Hello I’m…

Nick Pagazani

Entrepreneur and Guru of Many Things

Business Development & Strategy Professional

The Basics

About Me

About Me

Name:

Nicholas D. Pagazani

Email:

npagazani@gmail.com

Date Of Birth:

1972

Current Address:

Panama City, Panama

Nationality:

Canada, Trinidad & Tobago

I have more than 20 years of professional experience in a broad range of industries from Oil & Gas, to Power, to Industrial Automation, to Automotive. In all cases, the most common theme that stands out; Technical Sales, and Business Development & Strategy. In every position held I was client facing, holding my own in a technical capacity while scoping new opportunities to improve revenue growth and maximize profits. With a hands-on management style, I have had the opportunity to mentor and lead many talented individuals, empowering them to take on new challenges while helping to ensure their success.

Outside of the office, I am still very connected to my education as a Mechanical Engineer, forever tinkering in product design and development, capturing my inner entrepreneur self by always looking for a better way to things.

Click on the image below to see a cool infographic summarizing my life story to date. Hopefully it gives you a better picture of who I am and how I got here.

What I'm great at

Core Strengths

Core Strengths

Business Development

A career of business development roles, building and maintaining relationships, and seeking out new revenue opportunities.

Proposal Management

I've been leading and writing proposals my entire career, including several multi-million dollar pursuits.

Leadership and Mentoring

More than 15 Years of leading direct reports, mentoring, coaching, and leading project teams.

Energy and Industrial

Exposure to a wide range of industries including Oil & Gas, Petrochemical, Coal, Nuclear, Industrial, Automotive

My Work Experience

Resume

Resume

Professional Experience :

Drakken Consultancy DMCC

Nov. 2016 to Jul. 2017

Global Business Development Manager

Responsibilities

Generate new business through new and existing clients to meet sales revenue forecast and develop and maintain new and existing client relationships. Manage/lead technical sales professionals, set metrics and KPI’s, and measure performance. Develop, implement and manage sales reporting process and tracking. Enable new business in frontier locations through set up of new entities, agency agreements, JV’s etc. Develop and maintain suitable marketing material to support sales efforts.

Accomplishments

  • Quickly set-up and implemented Business Development and Marketing file structure in document management system
  • Developed from scratch and implemented a weekly sales reporting process with weekly meetings
  • Developed and implemented a risk based proposal evaluation/decision matrix to help management make informed and consistent decisions on which projects to pursue or bid
  • All new processes and systems supported Drakken’s paperless office mandate
  • Successfully signed local agency agreement for performing services in the UAE, initiated agreements with local providers for labour and visa services for company personnel
  • Currently exploring suitable options for setting up a permanent entity in the UAE, Kuwait, Saudi Arabia, and Qatar

Penspen

Jun 2016 to Nov. 2016

Manager of Proposals

Responsibilities

Manage the development of all regional pursuits, taking hand-over from business development managers to delivery of final submission, follow-up, and support in contract negotiation. Coordinate with internal discipline leads, project management, and overseas offices to ensure a compliant and convincing proposal.

Accomplishments

  • Directed cross-functional teams in preparing qualifications, technical responses, and cost estimates in response to Requests for Proposal clients. Evaluate proposal content requirements and managed deliverables
  • Utilized formal processes for preparing bids and proposals, to ensure all deliverables were compliant to bidding specifications, completed in a timely manner, and reviewed for proper management approval
  • Assessed profitability of adjusting portfolio of clients by capitalizing on industry margins, assessing company effectiveness in each sector
  • Refined methodology for identification and dissemination of task order opportunities to internal and external stakeholders
  • Instrumental in business revenue generation, market expansion via new contract-winning proposal development

WorleyParsons Abu Dhabi

Jun. 2012 to May 2016

Manager, Business Development & Strategy

Responsibilities

Develop existing and new client relationships and business strategy while managing the overall pursuit process for energy related pursuits in the UAE, Iraq, Egypt, Qatar and Libya, including the supervision of Business Development Managers, the proposal department in the UAE and Qatar (Abu Dhabi, Dubai and Doha), ensure compliance with internal procedures for pursuit and proposal development, while maintaining location sales and marketing budget. As part of the senior leadership team, interface with the Location Director, Business Unit General Managers, Finance, Integrity and Assurance, and the Project Delivery Group to help ensure the successful day to day operations of the location business activities.

