A RI B.
G ERSTMAN
1201 New York Ave NW, Suite 400
Washington, DC 20005
(703) 909-0046 gerstman@ucar.edu
E XPERIENCE
University Corporation for Atmospheric Research (UCAR) , Washington, DC April, 2013 – Present
Business Development Manager
 Manage business development in Washington, DC for a Boulder, CO-based 501(c)(3), university coalition, which oversees and operates the National Center for Atmospheric Research on behalf of the National Science Foundation ($250 million annual revenue)
 Lead teams of scientists in pursuit of research funding through strategic business development
 Build and manage a pipeline of new funding opportunities from domestic and international governments, foundations, and the private sector (valued at over $250 million in potential new revenue over 9 years)
 Create and expand relationships with the finance, energy, defense, technology, and international development communities to develop partnership and sponsorship opportunities, opening up new public-private avenues of cooperation, resulting in 23 new relationships
 Effectively garnered support of the board of directors (18 senior scientists at leading American universities and two members of the weather business community) and member representatives (one senior and one junior scientist from each of UCAR’s 104 member universities) for coalition-wide implementation of private sector business development strategies
 Restructured funding agreements by utilizing alternative government contract vehicles to achieve
$30,000 in savings, while maintaining complete scope of work
Earth Resources Technology (ERT) Inc., Laurel, MD
Business Development Specialist
2011 – 2013
 Developed over $35 million of revenue per year in new business; recaptured business for a perennial top-5 National Oceanic and Atmospheric Administration (NOAA) contracting firm that focuses on providing technical services to Federal science agencies
 Built pipeline for contracting opportunities at NOAA, National Aeronautics and Space
Administration (NASA), United States Geological Survey, Federal Aviation Administration, and the
United States Army Corps of Engineers, winning 5 new NOAA and NASA contracts, totaling $17 million of revenue per year
 Managed 80% retention of ERT’s entire National Ocean Service (NOS) – a NOAA line office – portfolio in 2012 ($22 million of revenue per year) o Mastered all aspects of the ERT NOS portfolio (20+ projects, 160+ personnel) and developed a close partnership with the ERT NOS Program Manager o Analyzed and determined which contracting agreement terms were most advantageous to
ERT and advocated for those configurations and procurement terms to the NOS customers o Met with NOS customers to evaluate current ERT performance, understand customer priorities, and explore potential new offerings o Reorganized ERT staff according to new project configurations and interviewed staff to understand duties/knowledge/skills/abilities
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o Led proposals: managed proposal staff and developed proposal win themes o Developed and implemented ERT’s price-to-win strategy
 Organized and led a team to pursue Marshall Integrated Program Support Services (MIPSS), a
NASA Marshall Space Flight Center engineering services, multiple award, Indefinite
Delivery/Indefinite Quantity contract; achieved teaming relationships with five proposed subcontractors; captured customer intelligence; managed proposal team in Request For Information
(RFI) and Request For Proposal (RFP) stages
Kelly, Anderson & Associates, Alexandria, VA 2005 – 2011
Senior Practice Manager ( 2010-2011 ); Business Practice Associate ( 2007-2010 ); Research Associate
( 2005-2007 )
 Rose through successive promotions to manage operations of a $5.5 million Federal Human
Resources practice – more than 40% of the company’s revenue – encompassing business with 16
Federal agencies and a staff of 45 contractor personnel and 15 consultants
 Served as a procurement consultant for commercial clients pursuing Federal government and United
Kingdom government aerospace, nuclear decommissioning, banknote, and accounting contracts; provided procurement forecasting and tracking services; supported proposal efforts in multi-billion dollar contract bids
 Managed General Services Administration (GSA) Federal Supply Schedule (FSS) contracts for commercial clients; coordinated GSA FSS contract proposals for commercial clients; became intimately familiar with specific GSA schedules (including win strategies, pricing, labor category selection, and procurement office preferences)
E DUCATION
Brown University , Providence, RI A.B., Latin, 2005
Classics: Latin language with a focus on Roman Republican Politics and Political Literature
Fall, 2003 Intercollegiate Center for Classical Studies , Rome, Italy
Duke University affiliated Roman Archaeology, Language, and History semester abroad
S KILLS
Computer/Web Software: Microsoft Office including Access and Project; Windows and Mac Operating
Systems; Desktop Publishing; GSAAdvantage; FBO; FedSpending; GovWinIQ; FPDS
Program Management: Staff and Contract Management; Profit & Loss; Customer Relations
Languages: Limited working proficiency: Hebrew, Italian; Elementary proficiency: Romance Languages
A CTIVITIES
Memberships: American Meteorological Society, Friends of NOAA, Maryland Space Business
Roundtable, The American Institute of Aeronautics and Astronautics, Space Policy and History Forum,
Space Enterprise Council, Society for American Military Engineers
Community Service: Latin Tutor for Washington Latin Public Charter School
Hobbies: Letter Writing; Running; Chess and Backgammon; Cooking; Craft Brew IPA Tasting
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