Bruce Follansbee

•Collaborated with Client Service teams and Global Engagement Partners on account strategies and tactics •Counseled and coached members of the advisory and tax lines of service regarding business development skills and approaches •Transferred extensive solution selling skills to the professional services arena

•Directed activities of cross-functional teams •Built strong internal network and managed enterprise-wide Xerox resources in addressing customer requirements •Developed close working relationships with customers, advising them on improving their business processes, freeing up resources and reducing costs

•Marketed sophisticated technology-based document management solutions to all vertical markets

•Coordinated all aspects of Xerox’s outsourcing program at Boeing

•Directed and led sales and operations strategies for advanced outsourcing solutions. •Fostered solid long-term relationships with the operation's largest customers, including Florida Power & Light, National Council on Compensation Insurance, Broward County School Board, North Broward Hospital District, and Ryder System.

•Planned, managed and directed necessary assets and resources to address the specific facilities management needs of National Council on Compensation Insurance (NCCI), and to surpass Xerox financial goals. •Asked to also implement an outsourcing agreement with Barnett Bank of Florida (eventually acquired by Bank of America, formerly NCNB), in addition to responsibilities at NCCI, which was completed to the bank’s ultimate satisfaction.

•Identified and cultivated new business opportunities in the South Florida banking industry through daily cold-calling activities, networking activities, and referrals. •Presented and negotiated contracts involving litigation project management, document management services, and fulfillment services. •Successfully managed a sales territory for ten years in an increasingly competitive market.

•Managed a national network of manufacturer representatives, with responsibility for creating and launching customer promotions, sales incentives, compensation plans, and product information.