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For more than two decades, I’ve negotiated and structured deals that change the trajectory of commercial organizations and government agencies. As a leader in our business development organization, I helped transform the firm. We continually raise the bar on contract wins and capability growth.
I apply that same expertise to helping our Department of Defense (DoD) clients accomplish more with less. I hold a deep-seated belief that every contract should provide both parties with long-term benefits. Using this approach, I helped organizations across the DoD rethink acquisition strategies in terms of best value, shared resources, and lasting relationships.
The result: Our clients are better prepared for a future in which budgets are uncertain but advancements in intelligence and defense are nonnegotiable.
Bill Hilsman is a leader in the firm’s business development capability. With more than 25 years of experience in large strategic captures, Bill oversees firmwide business development activities across the Department of Defense (DoD) market.
Bill worked with the firm’s senior leadership to establish a firmwide organization that includes business development processes and a newly-established operating model, aimed at enhancing our key capture strategy efforts. He provides thought leadership for major opportunities supporting growth in the federal markets.
He previously led our Army IT logistics work, with a specific focus on system-related opportunities across the DoD. In this capability, he developed and fostered client relationships by assisting staff and clients in identifying the appropriate means of engaging our services.
Bill also serves as a leader in the firm’s General Services Administration’s (GSA) Federal Systems Integration and Management Center business as the millennia program manager. He was also our regional manager for all government-wide acquisition contracts and federal supply schedules in the national capital region. He served as the primary point of contact for our employees, federal clients, and GSA representatives located within the region.
Bill sits on the board of advisors for the Coalition for Government Procurement, where he contributes to strategic procurement processes, with a specific focus on the use of GSA schedules. He also served as a keynote speaker at both the first and second annual Procurement Conference of the Americas, addressing pertinent procurement-related issues.
Prior to joining the firm, Bill was vice president of international sales at InterDigital Corp., where he developed markets for digital communications systems throughout the Asia Pacific region. He also served in the Army and led various international market development activities for U.S.-based communications companies.
Bill holds a B.S. in business management from North Georgia College, as well as multiple certificates in business strategy.
What makes you excited to come to work in the morning? I have good people. They have as much passion as I do. It’s also the thrill of the hunt, the win, the capture.
What is your strongest character trait? My drive, my passion. And my leadership. My people understand that I’ll take care of them.
What is the most influential book you’ve read? On the Wings of Eagles by Ross Perot. He said “I’m not that smart of a man, but I’m successful on the wings of eagles. Everybody you surround yourself with, good, strong people and loyal people, you’ll thrive and do well.” I met him at a dinner once, and it was very interesting.
What is something not many people know about you? I don’t think many people know that I lived in Asia, hotel to hotel, for about 8 years with my last job. It gave me a lot of insight into what I do now. Most people probably don’t know that I had an exciting international career. One day, I started in Indonesia, jumped on a plane, was in Singapore, left there and flew to Kuala Lumpur, Malaysia, and then to Bangkok, Thailand. I was in four countries in 1 day for four different meetings. I always enjoyed my time there. It was very different dealing with countries versus dealing with government agencies.
How did that experience inform your work today? When I first took the job there, I ran around Asia as a little busy bee. I went everywhere, I was everywhere, but nowhere. Then when I was sitting in a hotel in Sri Lanka, I suddenly realized that I was just chasing my tail. I wasn’t dedicating enough time to close the deal. I decided I wasn’t leaving Sri Lanka until I closed my first deal. And I did. It taught me a life lesson: To focus on enough things that you can succeed at. I carried that with me to other countries, and to my work here at Booz Allen. You’ve got to know what deals you’re going to pursue, and you’ve got to spend enough time on them that you’re going to get the reward of closing on it.