CURRICULUM VITAE

Communications Advisor/Strategist

William James Cleary, Jr327 South Fairfield Road

Devon, Pennsylvania, 19333 USAWJCleary@gmail.com

1-610-420-6086 (cell) 1-610-688-3849 (home)USA Citizen

PROFILE

Professional News reporting (US daily newspaper), corporate (Fortune 10), professional firm marketing (PwC), military/Washington/NATO public affairs experience. Built own public relations firm (1983-1992) from start-up to $7.5 million (capitalized) business

International More than 22 years (1995-Present), 53 projects, 29 countries, working exclusively in emerging markets, transition economies, post-conflict, high threat, and fragile states

Projects funded by Asian Development Bank (ADB), Department for International Development (DFID), European Bank for Reconstruction & Development (EBRD), European Union (EU), Millennium Challenge Corporation (MCC), TradeMark East Africa (TMEA), United Nations Development Programme (UNDP), United Nations Office for Project Services (UNOPS), US Agency for International Development (USAID), US Department of State (USDOS), and World Bank (WB)

Focus Public/affairs/awareness/diplomacy/education/relations; advocacy; crisis communication; issue management; marketing communications; media relations and training

Responsibilities range from project director to team leader for large projects (65+ staff, five offices) to solo consultancy

Projects support: accountability/budget reform; anti-corruption; capital/financial market development; change management; civic engagement/corporate social responsibility/extractive industry; civil /human rights initiatives/conflict mitigation; civil service, customs/tax, judicial/legal and regulatory reform; competitiveness/economic development; democracy/governance; electoral/legislative programs; energy /power generation; foreign investment/privatization; independent/mass media; monitoring and evaluation; parliamentary advocacy; public private partnership; trade promotion; and transaction advisory services

PROFESSIONAL SKILLS

Communications strategist: Strong command of methodology reflected in programs and results. Situation/issue analysis, merit-based arguments link policy or business objective to societal /individual benefit(s) expressed in a single sentence: this ‘positioning statement’ guides day-to-day messages (“What are you doing?”), these reinforce the positioning statement (“Why?”)

Content manager/program reviewer: Strong record of action timeline/message development, issues/program delivery management and evaluation; detailed, reviews/recommendations identify Strengths/Weaknesses /Opportunities/Threats (SWOT), respond to practical questions (“Where did we go right/wrong?”, “What should we do now?”) related to impact of organization as a whole on communications function/effectiveness, along with specific change management solutions

Public Relations Strategist/Counselor: Strong record of effective ‘outreach’ identifying potential thought leaders and allies with views sympathetic/complementary to project stated goals, leveraging their potential ‘wins’ in exchange for support for policies consistent with their own progressive economic and social agendas, thereafter reduced to easily understood phrase to build popular consensus. Example: calculating the economic impact of Georgia’s Poti port not privatized as jobs lost and market prices increased becomes “the price of delay”

Executive producer/writer: Strong broadcast record Television economic news/talk programs; news documentaries; television and radio commercial campaigns; dramas; all targeting key audience demographics with impact/success documented through quantitative research as gains in awareness, understanding, attitude shift, by issue

Columnist/writer/speechwriter/editor: Strong print portfolio Work ranges from: op-ed columns both for own byline/minister byline, to drafting keynote speeches for international leaders at international security events, to high visibility/in-depth, ‘annual report’ style/length ‘sell pieces’ to position (‘brand’) country for investors; to columns demonstrating how to ‘borrow power’, set agenda ahead of significant, political/international events; to compiling/writing/ editing/completion reports (150-pages) for major international projects

Research director: Significant work framing opinion research, developing questionnaire content, structured interviews related to economic issues, tax/customs/judicial reform, customer satisfaction

Public affairs/Media relations counselor: Content specific, one-on-one interview preparation sessions, media techniques review/short course incorporates organizational/personal positioning with mock interviews ‘on camera’; challenging interviews prepare executives/ministers/electoral candidates for issue response, real world events

Spokesman: Strong crisis communications background Typical examples: as USAF Reservist, during Pentagon duty, handled on exclusive basis response to Washington media related to first publicly known crash of then top-secret stealth jet; managed 35-person news bureau for NATO humanitarian relief exercise, Iceland; wrote classified NATO public affairs exercise scenarios anticipating events worldwide

Creative director: Strong private sector skills/experience applied: Typical example: Creative strategy guides development of a campaign consisting of graphic standards, logo, tagline(s) commercials/advertising implementing/supporting an overall communications strategy to re-position government agencies with a legacy of mistrust

Project manager: Strong project/account team management skills, history of delivery of ‘textbook successes’ for media projects as confirmed by independent assessments (e.g., from mission director and US ambassador statements, quantitative research)

Business development manager: Strong private sector skills/experience applied. Typical example: Wrote business plan based on development of new revenue streams to enable media Non-Governmental Organization (NGO) to transition from grant dependence to commercially-funded, viable, independent Limited Liability Company (LLC)

Digital media manager: Innovative use of ‘new media’ as integral part of overall communications strategy/planning/programs. Social platforms used selectively (‘message out’) to promote target group interest in topics/messages posted to websites, attendance at events, et cetera, and (‘message in’) to engage/monitor target groups opinion/feedback using same platforms to collect data

Civil society advocate: Designed original, four step Public Participatory Process to build community consensus using qualities of ‘inclusive,’ ‘consultative,’ and ‘authoritative’ as built-in metrics to prove effectiveness

Trainer: Focus on basic skill sets with focus on positioning, crisis communications, ‘notional story’ development consistent with communications strategy/event timeline management, journalism /reporting fundamentals adapted for ministry/internal communication unit staff development

SELECTED HIGHLIGHTS

Wrote op-ed published in Le Safir Francophone, May 5, 2015: De Mers et des hommes, une experience fatale en Afghanistan (“The Trouble with Walls”): a perspective on reporting foreign aid, results achievedhttp://assafir.com/Channel/126/Fran%C3%A7ais/TopMenu?ref=SubMenu

Wrote op-ed published in Washington Times, June 7, 2012: “Soft power, hard truths” offering alternative for governance and nation building http://www.washingtontimes.com/news/2012/jun/7/soft-power-hard-truths/?page=all#pagebreak

Counsel to Dr. Ahmad Shah Zamanzai: a virtual unknown when appointed Director General, Afghanistan Revenue Department in 2009, now a highly regarded public figure trusted on tax by 76 percent of Afghans who know his name, according to a national, quantitative survey conducted in 2011.  Key to the change: Dr. Zamanzai’s acceptance of a patient, tactful approach to training, coaching, media exposure, and confidence in his ability to gain control of interviews

Creative director, executive producer, copywriter for Afghanistan Revenue Department’s Use your TIN television campaign: Viewers said the message was informative (80 percent); accurate, understandable, credible (75 percent); creative/memorable (66 percent); and that they would respond to the ‘call to action’ (85 percent of taxpayers)

Produced video documentary, Kede Walla, covering the Southern Sudan Referendum from the signing of the Comprehensive Peace Agreement (2005) through voting (January 2011): coverage focused on the return of a ‘lost boy,’ his vote: interviews included US ambassador, USAID Mission Director, key Sudanese officials north and south, former President Jimmy Carter, former UN Secretary General Kofi Annan, others. http://www.youtube.com/watch? v=7Rurqsx2TLo

Working through the Presidential Spokesperson, and within a period of one week, developed concept/wrote outlines/draft narrative for 1) UN address on economic reform and security, plus draft speeches on 2) terrorism, 3) security/ sovereignty, 4) “civilized relationships” for former president of Afghanistan

EXPERIENCE BY COUNTRY

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Afghanistan, Albania, Bosnia-Herzegovina, Bulgaria, Canada, Egypt, Georgia, Iceland, Indonesia, Italy, Jordan, Kenya, Kazakhstan, Kyrgyzstan, Moldova, Mongolia, Montenegro, Nigeria, Occupied Palestinian Territory, Pakistan, Portugal, Sri Lanka, South Sudan, Tajikistan, Tanzania, Tunisia, Ukraine, United States, Zambia

EDUCATION

University of Oklahoma, Norman, Oklahoma, USA (1972) Diploma, Public CommunicationNorthwestern University, Evanston, Illinois, USA (1968-1969) MSJ, ABT, JournalismSaint Joseph’s University, Philadelphia, Pennsylvania, USA (1964-1968) BA, Economics/Major, Philosophy/Minor

