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Srategic, ebusiness Sales and Marketing Professional

Work Experience

Self Employed Consulting History Nov 1999 to Current Date

Universal Investor Ltd

Universal Investor is a new technology business seeking funding to launch their service to the European market. I developed a robust business plan to take for first round funding and the raising of £320,000 was successfully achieved. Subsequently I negotiated the Professional Service Agreements for the development of the Platform, managed the specification of the initial demonstration build project to budget and the development of the second round open offer seeking to raise £8,000,000. I am currently actively involved in the promotion of the business to the venture capital community seeking to raise the second round financing.

Eurobenefits Group Plc.

I was commissioned to undertake a strategic review of the business as an “outsider” and evaluate its position from both a technology and business perspective. Simultaneously I started the process of creating the foundations for a UK based strategic alliances team, as this was to be the primary entry market.

Completion of the strategic review identified a number of flaws within the business model that were unworkable within the market place the business targets. A solution was developed and presented to both the Board and Investors where these flaws and the revised solution were accepted. The revised solution requires the total re-development of the product to be consumer centric rather than employer centric.

Hewitt Associates

My assignment to Hewitt Associates, a leading edge management consultancy specialising in HR delivery, was to develop their engagement management function (customer relationship management and business development) from a US based model into the European market. Hewitt’s technology solutions aim to streamline all benefit administration services provided by multinational companies. I successfully laid the infrastructure and piloted this through an implementation with AstraZeneca.

TC Group

TC Group developed a new technology product aimed at strategic consulting in the Financial Services call centre environment. . I performed a vital role in bringing this product and associated consultancy services to market. My primary function was to create the business development function of the business and build a depth and breadth account management structure aimed at intermediaries and Insurers. I also assisted in the development of the product to reach digital media applications. As a result of my efforts the product was nominated as a finalist for the Call Centre Solutions UK awards, 2000, in the category of most innovative product and continues to receive exceptional interest from industry.

Andersen Consulting (Accentua)

The project with Accentua involved developing an e-commerce business concept in the Financial Services arena focused upon client service driven solutions for both business and the consumer. I was responsible for building the business plan and providing industry expertise of consumer financial services product and regulation. I assisted in developing the business model and creating a marketable strategy that would attract investor interest. I led discussions with venture capitalists and industry for the further development of the business. The project included research work on other digital media possibilities. The project was successfully sold to industry.



Employment History

May 1990 to Nov 1999 Aon Consulting Ltd.
Financial Services Director

Significant Achievements:
800% business growth 1996 to 1999
Turned loss making business to 45% gross profit margins 1996 to 1999
Developed and implemented Internet site 1999
Redefined service standards by implementing service centre 1999
Total overhaul of IT capability within the business 1998/99
Strategically responsible for a new distribution channel 1998
Pioneered assessment centre for new recruits 1998
Merged three operating companies 1997/98
Defined National Account Management Plan 1997/98
Designed and implemented new remuneration strategy 1997/98
Successfully acquired competitive business 1996
Top Salesman 1995


Final Responsibilities:
Full and autonomous P&L responsibility for Midlands region
National business-to-business sales strategy and service proposition
Creating and developing national strategic partnerships with suppliers
Design & implementation of national marketing strategy
New business development director reporting line
National affinity group relationships
Liaison with regulator on industry issues
Re-engineering distribution channels
Implementation of process cost analysis
Chairing various project based groups on business issues
Consistent and active management of change

I held full Profit and Loss responsibility for the Midlands region of Aon Consulting Financial Services Ltd (a subsidiary of the second largest insurance brokerage in the world). The midlands region became a £2.2 million turnover consultancy business under my direction, which equated to around £75 million of client spend. In 1996 the region was a £220,000 turnover business. The growth has been achieved through a combination of organic client growth blended with existing client retention, new business acquisition, merging three operating companies and the acquisition of a competitive business from a leading firm of lawyers.

In addition to my Profit and Loss responsibilities I held a high degree of influence and responsibility for the strategic direction of the business. My responsibilities on the strategy committee included the creation of the market proposition for each distribution channel from initial design, encompassing the brand image to final implementation. The committee held responsibility for the future direction of the business, examining possible initiatives and formulating the marketing and business plans that were to drive the business in the future. An example of this was the creation of Aon Direct, a call centre operation that I was strategically responsible for. The implementation of this initiative in 1998 created a new distribution channel for Aon and was instrumental in some significant new business acquisitions.

In 1996 Aon had very little structure in its approach to developing existing clients. Throughout 1997 and 1998 I was responsible for creating an account management strategy that would assist in the retention and development of Aon’s major clients. I instigated detailed studies designed to identify customer loyalty and development trends and the key criteria needed to engender client satisfaction. From this I was able to successfully deliver a Customer Relationship Management programme that provided increased profitability from Aon’s national accounts and increased loyalty to the brand.

Information Technology was also fundamental to Aon’s success into the future. I was instrumental in developing Aon’s strategy in this area. During 1999 I developed the Internet strategy for business-to-business services. As a result Aon now utilise web-based technology within their internal systems, which will ultimately enable transactional capability on the Internet.

I developed Aon’s national marketing strategy that included propositions that Aon will bring to the market in the future, detail of press relationship management, structure behind the corporate image, methodology to support account management etc. This strategy then fed into every area of the business thus creating the overall external image.

Aon has a complex and diverse set of distribution channels from the direct market through to multinational plc’s. The national new business development director responsible for these channels reported to me. I was responsible for ensuring that there was effective penetration of each distribution channel. I also retained high level negotiation responsibility for some of Aon’s most important national and international clients.

Other projects that I worked on include; negotiating with insurers and investment houses at board level for product and service terms; developing strategic partnerships with associated business’; creating, resourcing and implementing long term strategy for both business to business services and affinity group relationships; creation of an ideal consulting model; chairing Aon’s remuneration board; designing and creating a competency model that forms the backbone of the recruitment strategy; implementing an assessment centre based upon the competency model.
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September 1989 to May 1990 Willis Consulting Ltd

This was the starting point of my career in the financial services industry and provided an initial insight into the business. I was an administrative assistant to a consultant. Not long after I joined I realised that I wanted to further my career in the corporate account management and new business field. Willis Consulting were unable to offer a position in this area at the time.
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Personal Interests

Golf; Sailing; Skiing and Rugby

Education

Education & Professional Qualifications


Education: 1981-1986 Epsom College
13 O Levels, 3 A Levels

1986-1989 Leicester University
Electrical & Electronic Engineering 2(i)(Hons)

Professional Qualifications:
· Marketing, Sales and Investor protection.
· Life Assurance and other Investments
· Pensions
· Taxation and Trusts
· Personal Investment Planning
· Corporate Investment Planning
· G60 – Pensions

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