KEVIN DUFFER

Founded KLD Consulting to leverage my extensive experience in leadership consulting, coaching/mentoring, and business development to help individuals and organizations drive personal and business growth.

Since January 2023, I've worked with market leading programmatic recruiting technology company - Appcast to develop and implement a public sector business strategy. Working closely with the Appcast leadership:

• Have grown new 5 new defense and civilian government accounts and built a $2M+.
• Developing a strategic partner network with a range of large firms (Deloitte and Accenture) as well as a select group of woman, minority, and veteran-owned small businesses.
• Led capture and proposal efforts for the first successful public sector/local government prime contract (New York City.

Hands on approach working across all phases of the business cycle from prospecting to close to implementation to on-going support. Effort involves coaching and mentoring sales and business development professionals to compete effectively in the public sector market.

Separately, providing fractional business development, teaming, and capture support to government contractors.

Reseller of technology-based learning products for PMG Learning, FedLearn, and Skillable.

Achieved Leadership Coaching certification through the e-CO Leadership Coaching program at George Washington University adding a formal coaching credential to the suite of capabilities.

Member of FedLEARN advisory board helping to drive business growth and develop business models and partnerships. FedLEARN is focused on providing innovative learning solutions for the Department of Defense and civilian intelligence communities.

Advisory board member focused on helping to drive business strategy and growth for an emerging learning technology firm. PMG Learning is the developer of an innovative spaced-repetition technology tool - Hermann - that helps support a continuous learning model.

Selected as President of Lawelawe Defense, Inc. (LDI) responsible for developing and executing the corporate operations and growth strategy. LDI is an 8(a) certified, Native Hawaiian Organization (NHO) working under the umbrella of a world-class shared services and management organization, Lawelawe Management Group. LDI, working closely with the Management Group, provides mission critical support through a full suite of services and products offerings and deep partner network.

I voluntarily moved on from Lawelawe to found KLD Consulting.

Recruited to join rapidly growing emerging market research leader, NewtonX, to lead newly formed US East sales region that spans the East Coast ,Texas, and Asia Pacific. Led 5 person sales team responsible for driving direct and partner business using innovative search technologies to identify experts across industries and markets. Team achieved 140% of Quota in Q2.

Joined the Learn To Win (L2W) executive team to help scale an early stage start-up mobile learning technology company. Primary focus was growing the Department of Defense (DoD) business and supporting the transition from Small Business Innovation Research (SBIR) grants to direct recurring revenue business. Played key role in securing direct contracts with the Air Force, Navy, and US Space Force. Managed relationships with Navy and Air Force Cloud Broker services (DC2HS and Platform One). Executive sponsor for cyber accreditation to IL6 on the Air Force Platform One Cloud Environment. Other accomplishments include:

• Established relationship with Carahsoft to partner for access to government-wide contracts.
• Focused significant effort of sales process development and sales team skilling/upskilling. Embedding Challenger principles to drive large-deal hypotheses and insight-driven sales approaches.
• Working closely with marketing on development and validation of messaging and lead generation campaigns.
• Growing pipeline for direct business by over $3M
• Served as business coach and mentor for new sales professionals and executive team on building go-to market strategies and executing business priorities.

Chief Sales Officer leading all Sales, Sales Enablement/Operations, Business Development, Capture, and Proposal efforts for leading performance learning, consulting, and coaching provider. Lead 36 person team responsible for driving product and services growth across 4 sales tiers: Inbound lead processing, Outbound and Private Group Sales, Strategic Account/Enterprise sales and Business Development. P&L responsibility with $5.2M sales and business development budget. As key member of Executive Leadership Team, work closely with Consulting, Product Management, Marketing, and Delivery/Client Engagement Teams to develop and implement growth and business model innovation strategies. Helped company attain record revenue years in 2018 and 2019 - exceeding $60M in sales. Major accomplishments include:

• Led seamless transition of sales and business development teams from office to 100% virtual model with greater focus on prospecting and driving new business sales. Out performing virtually all competitors during COVID crisis.
• Established, Developed, and Coached Strategic Account Team to drive larger, more complex, deals and provide predictable revenue. Team closed more than $30M in new total contract value in last 12 months.
• Implemented Challenger Sales Methodology across Inside and Strategic Account Teams. Coached leaders and sales professionals on Challenger fundamentals and concepts.
• Leader for strategic partnering and teaming to provide competitive differentiation and expand capabilities
• Driving adoption of business and sales performance analytics across all business functions to enhance capabilities and drive growth
• Established sales and business development professional development and coaching program to enhance sales skills, build market insights, and support career progression

Joined C2 Technologies to lead strategic business development and corporate growth efforts. Major accomplishments include:

• Developed and enhanced large opportunity business development and capture processes
• Grew major opportunity pipeline by >100%
• Added new capabilities and business lines through the pursuit of strategic technology and consulting partnerships with firms including: IBM/Watson (data analytics), Degreed (learning portals), Skillsoft (eLearning content and platform), Qualtrics (experience/analytic platform)
• Leading efforts to commercialize and productize an innovative career path software application
• Strategic opportunity teaming and major proposal leadership for major wins with Air Force, DSS, FAA, and OPM
• Contributed to >$25M in new contract wins

Left C2 as a result of executive leadership change.

• Strategic sales leader for cloud-based learning and performance support solutions. Responsible for new business, client retention and growth
• Leader of 4 regions and business base >$80m including 500+ clients. Client base included every Federal Cabinet level agency, major systems integrators and technology/consulting firms, and a wide range of state, local, and academic clients
• Recruited, developed, and retained high performing public and private sector sales Teams. Effectively led Teams from start-up through multiple mergers and acquisitions. Coached and mentored many professionals who progressed in their careers both in and out of Skillsoft.
• Successfully led many of the largest SaaS/Cloud-based learning solutions across Government (DoD and Civilian) and commercial clients including many multi-year deals in excess of $10M in total revenue
• As North and Latin American channel leader for 2 years, grew revenue by more than 25%
• Impressive record of sustained growth and client retention at both Regional and Area Level: 8 of 15 years, either number 1 Region or Area within Skillsoft. In Top 3 12 of 15 years
• Champion and lead architect of business model innovations like enterprise licensing approaches that led to significant growth and client retention
• Key leader in implementation of Challenger Sales Methodology
• Catalyst for Skillsoft's platform security (FedRAMP certification) and Section 508/WCAG accessibility initiatives

• Strategic business development and operations leader for 300-person, $32m subsidiary of ManTech International
• Progressed from Individual Contributor to sales and business development leader instrumental in growing revenue from $5m to >$30m. Expanded business base into new technology and service areas including software development, business process re-engineering, HR/training system integration, distance learning, e-commerce, and internet/intranet development
• Extensive human capital and technology consulting and program Management experience

• 27 year active and reserve career advancing from enlisted Submarine Electronics Technician to Chief Petty Officer, to Limited Duty Officer to Commissioned Information Professional Officer
• Demonstrated exceptional performance and leadership in a variety of challenging active duty and reserve assignments
• Gained extensive operational, technical, and leadership experience from leading nuclear submarine to NATO exercise planning and support, to Communications and Operations Officer supporting littoral combat and counter-drug missions in the Mobile Inshore Undersea
• Held TS/SCI clearance