EDUCATION - MILITARY

Air War College, Maxwell AFB, Alabama, USA (1994) DiplomaAir Command & Staff College, Maxwell AFB, Alabama (1994) DiplomaSquadron Officers School, Maxwell AFB, Alabama (1984) DiplomaDepartment of Defense, Information Officers School, Ft. Benjamin Harrison, Indiana (1970) Diploma

LANGUAGES

English (native), Russian (basic), French (basic), Italian (basic), Arabic and Dari (Persian) (beginner)

EMPLOYMENT INDEPENDENT CONSULTANT (1995 – PRESENT)

(See International Project Chronology, page 4)

PRICE WATERHOUSE, WASHINGTON, DC, USA (1992-1995)Director of Marketing

Responsible for $1.4 million budget, marketing support for $25 million practice, selected national units Credited with significant role in major new business wins, including strategy development, presentation

coaching, counseling

FERRELL-CLEARY, INC, PHILADELPHIA, PENNSYLVANIA, USA (1983-1992)Executive V-P, Partner

Built small, highly professional advertising/public relations firm from start-up to $7.5 million (capitalized) annual business

Profit/loss responsibilities Directly responsible for new business development, pitches Managed CEO, top-level management relationships key to account development, retention

GRAY & ROGERS, INC, PHILADELPHIA, PENNSYLVANIA, USA (1980-1982)Vice President, Public Relations

Directed public relations, marketing communications programs for national business-to-business and consumer accounts

Directly responsible for new business wins, including Du Pont “Corian”

DU PONT COMPANY, WILMINGTON, DELAWARE, USA (1979-1980)Public Affairs Representative

Directed publicity, promotion related support, managed response(s) for industry issues related to “Corian” and car care products

GRAY & ROGERS, INC, PHILADELPHIA, PENNSYLVANIA, USA (1975-1979)Account Executive

Directed publicity, developed, wrote in-depth, “think pieces,” case histories, technical features for business-to-business and consumer accounts targeting print media, managed multi-media campaigns

TODAY’S POST, KING OF PRUSSIA, PENNSYLVANIA, USA (1975)Political reporter, feature writer

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Covered municipal and state government and local congressional districts in three-county area for suburban Philadelphia daily newspaper

US AIR FORCE, USA AND ABROAD (ACTIVE DUTY 1969-1975; RESERVE 1976-2000)Colonel, USAFR (Ret)

US Atlantic Command (joint assignment with US Navy & NATO), Norfolk, Virginia, USA (1995-2000)Colonel Supported Unified Endeavor (NATO) exercise series contributing to/developing hypothetical highly-

classified scenarios depicting future contingencies worldwide, appropriate responses to events, focused on public affairs

Served on scene as Chief, Joint Information Bureau (head for 35 person international staff) for humanitarian rescue, week-long NATO exercise in Iceland; other exercises in US

Served as a member of inspector general teams evaluating public affairs performance during US and NATO joint exercises staged to test unit readiness, plans adequacy, field performance in response to worldwide events

Headquarters, USAF, Pentagon, Washington, DC, USA (1983-1995)Lieutenant Colonel Served as spokesman for operational (aircraft) and non-operational (base closures) matters Named ‘public affairs reservist of year’ by Secretary of Air Force following successful handling of then

‘top secret’ stealth jet crash in California Conducted media training for top level military and civilian appointments and ‘high visibility’ individuals

(e.g., ‘Blackhawk Down’ crew) specializing in ‘hostile interview’ Conducted mock hearings for high ranking staff prior to Congressional budget testimony Mobilized as special assistant to Chief, Air Force Reserve, wrote USAF Reserve ‘lessons learned’

following Persian Gulf War (15-month, active duty project, 1991-1992) Thesis for Air War College, How Saddam could have won with a better PR strategy

Aeronautical Systems Division, Wright-Patterson AFB, Dayton, Ohio, USA (1976-1982)Major Handled media relations for unit supporting development of new aircraft and aeronautical systems

USAF Security Service, San Vito Dei Normanni Air Station, Brindisi, Italy (1973-1975)Captain Handled external/internal communications programs for an electronic surveillance/intelligence gathering

base monitoring Cold War adversaries’ communications Top Secret SSIR Clearance

Headquarters, Tactical Air Command, Langley AFB, Hampton, Virginia (1969-1972)Lieutenant/Captain News service writer, community relations officer, member, inspector general team

INTERNATIONAL PROJECTS (1995 – PRESENT)

IOS PARTNERS, TBILISI, GEORGIA(December 2016 – February 2017)Communications Consultant

For the European Bank for Reconstruction & Development, developing recommendations supporting the Georgia Competition Agency’s advocacy role as a catalyst for market reforms, with a focus on (1) impact of revised legislation, (2) introduction of compliance mechanisms within companies; and (3) the agency’s catalyst role for sector or economy level reforms and removal of competition bottlenecks in selected markets

IOS PARTNERS, ANTANANARIVO, MADAGASCAR(November 2016)Communications Consultant

For the Government of Madagascar and Air Madagascar, and in conjunction with the IOS Partners transaction team, (1) developed a Communications Plan supporting the search and selection of a Strategic Partner for Air Madagascar; (2) provided ‘thought leadership’ related to implementation during the course of the transaction; 3) practical assistance concerning monthly Communications Reports and (4) identified potential risks with potential for negative stakeholder response and media

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coverage, including counsel/recommendations to avert same

CHEMONICS INTERNATIONAL, KABUL, AFGHANISTAN(November 2016)Communications Consultant

For the USAID Afghanistan Public Financial Management Project, advised the Ministry of Finance and the Afghanistan Revenue Department concerning tax filing season, planned mass media and social media communications campaigns; website improvements; organizational changes; establishing and piloting a Help Desk, with a focus on (1) defining on rules and procedures to govern issue escalation and quality assurance (2) identifying required technical support and (3) developing a marketing strategy; and finally, review and updating tax guides to reflect changes in relevant tax laws with an emphasis on taxpayer rights and obligations

DEUTSCHE GESELLSCHAFT FÜR INTERNATIONALE ZUSAMMENARBEIT (GIZ) GMBH, AMMAN, JORDAN(September 2016 – February 2017)Communications Consultant

For the European Union (EU) project Support to Countering Violent Extremism (CVE) and the Ministry of Culture CVE Directorate, served as a short-term contributor and strategist responsible for developing for the Government of Jordan (1) a "Master Messaging Roadmap" as a unified standard for the language of CVE communication and outreach activities and (2) a communications strategy (a) to address societal perceptions, concerns, opinions, values and attitudes relevant to the spread of violent extremism in Jordan; and (b) to support the government’s actionable steps to counter same among vulnerable groups, to include promotion of a culture of democracy, dialogue, human rights, equality, diversity, moderation and tolerance as endorsed by leading Islamic scholars worldwide

ASIAN DEVELOPMENT BANK, ULAANBAATAR, MONGOLIA(April 2016-June 2016)Public Relations Consultant

For a $1.6 billion Combined Heat and Power Plant Number 5 Project financed in part by Asian Development Bank (ADB), consistent with bank loan policy requirements for due diligence, (1) evaluated project company’s communications and stakeholder engagement strategy and program for adherence to professional standards, compliance with bank safeguards and public communication policy requirements, mapping of stakeholder positions and interests, analysis of issues for reputational risk; and (2) developed a Communication Action Plan with a focus on stakeholder consultation and grievance procedures

TRANSTEC S.A., CHISINAU, MOLDOVA(January 2016-March 2016)Team Leader

For the European Union and in support of its Deep and Comprehensive Free Trade Agreement (DCFTA) with Moldova, developed a General Visibility and Communications Strategy focused on target group issues/needs /benefits/‘buy in’, beginning with (1) analysis of current public perception, (2) related on-going and planned governmental, private sector, civil society and donor-funded projects; (3) a situation/issue/stakeholder/gap analysis leading to feedback as a basis for development of a (4) Concept Paper for stakeholder review and then (5) a Terms of Reference for follow on selection of a firm to conduct a campaign

DEVTECH SYSTEMS, KABUL, AFGHANISTAN(June 2015-Present)Chief of Party

For US Department of State, Public Affairs Section, US embassy, served as lead evaluator responsible for monitoring, evaluation, and reporting results of US public diplomacy efforts (2010-2015) related to four communications objectives, namely, (1) empowering civil society and women; (2) countering violent extremist ideologies; (3) strengthening people-to-people ties through cultural exchange and educational programs; (4) communicating US policy and fostering continued support for in-depth reporting by independent media to the Afghan public

CROWN AGENTS USA, ISLAMABAD, PAKISTAN(March 2015 – September 2015)Communications Consultant

For USAID and in support of divestiture of state assets by the Privatization Commission (PC), developed 1) an immediate (30-day) transaction-specific related communications and general risk mitigation strategy with

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guidelines to manage current, future PC relations with media and stakeholders; 2) a ‘needs assessment’ for use as a Terms of Reference for a multi-million USD advertising and public relations campaign; 3) a standard operating procedure incorporating communications as an integral part of the transaction process; 4) a bespoke media training curriculum focused on PC-specific needs and issues; conducted 5) one-on-one media training sessions to prepare senior PC staff and transaction managers to perform as spokespersons competent to deal with potentially hostile questions/ environment; wrote Terms of Reference for two new jobs defined in the course of a first Short Term Technical Assistance assignment: a Manager, Media Relations and a Manager, Public Relations; wrote a long term communications strategy focused on privatization as a ‘means to an economic and social end’ benefitting all, using as a tagline, “Privatization. Millions await benefits.”

