Executive Bio

Carla Caputo-Searcy

Vice President

Carla is a high energy, results-driven Aerospace and Defense executive with over 20 years’ experience in Business Development, corporate planning/restructuring, strategic alliances, inorganic growth initiatives (M&A) and precision manufacturing. With MBDi, Carla serves as a Senior Consultant assisting clients in growing revenue through effective BD strategy, planning, process implementation and operations.

For over a decade, she served as Director of Strategic Planning and Business Development Operations at General Dynamics Armament and Technical Products (ATP).  In this capacity, Carla streamlined business development (BD) operations, conducted BD-CMM benchmark assessments, implemented capture training, directed corporate council activities and was responsible for strategic alliances and growth projects where she successfully closed over $500 million in middle-market defense sector transactions.

Before assuming this role, Carla was Director of Business Development for the General Dynamics ATP Missile and Space Systems business unit. She assumed this position after General Dynamics completed its acquisition of Intellitec from Advanced Technical Products, Inc. In this role, she successfully increased business unit orders over 40% by employing more disciplined business processes and negotiating strategic alliances with missile contractors to secure increased work share that resulted in more profitable returns to the business.

She began her career at Northrop Grumman Missile and Unmanned Vehicle Systems as a Research Engineer for the company’s Manufacturing Technology (ManTech) organization and advanced to the position of Senior Engineer.  She was later assigned to Special Project Operations, as a Senior Technical Specialist, reporting to the Northrop Grumman Combat Systems Sector.  As a key member of the ManTech team, she was responsible for technology transfer, process engineering and production implementation of an advanced composites process that yielded a 30% cost and weight savings on manned and unmanned aircraft platforms.

Carla holds a BBA from Pittsburg State University (PSU), with a minor in Plastics Engineering Technology, and also an MBA from NOVA Southeastern University.  She was nominated for and successfully completed a year-long Fellows Program sponsored by the International Women’s Forum (IWF) Leadership Foundation and is a past graduate of the General Dynamics President’s Leadership Development (PLDP) Program. She holds a Secret Security Clearance.

Contact Details:

7422 Carmel Executive
Park Drive
Charlotte, NC 28226
ccaputo@mbdi.com
704.553.0000

Industry Experience:

National Security, Defense, Energy, Engineering, Scientific

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1-800-553-7944 | 7422 Carmel Executive Park Drive, Charlotte, NC 28226 | info@mbdi.com | www.mbdi.com

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In this White Paper you will learn:
  • The different psychological profiles of BD Majors verses BD Minors
  • Criteria to evaluate personnel for a BD role
  • Why behavioral psychology is a critical knowledge competency for success in Business Development
  • The four distinctive BD roles and how to understand, assess and coach those individuals critical to revenue growth
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In this White Paper you will learn:
  • The eight-element approach to turning around revenue growth
  • Critical components for a high performing BD organization
  • Is it possible to change the culture of a BD organization?
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In this White Paper you will learn:
  • What a new BD culture incorporates
  • Why BD culture change produces a greater return on investment than strategy
  • How external catalysts are critical to changing BD culture
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In this White Paper you will learn:
  • Why trust is important in developing business
  • Why a client engagement process mapped to a qualification/disqualification phase is necessary
  • The three early shaping environments impacting your revenue results
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In this White Paper you will learn:
  • What the true ROI is for training and development investments
  • How installing a purpose-driven client engagement process impacts pipeline quality
  • Why to fund education, coaching and professional development for effective customer engagement thinking and skills
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In this White Paper you will learn:
  • The missing link in most Business Development processes
  • What is HUMINT® and why it's a critical component in intelligence gathering
  • How credibility in BD is determined by the level and type of questions asked
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Issue Paper:
  • Hiring retired senior military personnel for Business Development positions is a common practice in the Government Contracting industry. No matter how rational the custom of having retired military personnel call on their former subordinates now running government agencies or departments may seem, this scenario actually produces three troubling contradictions, one each from the individual, the corporation and the marketplace.
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In this White Paper you will learn:
  • Key Indicators of Revenue Growth Stagnation or Contraction
  • Stovepipe to Strategic: Restructuring the Business Development Model
  • Steps for Implementation
  • Assess the Present State of a Business Development Organization
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In this White Paper you will learn:
  • Indications of Business Development model problems
  • Business Development Strategy, Planning and Capabilities
  • Opportunity Identification & Qualification vs. The Crystal Ball.
  • Business Development Professionals vs. Door-Openers and Butterfly Catchers
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Issue Paper:
  • Few positions have the success of an organization weighing upon them like those in Business Development.
  • Once the hiring decision is made, a substantial and long-term investment of time and finance is required to launch the individual to the point where they are building relationships, qualifying and shaping opportunities and building a pipeline.
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In this White Paper you will learn:
  • Do You Need a Special Ops Team of Super Hunters for Your Organization?
  • Should You Stand Up a BD Strike Team?
  • Characteristics of a BD Strike Team Leader
  • Stand Up and Deliver: The Strategic Advantage
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In this White Paper you will learn:
  • A proven Intel Gathering Strategy to fortify decision-making and drive revenue results
  • The difference between companies that make good “Pursuit/No Pursuit” decisions and those that don't.
  • The five stages of the Intelligence Cycle
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In this White Paper you will learn:
  • Lifting a page from the small company Business Development playbook can be a game-changing strategy in this transformed environment.
  • Game-Changing Structure Strategy
  • The Case for Professional Development
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Issue Paper:
  • Want to get inside your customer’s head and discover the real issues? Then go to the source and just ask!
  • Are you gathering Data or Source HUMINT ®
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Issue Paper:
  • Determining Barriers & Overcoming Obstacles to Growing Revenue in a Recessionary Economy
  • Moving the Needle in Tough Times
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In this White Paper you will learn:
  • Guidelines for leveraging products and services to international military/defense markets in Government Contracting.
  • Top Ten List for International Business Development Success in Government Contracting
Your Information will never be shared with any third party.