Lisa Scala

• Perform market analysis to identify new growth opportunities for the mid-Atlantic region and the practice areas within (Municipal / Public Safety, PK-12, Faith-based, Multifamily and Golf).
• Coordinate with corporate and local leadership, and the practice area leaders, throughout the year on strategic planning for each core practice area in the mid-Atlantic region (Municipal, Faith-based and Multifamily).
• Drive and manage the implementation of each of these plans (above). Local leadership has changed for each of the core practice areas since joining the firm, creating major shifts in strategy (Municipal, Faith-based and Multifamily). PK-12 is a new addition to the mid-Atlantic region with no previous history and limited resources.
• Establish and execute go-to-market strategies for core practice areas in mid-Atlantic to grow market share (doubled 2025 revenue projections Faith-based).
• Collaborate with corporate marketing, practice area leaders, and local team to develop creative tools and campaigns affiliated with target marketing and brand awareness (Municipal, PK-12, Faith-based, Multifamily, and Golf).
• Identify and build strategic partnerships that can produce lead generation, strengthen pursuits, and expand geographic reach (Municipal, PK-12, Faith-based, Multifamily, Golf and Federal).
• Identify and participate in targeted industry-related associations and conferences, as well as other networking opportunities.
• Coach local leadership and team on client relations and networking. Provide training on Business Development to local team; and Network Tips & Tricks training to the entire firm.

Business Development / Strategic Planning consulting practice. Worked with various clients on different needs: prospecting; lead generation; partnerships; etc.

Asked to join FGMA as a full-time employee so I joined them as a W2 employee. Provided expert advice to clients on various projects practice is still operational, but not currently practicing.

• Cultivated new opportunities from a target list of national/global accounts. Developed a win-back strategy for re-engaging General Dynamics after a refusal to work with Price Modern, which led to a working relationship once again.
• Partnered with Haworth’s Global Accounts Managers on developing existing accounts and penetrating new ones. Credited for bringing a new account to Haworth’s Global Accounts Program (Turner Construction/Source Blue).
• Based on an extensive network, Price Modern requested assistance with Business Development efforts for the sales team. Credited for bringing in (local) opportunities to the sales team (office, multifamily, healthcare).

• Focused on developing new Global Accounts by creating strategic plans and working closely with DIRTT leadership team, regional sales reps, and local DIRTT partners/dealers to identify and win opportunities across the U.S. - JPMorgan Chase; Cushman & Wakefield Preferred Supplier Program; JLL Synergy Program; Turner Construction Source Blue Program.
• Identified alliance partners, nationally, to team with on select accounts and opportunities (general contractors, subcontractors/Installers, flooring companies, and others).
• Based on extensive network, DIRTT requested my assistance with Business Development efforts for the mid-Atlantic sales team. Credited for fruitful introductions to various developers, project managers, General Contractors, and subcontractors including Skanska, Gilbane, HITT, WT, Boston Properties, CBRE, JLL and others.

• Developed strategic plans with leadership team for each business sector –office, multifamily, interiors, student housing, hospitality, government, and senior living – resulting in a sector elimination and addition, elevating other sectors by expanding services reflective of market research, demand, and client needs. Also focused on expanding WDG’s brand into other geographic areas.
• Implemented a culture at the leadership level that was reflective of strategic business development, client management, collaboration/cross selling, and accountability. Customized sales tools for the team to strategically pursue and manage accounts. Led monthly BD meetings highlighting account development efforts, pursuits, and any red flags.
• Generated new opportunities through client relations/ development, networking, and industry association involvement. Some of these include TMG, Lerner, Jair Lynch, Aldon Properties, JBG, CA Ventures. Coached leadership team on these tactics.
• Established a client retention program that included periodic client visits for project feedback. Produced a client survey at the conclusion of each project.
• Orchestrated industry affiliate involvement in national and local associations, conferences, and charitable outreach, enhancing visibility and engagement for firm and leadership team.
• Creator and coordinator of WDG’s signature event “DISTRICT NIGHT,” a client appreciation night, highlighting 30+ DC local vendors, grew to 800+ guests over four consecutive years. Also organized client outings such as Nationals suite, Capitals games, client dinners, golf outings, and more.
• Provided mentorship to colleagues in business development who expressed interest in Business Development and provided BD training sessions to the entire staff.

• Head Tennis Coach; Assistant Cheerleading Team and Cross-Country Coach; Class of 1998 Advisor