ACE INTERNATIONAL CONSULTANTS, CAIRO, EGYPT (February 2015; April 2015; June 2015; September 2015)Public Relations & Communications Consultant

For European Union Delegation and in support of the Egypt Tax Authority (ETA), (1) conducted assessment for a communications strategy supporting introduction of a Value Added Tax (VAT) consisting of discussions with Egyptian officials, survey of nations undertaking recent VAT introductions, identification of main stakeholders and their special interests; and based on this assessment, (2) developed a communications strategy including recommendations for internal, organizational and managerial changes (introducing ‘critical path’ to manage coordination of policy decisions, mobilization of human resources and other assets necessary for campaign launch); and (3) developed a detailed communications plan for a VAT Launch Team

IOS PARTNERS, MOMBASA, KENYA(January 2015 – June 2016)Advocacy & Communications Consultant

For TradeMark East Africa and the Kenya Ports Authority, (1) conducted fact finding for a planned two-year Advocacy Campaign, Organizational Review and Labor Situation Assessment with the aim of measuring improved port productivity as a function of employee awareness, understanding, application of principles on the job; (2) developed positioning statement and related tagline, “As goes the port of Mombasa, so goes Kenya” for two campaigns linked by their respective ‘calls to action’; (3) Sign me up! offered incentives for workers register for, pass courses, earn credits toward promotion; and (4) The face of productivity invited workers to contact a Chief Productivity Officer (CPO) – an organizational change specifically proposed to support the campaign - with their ideas/problems/solutions for management’s review/endorsement/implementation; these natural leaders and role models recognized by the campaign for their measurable contributions to port productivity literally became ‘poster workers’ seen by 7,000 peers whom they invited to ‘do likewise’

UNITED NATIONS DEVELOPMENT PROGRAM, TUNIS, TUNISIA (September 2014) Communications Consultant

For the United Nations’ Support to Elections and Democratic Processes in Tunisia (SEPT) project, conducted one-on-one media training to help individual women candidates from Tunis 1 District to prepare their election campaigns to become members of National Constituent Assembly (NCA), with a focus on positioning, media interviews, speech preparation, party acceptance

UNITED NATIONS ALLIANCE OF CIVILIZATIONS (UNAOC), NEW YORK, USA(August – September 2014) Communications Consultant

For UNAOC’s Intercultural Innovation Award (IIA) 2014, provided communications and program counsel to, worked with New York based staff and UNAOC partner BMW Group and its worldwide network. Wrote country-specific news releases consistent with UN style/standards for winners covering their individual success stories for placement with news media worldwide, quotes for Secretary General for use at award ceremony at UNAOC’s 6th Global Forum staged in Bali, Indonesia (2014)

FLAG INTERNATIONAL LLC, KABUL, AFGHANISTAN (January 2014 – May 2014)Communications/Civil Society Consultant

For USAID’s Mining Investment & Development for Afghan Sustainability (MIDAS) Project and Ministry of Mines & Petroleum (MoMP)

Developed community engagement strategy to solicit ‘community guidance,’ for a legally binding Community Development Agreement signed prior to mining companies beginning operations

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Designed, introduced an original, four step Public Participatory Process with built-in metrics to measure as qualities ‘inclusive,’ ‘consultative,’ and ‘authoritative’: Members of community could1) Record their discussion points at workshops, on a website, or as a liaison office ‘walk-in’2) Review and suggest changes to a consolidated, first draft ‘collective guidance’ using their unique

website accounts, assisted if necessary by Community Engagement Officers3) Revise the second draft ‘collective guidance’ using their website accounts, similarly assisted4) Ratify – or not, the community’s final ‘collective guidance’ with a free cell phone call to register their

‘yes’ or ‘no’ vote as corroborated by MoMP via unique account information Developed community engagement strategy leading to ‘community governance’ as a function of public

participation in three recommended organizations:- Mining Development Corporation (public private partnership) stakeholders become shareholders

through issue of stock shares – free – so as 1) to distribute dividends and 2) to allow for continued community governance through access to management/financial data

- Mining Development Committee (a ‘clearing house for ideas’)- Regional Development Authority (large scale project management/coordination)

ACE INTERNATIONAL CONSULTANTS, RAMALLAH, STATE OF PALESTINE (October – December 2013)Communications Consultant

For European Union Delegation, developed project design, terms of reference and tender dossier for the planned, two-year, European Union €1 million taxpayer awareness program for the Ministry of Finance, Palestinian National Authority.

MILLENNIUM CHALLENGE ACCOUNT – MONGOLIA, ULAANBAATAR, MONGOLIA (June - August 2013)Communications Advisor

For Millennium Challenge Corporation, wrote, designed (as creative director) the final Completion Report, Lives changed, for USD$285 million, five year Compact and centerpiece for US foreign policy/economic development/assistance project: four color, 150-page report available for view at: http://www.mca.mn

INTERNATIONAL RESOURCES GROUP, OSH, KYRGYZSTAN (April 2013)Media Advisor

For USAID’s Kyrgyz Republic Transition Initiative (KRTI)

Wrote business plan to assist the Osh-based Information & Security Media Center with its transition from a grant-based Non-Governmental Organization (NGO) to the Valley Media Group, a for-profit, Limited Liability Corporation (LLC); and to sustain the latter as a ‘going concern,’ thereafter, independent of grants/restrictions on advertising revenue through the introduction of new, commercial revenue streams based on 1) Promoting the ‘brand equity’ associated with journalist Shokhrukh A. Saipov – both the founder,

editor-in-chief of the NGO and the CEO of the LLC – as a ‘trusted source’ for objective news, analysis, commentary among Kyrgyzstan’s Uzbek-speaking minority

2) Creating for the LLC several new editorial products (e.g., a radio morning program, Drive time with Shokhrukh) in the Uzbek language, and concluding agreements for broadcast of same by partner radio/television stations

3) Marketing to large advertisers (banks, telecommunications providers, marketers of consumer staple/discretionary products) the media/buying/preferences/demographics of 1.2 million Uzbek readers/listeners/viewers heretofore underserved/ignored as supported by research

4) Arranging shared revenue agreements with partner radio/television stations, with the LLC taking the lead on marketing the programs; and, finally,

5) Establishing the LLC as an independent content producer for long term, beginning with non-restrictive funding from USAID’s Office of Transition Initiatives (OTI) for its own radio studio, with television to follow; and, thereby, to position the LLC for continuing revenue growth in anticipation of technological changes (Kyrgyzstan’s planned introduction of digital technology by 2015 and/or expansion of line/cable technology, both), in turn, leading to ‘pay for view’ subscribers and concomitant, increasing demand for content appealing to a more discriminating listener/ viewer

Offered assessment and recommendations to USAID/OTI for diplomatic support/demand for the government to issue strong, public endorsement of its own policy of ‘inclusiveness’ so as to end ‘self-censorship’ among print/radio/television news outlets intimidated by the threat of staged public protest/government closure for violating the government’s own illegal ban on broadcasts in Uzbek language. Why important? Such Uzbek language broadcasts alternatively seen as 1) provocative and ‘separatist’ by Kyrgyz ‘nationalists’ both within and outside government; as 2) evidence of

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disenfranchisement among Uzbeks; and by all as 3) a cause for continuing tensions between Uzbeks and Kyrgyz ethnic groups

UNDP, KABUL, AFGHANISTAN (September 2012 – March 2013)Communications Advisor to Director General, Budget, Ministry of Finance

