Hi, I’m
John Berman
Alexandria,VA
Summary
Extensive experience leading projects as COP, NGO country offices as Country Director, and business development teams for both non-profit and private sector organizations. Demonstrated expertise cultivating and managing relationships with bi-lateral and multi-lateral donors, implementing partners, and a wide variety of colleagues in diverse cultural contexts. Excel at mentoring and coaching staff from interns to senior leaders, and recognized for commitment to peers and direct reports.
Overview
36
years of professional experience
Work History
Sheladia Associates
Director of Business Development, International
03.2023 - 05.2024
Job overview
- Led all business development activities including: capture for USAID and multi-lateral development bank opportunities; managing live bids; and upgrading bid management and capture systems
- Secured major role on USAID opportunity which is largest in Sheladia’s history, secured partnerships/teaming agreements on additional $250m of opportunities, and have established robust pipeline of over 20 major upcoming bids
- Additionally, developed new business development strategic plan that is accelerating expansion into USG market generally and Climate Resilient Infrastructure (CRI) specifically
- Introduced BD CRM system, upgraded corporate KM systems, and have substantially expanded partner base, and conducted client outreach in USG (USAID, MCC, USDA) and multi-lateral development bank markets (Asian Development Bank, World Bank).
- Initiated cross-functional collaborations with multiple departments, improving communication and project outcomes.
- Increased client base by implementing strategic business development initiatives and fostering long-lasting partnerships.
- Provided market feedback to company leaders regarding competitive offerings, prospect needs, and product development ideas.
- Secured high-profile contracts through effective relationship management and persuasive negotiation skills.
- Implemented data-driven decision-making practices, enabling informed adjustments to business strategy as needed.
- Performed client research and identified opportunities for account growth, account penetration and market expansion.
- Established clear performance metrics for Business Development team that encouraged accountability and fostered results-oriented work environment.
- Conducted thorough market research to identify emerging trends and capitalize on potential opportunities for growth.
- Cultivated strong network of industry contacts, leading to increased collaboration and referral opportunities.
Miyamoto International
Senior Director for Business Development
05.2022 - 02.2023
Job overview
- Led business development to expand footprint with key USG donors supporting international development globally
- Strategically building pipeline, capture processes, bid management processes to position for major USG opportunities in Energy, Environment and Humanitarian Assistance.
- Led cross-functional teams to successfully launch new products, meeting deadlines and budgets.
- Developed strong relationships with key industry partners, fostering collaboration and mutual growth opportunities.
- Cultivated culture of innovation by promoting creative thinking and encouraging employees to take calculated risks in pursuit of solutions.
Pilgrim Africa
Executive Director
09.2020 - 04.2022
Job overview
- Provide strategic leadership in grants management, business development, and operational systems
- Monitor and provide leadership to team in Uganda implementing Gates Foundation funded malaria operations research project involving iCCM, IRS, and Larval Source Management
- Led two major Global Fund malaria proposals in Uganda, and Pilgrim Africa’s participation in major USAID bid as sub.
- Implemented innovative marketing strategies to raise brand awareness and drive revenue growth.
- Forge strong relationships with board members, providing regular updates on organizational progress and soliciting their expertise when needed.
- Monitored compliance with laws and regulations to protect organization from legal liabilities and penalties.
- Managed diverse team of professionals, fostering collaborative work environment for increased productivity.
World Vision International
Sr. Director for Operations & Resource Management
06.2018 - 06.2020
Job overview
- Managed all operations for $35m annual portfolio including: management of over 500 staff; managing budgets for 13 donor funded projects, as well as national Child Sponsorship programs; provided coaching and capacity building for Project Directors and Regional Directors; developed and implemented internal program review process to assure high performance and full compliance for all grants funded by USAID, DFAT, GAC, EC, KOICA, JICA/MOFA and multiple other donors
- Upgraded business development operations including introduction of gated opportunity pipeline system, and rigorous capture management system to assure competitive positioning and collaboration across departments, conducted extensive staff training.
- Optimized project timelines by effectively delegating tasks and prioritizing workload among team members.
- Cultivated culture of innovation by promoting creative thinking and encouraging employees to take calculated risks in pursuit of solutions.
- Fostered work culture of collaboration and inclusion to increase morale and reduce turnover.
- Created agile working environment, enabling rapid response to changing business needs without sacrificing quality or performance standards.
- Increased employee satisfaction, providing regular coaching and feedback sessions.
