment of timely, auditable financial statements. This program was completed at DFAS within 20 months (April 2003), with subsequent deployment planned to other Defense Agencies.

Vice President for Business Strategy, AMS Federal Defense Division January 1996 to December 1998

During this period, AMS’s Federal Defense Division revenues grew from $81M in 1996 to $150M in 1998, based on the integrated strategy executed for specific DoD penetration, focus, and profitability. Developed a well-defined structure and process for leveraging core competencies and industry partnerships, specific client engagement approaches, business development, and strategy execution. Also, working in partnership with line managers, identified new growth markets in acquisition, logistics, and financial management. Spearheaded a push to improve bid pricing and move existing work to the new GSA MOBIS and IT contracts to raise profitability.

Significant wins included: DoD’s Standard Procurement System (SPS) program [10 years, $400M]; OASD Health Affairs DSIDDOMS II Program award [5 years, $800M]; Naval Shipyard Maintenance Systems Support Contract [3 years, $30M]; and Systems Integration, Program Management & BPR Contract for USAF AEDC Logistics/Business Modernization Program [5 years, $50M].

Director of Business Development, AMS Federal Defense Division April 1984 to December 1995

Directed the development, planning, and implementation of business development strategies for 10 technical and functional responsibility centers focused on serving the DoD marketplace. These strategies were instrumental in numerous flagship wins that fueled significant growth for AMS’s Defense Group. Responsibilities included: developing win strategies and capture plans, as well as leading large captures; managing entire proposal process and staff (for competitive and sole source procurements); conducting market and competitive analysis; and developing and implementing marketing and communications programs.

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