Wrote series of op-eds for leading, influential dailies in key donor countries to counter political resistance at home to continued aid to Afghanistan: the op-eds argued that technical assistance – ‘soft aid’ – does work as quantified by a 33 percent efficiency gain/budget preparation for Fiscal Year 1392 and a disbursement rate on a par with donors’ own, both achieved by an ‘Afghan only’ Ministry of Finance staff

Developed a communications strategy positioning the National Budget Process as the proxy for government progress versus a ‘reform agenda’ (re-statement of agreements achieved at Tokyo, other conferences) as gains tracked by National Priority Program: children inoculated, women counselled regarding legal rights, schoolbooks distributed, et cetera; the links between public financial management (planning, allocating, and accounting for Afghanistan’s operating budget and development/aid budget) and ‘reform agenda’ management (measuring indicators/gains as quantity/quality of government services delivered) with reporting on targets achieved consistent with national and international policy goals related to economic growth, social progress and political stability becomes the argument for renewed public trust over time; and consistent with the positioning statement,

Created concept for 30-minute weekly television program: Promises (made), Promises (kept) Counselled Deputy Ministers on media techniques related to current, high profile events (privatization of

New Kabul Bank) and likely sensitive issues (losses at 39 State Owned Enterprises) where the Ministry of Finance has fiduciary responsibility/exposure

Conducted training for communications staff (‘notional story development’: how to identify, pitch news stories)

Developed concept for a Trade, Tax, Treaty (T3) Conference to promote policies conducive to a positive investor climate for sponsorship by the new American University in Afghanistan – MBA Program

MANAGEMENT SYSTEMS INTERNATIONAL, JAKARTA, INDONESIA (April 2012)Communications Advisor and Strategist

For USAID’s Strengthening Integrity and Accountability Program 1 (SIAP 1) in support of Indonesian Supreme Audit Council (BPK), assessed BPK’s current communications practice as basis for a three-year public outreach program, with recommendations for actions, budget, measurement of impact of campaigns versus target audiences. ADAM SMITH INTERNATIONAL, KABUL, AFGHANISTAN (February 2011 – March 2012)Communications Advisor and Strategist

Advisor to Director General, Afghanistan Revenue Department (ARD), and Deputy Minister Counsel to ARD concerning response to continuing international contractors tax controversy Wrote, produced TIN confetti television commercial, the lead element in a Use your TIN campaign

supporting new Information Technology critical to crediting/tracking payments, assessing penalties as well as increasing rate of taxpayer compliance

Wrote, produced Sign Me Up! television commercial, lead element supporting a strategy to leverage Adam Smith International consultants’ expertise, inviting taxpayers to identify questions/concerns, schedule free appointments with independent tax professionals

Directed new initiative supporting weekly appearances of ARD key directors, all highly motivated by their on Shumshad TV’s morning talk show: highly regarded and ‘most watched,’ the 20 minute appearances explain ARD’s ongoing initiatives consistent with improved taxpayer compliance and service; trained eight directors in media techniques prior to their appearances; although editorial air time is earned (and therefore ‘free’), each appearance valued at USD$10,000

Q&A’s from Shumshad TV interviews edited for brevity, serve as basis for new radio program initiative and additional return on the investment of ARD time and effort

MANAGEMENT SYSTEMS INTERNATIONAL, JUBA, SOUTH SUDAN (January 2011)Video Producer & Writer

Wrote, directed, produced 15-minute video documentary for USAID covering the Southern Sudan Referendum

Selected diplomats, technical experts, international observers, to speak to their roles delivering a credible Referendum made doubtful after delays resulting from key appointment disputes had reduced a process allocated 42 months to four

Key interviews included: US ambassador, USAID mission director, key Sudanese officials (north and south), former US President Jimmy Carter, former UN Secretary General Kofi Annan

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As a follow-up, wrote illustrated magazine length, A profile of resolve sustains a referendum in the making for publication by USAID (28-page article, with more than 80 professional photos, in neutral prose style combines ‘readability’ of National Geographic and USA Today with substantive content typical of Foreign Affairs)

ADAM SMITH INTERNATIONAL, KABUL, AFGHANISTAN (September 2010 – December 2010)Communications Advisor and Strategist

Framed national opinion survey, developing research brief and draft questionnaire with focus as a basis for positioning and communications strategy to target taxpayer groups key to increased revenue collection, tax base expansion, taxpayer compliance, and taxpayer expectations related to quality of service delivery

Continued to roll out elements of program already in progress, including: creative, direction, copy for ARD television commercials; new graphic identity standards and package (logo) consistent with a professional image and ‘makeover;’ taxpayer focus groups to evaluate tax year’s collateral; introduction of a new, ARD unique website support, roll out of Large Taxpayer and Medium Taxpayer offices in key provinces outside Kabul

MANAGEMENT SYSTEMS INTERNATIONAL, JUBA, SOUTH SUDAN (August – September 2010)Communications Advisor and Media Trainer

Conducted review of media techniques for Deputy Mission Director, key USAID Mission staff, with a focus on the matter of Southern Sudan separation

Wrote positioning statements for USAID (generic, Referendum-specific), and Government of Southern Sudan

Individual sessions combined positioning key to message development with media techniques demonstrating how to gain, maintain control of interviews

Wrote point paper for Mission suggesting organization changes, re-allocation of resources, and ‘how to’ guidance for clearance, release as a practical steps to increase coverage of USAID programs

ADAM SMITH INTERNATIONAL, KABUL, AFGHANISTAN (January 2010 – July 2010)Communications Advisor and Strategist

Advisor to Director General, Afghanistan Revenue Department (ARD) and Deputy Minister, Ministry of Finance

Created, introduced, managed communications initiatives supporting increased revenue collections and expansion of taxpayer base

Proposed new business model, supporting initiatives to position ARD ‘semi-autonomous status’ and thereby able to recruit, retain talent independent of civil service limits for Deputy Minister delivery to President

Wrote, produced ‘compliance series’ television commercials: Our warning is no warning, ARD’s non waiting room to introduce a Linked-In large taxpayer group and blog as a two-way channel to reach its most important audience; and Traders, too to counter taxpayer group resistance to revocation of an exemption from payment of certain taxes

MILLENNIUM CHALLENGE CORPORATION (MCC), ULAANBAATAR, MONGOLIA (January 2010)Communications Advisor and Strategist

Short term assistance to re-launch MCC Compact following after a dispute based on treaty and ownership rights of joint assets (railroad) nearly cost Mongolia USD$188 million of a USD$285 million allocated for projects

Wrote Foreign Affairs-style, length by-line article for resident country director focused on MCC business model strengths, local decisionmaking as keys to ‘saving’ Compact with new projects approved in less than one-third the usual time

ADAM SMITH INTERNATIONAL, KABUL, AFGHANISTAN (September 2009 – December 2010)Communications Advisor and Strategist (See entry below, May 2009 – July 2009)

MILLENNIUM CHALLENGE CORPORATION (MCC), ULAANBAATAR, MONGOLIA (July 2009 September 2009)Communications Advisor and Strategist

Wrote Communications strategy in response to question, “How to sustain impact year-to-year?” during course of five-year Compact with three answers, unique to each Compact oversight, management, implementing organization, but consistent with a single positioning statement

- Corporate owned the oversight, ‘critical path’ message- Management owned ‘crossover message,’ namely, ‘Making life/lives better’

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- Implementation units, shared a common ‘campaign message,’ namely, ‘Live well’ tailored to their business purpose and audience: (e.g., health/education/ workplace safety) ‘Live smart. Live well.’

Addressed organization, functional weaknesses, constraints key to managing both an editorial stream of news stories and marketing communications to promote MCC delivery of benefits as a ‘proof of promise’

Introduced ‘sponsored channels’ (broadcast, print, web) to compensate for a media industry virtually controlled/compromised by political and business interests

Introduced Linked in groups unique to stakeholder sets each with its own ‘blog’ to create virtual, non-stop contact and feedback, soliciting support/comment by issue

ADAM SMITH INTERNATIONAL, KABUL, AFGHANISTAN (May 2009 – July 2009)Communications Advisor and Strategist

For DFID Development Project of the Year Award Winner (2009)

Advisor to Director General, Afghanistan Revenue Department (ARD) and Deputy Minister, Ministry of Finance

Leveraged need for editorial exposure for a new income tax law and rollout of Large Taxpayer Offices in key provinces as basis to re-build communications function as a ‘start over’

Defined as Revenue Department business objectives: 1) to create a “qualified tax professional accountable for service delivery consistent with personal business/ performance plan with measurable objectives”; and 2) to create a “least cost-to-service, compliant taxpayer who files and pays the correct tax on time and without mistakes.”

