Francis X. Frisby

Top-performing Strategic Pricing Executive with broad based expertise leading pricing strategy development, cost model development, and team leadership in support of companies in the IT consulting vertical. Current and active Top Secret Clearance.

FRANCIS X. FRISBY

Accomplished Pricing Strategy Leader

Expertise in Pricing / Financial Analysis & Modeling / Pricing Strategy / Regulatory Compliance

• Top-performing Strategic Pricing Executive with broad based expertise leading pricing strategy development, cost model development, and team leadership in support of companies in the IT consulting vertical. Current and active Top Secret Clearance.
• Expertise in leading teams of professionals in the analysis of trends and development of strategies to optimize revenue, margin, and promote data-driven decision-making; provides detailed pricing in support of proposals for multiple contract types. 
• A demonstrated record of success establishing extensive and complex pricing models, analytics, and forecasts for the benefit of companies that have included Strategic Operational Solutions, Inc., (STOPSO), Agil3 Technology Solutions, Gryphon Technologies, Unissant, Inc., InfoReliance LLC, Blue Canopy Group, ActioNet, NCI Information Systems, High Performance Technologies, and BAE Systems. 
• An effective communicator who leverages true passion and an unwavering commitment to excellence to train and lead high performing teams, consistently securing positive results in a challenging and highly competitive industry. 

Core Competencies

• Experienced in Building Cost Proposals
• Driving Revenue Growth through Business Acquisition
• Leading Pricing Analytics and Strategies
• Enforcing Compliance with Regulatory Requirements
• Expertise in the IT Consulting Industry
• Skilled in Business Analytics and Forecasts
• Expertise in FAR/DFAR Regulations
• Builds and Leads Strong Teams
• Engaging with Fortune 500 Clients
• Building Price Volume Narratives
• Supporting Proposal Development
• Extensive Skill in Microsoft Excel

Professional History

01/2023 to Present: Strategic Operational Solutions, Inc. (STOPSO), Ashburn, VA

• Senior Director of Pricing

Member of the Senior Corporate Leadership Team responsible for the direction of all corporate team pricing efforts for a Federal Contracting company that provides comprehensive IT Strategy and Management Consulting to the Federal Government.  Additional Responsibilities include:

• Tasked with building the Pricing function from the ground up, leading the formation, mentoring, and leadership of a top team of professionals while developing formal pricing policies, procedures, and models. 
• Oversee all activities related to cost and price strategy, cost estimating and analytics, and all pricing and estimating activities for the business units.
• Provide guidance and council on all aspects of proposal preparation, including estimating, price point and market wage analyses, RFP analysis, FAR, CAS, disclosure and compliance.
• Develop and implement large complex strategic pricing models in accordance with company policies and procedures; set profitability targets for the organization and implement strategies and tactics to obtain agreed upon metrics and results.
• Develop all cost volume written narratives to justify the basis of estimates, provide assumptions, and ensure 100% compliance with Government requirements.
• Provide insights and guidance to the team and executive management from a compliance, competitive analysis, Price-to-Win (PTW) and risk management perspective.
• Lead market research and competitive intelligence gathering and make recommendations regarding pricing policies.
• Prepared and presented detailed cost/price briefings to Executive Management including discussion of RFP requirements and evaluation criteria, competitive analysis, pricing strategies, and key financial metrics. 
• Develop all subcontractor price data calls with formal instructions and tailored price templates; conduct target rate analysis, and subcontractor price analysis as required.

03/2021 to 01/2023 Agil3 Technology Solutions, Falls Church, VA

• Director of Pricing

Directed all pricing related activities for the Corporate Pricing Department for this Information Technology and Services leader that delivers critical communications and network security to customers in the Department of Defense (DoD), Intelligence, and Civilian Agencies across the Federal Government.  Responsibilities include:

• Oversaw all activities related to cost and price strategy, cost estimating and analytics, and all pricing and estimating activities for the business unit.
• Lead the development and preparation of cost/price proposals in response to RFP requirements and ensure compliance with all Government regulations and Firm policies.
• Responsible for developing and implementing large complex strategic pricing models in accordance with company policies and procedures; set profitability targets for the organization and implement strategies and tactics to obtain agreed upon metrics and results.
• Provided guidance and council on all aspects of proposal preparation, including estimating, price point and market wage analyses, RFP analysis, FAR, CAS, disclosure and compliance.
• Provided insights and guidance to the team and senior management from a compliance, competitive analysis, Price-to-Win (PTW) and risk management perspective.
• Offered guidance and recommendations to Program Managers, Directors and Partners to maximize engagement profitability and improve forecast accuracy across the organization.
• Responsible for presenting price/cost methodology and approach to the Executive Leadership team.  Provide pricing guidance to proposal and capture teams to ensure that pricing strategy is completed in accordance with disclosure statements.
• Responsible for all subcontractor data calls, conduct target rate analysis, and develop subcontractor price analysis as required for the cost volume. 

03/2020 to 03/2021: Gryphon Technologies LC (acquired by ECS Federal, LLC), Washington, DC

• Deputy Director of Pricing

Provided additional management oversight of the entire Corporate Pricing Department for this transformational leader of digital engineering and other various technical solutions and services to the Federal Government.  Responsibilities included:

• Managed the application of company policies and the development and maintenance of company pricing policies.
• Responsible for the preparation of pricing for all new business proposals, and the review of all change proposals, and task orders quotes.
• Developed large and highly complex cost/price models using MS Excel which addressed all solicitation requirements and internal corporate analysis.
• Provided insights and guidance to the team and senior management from a compliance, competitive analysis, Price-to-Win (PTW) and risk management perspective.
• Participated in executive price reviews with executive management and coordinate with senior staff to determine pricing structure and strategy.
• Provided in-depth knowledge of FAR/DFAR and other applicable government regulations; reviewed and approved Request for Proposal (RFP) and proposal documents to ensure compliance with all of the company’s pricing policies.
• Established pricing policies/processes and oversees the work of subordinate employees.
• Provided guidance and direction to Pricing/Financial Analyst team members in the development of pricing proposal responses.
• Developed subcontractor price data calls with formal instructions; conducted target rate analysis, subcontractor price analysis and negotiated prices with all teaming partners as a Prime or subcontractor.

05/2018 to 03/2020: Unissant, Inc., Herndon, VA

• Director of Strategic Pricing

Provided leadership and oversight for the strategic corporate pricing team for this leading technology provider of agile software development, user experience design, and cloud engineering services to the Federal Government.  Developed, organized and managed centralized cost estimating models to ensure current data is used in price/cost proposal development.  Developed and maintained all formal pricing-related processes as required to support all pricing functions for individual business units. 

• 2019 Unissant Innovation Award winner for ‘revolutionizing’ price modeling.
• Developed large, complex, and flexible cost models to meet customer submission requirements and proprietary internal executive management margin analysis.
• Prepared and presented detailed cost/price briefings for management including discussion of RFP requirements and evaluation criteria, competitive analysis, pricing strategies, and key financial metrics.
• Lead and directed pricing strategy formulation and took actions to enhance the company’s competitive market position and profitability.
• Developed subcontractor target rate analysis, conduct subcontractor price analysis and negotiate prices.
• Developed all cost volume written narratives to justify the basis of estimates, provide assumptions, and ensure 100% compliance with Government requirements.
• Reviewed and approved all staff pricing work prior to the distribution of formal executive approvals; ensured compliance with FAR, CAS, DCAA and corporate guidelines.
• Conducted semi-annual training for executives, Capture Managers and Program Mangers on all aspects of the pricing life-cycle to include understanding of the elements and analysis provided in basic price models.

04/2016 to 04/2018: InfoReliance LLC (acquired by ECS Federal, LLC), Fairfax, VA

• Director of Pricing

Fulfilled a critical role overseeing the Corporate Pricing department of this $175MM provider of cybersecurity, cloud computing, software engineering solutions and managed services, with a focus on developing cost proposals, managing RFP analysis, FAR and CAS disclosure and compliance issues, terms and conditions, pricing strategies, business risks, and content development.  Conformed all pricing activity with corporate standards governing proposal preparation, review, approval, submission, and negotiations.  InfoReliance acquired by ECS Federal, LLC Jan 2018.