ODCF llc
President and Founder
06.2017 - 05.2018
Job overview
- Provided strategic donor diversification analyses and strategic planning services to non-profit organizations; bid specific capture services as well as business development strategy support to private firms in international development markets
- Conducted: intensive pre-solicitation capture in preparation for major USAID solicitations including competitive analysis, positioning, results framework, development of technical components; as well as donor landscape and positioning analysis for major non-profit organization working in international public health, including analysis.
Pathfinder International
Senior Program Development Advisor
01.2016 - 06.2017
Job overview
- Led proposal development for over $100m of USAID health programs globally, including major submissions in Kenya, Tanzania, Malawi and Uganda
- Developed, piloted rolled out training modules for business development activities include: capture; development of win themes; and use of logical frameworks
- Developed methodology for and implement multiple business development analyses including: market penetration analysis and win rate performance metrics.
- Facilitated communication and collaboration between departments to help business function smoothly.
- Maintained up-to-date knowledge on industry trends and regulations, ensuring accurate advice was provided to clients at all times.
- Assisted in development of training materials for new advisors, improving overall team performance.
McKinsey & Company
Client Development Advisor
01.2015 - 01.2016
Job overview
- Responsible for developing and disseminating client strategy for major public sector donors throughout McKinsey & Company globally
- Developed multiple, sector wide capture plans for Public Sector practice team
- Interfaced with McKinsey & Company Partners, Engagement Managers, Consultants and technical experts globally to prepare competitive proposals and execute capture plans.
- Leveraged personal contacts to develop long-term client relationships.
- Collaborated with others in corporate roles to coordinate client and project pursuits.
CAMRIS International
Director of Business Development
01.2014 - 01.2015
Job overview
- Led development and submission of over $1,000,000,000 bids (including IDIQs)
- Development and implementation of upgraded capture and bid management systems, and development of Competitive Bidding Users Guide to document new systems
- Management of seven-person business development team.
- Established, initiated and optimized business development strategies based on company targets, product specifications, market data, and budget factors.
- Enhanced CAMRIS' market presence through targeted networking events and relationship building.
Plan International USA
Director, Business Development Unit
01.2011 - 01.2013
Job overview
- Won largest award in Plan Federation’s 75 year history ($50,000,000 USAID NU-HITES, Health Systems Strengthening award in Northern Uganda)
- Won $17,000,000 USAID award for Emergency in Education in South Sudan—the largest project Plan received for Education in Emergency context
- Tripled annual “wins” (from $20m to $61m) in first year
- Increased annual submission volume from $30m to over $100m
- Managed team of 10 staff including four Business Development Managers; Knowledge Manager; two Cost Proposal Analysts; two Foundations Account Representatives; and one intern.
CARE USA
Associate Vice President, Competitive Bids Unit
01.2010 - 01.2011
Job overview
- Doubled CARE’s proposal win rate to 56%, and increased dollar volume of USG submissions by 68%
- Conducted participatory internal review of CARE’s USG new business development processes, and developed strategy to significantly intensify and expand these efforts across 72 countries in Sub-Saharan Africa, Asia, and Latin America
- Results include development and implementation of advance bid planning and preparation protocols; bid tracking and program development tools in SharePoint; work flow protocols to assure effective collaboration with CARE Federation Leadership; proposal quality control process
- Gained full support for upgraded BD strategy from Regional Management Units, CARE Country Offices, CARE HQ staff, and fifteen CARE International Federation partners.
Management Sciences for Health (MSH)
Chief of Party
01.2008 - 01.2010
Job overview
- Implemented all activities under AIDSTAR-Two, Task Order 1 including: management of core technical and support staff (10), and field operations in Honduras & Guatemala
- Served as Team Leader for USAID/SCMS post-earthquake emergency relief mission in Haiti to manage receipt, warehousing, delivery of emergency medical supplies
- Developed and executed strategy to diversify funding base to non-USG donors to ensure program sustainability, with focus on DFID, KfW and The Netherlands
- Analyzed non-USG donor priorities and strategies, reconciling these with MSH/CLM competencies; conducted analysis of competition and potential barriers to non-USG funding.
Project Concern Int.
Senior Director for HIV/AIDS Policy and Program Development
01.2007 - 01.2008
Job overview
- Won $22,000,000 USAID award for major Social Mobilization project in South Africa to reduce gender based violence
- This was the largest single award in PCI’s 50 year history
- Forged partnership with UNAIDS/Geneva to prepare “social mobilization” model for prevention programs to address social drivers of the AIDS epidemic
- Developed PCI’s institutional social mobilization strategy
- Managed relationships on technical and funding issues with OGAC, USAID, DFID, the European Union, UNAIDS, UNICEF and the World Bank
- Prepared testimony for House Foreign Affairs Committee hearing on nutrition and HIV/AIDS.