Introduced ‘service culture’ and ‘compliance culture’ aimed at producing a knowledgeable, professionally qualified tax professional and a knowledgeable, compliant taxpayer on either side of the tax transaction

Introduced a new business model supported by a coordinated effort with Human Resources and Training to support new professional standards, along with performance plans beginning with ‘taxpayer facing’ employees

Developed code of professional values/standards as basis for training, evaluation, and as a focus for an internal communications program to promote the ‘new tax professional’

Consistent with standard public relations practice (delegated authority to speak to an area of responsibility), developed policy to define complementary spokesman roles for Minister, Deputy Minister, and Director General and, thereby, improved issue management, opportunities for placement of positive stories, and responsiveness to negative stories

ADAM SMITH INTERNATIONAL, KABUL, AFGHANISTAN (March 2009 – April 2009)Communications Advisor and Strategist

Conclusion of project dating from October – December 2008 (See entry below).

CHEMONICS INTERNATIONAL, ULAANBAATAR, MONGOLIA (January 2009 – February 2009)Communications Advisor and Strategist

Developed communications strategy for the Ministry of Mineral Resources & Energy based introduction of a ‘virtuous circle’ linking ‘fairness’ related to deals done and ‘shared wealth’ as societal and individual benefits delivered, in turn, linked to policy and decisions as a basis to appeal for popular support, quid pro quo

Strategy aimed to strengthen ‘weak links’ in the ‘virtuous circle’ by 1) Defining ‘fairness’ in terms of a ‘scorecard’ of ‘deal making/breaking’ trade-offs related to

development of the Oyu Tolgoi gold-copper deposit, a project involving an initial $5 billion private investment

2) Strengthening/introducing public or privately supported structures and thereby to improve accountability/credibility (fiduciary, environmental protection, social /societal, more): a proposed public trust fund to manage proceeds from mineral sector projects; private financing of a research institute in applied mining sciences

3) Linking civic groups participation in responsible public debate to a ‘value added’ deliverable related to a core competency: ‘go fund a study, then make your points’

4) Delivering accurate, factual messages through independent, ‘sponsored channels’ – print, radio, television – supported by donor financing as an alternative to a weak news media (politically aligned, lacking professional standards)

ADAM SMITH INTERNATIONAL, KABUL, AFGHANISTAN (October 2008 – December 2008)Communications Advisor and Strategist

Developed communications strategy supporting the Capacity Development Secretariat’s efforts to recruit 300 highly skilled, experienced, Afghan professionals by marketing 1) an ideal set of job attributes

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attractive to line manager candidates to a user group and then 2) an ideal set of candidate attributes to a user group

‘Pull-push’ strategy sought: 1) to generate qualified leads 2) to ‘sell in’ line manager capability to a user group of ministries and other government organizations and 3) to gain acceptance at the working level based on professional skills, values, and standards of those contracted while anticipating known resistance and resentment, particularly of compensation

Conducted focus groups, developed research brief, in-depth opinion questionnaire for target audiences Developed ‘Professional Service Corps | Afghanistan’ as an ‘identity’ (‘brand’) based on positioning

focused on a new class of contracted line manager with responsibility and authority to effect reform Planned ‘launch’ program including creative development (concept, writing) for an international television

campaign, special event, ‘branding,’ and supporting collateral Identified, recruited for the position of Manager, Marketing & Client Relations to establish an ‘in house’

executive search function and to initiate a targeting direct e-mail recruitment campaign, and to manage a networking program based on the popular social business network, Linked In. Trained the new manager, other staff

‘Rationalized’ communications strategy with annual program and implementation of same by linking defined tasks to percentage of time allocated as justification for CDS marketing positions

ADAM SMITH INTERNATIONAL, ABUJA, NIGERIA (August 2008 – September 2008)Communications Advisor and Strategist

“NIAF’s assistance has been key in helping the Presidential Task Force on Power drive forward the power reform program.” His Excellency, Nigeria President Goodluck Jonathan

“Power has gone up by 85%...and 90% of people surveyed said they had noticed an improvement. This award is recognition of the role played by our program, implemented by Adam Smith International." Stephen O'Brien, MP, Parliamentary Under Secretary of State for International Development

For DFID Development Project of the Year Award Winner (2010) Developed, directed customer service satisfaction survey for Abuja Electricity Distribution Company, one

of 11 distribution subsidiaries of the Power Holding Company of Nigeria for the Nigeria Infrastructure Advisory Facility (NIAF), a project funded by the Department for International Development (DFID)

Conducted fact finding with senior executives, marketing and business unit managers, defined the purpose of the project: 1) to benchmark customer perception of its current level of service/performance, 2) to identify and prioritize areas of improvement, 3) to test customer response to new marketing initiatives which may be undertaken, 4) to identify trends consumer/customer attitudes and/or anti-social behavior in response to billing delinquencies and/or avoidance, and 5) to identify a ‘short list’ of potential investments which will yield maximum return on investment and/or costs saved

Wrote questionnaire, a research brief, tender documents to reflect the critical issue identified in framing the research, namely, that sampling methodology and quality controls would need to address a varied customer based ranging from affluent urban dwellers, to subsistence urban and rural dwellers, to ‘truant customers’ who illegally disconnect metering systems; and a customer dispersion among various grids which included billing offices and service zones

Managed selection process, directed field work, specified cross tabulations of data to meet objectives MANAGEMENT SYSTEMS INTERNATIONAL, TBILISI, GEORGIA (July – August 2008)Communications Advisor and Strategist

Multiple tasks for Academy for Educational Development’s (AED) Public Administration Reform (PAR) Program included: For Public Defender’s Office (PDO): Developed strategic communications program focused on prevention

of human rights abuse, with PDO re-positioned as a problem solver and guarantor rather than a ‘complaint registry,’ with supporting recommendations for editorial and advertising campaigns, re-structuring of communications function, introduction of crisis management planning, re-direction of Ombudsman initiatives with stronger emphasis on advocacy with principal decisionmakers (President, Parliament)

For Civil Registry Agency: Developed creative brief for production of a television documentary focused on Georgia’s most successful reform agency

For Ministry of Reintegration: Developed proposal for strategic communications in response to Ministry analysis of needs for Georgia’s principal conflict areas

For ‘cross ministerial initiative’: conducted workshop sessions to introduce agencies ranging from President’s press secretary to National Security Council, plus seven others, to concept of positioning as a first step to developing a strategic communications plan

PARTNERS FOR DEMOCRATIC CHANGE & CHEMONICS INTERNATIONAL, TIRANA, ALBANIA (June 2008)Communications Advisor and Strategist

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Developed strategic communications plan for Albania’s General Directorate of Taxation (GDT) based on two-pronged business objective: 1) reinvent both the ‘product’ and the ‘customer’ and 2) introduce a ‘compliance culture’; given that the ‘new GDT’ revenue collection goals ultimately would depend on the ‘least controlled’ of all GDT variables, the primary task of the communications program was to create a ‘low cost, compliant taxpayer’ who delivers an accurate filing, on time, with minimum cost in terms of GDT resources expended. Increasing numbers of compliant taxpayers would count as a measure of GDT efficiency and effective use of resources/ reduced cost

Created measures useful to assess results of taxpayer education campaign such that GDT could leverage effectiveness in seeking future appropriations, including: - Costs-to-collect, or cost-per-filing by tax category- Customer initiated interventions per filing- Costs per type of intervention (office visits, telephone response, website hits)- Number of repeat customer interventions- Number of repeat customer interventions, same subject- Number of interventions following form downloads- Number of interventions following form downloads, same taxpayer, same download- Time to respond to customer inquiries (calls, office visits, website Q&A)- Totals of e-filers, e-payers cross tabbed with current taxpayer education campaign as a function of cost-

to-convert; total population converted, remaining population- First time or ‘shadow filers’ propensity to become immediate e-filers, and/ or e-payers; or, whether

message(s) necessary to convert at the point-of-display (POD) collateral (literature) at the customer service windows

Conversely, by tracking these and other measures, GDT would be well positioned to tailor subsequent taxpayer messages and programs to focus on ‘weak areas’

Created, wrote three television commercials to underscore that taxpayers, by e-filing, can help themselves while avoiding ‘informality’ (code for corruption): 1) ‘informality witches’ loosely based on Shakespeare’s ‘Macbeth witches;’ 2) dark forces represented by ‘tax villains’ attending an informality workshop ponder ‘what to do now,’ resemble Blues Brothers characters; plus one more; all conclude with popular message, “Save time, avoid hassle, comply!” Commercial chosen by GDT elicits more than 60,000 form downloads in less than three weeks’ time indicative of new ‘e-filers’

ADAM SMITH INTERNATIONAL, ABUJA, NIGERIA (March 2008 – May 2008)Communications Advisor and Strategist

Conducted initial issue assessment for a strategic communications plan for Ministry of Communications & Information with a focus on reform of the power sector

Drafted points for President’s ‘first year in office’ anniversary speech Began initial fact finding to direct customer satisfaction survey for power distribution company marketing

communications.

