Paul L. Hoffman is a service disabled veteran who served honorably in Vietnam. Paul has worked in the Professional Services Industry providing information technology services to the Federal Government since 1986. Prior to entering private industry Paul worked for the U.S. Army and Housing and Urban Development's Office of Inspector Generals. Paul's career has been dedicated to improving government information technology systems and helping small business in the federal arena.

Services offered by Performance Based Marketing are all based on Paul's direct experiences managing and marketing professional services to the federal government. Paul was fortunate in 1986 to join Advanced Technology, Inc. (ATI) where he managed complex technology projects, but more importantly where he learned the basics of project management. These project management skills serve as the springboard from which he learned how to grow a federal practice and develop new business from bidding competitive contracts.

In the capacity of program manager, Paul applied the project management principals learned at ATI, to a U.S. Navy contract just acquired by his new firm Computer Resource Management. Eight years and $25 million in tasking later, Paul's team received an accommodation from the Secretary of the Navy. From a small task of documenting systems specification, Paul's team expanded the scope of work to include every Systems Development Life Cycle step. This is the essence of "farming". Tending and taking care of the contract garden you have acquired and adding new crops as you master the opportunity you worked so hard to acquire. If you start out with seven professionals then expand that number to 20 or 30, or 45 like Paul's team.

Farming experience is not all that Paul needed to know to be a successful IT professional. Paul also needed to learn how to "hunt". Hunting for new contracts took the development of special skills and a change in attitude about selling. Most project managers don't like to sell and I was no exception but with the livelihood of 45 people and their families depending on my determination to win new business we went to work. As anyone in this business knows if you have all your eggs in one basket, well you know how the story goes.

It took a team effort to develop the marketing strategy, capture plans and the proposal writing skills required to win. Paul developed a business capture and proposal writing team from the contract personnel. It took a lot of losing to learn how to win, but once those lessons were learned then Paul's team won five straight competitive contracts worth $37 million dollars.

Paul is a life time member of the DAV and was the Commander and Quarter Master of the Haymarket, VA VFW Chapter. Paul is a contributor to the Wounded Warrior Project which provides our service men and women with a backpack of personal items.

Paul received his undergraduate degree in business administration from Florida State University and his Masters in Computer Science from Tarlington State University. Paul is a Certified Public Accountant. Paul's education and experience have been the foundation of his professional accomplishments.