Population Services International (PSI)
Chief of Party
01.2001 - 01.2006
Job overview
- Chief of Party for $235 million centrally funded agreement with USAID to prevent HIV/AIDS through social marketing
- Principal responsibilities include oversight of design, monitoring and evaluation of PSI's AIDS prevention programs in over 65 countries
- Business Development: Developed partner strategy and contributed substantively to winning proposal for USAID’s $500,000,000 AIDSTAR One IQC; developed new research and programmatic initiatives to address adolescent reproductive health
- Management: Effectively managed interdisciplinary team which provided technical support in the areas of behavior change communications, VCT, epidemiology for project design to all of PSI's country offices in Asia, Sub-Saharan Africa, Latin America & the Caribbean, and Eastern Europe
- Health Communications: Managed creation and launch of 15 country regional behavior change communications program addressing delayed sexual debut and gender norms; led creation of 17 country regional communications program to address personal risk assessment among youth
- Congressional Relations: Developed and launched implementation of PSI’s Congressional Outreach program including several Congressional briefings, numerous meetings with Congressional staff, and preparation of testimony for hearing held by Senate Foreign Relations Committee delivered by Ashley Judd.
Population Services International (PSI)
Country Director
01.1995 - 01.2001
Job overview
- Managed national Social Marketing project with staff of 100+ employees
- Designed and managed national condom social marketing project for AIDS prevention
- Developed and launched malaria prevention to social market insecticide treated bednets and re-treatment kits/services
- Represented PSI to Government of Kenya and international donors, principally US Agency for International Development (USAID) and DfID (FCDO)
- Developed and implemented all on-going marketing and communications activities
- Conducted and published behavioral research related to adolescent reproductive health
- Developed and launched national program to social market hormonal contraceptives and address constraints related to provider bias and client knowledge gaps.
Africare
Country Representative
01.1990 - 01.1992
Job overview
- Implemented USAID funded Rural Road Rehabilitation Project
- Responsibilities included: monitoring on-site activities; managing staff of 200+ employees; preparation of progress reports; review of financial transactions/documentation; liaison with USAID and Government of Guinea
Africare
West Africa Regional Agribusiness Advisor/Economist
01.1988 - 01.1990
Job overview
- Provided technical assistance to Country Representatives in Senegal, Mali, and Niger in design and economic analysis of agricultural development projects
- Monitored, participated in implementation of, and prepared quarterly reports for small-scale irrigation projects and agricultural training programs
- Developed and monitored project specific and national level training programs addressing financial management and planning, accounting, and cooperative organization.
Education
Vanderbilt UniversityNashville
Master of Arts from Economics
University of IllinoisChampaign, IL
Bachelor of Arts from Philosophy
Skills
- Project management (COP, Country Director, Ops Director)
- Building highly effective, motivated, and empowered teams
- Client Relations (USAID, CDC, FCDO, DFAT, JICA)
- Capture management
- Proposal development, management & quality control
- Economic analysis of projects
- Project Management Tools (Smartsheet, MS Project)
- MS Office Suite (Word, Excel, PowerPoint)
Accomplishments
- Successfully led to major USAID Global projects as COP
- Secured largest USAID awards in history of four organizations' history
- Conceived and launched malaria initiative at PSI which is now their most important intervention globally
Languages
French
Full Professional
Timeline
Director of Business Development, International
Sheladia Associates
03.2023 - 05.2024
Senior Director for Business Development
Miyamoto International
05.2022 - 02.2023
Executive Director
Pilgrim Africa
09.2020 - 04.2022
Sr. Director for Operations & Resource Management
World Vision International
06.2018 - 06.2020
President and Founder
ODCF llc
06.2017 - 05.2018
Senior Program Development Advisor
Pathfinder International
01.2016 - 06.2017
Client Development Advisor
McKinsey & Company
01.2015 - 01.2016
Director of Business Development
CAMRIS International
01.2014 - 01.2015
Director, Business Development Unit
Plan International USA
01.2011 - 01.2013
Associate Vice President, Competitive Bids Unit
CARE USA
01.2010 - 01.2011
Chief of Party
Management Sciences for Health (MSH)
01.2008 - 01.2010
Senior Director for HIV/AIDS Policy and Program Development
Project Concern Int.
01.2007 - 01.2008
Chief of Party
Population Services International (PSI)
01.2001 - 01.2006
Country Director
Population Services International (PSI)
01.1995 - 01.2001
Country Representative
Africare
01.1990 - 01.1992
West Africa Regional Agribusiness Advisor/Economist
Africare
01.1988 - 01.1990
Vanderbilt University
Master of Arts from Economics
University of Illinois
Bachelor of Arts from Philosophy