ARD, INC, RAMALLAH, OCCUPIED PALESTINIAN TERRITORY (November 2007 – February 2008)Communications Advisor and Strategist

Developed strategic communications plan for the Palestinian Authority’s (PA) Ministry of Information supporting Prime Minister and President. Highlights include recommendations for:

Positioning the PA as ‘effective leaders right for the times’ based on strengths and track record and worthy of Palestinian, moderate Israeli, and international support (vs. Hamas)

Strategy Group to review policy and options vs. negotiation issues Issues Group to track, anticipate coverage of issues looking back, ahead one week Account executive system to create then manage the PA’s ‘single page’ regarding policy/strategy options,

actions and supporting messages for negotiation issues e.g., status of Jerusalem, ‘right of return,’ final border, security, etc.

‘First things first’ set of recommendations focused primarily on quick successes important to popular support and progress since the PA assumed its leadership role: an ‘in house reporter’ to identify ‘quality of life’ and ‘security’ stories to be pitched series to a network of independent television stations agreeing to broadcast Making Life Better: a program focused on infrastructure and social programs already effecting change ‘on the ground’ due to PA efforts

Proposed international campaign recommendations: Have I no rights? to deal with the ‘right of return’ issue; and I only want to live which profiles individuals and families and the impact on daily life of the occupation

Wrote sample byline op-ed using upcoming ‘broker visit’ (US Secretary of State) to illustrate how the PA can/could control an agenda, shape debate, set expectations, ‘borrow power’ while reinforcing positioning (moderate ‘effective leaders’ capable of a solution)

ADAM SMITH INTERNATIONAL, DUSHANBE, TAJIKISTAN (August 2007; October – November

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2007)Team Leader

Served as advisor to the chairman of the State Committee for Investment & Privatization implementing communications strategy to support foreign direct investment as well as establishing a ‘one stop shop’ for an ‘investment agency’ in the early stages of formation and development

Developed positioning/ presentation based on ‘early entrant’ investors, leveraging their case histories as a statement of confidence in an economy recovering from civil war as basis for promoting three principal sectors of economy

CHEMONICS INTERNATIONAL, TIRANA, ALBANIA (June-August 2007; September 2007)Communications Consultant

Developed communications strategy for Millennium Challenge Albania Threshold Agreement project’s ‘e government’ initiative including: a national business registry, new tax filing/ compliance procedures, and new public procurement procedures. The linked IT systems differentiate between compliant and non-compliant companies and provide inducements such as bidding on public procurement and time saving (47 days to establish a new business reduced to less than one) to comply

Capsule/headline: “Albania delivers ‘e-You’ benefits ahead of EU membership.” Wrote campaign supplement which served as basis for second year of program

Wrote selection criteria used as basis for selection of advertising agency, positioning used for TV commercial introducing the Albanian National Registration Center and its ‘one stop shop’

DEVELOPMENT & TRAINING SERVICES, INC, AMMAN, JORDAN (April 2007) Communications Consultant

Provided short term, targeted support for Jordan Customs in two phases, consisting of 1) framing research brief for national opinion survey and structured interviews for three special audiences (internal, border organizations, import/export trading community) to be followed by 2) development of a strategic communications plan

Conducted SWOT exercises for each of the specialized audiences, developed comprehensive brief based on review of Jordan Customs business plan, established goals, objectives for an ‘internal product,’ namely, a new caliber of Customs officer defined by training, professional and performance standards; and an ‘external product,’ namely border security, trade facilitation, risk management

Developed in-depth research brief: indicators focus on two sets of performance indicators as identified: a ‘Customs control’ set (e.g., management procedures, IT); and a ‘non-Customs control’ set (trade regime, delays as a function of external policies)

ADAM SMITH INTERNATIONAL, ABUJA, NIGERIA (November 2005; January 2006 – May 2007) Communications Strategist/Special Advisor to Director General

Broad-based support for Bureau of Public Enterprises privatization program Focus primarily on writing assignments/advisory for director general, ad hoc counsel prior to media major

interviews (Nigeria editorial boards, BBC-UK), internal marketing procedures, and developing external investors kit (marketing/sell sheets for state-owned enterprises scheduled for divestiture, including current financials, sector analysis, regulatory changes)

Continuing basis: draft strategy, key messages in response to controversial ‘flagship’ transactions in midst of politically-charge atmosphere and frequent allegations of presidential manipulation ahead of election in 2007

Key messages, statements, presentations, manage controversy, focus on value as means of maintaining public-, media support, as well as legislators support in National Assembly

Developed arguments to leverage key benefits later as basis to support process now: ports and rail privatization lead to lifting 9.2 million above poverty line in 10 years

Lead advisor in Bureau’s weekly ‘issues meeting’ proven effective as ‘mechanism’ to promote positive messages, identify potential negative issues, respond to same

Created concept for Face of Change TV documentaries based on the ‘before/after’ impact of privatization program literally some instances transforming in daily life in some communities so as to sustain public support for program as Nigeria approached remaining controversial major transactions (Power)

ADAM SMITH INTERNATIONAL, KABUL, AFGHANISTAN (December 2005)Communications Strategist and Consultant

Conducted communications assessment for Ministry of Commerce supporting series of new trade, economic growth policies

Immediate strategy focused on border/trade issues not addressed by ministry, continuing news media and stakeholder concerns about effectiveness of Ministry

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Proposed a Business Advocate and a Consumer Advocate as ombudsmen to address respective stakeholder issues, and spokespersons to promote same initiatives to media

EMERGING MARKETS GROUP, LTD, SOFIA, BULGARIA (October – November 2005)Communications Strategist

For USAID’s Financial Integrity Support Project (FSIP), conducted seminars/workshops/exercises to introduce high ranking officials Financial Supervision Commission and selected directors of communications from financial institutions to standard communications strategy, planning, positioning, issues/crisis management; designed crisis management exercises with provision for independent technical expert to authenticate details of ‘crisis’ representative of Bulgaria’s current situation as well as accuracy of responses; conducted media training for high ranking officials including one-on-one sessions, on-camera mock interviews, post-interview critique

ADAM SMITH INTERNATIONAL, SOFIA, BULGARIA (May 2005 - October 2005)Communications Strategist

Wrote inception report supporting introduction of new National Revenue Agency, in part, as Bulgaria's response 1) to IMF, EU objectives to improve revenue collections and 2) improved services to taxpayers as a product of ongoing reforms

Identified issues, proposed internal 'mechanisms' (procedures, products) to improve Public Relations Department access to timely, accurate information essential to promote the National Revenue Agency as a 'work in progress’

Tested issue assumptions, campaign ideas, messages, directed quantitative research Based on the 'work in progress,' idea and opinion data from national survey, created eight campaign

options, wrote all copy for ads to launch new agency linking NRA actions with benefits to taxpayer public(s) as profiled in research

CHECCHI AND COMPANY, LTD, SOFIA, BULGARIA (January 2005 – May 2005)Communications Advisor and Strategist

For East-West Management Institute's Judicial Strengthening Program (JSI), wrote comprehensive strategy and positioning supporting JSI's three initiatives: court management, judicial training, and national issues/legislation

District court highlight: successful, highly publicized launch of a district court "one stop shop" serves as basis for focus on changes occurring nationally at 21 partner courts, part of the JSI "Courts in Partnership" program

OVERSEAS STRATEGIC CONSULTING, LTD, SOFIA, BULGARIA (November 2004 – December 2004)Communications Advisor and Strategist

For BearingPoint's Commercial Law Reform Program (CLRP), developed an advocacy-communications strategy to effect passage of a law on enforcement of judgments Passage viewed as a critical program test in advance of parliamentary elections scheduled for June 2005

Advocacy and supporting communications derived from a positioning statement, supported by merit/fact that the proposed legislation, as amended, would provide Bulgaria not only with an EU compatible framework for enforcement of judgments, but an "optimum solution" based on EU best practices

Developed framework for an economic impact analysis undertaken by a Bulgarian PhD economist thereafter used as proof to support/promote/defend proposed legislation based on economic benefits (‘offense’) versus opponents favoring modified version of an existing, costly, state-controlled, failed system

Strategy provided both a conceptual framework (why) and practical steps (what, when) to address key technical and political issues as identified

Actions linked with likely "wins" identified for those in positions to influence the legislative process. Primary focus: key parliamentarian and his allies controlling ruling coalition factions, determining a political "win" for each

Result: Parliament enacted the legislation in a special session called in May 2005, the one bill of 53 pending to pass.