Accomplishments

  • Lead and supported several successful pursuits in excess of $30M USD each, including the IPMT for BGC Gas Rehabilitation Project in Iraq ($100M+ USD), the Lukoil Yamama FEED for Iraq ($39M USD), the ZADCO Facilities Capacity Enhancement PMC ($40M USD), and many others
  • Successfully lead and managed a group of more than 10 people including Business Development Managers and the entire proposal group
  • Managed the migration of an outdated opportunity tracking system to the new WorleyParsons global system based on Microsoft’s CRM platform
  • Supported the successful implementation of the consulting business unit by leading the Business Development effort through engagement with key ADNOC group representatives at the VP and SVP levels
  • Successfully developed and launched WorleyParsons’ inaugural entry into ADIPEC in 2014, coordinating booth design, imagery and graphics, and marketing material

WorleyParsons Canada

Nov. 2007 to June 2012

Manager of Proposals

Responsibilities

Manage the development of all Power (Nuclear and Conventional), Oil & Gas, and Petrochemical pursuits, taking hand-over from business development managers to delivery of final submission, follow-up, and contract negotiation. Interface with client project managers and contracting staff to develop proposal and execution strategies in-line with client pain points and other undefined requirements. Coordinate with internal discipline leads, project management, and various global WorleyParsons offices to ensure a compliant and convincing proposal to help develop and secure new business for the Eastern Canada region. Organize and interface with Business Unit General Managers and senior management for reviews and approvals, proposal management, and quarterly business development reports.

Accomplishments

  • Modified existing proposal log to create a more efficient method of initiating a proposal and the subsequent follow-up process. This reduced the time required for administration of proposals by half
  • Reduced the development of monthly and quarterly reports from nine hours to less than two hours
  • Worked closely with the Business Development Managers to secure eight new projects in less than eight weeks, helping to maintain overall chargeability for the Markham Office
  • Developed strategic relationships with department heads to help garner support for the development of proposals
  • Led several pursuits each with contract values in excess of $50 Million dollars
  • Co-developed a visual Go-Get excel based reporting system to help business development managers focus on important pursuits, maximizing their client facing time

Howard Marten Company Ltd

Jun. 2000 to Nov. 2007

Team Leader – Oil & Gas, Project Engineer

Responsibilities

Develop new and maintain existing client relationships with major equipment OEM’s (GE Oil & Gas, Siemens, Flowserve, etc.), consulting engineering firms (Fluor, Bechtel, SNC, etc.), and end users or operators (Shell, ExxonMobil, etc.). Develop technical and commercial proposals for oil lubrication system packages and other auxiliary equipment for rotating machinery for the Oil & Gas sector. Lead a team of engineers and designers in successful completion of ongoing projects and develop and sustain a solid market advantage in the Oil & Gas and Petrochemical sector.

Accomplishments

  • As Team Leader, completely overhauled the design-to-manufacturing philosophy and process for custom API 614 lubrication systems resulting in an approx. 60% decrease in “on-the-floor” time required (5 weeks to 2 weeks), approx. 80% reduction in supplier rework, and approx. 40% reduction in total man-hours required for fabrication and assembly
  • As Team Leader, secured $3.3 million US dollars worth of contracts and named sole supplier for lube oil systems for the Shell Canada Scotford Upgrader Expansion 1 Project located close to Edmonton, Alberta
  • Successfully leading a team of Project and Design Engineers to design and build systems for the Petro-Chemical and Oil & Gas industry to API and ASME specifications for projects totaling over $8 million US dollars at any given time
  • As Project Engineer, successfully managed 22 projects with a total value of $2.6 million US dollars, approximately 75 individual lube oil systems with a maximum single project value of $0.75 million US dollars over a 2-year period
  • As Team Leader and Project Engineer, successfully prepared over 600 technical and commercial proposals worth a total potential value of over 95 million US dollars
  • Single handedly upgraded old excel based quote log to a multi-table based MS Access database that streamlined all report runs from over 12 hours per week to less than 20 minutes
  • Developed an advanced method of creating proposals for small lube oil systems that standardized on design layout, and on the components used. This allowed a reduction in parts stocked, an increase in purchasing power, and reduced engineering time per project

Jet Composites Inc

Mar. 2000 to Jun. 2000

Corporate Process Engineer

Responsibilities

Design and implement a custom data acquisition system for the Ajax Ontario plant to collect parameters related to machine and production data for use in statistical analysis for continuous improvement objectives.

Accomplishments

  • Successfully designed a control structure to use existing production line PLC’s while providing communication to a new central PLC dedicated to Data Acquisition
  • Successfully coordinated with outside electrical contractors for all hardware installation

Progressive Moulded Products

Mar. 1999 to Feb. 2000

Project Engineer

Responsibilities

Provide project management and engineering expertise for specific automotive plastic interior components for various vehicle platforms from concept to production.

Accomplishments

  • Successfully managed instrument cluster programs for both the 2002 Lincoln Navigator and 2002 Dodge Neon vehicle platforms including the development of all injection molds, test fixtures, and end-of-arm tooling for both programs
  • Provided full capacity planning, process and floor layouts, and maintained engineering budget for both programs
  • Ensured full compliance with QS9000 standards including developing and maintaining all APQP documents, FMEA’s, DVP&R’s, Control Plans, PPAP’s, and Work Guidances

Bosch-Rexroth Canada

Oct. 1996 to Feb. 1999, Sep. 2004 to Aug. 2005

Project / Product Support Engineer, Technical Sales Consultant

Responsibilities

Client-facing, independent sales responsibility for establishing new and maintaining existing client accounts in order to meet company sales targets. Provide technical expertise for hydraulic systems and components to customers in specified territory. In previous role, Provide project management and engineering expertise for hydraulic system orders as well as provide countrywide technical support for all industrial hydraulic pump and motor product lines. Support and regularly accompany non-technical Sales Consultants on client visits as required.

