Accomplishments
My latest Plc engagement as a Business Development Director involved intervention and turnaround of a business development team as well as performance management, process design and the introduction of new sales techniques. I directly managed 6 business development managers within a Plc environment and a further 7 were indirectly managed.
From a change & performance management perspective, I took the team from a reactive to a proactive culture – developing strategic approaches – focusing on business benefits. By guiding the team into using networking and referrals, they initially engaged at CEO level with any new prospective client (actually at levels higher than many of their management consultancy colleagues).
- set up numerous new businesses (from sourcing premises to recruiting staff)
- consistently develop cultures of proactivity in organizations
- built a business services company from scratch to $4.7m turnover ($473,000 PBT) with offices in Amsterdam, Cape Town and London – managing dispersed teams
- organically grew an interim management company by 1400% as a hands-on billing Business Development Director
- generated c. $6m in fees through supporting a commercialization programme within a British government department
- Successfully led the bid to be on a major central government framework and subsequently wrote over 50 bids for the supply of services. One specific exercise across 4 central government departments generated over $3m
- generated c. $6m in fees through supporting a process improvement programme affecting British local government
- helped to create an e-centric business with a network of high-earning associates; took the organization from concept to a deliverable $9m opportunity (50% margin) within six weeks