Mallika Subramaniam

Business Development

 

• Developed client base in identified target markets through research and direct contact

• Helped identify (4)  target markets, develop sales strategy and establish revenue goals for new regional office

• Established new relationships with designers & consultants, owners & owners’ reps totaling 110 new potential accounts

• Identified project pursuits, developed capture strategies and go/no-go decision points

  • Leading to an annual pipeline of $130 million and sales of $10 million in the first year of the new regional office

• Actively promoted firm’s presence through networking, sponsorship, external committees & community involvement

• Drove the proposal development process for RFP/RFQ responses, formal presentations & project interviews

  • Leading to more partnerships and project leads

• Quarter-backed multi-disciplinary design & GC teams and successfully partnered on design-build pursuits

• Solicited customer feedback post proposal submission and through project execution

  • Resulting in over 50% repeat business and improved performance in subsequent submissions

• Collaborated with company management to prepare marketing / BD budget and implement the plan

• Maintained and reported status of current pursuits, future pipeline, customer news & potential targets during weekly sales meetings

• Partnered with other regional offices on strategic pursuits

 

Preconstruction

 

• Drove the bidding process from invitation-to-bid notifications through bid submission for over 20 pursuits

• Prepared estimates, scopes of work, schedules, project narratives and bid RFIs as needed

• Solicited proposals from the subcontracting community

  • Resulting in over 6 project awards

• Oversaw & trained team of admins and estimators; helped streamline estimating processes

 

Project Management

 

Interiors, Renovations & Tenant Fit-outs

• Led projects from budgetary phase to close-out

• Generated repeat business through established client relations with architects, owners and owners’ reps

• Managed day-to-day operations on multiple, multi-phase & concurrent projects totaling $27 million

• Successfully led teams of several superintendents, engineers and labor/carpenter crew on complex, multi-phased projects with phased milestones

  • Resulting in earnings’ enhancement by 10% on various projects over an annual period

• Supervised engineering processes to ensure timely material deliveries and meeting project schedules

 

Base Building

• Mitigated risk by maintaining detailed documents and through timely communications with all concerned parties

• Teamed-up with architects on design-build projects to deliver client expectations within budget

• Procured subcontracts and service agreements; negotiated change orders

  • Resulting in a savings of over $100,000

• Streamlined database management processes ensuring timely submission of contractual deliverables to the owner

  • Leading to regular payments for services and a balanced cash flow

• Developed & maintained productivity charts and manpower reports for trades

• Monitored quality control for cast-in-place concrete, excavation, building envelope and roofing system

  • Resulting in successful negative air tests for building envelope 

     

Government

• Enforced quality control and safety practices as stipulated by federal government contracts for construction projects

• Familiar with the Federal Acquisition Regulations (FAR) Act and ensured compliance with the FAR

• Worked closely with the Unites States Army Corps of Engineers on a $113 million military project

 

Cost & Risk Analysis

 

• Forecasted and tracked project costs and overhead, income and earnings for projects totaling to $400 million

• Analyzed risks with respect to schedule, change orders, claims and items with potential for earnings erosion

  • Leading to timely mitigation of issues and preserving earnings in nearly 100% of the projects

• Audited and re-organized budgets and costs for projects

 

Resource & Staff Development

 

• Helped start-up operations & set-up office in a new market; assisted growth with continued recruiting efforts

• Oversaw project superintendents, engineers, estimators and marketing/admin personnel for concurrent projects & pursuits 

• Trained personnel in contract-mandated & firm-mandated database systems

• Mentored & trained staff to follow accurate reporting & budget management practices

• Actively recruited graduating seniors and interns from Virginia Tech, University of VA & VMI