Jim Waring—VP of Strategic Business Development at Crestwood Technology Group (CTG)
Jim Waring has been with CTG for over two years and now serves as VP of Strategic Business Development. Before joining the team, Jim served 28 years of active duty in the U.S. Army, and spent time at Honeywell Aerospace, IDS International, and Cubic Defense. Having grown up as an “Army Brat”, Jim doesn’t call any particular place his hometown, as he frequently moved around the world.
Some of his proudest moments include marriage, the birth of his children, graduating from Virginia Military Institute and commanding U.S. Army troops in combat.
We asked Jim a little more about himself and what it’s like to work at CTG:
Working at CTG
WHAT IS YOUR ROLE AT CTG?
As VP of Strategic Business Development (BD), my primary role is to create long-term value and growth for CTG by identifying and leading the capture and delivery of new opportunities in both present and expanded markets. Simply put, find and win new business.
My principal market focus is on the defense and government side, but our BD team always keeps an eye out for any new business that would benefit CTG—defense, government, commercial or otherwise. I work closely with the CTG sales team to find new customers and increase tactical sales wherever there is opportunity.
WHAT DOES AN AVERAGE DAY IN YOUR POSITION LOOK LIKE?
The key to BD is customer engagement. A large majority of the time I travel to meet with customers or attend defense trade shows, conferences or expos. During travel, I also look for “targets of opportunity” and new customers with whom I engage. Afterwards, I conduct daily follow ups with customers via email and phone calls.
Simultaneously, I maintain and populate our Customer Relation Management system by updating customer base, adding new contacts, and updating the status of new and existing opportunities. I participate in periodic BD meetings with others on my team. I am also routinely on the phone with CTG headquarters to work on contract related issues or proposals and white papers. Another key part of the BD effort is marketing, so I am constantly collaborating on marketing related issues for customer engagements.
WHAT DO YOU LIKE MOST ABOUT YOUR JOB? BIGGEST CHALLENGE?
The part about CTG I most enjoy are the people I work with and the solutions that CTG provides our customers. On the defense side, we are creating a solution that provides material availability and increases readiness. Having been a soldier for 28 years, I know how important readiness is. It saves soldiers’ lives, their equipment and weapons are operational and they are prepared for the mission.
I believe my biggest challenge is corresponding with some government groups, due to the lengthier time lines they work on. Government contracts take much longer to put in place, because of the bureaucracy, red tape, and risk aversion.
HOW HAS CTG HELPED YOU IN YOUR CAREER DEVELOPMENT?
My job at CTG has expanded my knowledge and understanding of the Defense Acquisition – Logistics – Supply Chain and Repair Parts process and business. While I was in the Army, I had an operational perspective of the supply chain and repair parts process, but working with CTG I have learned the Logistics side of this very important field. It has been great for professional development.
Anything else we should know?
I was born in Nuremberg, Germany and lived in Germany for 15 years, both as a child and while serving in the Army.
HOW DO YOU KEEP A HEALTHY WORK-LIFE BALANCE?
I like to take time off when I can and travel with my family.
IF YOU COULD WITNESS ANY HISTORICAL EVENT, WHAT WOULD YOU WANT TO SEE?
World War II D-Day landing by the U.S. Army Rangers at Pointe-du-Hoc, France. Also, the Airborne operations of the 101st Airborne Division on 6 June 1944.
ANYTHING ELSE YOU’D LIKE TO SHARE?
Teamwork! We are all on the same team at CTG and should always work together to make the company better.