• Provided highly detailed pricing in support of proposals for a broad array of contract types; partners with stakeholders across Contracts, Legal, Sales, and Bid and Proposal teams.
• Innovated complex pricing models in Microsoft Excel, as well as written price volume narratives featuring assumptions, conditions, and pricing rationale in response to RFP specifications and internal corporate policies.
• In addition to new business acquisition, met all pricing requirements for modifications and extensions of existing contracts, task orders, and fiscal year funding requests.
• Maintained a broad command of a complex landscape of legal and regulatory requirements that include Federal Acquisition Regulations (FAR), Defense Federal Acquisition Regulations (DFAR), Defense Contract Audit Agency (DCAA), and Cost Accounting Standards.
• Served as the architect of pricing strategies based on an analysis of historical data, presenting pricing recommendations and justifications to executive management; maintains direct labor bid rates across multiple corporate cost pools.

04/2015 to 04/2016: Blue Canopy Group LLC (acquired by Jacobs Engineering Group, Inc), Reston, VA

• Director of Pricing

Directed the efforts of the corporate pricing team at this provider of cloud, big data analytics, data science, and enterprise information technology services for federal government and commercial markets, overseeing Price/Business Volume activities spanning Price to Win strategies, Cost/Price strategies, and competitive analysis.

• Partnered with the Capture Management Team to identify ways to enhance the company’s competitive position in bids through adjustments to pricing.
• Provided pricing support for all corporate business units for major proposals and initiatives; executed pricing formulation and submission for contract types that included Cost Reimbursable, T&M, FPP, and others.
• Leveraged expertise in Microsoft Excel to build cost models in accordance with customer format requirements; reviewed all pricing to ensure compliance with all applicable regulatory requirements.
• Engaged in What If analysis to map the potential financial impact of multiple risk scenarios.

06/2011 to 03/2015: ActioNet, Inc. Vienna, VA

• Director of Pricing

Recruited with a mandate to build the Pricing function from the ground up at this $500MM IT service provider, leading the formation, mentoring, and leadership of a top team of professionals while developing formal pricing policies, procedures, and models.  Navigated Pricing through a period of sustained growth, with annual revenue skyrocketing from $75MM to $425MM.

• Collaborated with business unit leaders on the coordination of competitive analysis and Price to Win strategies; developed pricing models and analysis to support a broad array of contract types.
• Responsible for the development of price volume narratives while contributing to the development of proposals; worked with executive management to schedule and host pricing meetings.
• Reviewed and approved all staff pricing work product prior to the distribution of formal executive approvals; ensured compliance with FAR, CAS, DCAA and corporate guidelines.
• Coordinated and led annual training classes to audiences of program managers and program controllers to build competencies in the principles of pricing.

10/2008 to 05/2011: NCI Information Systems Inc., Reston, VA

• Manager of Pricing

Managed the development of cost proposals on behalf of this provider of information technology and professional services, defining and adjusting pricing through all phases, from pre-RFP through to final negotiations prior to award of bid.  Developed complex pricing models, pricing strategies, proposal narratives, and complete, sealed proposal packages.

• Supervised a team of senior, mid-level, and junior pricing personnel.
• Reviewed each RFP to identify cost requirements; engaged in competitive market analysis, subcontractor analysis, and measured estimates against prior estimates to minimize inaccuracies.
• Served as an active participant in negotiations, engineering changes, and price re-determinations.

10/2006 to 10/2008: High Performance Technologies Inc., Reston, VA

• Senior Pricing Analyst

Oversaw all pricing activity in support of proposal development on behalf of this technology services provider, including competitive analysis, subcontractor price analysis, development of cost narratives, and the formulation of financial pricing models.

• Prepared monthly, quarterly, and annual revenue, fee, and profit forecasts, while administering annual operating budgets; facilitated the development and deployment of strategic initiatives to bolster the financial and operating performance of each practice area.

Early Career

Senior Pricing Analyst, BAE Systems, McLean, VA

Senior Economic/Business Analyst, MITRE Corporation, McLean, VA

Principal Program Controller, Titan Corporation, Vienna, VA

Senior Program Controller, Lockheed Martin Corporation, Springfield, VA

Education 

Marymount University

Master of Business Administration (MBA)

Lynchburg College 

Bachelor of Arts (BA) Degree in Business Administration 

Marymount University

Master of Business Administration (MBA)

Lynchburg College 

Bachelor of Arts (BA) Degree in Business Administration