Executive Bio

Lee Cooper

Consultant

Lee Cooper is a seasoned executive with a reputation for creating, building, and leading highly successful organizations resulting in profitable revenue growth for small businesses, mid-sized firms and Fortune 200 corporations. He offers a proven track record of performance in operational and P&L management, business transformation, strategic planning, Business Development, acquisition and divestiture, congressional liaison, and communication with Wall Street financial and market analysts. Lee’s expertise encompasses forming and leading large cross-functional teams in identifying, qualifying, and winning strategic new business opportunities to fuel growth with existing and new Federal, State, Local, and international government customers.

He has a strong reputation for transforming ineffective BD/sales teams into high performing organizations with annual growth rates greater than 15% while achieving win rates of greater than 70%, and maintaining opportunity pipelines of greater than three times revenue.

Prior to joining the MBDi team, Lee served as the Vice President, Strategic Marketing at Raytheon Technical Services Company. He was originally recruited by the RTSC President to be the VP of BD and serve as architect and leader in the transformation of the strategic planning, BD, and marketing organization for the company that had no revenue growth for the previous five years. In four years, Lee orchestrated explosive growth in bookings, revenue, profit, cash collections, and return on invested capital (ROIC), resulting in revenue growth from $2 billion to $3.5 billion. He also was a key contributor to the development of a five year strategic plan that would assure continuation of this accelerated growth rate.

Lee’s previous experience includes being the SVP/BD at L-3 Communications – Titan. Upon the acquisition of the Titan Corporation by L-3 Communications, Lee was selected by the CEO to integrate and lead the four BD organizations of the newly formed Titan Group, where he established the strategic planning, business development, and sales organization for the consolidated Enterprise Information Technology Solutions Division.

Earlier in his business career, he also served as the VP/BD at Unisys Federal Systems, SVP/BD at I-Net, Inc., and VP/GM of the Applied Sciences Division at Technology Applications Inc.

Lee is a retired US Air Force officer, attended the Defense Systems Management College, and earned an MS in Systems Engineering Management from the Air Force Institute of Technology and a BS in Mathematics from Oklahoma State University.

Contact Details:

7422 Carmel Executive
Park Drive
Charlotte, NC 28226
info@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
Your Information will never be shared with any third party.
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?
Your Information will never be shared with any third party.
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
Your Information will never be shared with any third party.
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
Your Information will never be shared with any third party.
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
Your Information will never be shared with any third party.
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
Your Information will never be shared with any third party.
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.
Your Information will never be shared with any third party.
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
Your Information will never be shared with any third party.
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
Your Information will never be shared with any third party.
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
Your Information will never be shared with any third party.
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 ®
Your Information will never be shared with any third party.
Issue Paper:
  • Determining Barriers & Overcoming Obstacles to Growing Revenue in a Recessionary Economy
  • Moving the Needle in Tough Times
Your Information will never be shared with any third party.
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.
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
Your Information will never be shared with any third party.