clisinski

Charles Lisinski
99 Windswept Way                            
Phone: 949-813-5221
Mission Viejo CA 92692                                     
Professional Summary

Executive Level Management Consultant with over 25 years experience leading dynamic high growth organizations that generated significant bottom line results through the design and execution of strategies that dramatically increased revenue by as much as 253% in 2 years and lowered costs by more than 32% in six months. Extensive experience managing the sale and delivery of B2B software and services to senior executives that utilized web enabled technologies and SaaS to dramatically change business processes and produce outstanding service and investment returns. Proven ability to develop and implement IT enabled business and CRM strategies that produce exceptional ROI for clients and employers. Successful track record includes 25+ years of experience in the Financial Services High Tech and Automotive industries. Known for the ability to meet and exceed P&L goals and objectives. Competencies include:

▪ CRM Strategies and Technologies
▪ Program/Change Management
▪ Organizational Design and Development
▪ Measurements and Analytics
▪ IT Investment Analysis/Prioritization
▪ Enterprise Strategic Planning
▪ Product/Service Positioning and Pricing
▪ Customer Acquisition/Penetration/Retention
▪ Marketing and Customer Segmentation
▪ Value Based Consultative Sales

Professional Experience

Managing Director OptiStrat Consulting Mission Viejo CA 2010-Present
Management consulting firm specializing in the development and implementation of IT enabled business and CRM strategies that maximize revenue and minimize cost for marketing sales and customer service operations.

▪ Developed and implemented a CRM strategy for a master distributor of high tech prototyping equipment that provides marketing sales and service support to numerous distributors in the western US via Salesforce.com.

Group Vice President CCC Information Services Chicago IL 2007 - 2010
CCC is the leading provider of automotive claims services and software in the US delivered primarily as SaaS. Manage a team focused on customer acquisition sales direct marketing and account management.

▪ Developed a new sales strategy that resulted in 100% of pilots converting to closed sales in 90 days or less and leveraged the new incentive compensation plan to increase the average total contract value by 40%.
▪ Led the development of a value based consultative sales process and mentored the sales team on how to effectively utilize the process that resulted in the closing of the highest margin deals in the firms history.

Senior Vice President Mortgage Cadence Denver CO 2005 - 2007
Managed a team focused on customer acquisition revenue generation / sales and direct marketing for the enterprise lending solution and management consulting services of this top 25 mortgage software vendor.

▪ Led the development of a value based consultative sales process and supporting CRM infrastructure that resulted in a more than 253% increase in total license and consulting revenue over a two year period.
▪ Led the development of a strategy to re-position the Orchestrator Enterprise Lending Solution including an Oracle version that resulted in 86% of the total revenue for new opportunities from top tier lenders.
▪ Redesigned the sales compensation plan and recruited and mentored experienced sales executives which resulted in the team attaining an average 23% price increase for the same product mix.

Vice President Overture Technologies Bethesda MD 2003- 2005
Overture is a software and management consulting firm specializing in decisioning software for mortgage banking and student financial aid. Responsibilities included marketing business development revenue generation / sales client relationships and delivery to mortgage bankers in the western half of the US.

▪ Led the development of a CRM strategy that enabled Overture to reposition its Financial Aid Decisioning solution as an Automated Underwriting solution for the Mortgage Banking industry.
▪ Served as the Interim CIO for Homefield Financial a rapidly growing retail lender. Led the development of a CRM/IT Strategy that enabled the firm to expand from 6 to 48 states and create a wholesale banking channel.

Vice President Strategy & Analytics eLoyalty Lake Forest IL 1998 to 2003
eLoyalty is a management consulting firm specializing in Customer Relationship Management (CRM) services to Fortune 500 companies. Managed a team focused on business development sales / revenue generation delivery client relationships and methodology development. One of the founding VPs of the practice.

▪ Sold and managed a -$15.6MM two and a half year program to GM/GMACs C3RM a new cross business unit organization that created a multi-channel CRM infrastructure from concept to serve Family First and Supplier Members. The program was selected as the runner up for the Gartner CRM Excellence Award.
 Led the development and implementation of a CRM strategy that enhanced the home and auto buying customer experience resulting in 50K+ cross selling referrals with a >11% average conversion.
 Led the development of customer measurements and analytics that enabled the client to reduce agent handling expense by 38% within the fully integrated multi-channel contact center.
▪ Sold and then led the development of an Enterprise CRM Strategy for Motorola CGISS that completely redesigned the customer experience and sales processes and generated a five year ROI of -$27.5 MM.
▪ For eLoyalty led the development of the “Evolving” CRM Strategy methodology including industry leading prioritization methods and tools which helped the firm be named a CRM Service Provider “Visionary” by Gartner.
▪ For Allstate managed the program office for a cross-business unit Household Relationship Management system that supported the firms strategy to become a multi-channel multi-product customer centric business.

As the leader of TSCs (eLoyaltys parent) Information Technology Strategy Practice in the Midwest accomplishments include:

▪ Sold and directed the development of a detailed IT assessment and strategic plan covering four major Information Technology organizations across TDS Inc. that identified $69MM in ROI over five years.
▪ Led the development of an Information Technology assessment methodology that included frameworks and tools that analyzed IT cost structures determined the ROI and prioritization of key Information Technology investments and provided a competitive advantage over more established firms.

Vice President and Chief Information Officer Signature Resorts Inc. Orlando FL
Senior Manager Accenture Chicago IL
Director-Management Consultant SHL Systemhouse Inc. Chicago IL
Senior Consultant Deloitte & Touche Chicago IL
Manager Information Services Fannie Mae Chicago IL
Management Consultant Gibson and Associates Atlanta GA

Education
MS Finance Northern Illinois University 1983
BS Finance Northern Illinois University 1982
Graduated Magna Cum Laude and with University Honors

Certifications and Awards
▪ Siebel Certified Business Analyst
▪ Runner-up for the Gartner CRM Excellence Award
▪ Certified Mortgage Banker