MENDEZ-ENGLAND ASSOCIATES, PODGORICA, MONTENEGRO (June – July 2004, November 2004, May 2005)Communications Advisor and Strategist

Developed communications strategy beginning with national opinion research, supporting judicial reform program

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Conducted in-depth, structured interviews with court presidents, prosecutors and defense attorneys, litigants, news media

Wrote questionnaire, then directed research firm's national opinion survey to establish a baseline for “trust,” identify issues

Directed supplemental research conducted to establish detailed "public knowledge" and "customer service" baselines at two pilot courts implementing managerial, procedural reforms and related IT support

Developed simple, but effective approach to signage and literature as guides for "first time" visitors Wrote "sell in" presentation to engage active support of senior judicial officials offering research quantified

reasons to undertake reforms along with supporting strategy and actions responding to question "how" to build trust

BEARINGPOINT, NAIROBI, KENYA, AND LUSAKA, ZAMBIA (June 2004; September – October 2004)Communications Advisor and Strategist

Primary task, June 2004: wrote comprehensive two-prong communications strategy 1) linking five-nation East & Central Africa Trade Hub initiatives with results/benefits including job growth, reduced costs and improved availability of consumer goods, and, 2) support for managerial problem-solving at the point of contact (a proposed “H” campaign motivated response from target audiences critical to Hub business goals: ‘harmonization’ as a function benefits to individual, e.g., “yellow card” driver’s licenses alleviates wait times at borders

Secondary task, September-October 2004: development of presentation explaining/ supporting Trade Hub initiatives to executive and professional staff at counterpart /stakeholder organizations: Common Market for East and Southern Africa (COMESA) and Transit Transport Coordinating Authority (TTCA).

THE SERVICES GROUP, AMMAN, JORDAN (February 2004 – March 2004)Communications Advisor and Strategist

Three week project to develop communications strategy and recommendations for Jordan National Customs, including among these, as highlights/most significant: 1) Content management/development: introduced a top down, bottom up approach to manage issues,

actions, and key messages for all directorates, and related to same,2) Wrote “mandate” conferring authority for new Directorate of Communications to assure, require timely

response (24 hours) from all within organization to meet information requirements ‘news deadline’ by linking this to annual performance reviews ‘signed off’ by Communications Director

3) Addressed chronic problem of public trust with a proposed professional certification program creating a ‘new customs officer’, with specific steps to develop, implement and promote new standards of performance both internally (HR) and externally

MANAGEMENT SYSTEMS INTERNATIONAL, SOFIA, BULGARIA (September 2003 – September 2004)Communications Advisor and Strategist

Marketing communications strategist to the chairman of the Bulgaria Foreign Investment Agency Supported foreign direct investment initiatives:

1) Wrote marketing communications strategy targeting by industry sector, by individual investor groups consistent with national priorities for economic growth

2) Introduced an account executive structure, identifying and assisting with recruitment specialists with industry expertise consistent with marketing plan, able to execute same

3) Introduced account executives to lead qualification and initially managed follow-up Developed of ‘branding’ and positioning for Bulgaria as a destination for investment carefully avoiding

‘low cost’ as a primary selling point but linking cost advantages talent base and upcoming EU accession; consistent with positioning

Wrote, supervised creative approach (art) for comprehensive, 40-page Invest Bulgaria 2004 annual report style piece targeting strategic investors, offering review of Bulgaria’s ‘investment climate’ packaged as an elegant but practical ‘showpiece’ including quotes written for Minister of Economy, offering answers anticipating investor questions on virtually every factor in an ‘early decision’ to assess location further: capital markets, credit ratings, relevant investment law(s), licensing, more); similarly,

Wrote, supervised creative approach (art) for production of definitive 40-page Invest Bulgaria 2005 annual report style piece, this time with a focus on Information Communications Technology, based on a unique position developed to differentiate Bulgaria as a prime location for ICT investment both in Eastern Europe and larger competitive markets: piece defined Bulgaria’s niche (existing talent base and an industry accepted competitive advantage for ‘high end’ cost effective, development) while promoting a business

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case for ICT investment, offering Bulgaria’s proven resources in response to known, universal ICT concerns, namely, time-to-market, on demand support, seamless research

Both pieces distributed by Foreign Investment Agency, Bulgaria’s commercial attachés, others.

OVERSEAS STRATEGIC CONSULTING, LTD, KABUL, AFGHANISTAN (March 2003 – September 2003)Communications Advisor and Strategist

Deployed as a key resident advisor on BearingPoint team assembled to address broad range of economic recovery issues and actions to assist six ministries, including the central bank. Served as de facto press secretary to Dr. Ashraf Ghani, Minister of Finance, assisting with other

assignments: wrote Dr. Ghani’s presentation to IMF. Principal issue: dealt with provincial revenue collections and related issues as day-to-day focus

Created “from zero” an office of public affairs for the Ministry of Finance with written standards and procedures

Developed communications strategy beginning with SWOT analysis across ministries to achieve ‘buy in’ leading to a common positioning statement and supporting key messages

Wrote op-ed piece for governor of central bank to underscore need for continuing support (as world attention shifted toward Iraq) for a “bank with no numbers, bank with no phones”

Created “How do I start a new life?” segment to support women’s entrepreneurship, the number one priority of the Minister of Commerce

Wrote annual report, including minister’s byline assessment, “vision” for Ministry of Communications Developed strategy, presentation to support Human Resources advisor preparing to deal with staff

reductions at central bank Working through the Presidential Spokesperson, and within a period of one week, developed concept/wrote

outlines/draft narrative for 1) UN address on economic reform and security, plus draft speeches on 2) terrorism, 3) security/ sovereignty, 4) “civilized relationships” for president of Afghanistan

JE AUSTIN ASSOCIATES INC., COLOMBO, SRI LANKA (July 2002 – August 2002, September 2002 – March 2003)Communications Advisor and Strategist

Advisor to the Minister of Economic Reform, Science & Technology. Highlight: keynote speech for international forum dealing with links between economic reform, peace initiative, regional security and trade relationships, evolution of new roles between regional states themselves and with the superpower (US)

Other speeches include parliamentary introduction of new regulatory legislation, leading to passage of controversial act after first reading (highly unusual), speech carried as full page article in all major dailies

Advisor to both prime minister and chairman of People’s Bank privatization and related advertising campaign

Developed strategic communications program, positioning, other creative elements supporting prime minister’s Regaining Sri Lanka economic reform initiative. Created concepts for people’s drama, We are Pilgrims, and a television documentary, Step by Step to support positioning and necessary iterative process leading to awareness and understanding of support for reforms as a “package,” and with focus on the difficult problem of time lag between policy and benefits.

BEARINGPOINT, JAKARTA, INDONESIA (August 2002 – September 2002)Communications Advisor and Strategist

Advisor to Ministry of State Owned Enterprises Developed communications strategy, positioning, key messages supporting privatization program stalled in

political deadlock, perpetuated by advocates of state-ownership of companies, supported by a political apparatus

‘Begin small’ recommendations accepted by ministry included changes to business strategy, a focus on a modest, small company “pilot program” so as to avoid direct confrontation with entrenched interests

Developed separate lobbying strategy, drafted presidential endorsement to serve as a “trump card” to override deadlock and force action in parliament to pass legislation to provide necessary authority for ministry

Developed communications strategy related to introduction of national bank deposit insurance scheme

MANAGEMENT SYSTEMS INTERNATIONAL, SOFIA, BULGARIA (February 2002 – June 2003; January – February 2003)Communications Advisor and Strategist

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Short term engagements to provide training to Ministry of Information and selected other ministries supporting a policy reform and advocacy project sponsored by USAID

Created seminars to address a common problem -- a new government inheriting decades of underperforming promises and resulting lost credibility

Introduced ministry press secretaries to strategic communications, positioning, crisis communications, Strengths/ Weaknesses/Opportunities/Threats (SWOT) analysis applied to public education campaigns, and credibility and public support as a function of merit-based arguments

