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Dr. William A. Goodman
Business Development
- Internationally recognized, performance-driven, entrepreneurial business developer and marketing leader with 30+ years’ experience pioneering game changing/disruptive technologies in the areas of Optics and Materials for Lasers, Space, Aerospace and Ballistic Missile Defense.
- Positive, optimistic, well organized self-starter with excellent communication and rapport building skills. Trained in Life Coaching and am able to motivate staff, peers, management, team members and customers alike. Skilled at building and leading multi-disciplinary teams, and resourceful enough to solve problems that have not been solved or have been created by others – a “fixer”.
- Visionary and innovative engineer/scientist whom uses excellent and persuasive communication and writing skills to secure new business as proven by wins of 37 highly competed SBIR grants from 2000-2014, along with numerous other contract vehicles. Many accomplishments are “firsts in the world”. Contribution to total sales from 1989-present well in excess of $50M.
- Created a Small Business, Optical Materials Solutions LLC, operated nights and weekends.
Areas of Expertise
- Business Development
- Tactical and Strategic BD
- Business Plan/Projections
- Commercialization Plans
- Boardroom Experience
- Executive Presentations
- Internal Research & Development
- Proposal Writing
- Capture Strategies
- Customer Satisfaction
- Quality Assurance
- Process Development
- Marketing/Market Analysis
- Marketing Plans
- Break-Even Analysis
- Intellectual Property
- Export Controls
- Commodity Jurisdictions
- Materials Science
- Additive Manufacturing
- Advanced Composites
- Nuclear Environment
- Space Effects Environment
- Optical Materials
- Leadership and Mentoring
- Boardroom Presentations
- Negotiation, Persuasion
- Decision Making
- Problem Solving
- Program Management
- Risk Mitigation
- Financial Mitigation
- Contract/Subcontract Vehicles
- Systems Engineering
- Advanced Ceramics
- Lasers and Cryogenics
Professional Experience
Trex Exterprises
, San Diego, CA
2013 - Present
- Trex is a Technology R&D company with annual revenues and backlog from $10-25M.
- Direct report to CEO and COO with responsibility for all Tactical and Strategic Business Development across all business areas and technologies with emphasis on transitioning to Program of Record, or commercializing the technologies via licensing or other arrangements.
- Instilled a performance-driven culture with the Group/Business Leads that ensures personal accountability,responsibility and integrity. Regularly provided business and life coaching skills at bi-weekly business meetings. Provided individual mentoring to those desiring.
- Worked directly with CTO and Group/Business leads to create marketing materials. Traveled >100 days tointroduce Trex capabilities to Government PEOs, PMs, Chief Technologists, Science and Technology Managers, and Small Business Offices of the Army, Air Force, Navy, Marine Corps, NASA, National Laboratories, Department of Homeland Security and the Advanced Technology organizations of System Prime Contractors. Advocacy letters from Army PEO Soldier resulted in two Phase IIE awards.
- Interfaced with executive and senior level personnel at System Primes, resulting in multiple subcontracting opportunities with Lockheed Martin Advanced Technology Laboratories, Northrop Grumman Advanced Technologies (NGES), L-3Com and FaceBook. Multiple technology licensing opportunities initiated for celestial non-magnetic optical compass technology, foveated dynamic head-mounted displays, and magnetic valves.
- Capture Manager for $35M subcontract proposal for Army ARTIS Program. Worked closely with System Prime Capture Manager over 12-month period of time to introduce Trex technical and hardware capabilities and subsequently defeat two other contenders (lower bids) for the Small Business set-aside of ARTIS. Potentially largest award in Trex history.
- Simultaneously acted as key liaison to MDA AEGIS BMD PM for $7M Phase III project developing a thermally insensitive telescope traceable to the $3B+ Standard Missile 3 Block IIA program currently in development with partner Japan. Worked with Field Representatives and Military Staffers of U.S. Senator’s Martin Heinrich and Tom Udall (New Mexico) to obtain support for Trex in the form of a bi-partisan delegation letter which includes the Senator’s and the Congressional Representatives (Michell Grisham, Ben Lujan and Steve Pearce).
- Latest assignment overall operation and responsibility for Trex Advanced Materials division, a silicon carbide manufacturing plant located on Kauai Island which includes 3 chemical reactors, a hydrogen generation station, NaOH scrubber system. Products include state-of-the-art silicon carbide mirrors for ground, space, airborne, and lithography, semiconductor wear components (edge rings, sputtering targets), hybrid nuclear control rods, and solar applications. Annual sales averaging over $5M with net income from $750-900K. Leading prospectus effort for sale of the plant.
Trex Enterprises
, San Diego, CA
2008-2013
- Directly recruited from competitor/former employer by the Vice President of the Trex Advanced Materials(TAM) Division; beat out 29 competitors. TAM is a $5-6M/year operation.
- Responsible for planning, marketing, and financial and technical growth of the division. Participated in business development across 4 other divisions of Trex and was a key member of the proposal writing team, assisting several other Vice Presidents.
- Proposed and won numerous contracts from MDA, NASA, Air Force, Army and industry. Averaged 30-65% of division sales.
- Program Managed successful design and production of three mirror anastigmatic telescopes made entirely of silicon carbide. Met requirements of FLIR Systems for the Navy Multi-Mode Sensor System. Successful maritime flight test on a Northrop Grumman FireScout. Two direct competitors failed prior to this effort.
- Conceived and developed HoneySiC low areal cost and low areal density mirror and optical structure technology. Provisional Patent Application Serial No. 61/339,851 filed March 10, 2010, Honeycomb Composite Silicon Carbide Mirrors and Structures, Utility Patent Application Serial No.13/065,042, filed March 10, 2011.
- Developed and demonstrated nuclear, space and cryo optical coating on silicon carbide using “RadHard by Design” approach. Provisional Application Serial No. 61/214,786 filed 04/27/2009.
Schafer Corporation
, Albuquerque, NM
2001-2008
- Direct report to the Vice President and General Manager of the Space and Directed Energy Division, a $10- 15M/year operation. Business Lead for the ISO9001 certified Lightweight Optical Systems (LWOS) area, sales of $2-4M/year. Significantly contributed to Schafer being selected to New Mexico Flying 40 (top 40 fastest growing companies) in multiple and consecutive years. Prior Subject Matter Expert for AFRL Directed Energy Directorate managing multiple optical coatings laboratories for DR-IV.
- Multi-disciplinary engineering team created mirrors, telescopes, fast steering mirrors, optical-RF hybrid communications instruments and many other products. Conceived and co-developed Silicon Lightweight Mirror Systems (SLMSTM) lightweight, athermal optics technology. Developed compatible optical mounting technology using Cesic® material from Germany; Designed/Developed extremely athermal laser window glass (PA-GLASSTM) for MDA.
Schafer Corporation
, Los Angeles, CA
1998-2001
- Schafer Los Angeles Operation had revenues of from $10-15M/year with the HEL Group I managed being approximately 1/3 of the operation. Largest proposal submitted by LWOS was $15M.
- Managed diverse engineering group performing materials and manufacturing process development for optics and optical structures for SBL, THEL, ABL programs. Instrumental in the coating process development for the Flight Primary Mirror of the Airborne Laser program. The ABL PM coating had the highest P-V uniformity of any 1.5 meter diameter HEL mirror ever produced. Also assisted in design and analysis of ABL ACBC and FODM adaptive optics. Served as the PM for Boeing International Space Station External Contamination project, Russian segment, which quantified the risk and reduction in performance to key ISS optical systems due to docking and undocking operations.