Accomplishments

  • Successfully managed to increase sales four-fold over previous years with certain existing customers
  • Managed to add several new customers in my territory, developing very strong relationships with a some
  • As a result of these successes in such a short period, my sales target for 2005 was doubled
  • As Project Engineer, successfully and simultaneously managed several projects worth over 5 million dollars while at the same time preparing and submitting proposals for many other potential orders
  • As Product Support Engineer, successfully provided detailed technical support on a daily basis to customers across Canada for all industrial hydraulic pumps and motors, including consulting with factories in the US and Germany for specialized applications
My Training and Education

Education

Education

University :

University of Western Ontario

London Ontario, 1992 to 1996

Bachelor of Engineering Science, Mechanical Engineering

Focus on Mechatronics with emphasis in PLC programming and automation of mechanical systems. Major emphasis on micro-controller programming and PID loop control, as well as a major project for a local gas utility performing a finite element analysis study on the severity of pipeline damage of non-reinforced vs reinforced take-offs. Other areas of studies include thermodynamics, fluid dynamics, aerodynamics, computer-aided engineering, kinematics and dynamics of mechanical design.

Other Formal Training :

WorleyParsons

April 2012

WorleyParsons Leadership Essentials Program (LEP)

12 Week Program, Toronto, Ontario

The Dale Carnegie Business Group

April 2009

The Dale Carnegie Course

12 Week Program, Toronto, Ontario

Roger Dawson

September 2005

Power Negotiation Seminar

3 Day Program, Orillia, Ontario

Durham District School Board

May 2003

Basic Welding

6 Week Program, Oshawa, Ontario

The Schulich School of Business

April 2003

Knowledge Based Selling for Sales Professionals

6 Week Program, Toronto, Ontario

Basic Technologies Corporation

December 1997

Fundamentals and Service of Hydraulic Proportional Valves

1 Week Course, Burlington, Ontario

The Rexroth Training Center

September 1997

Hydraulic Pump & Controls – Open & Closed Loop

1 Week Course, Bethlehem, Pennsylvania

Basic Technologies Corporation

February 1997

Basic Industrial Hydraulics

1 Week Course, Welland, Ontario

Other Schooling :

St. Mary's High Catholic School

1989 - 1992

OAC (Grade 13) Completion

Pickering, Ontario

Fatima Boys College

1984 - 1989

Form 5, GCE/CXC Completion

Port-of-Spain, Trinidad & Tobago

St. Monica's Preparatory School

1977 - 1984

Private Primary School

Port-of-Spain, Trinidad & Tobago

Stuff I know

Skills & Expertise

Skills & Expertise
  • Sales Operational Management
  • Coaching & Motivation
  • Territory Planning & Management
  • Account Management
  • Process Improvement
  • Strategic Planning
  • Team Leadership
  • International Experience
  • Relationship Management
  • Marketing
  • Sales & Marketing Strategy
  • Data Mining & Visualization
  • Performance Management
  • New Market Penetration
  • Negotiation Skills
  • Sales Forecasting
  • Change Management
  • Staff Development
Outside of the Office

Personal Portfolio

Personal Portfolio
What they're saying...

Verifiable Testimonials

Verifiable Testimonials

... you went above and beyond on this one... you drove the process, responded to every changing requirement and really pulled the Canadian team together. Really great work!

Amrita Karunakaran

Director, Strategic Marketing

Thanks again for all your hard work. I notice that you are certainly the engine room in our often rudderless ship.

Timothy Burnham

VP and General Manager

Thank you very much for your extra effort today and this evening. Your "can do" attitude is greatly appreciated.

Claude D’Cruz

SVP, Metals and Minerals

Thanks again for your continued hard work and dedication, really appreciate it.

Chris Mann

Vice President, Business Development

Thank you so much. You have set an example to other team leaders. I will ask other leaders to do the same thing as you have done. Well Done.

Rudolf D’Souza

HR Manager

...the level of support you’ve provided goes far beyond... and I really appreciate your commitment here – especially your attitude. You’ve been a rock for the BD team.

Amrita Karunakaran

Director, Strategic Marketing

Thanks for all your help. Once again you step up and deliver when required.

Timothy Burnham

VP and General Manager

Thanks for your leadership on today's call. You had a strong voice and it was impressive.

Claude D’Cruz

CSG Manager, Metals and Minerals

Thanks Nick. Sterling effort, many would have given up! Enjoy your weekend.

Ray Wild

Project Manager