Charles Burlew

FSC provides turnkey solutions for Federal Construction projects. We simplify complex projects in a collaborative manner partnering with all stakeholders.

Owner of two Restaurants in Hagerstown, Maryland

• CORPORATE PROFILE: Integrated Security Solutions, part of the InDyne company, provides expertise in Site Surveys, Design and Integration, Test and Evaluation, Installations, Training. Technology refreshing and Maintenance and sustainment services. Work is performed throughout the United States and 5 continents.

CORPORATE PROFILE: Kirlin Builders Profile: Kirlin Builders, a subsidiary of Kirlin Group, provides general contracting services that encompass design, build, repair, construction, renovation and revision of facilities and world-class buildings for government and civilian clients. RESPONSIBILITY PROFILE: Was promoted by the new Board to lead 145 employees with 10 direct, to deliver revenue and profit and bolster employee and customer retention. Built the infrastructure, team, strategic plan, and led execution. Optimized technology, elevated engagement to “Exceptional” levels and grew sales ($-confidential), to fund continued growth. Achieved 25% market share the first year, 30% the second, 32% the third, and 39% the fourth. This was accomplished through the following initiatives: ACHIEVED IN THIS ROLE • CONTINUOUS IMPROVEMENT: Implemented the “Balanced Scorecard”, led planning and quality. This delivered a comprehensive and prioritized strategies with realistic timelines and metrics. This elevated employee retention, reduced substandard performance and improved response times. This institutionalized a continuous improvement culture and the methodology has been adopted permanently. • CASH FLOW: Built a strategy working in tandem with functional leaders to develop a system and employee communication strategies. These efforts increased cash flow and improved NOI, while eliminating reliance on LOC, increasing bid performance, reducing vendor pricing, and increasing net ability to Bond more work. • FORECASTS / CRM / OPERATIONS: To evolve technology, increase efficiencies and NOI, Investigated current systems for adaptability to existing framework. Selected, negotiated, installed, and tested a new system. This improved recruitment, eliminated antiquated spreadsheets and databases, and nearly eliminated errors, yielding faster deliverables and accurate forecasting.

RESPONSIBILITY PROFILE: $125M Revenue Goal, $10M OPEX, $5 CAPEX, and 120 employees with 6 direct. Responsible for all financial areas, business development and part of operations on problem projects. Had Full P/L responsibilities ACHIEVED IN THIS ROLE • International Sales & Market Penetration: To foster international growth, built a strategic plan, assembled a team, and led multi-phased market penetration, navigating disparate country laws, VISA requirements, and local customs. Won first engagement within 4 months, and the following 9 months, won multiple international contacts in other regions. This delivered the desired international exposure with a 22% gross margin zero customer issues. This strategy became the framework for newly targeted countries. • SERVICE LINE EXPANSION / COMPETITIVE DISPLACEMENT: Called upon to expand into Architectural and Engineering services. Established the entity and won 10% more work the first year. Increased revenue ~5% annually since while driving increased profits. This delivered a very well respected A/E firm with significant ($-confidential) annual design fees. This strategy was adopted for Joint Ventures the following year, which displaced competitors. • RISK MANAGEMENT / MITIGATION / SAFETY: To set new safety standards above industry accepted norms, led strategy that decreased EMR 20% as workman’s compensation claims and accidents were eliminated. This resulted in a 2% profit improvement and several safety awards: 2011 – 2012 1M+ Safety Hours worked, Occupational Excellence-2013, MCAA Safety Excellence 2017, ABC STEP Platinum 2015, 2016. ABC STEP Diamond (Highest) 2017, Paragon Safety Award 2014, CURT (National Safety Award 2015, Chesapeake Safety Counsel Platinum (Highest) 2017.

RESPONSIBILITY PROFILE: $70M CAPEX and 35 employees with 4 direct. Responsible for all financial departments and business development. Achieved While Director of Business & Finance - John J. Kirlin Special projects, LLC • Strategic Planning: Charged with investigating the possibility of partnering with other firms to pursue federal set-aside work. Built the strategy and began execution within 120 days. Within 6 months, educated all key stakeholders and developed and implemented a lengthy alignment process. This enabled entry into the SBA Mentor/Protégé program and the Joint Venture enabled bidding as a small 8(a) company. Was awarded over 300 task orders worth ~$300M. This JV is still in place and continues to drive significant revenue.

RESPONSIBILITY PROFILE: $10M Revenue Goal. Responsible for accounting department and financial issues. Achieved While Controller, John J. Kirlin, Inc., Special Projects Division (1995-2002) • Compliance / Regulatory: Tasked by the President to ensure Federal (DCAA, Corps of Engineers, and IRS) regulatory compliance in a new contract. Worked with a consultant over 60 days to develop the policies, training materials, and write the disclosure statement, winning federal approval. This resulted in a DCAA compliant system with educated employees and an accounting department, which ensured adequate preparation for potential audits.

Several Courses from their Certificate program relating to government Contracting including Construction Law, Source Selection, DCAA Audits and Understanding the FAR.