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Business Development - Strategic Planning - Marketing

Work Experience

PROFESSIONAL WORK EXPERIENCE


September 2001 – Ongoing Self-Employed (Top Tier Group) London, UK

In the summer of 2001, I found I was being approached by several organisations at the same that that required a variety of services from me which, while each challenging in its own right, would not culminate into a full time requirement from me from any single company. I then decided to set up Top Tier Group to give me the flexibility to handle various opportunities as they arose in the marketplace. Under this umbrella, the following are the type of activities I completed for each of my clients.

FINANCIAL TECHNOLOGIES, INC: VP – EUROPEAN OPERATIONS
· Handled the initial launch of the US-based company into the private equity market in UK and Europe
· Set up infrastructure including sourcing new staff and office premises, legal entity and financial support structures
· Created a profile for this company in this market – including proactive sales launch to new prospective clients (ie: institutional investors, investment merchant banks, private partnerships fund-of-fund managers, pension fund subsidiaries, etc)
· Set up market alliances with key players including – Arthur Andersen, KPMG, PWC

AVOCADO GROUP – CHANNEL DEVELOPMENT MANAGEMENT
· Launching a channel distribution network for this company in the telecoms field
· Activities were largely focussed on the UK with some efforts growing through opportunistic efforts in mainland Europe
· Sales focus was cultivated for internal focus and management of external partners
· Targeting and managing external channels to deliver sales results for the telecoms product suite

HYPERION SOLUTIONS – BUSINESS DEVELOPMENT AND STRATEGIC CONSULTING DELIVERY
· Assisting with business development efforts in the strategic planning space with Hyperion’s tools for Activity Based Cost / Management (ABC/M) and Performance Measurement / Scorecard (PMS) solutions
· Supporting the pre-sales development with creation of dynamic demo models for key clients
· Delivering strategic consulting support on execution of ABC/M and PMS solutions
· Delivering training courses on strategic planning methodologies and software focussed solutions

NUKTA LTD – GENERAL STRATEGIC BUSINESS ADVISORY SERVICES
· Creation of technology-focussed seminar series with the founding director
· Launch of the business with new target markets – largely within the UK, but with some activity in Asia

T.J. SYSTEMS – BUSINESS ADVISORY SERVICES
· Marketing campaign and supporting budgetary plan development
· Exploring opportunities to leverage growth in new markets with the launch of external sales channels
· Internal management of key executives

BADMASH INTERACTIVE LTD. – DIRECTOR: BUSINESS DEVELOPMENT
· Launch of a new business in interactive media
· Set up and creation of formal infrastructure and operating procedures
· Targeted new sales and portfolio management

RESOURCES COUNT LTD – BUSINESS ADVISORY SERVICE OFFICER
· General guidance and management to key senior executives
· Set up of initial business structure – recruitment company
· Sales training programme developed and delivered to key staff and external resources


May 2000 – August 2001 SSIT Europe London, UK

DIRECTOR - TELECOMS – EUROPE:

Heading up the Telecom Practice in the EMEA region for this start up organisation. With a major focus on business development and regional expansion, my responsibilities often went beyond managing the full sales process from lead generation to closing and managing the accounts, to also laying the foundation for future expansion. Specifically:-
· Providing a commercial face for development of products suitable for the European Telecom market;
· Developing essential marketing collateral and suitable campaigns to support the Telecoms CRM practice;
· Supporting the introduction of Telecoms solutions and services delivery in the EMEA market;
· Developing strategic third party alliance partnerships to help channel solutions to the EMEA market.

From a start-up phase, I brought in a total of circa £3.5 million in revenue over the period from May 2000 – August 2001 and increased our presence and profile in EMEA through shows and speaking engagements.

January 1999 – May 2000 TCS MANAGEMENT London, UK

DIRECTOR – TCS CONSULTING GROUP – EMEA & ASIA:

I joined this company to set up the new consulting operation in London, to serve the EMEA region. In a period clouded with Y2K concerns, internal expenditure constraints and a hiring freeze, we achieved significant advances in establishing the Group and developing a strong revenue stream in the CRM, ERP & strategic planning arena. My major success was shifting internal focus from mid-management level sales to a higher executive board-level sale, and the roll-on effect of larger projects (duration, effort and revenues). Other specific achievements include:
· Increased awareness in the marketplace & developed strategic focus for the consulting group;
· With 1/15th of the staff complement, contributed over 10% of the overall revenue stream for the year;
· Solid new alliance partners developed in strategic regions;
· Recognised speaker and conference presenter in this growing industry.

