MICHAEL J.

KNAPP
4155 Brookgreen Drive
Fairfax, Virginia 22033
(703) 865-8455 (Home)
(703) 408-1485 (Cell)
mikeknapp52@yahoo.com

CAREER OBJECTIVES

To grow personally and professionally by securing a position in government contracting, contract

management or procurement that will use my skill sets to enhance the success of the organization
and the team I work with.

SUMMARY OF QUALIFICATIONS
- Enrolled in UVA Procurement and Contract Management Certification Program (DAWIA
qualified courses).
- Twenty-one years of federal and state regulatory and government affairs experience in
telecommunications advocacy, negotiating, compliance, public policy development, and strategic
business planning.
- Nine years of sales, sales management, compliance and risk management experience. Series 6
and Series 63 securities and insurance licenses.

PROFESSIONAL EXPERIENCE

Allstate Insurance and Allstate Financial Services 2003-Present

Field Sales Manager

- Manager assigned group of 25 agents. Responsible for insuring agents achieve financial and insurance
sales goals while obtaining their securities licenses through coaching and management skills.
- Team with agent and staff to develop and implement strategic sales and marketing programs that
achieve sales goals while minimizing risk and increasing agency profitability.
- Monitor agent and staff’s compliance with national and state rules and regulations.
- Over 75% success rate with agents reaching their sales goals.

Professional Financial Representative and Insurance Sales Agent

- Successfully managed office sales staff to meet and exceed P&C and financial goals. Developed sales
and marketing strategies to successfully meet and exceed sales goals while minimizing risk and
maintaining profitability.
- Managed satellite agency. Grew revenues, client base and customer satisfaction by nearly 20% in 15
months.
- Responsible for insuring agency compliance with company, state and national rules and regulations.

Farmers Insurance and Financial Services 2002-2003

Agency Owner
- Successfully achieved financial and P&C sales objectives.
- Developed and implemented strategic sales and marketing programs.

Telcordia Technologies 1992-2001

Executive Director-Federal and State Regulatory Relations

- Senior regulatory advocate before the Federal Communications Commission (FCC), state public utility
commissions, and international regulatory authorities.
- Developed and presented key strategic public policy positions to federal, state and international
regulatory representatives. Engaged and negotiated with government officials on details of proposed
rules to achieve desired company position.
- Prepared detailed summaries for internal management and team leaders of Congressional legislation
and government regulatory rulings to insure company compliance with rulings. Monitored
implementation by internal teams and held discussions with those groups not complying with the
changes until properly implemented.
- Presented detailed policy issue summaries at senior management meetings and at internal and external
client meetings before groups of 200-300.
- Managed staff of four with an annual budget of $1million.

Bellcore 1983-1992
Director - Federal Relations
- Primary regulatory advocate before the FCC and state commissions on selected issues.
- Represented company on industry teams for the purpose of presenting a uniform industry position on
regulatory issues before the government agency. Negotiated with other industry members to arrive at
an agreed to industry position.
- Managed staff of four researchers and an annual budget of $1 million.

Federal Communications Commission 1980-1983

Auditor/Accountant
- Audited FCC regulated carrier’s financial and operations records and prepared reports for senior
management.
- Prepared public policy position papers for senior management.
- Participated in meetings with industry officials to negotiate agreeable solutions on issues and to
develop compliance guidelines.

Additional work experience available upon request

EDUCATION
- MBA-Marymount University, Arlington, Virginia
Delta Epsilon Sigma MBA Honor Society
- BS in Business Administration – George Mason University
- Series 6 Securities License
- Series 63 Securities License
- Property & Casualty Insurance License
- Life and Health Insurance License
- Certification in Long Term Care (CLTC)

OTHER QUALIFICATIONS
- Enrolled in UVA Procurement and Contract Management Program (DAWIA Qualified courses)
- Contract Administration
- Procurement and Contract Processes
- Contract Law