Addressed issues related to “selling a necessary negative,” a primary interest of the Ministry of Information, the importance of substance over “spin.” Then conducted series of “one-on-one” counseling sessions with balance of ministries to apply positioning principles, include as a daily feature to coordinate key message management supporting policy and actions. The process builds a uniform position for the government, ministry by ministry, as well as increased, professional capability within each

Developed “Loan Day” promotion to pair banks and with small business owners prepared for loan application process through education program offered by Agency for Small & Medium Enterprises and its national network of business centers

THE PRAGMA CORPORATION, ALMATY, KAZAKHSTAN (December 2001; March 2002)Communications Advisor and Strategist

Engaged short term to develop a communications plan supporting the USAID’s Financial Protection Initiative Project for a five-nation region in Central Asia

FINANCIAL MARKETS INTERNATIONAL, RAMALLAH, OCCUPIED PALESTINIAN TERRITORY (September 2001 – December 2001)Communications Advisor and Strategist

Palestine Investment & Promotion Agency credits "communications model" as sales tool leading to signed commitment for $500M fund from an Italian bank for Small to Medium Enterprises

Developed strategy, communications plans to identify, promote solutions to initial set of initiatives promoting economic growth, including a communications strategy to promote internal acceptance and then promotion of a Middle East trade zone proposal as recently announced by the US president

Other efforts focused on full disclosure initiatives for companies listed on the Palestine Securities Exchange, resolution of land registration problems which currently restrict mortgage activity, and in turn, act as constraints against housing development and job growth

CHECCHI AND COMPANY CONSULTING, BISHKEK, KYRGYZSTAN (June 2001 – August 2001)Communications Advisor and Strategist

Developed communications strategy based on national network of, identity for “certified experts” created as the focus of a national media campaign to introduce agricultural land reform law governing land tenure, ownership, and transactions. By taking “experts to the questions,” strategy/program 1) Assured message accuracy and access to national audience as it solves for physical constraints of

minimal penetration of mass media in primary target districts and message complexity and legal ambiguity not easily address in simple commercials

2) Specified a four month campaign and 120 experts averaging two village meetings/ visits per day, or 600,000 impressions/opportunities for interaction at time of target audience choosing

3) Arranged for training of the ‘certified experts’ leveraging an existing program’s regional representatives already in place as a shared resource, allowing that program to ‘add value’

Wrote, produced five television commercials, supplemented by radio, to promote the ‘certified experts’ as authentic, trusted sources for ‘land related questions’

Planned event coinciding with passage of legislation as the day the “people got their land back”

INTERNATIONAL BUSINESS & TECHNICAL CONSULTANTS, INC., ABUJA, NIGERIA (October 2000-May 2001)Communications Advisor and Strategist

Developed, managed program to identify privatization, capital market, regulatory and other related issues, strategy to address same through Bureau of Public Enterprises executives and staff

Communications strategy linked 1) policy and 2) public awareness components, 3) supporting simple positioning statement(s) which answer “What’s best for Nigeria/Nigerians?” Answers derive from the macro- and microeconomic benefits to the country, individual companies, consumers/ workers

Initial emphasis: shaping internal and public debate and consensus based on development of set of “key messages” supporting strategy, addressing issues, by target audience

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Supported positioning, strategy, promoted key messages with a weekly column written for, published in Post Express under byline of “Ted Bekewai”

Wrote, managed active rebuttal/responses for director general to critics targeting director general personally or policy, exposing motive (special interests) or correcting the record (citing facts)

OVERSEAS STRATEGIC CONSULTING, LTD, BANJA LUKA, REPUBLIC OF SRPSKA, BOSNIA-HERZEGOVINA (August 2000 – September 2000)Project Director

Directed 15- person team responsible for final phase, transition of national campaign to promote registration, establish voucher accounts, and investing options as part of state divestiture of assets

Managed content, problem-solution essential to development of key messages leading to campaign consisting of television, radio programs, PSAs, and print, plus regional distribution and seminar effort to reach audience including displaced persons and refugees in neighboring countries

Managed final phase focus: introduction of concept of mutual fund as a basis for investing vouchers, with a goal of 40% participation

BEARINGPOINT, ULAAN BAATAR, MONGOLIA (September 1998 – July 2000)Advisor, Public & Investor Communications

Directed public and investor support for Mongolia Privatization Program Served as top level strategist regarding program and related public issues to US ambassador, chairman of

Mongolia’s State Property Committee, and country’s prime minister Program highlights: key messages derived from positioning statement, “What’s best for Mongolia?”:

supporting logic 1) leads debate away from emotion and politics 2) toward consensus and 3) definition of a Mongolian model and 4) serves as a criterion to dismiss self-serving arguments which either lack substance or technical merit. Primary target audience initially opinion leaders. Wrote/directed baseline national public opinion survey, mid program, and final survey

Identified parliamentary constraints, developed strategy, supporting “vision statement” and speech outlining economic reforms used by prime minister for opening of spring, 2000 parliament session

Created, directed national public awareness campaign including production of weekly television, radio (three programs weekly), weekly newspaper column equivalent to two pages in Washington Post, other components including two series of TV commercials, national student debate, essay contests, special events, sponsorship of newly established NGO as a focal point for reform agenda, including privatization

Final opinion survey documents major gains in understanding, awareness, support

GAVIN ANDERSON & COMPANY/THE PBN COMPANY, KIEV, UKRAINE (March 1998 – September 1998)Project Director

Managed $8M Ukraine Market Reform Education Program, effectively combining a 40-staff news organization, advertising/public relations firm, and opinion research firm supporting public understanding/awareness of economic reforms

Weekly output included a 30 minute television public affairs program (‘flagship’), radio, weekly news conference focused on economic news

Introduced a “what issues first/why” focus to revitalize program content and to establish a priority for policy makers, serving as liaison working closely with Harvard Institute for International Development (for economic input) and other “think tanks” (for policy)

Took lead role to create/introduce new campaign based on a problem/solution /benchmark/timing profile of issues. An apolitical campaign stressed technical merit of proposed reforms and a priority, using simple messages and a “no package, no progress” logic to defend against special interests responsible for slowing serious reform

INTERNATIONAL BUSINESS & TECHNICAL CONSULTANTS, INC, TBILISI, GEORGIA (October 1997 – February 1998) Communications Advisor and Strategist

Key strategist and spokesperson for Poti Port Privatization Developed key messages which served as a platform for public policy development and consensus for

working group composed of several ministries, cabinet, primary economic advisor to President Consensus plan targeted key members of Parliament, national media, local media, and grass roots campaign

in conjunction with non-governmental organizations Within one week of arrival, produced a “shopping list” of capital expenditures necessary to sustain port

which became the “price of survival”

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BURSON-MARSTELLER, DAR ES SALAAM, TANZANIA (February 1997 – July 1997)Project Manager Key strategist for public education project supporting World Bank financed privatization of the National

Bank of Commerce (NBC) Advisor to Minister of Finance, Governor of Bank of Tanzania, NBC Managing Director. Developed key

messages which served as a focal point for consensus between two rival factions Recommendations to decisionmakers served as a reality check on policy: for example, including labor as

an equal participant in policymaker group deciding structure of privatized bank.

OVERSEAS STRATEGIC CONSULTING, LTD., BISHKEK, KYRGYZSTAN (November 1995 –January 1997)Team Leader

Managed 65-member team, $4.5 million ‘business’ composed of television production, capital markets, design/graphics units, plus six regional offices Developed strategy, created, directed, implemented television and other news media programs supporting mass privatization and economic reform. Viewed as textbook success by USAID.

Highlights:

Developed strategies and programs to address credibility and transparency issues related to mass privatization program. Public acceptance, support increased from 10 percent to 70 percent as documented by survey data and coupon redemption

Created, developed, produced three television programs: a weekly call-in program to establish an information channel between decisionmakers and the public; a weekly business news and analysis talk show to provide a forum for discussion; and a self-help program designed to translate economic reforms into practical information for do-it-yourself entrepreneurs and business managers. The call-in program, Call In Thursday scored 85 percent an awareness and approval rating within six months of launch. The program continues today on a weekly basis. Television commercials provided a modest supplement to this program to support specific events such as coupon auctions.

Established one-on-one, solid working relationship first vice prime minister third ranking political official and other key ministers

Directed programs to support launch of capital markets institutions, including Kyrgyz Stock Exchange, State Securities Agency (similar to US Securities & Exchange Commission), and broker/dealer industry

REFERENCES – FURNISHED UPON REQUEST

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