March 1992 – December 1998 SAPLING CORPORATION London, UK

Various positions held:
DIRECTOR; PROFESSIONAL SERVICES – EMEA (August 1997 – December 1998)
MANAGER; BUSINESS DEVELOPMENT – Europe (August 1995 – August 1997)
MANAGER; BUSINESS DEVELOPMENT – North America (March 1992 – August 1995)

From the start I was working first-hand with the President and the Board of Directors of this software company. As Sapling’s international presence and suite of strategic planning & management tools began to grow, I continued to prove my business development and management skills as an integral player in the establishment of our first satellite office in New York. When we decided to create a presence in Europe, I was approached to assist with the development and expansion of our UK-based operations into this market. This brought me to London in 1995 and my focus changed to developing new markets, forging new strategic alliance partners, and delivering our technology transfer services to our clients. In 1997 a further promotion resulted in direct profit accountability for the Professional Services Division for Europe (customer support, client training and customer services).

There were numerous successes & learning experiences acquired along the way. The more memorable ones include:
· Quadrupled market share in a newly emerging industry (activity-based cost/management, CRM, ERP);
· Helped increase turnover from $500,000 to $9 million, and increased turnover of the EMEA professional services division from £500,000 to over £6 million - while remaining a privately held company;
· Supported the opening of offices in UK, USA, and Singapore and strategic distributor/agent relationships;
· Increased customer retention and satisfaction rates from 45% to over 90%;
· Responsible for initiating & closing senior executive-level negotiations with multi-national clients;
· Exceptional account management for strategic clients (including FTSE 100 blue chip companies) in UK, Europe, Canada, USA, Latin America, Saudi Arabia India North Africa and Greenland.

A More Detailed CV & References Available Upon Request

Education

Sept 1993 – 1998 MBA – Marketing & Entrepreneurial Studies
CIMA Designation – 3/5’s completed
York University, Toronto, Canada.

Sept 1983 – May 1986 Honours Bachelor of Arts (Economics & Accounting) Degree
Waterloo University, Waterloo, Canada.

Sept 1981 – June 1983 Honours DEC (Commerce) Degree
Marianopolis College, Montreal, Canada

Skills

SPECIAL SKILLS

Proven Track Record In Expanding Businesses

Strong Account Management Skills – P&L accountability for new to £15 m businesses
Efficient Project Management Applied With Clients And Internal Projects
International Expertise In Strategic Planning / Performance Management / CRM / ERP / Workforce Management / Private Equity applications
Strong Alliance Relationship Building / Management Track Record
Superior Technical And Conceptual Teaching Ability
Excellent Inter-Personal And Management Skills
Demonstrated Leadership Skills

Languages

French – fluent, both written and spoken.
Spanish – conversational.
Indian – 4 regional languages spoken

Other

Professional Business Development Profile


This profile is provided to you in response to your recent posting. With a formal education founded on strong accounting/finance knowledge, coupled with a marketing and entrepreneurial focus in my postgraduate studies (MBA), I have directed my career since 1992 within the high-tech sectors.

My experiences and successes to date have been quite diverse, and focussed largely on the development of new business units – predominantly in the B2B market. Some key highlights of my career follow:-


Business Successes:

· Launching business units into new markets in North America, Europe and Asia;
· Strategic growth for SME players through executive management level negotiations;
· P&L and budget accountability for up to £15 million;
· Consistently increased turnover in each business venture involved in;
· Sustained or increased the business unit’s profitability contribution to the group;
· Successful commercially driven relationship management focus;

Market Focus:

· Fortune 1000 international client base;
· Focussed on high tech industries with applications across various sectors (manufacturing – discrete & process, services, logistics, telecommunications, financial markets, banks and insurance companies, government bodies and health care);

International Presence:

· Unique and truly international mix of North American marketing and positioning techniques coupled with European sensitivity and knowledge of significant cultural differences;
· Multilingual capabilities used to enhance support to customers and partners (English, French, Spanish, & several Indian national languages);
· Published articles and recognised international speaker (North America, Europe & Asia);
· International sales teams managed and targeted for growing new markets.


I am looking to build on my strengths in business development and high profile account management, where I can continue to play an integral role in a senior responsibility.

My curriculum vitae, (with evidence and details of my successes to date) will be provided if required. For the right opportunity, I am open to exploring an alliance in the capacity of full-time employment, contractual affiliation, or interim management focus. To this end, my contact points are noted below.

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