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Expert in Business Development, Marketing, and New Product Development
Available for your Consulting and Expert Witness Needs
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Summary of Expertise:
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Listed with other top experts in: |
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Expert helps business-to-business companies and organisations to grow their businesses and sales revenues and/or also to develop new products or services. Both of these activities start with research and planning and go into at least one phase of implementation. The implementation phases adapt through experience as they develop but they result in partnerships to grow business revenues or to work together to develop new products or services. As an example, in a business development situation, in which a client wants his business to develop sales in new markets, the initial research phase must understand the strengths,weaknesses,opportunities and threats to the organisation in their current situation. Analysis of this data, which must also be gathered from outside of that client's own organisation, will permit a strategic map to be drawn up and the landscape in the most attractive new markets to be understood, e.g. customers, competitors, channels and obstacles, special events and market situations. From that point, the partnership-building process begins to find the right channel partners and new, long-term customers. As an example,an analysis of the client's products or services can be read across into adjacent markets. A client who repairs kiosks for the dispensing of information or vending purposes was found to be expert in new machines coming into the consumer markets driven by the "self service" ethos. A very profitable new market was found in transport ticketing machines and kiosks which doubled their sales revenues over two years. Where new products are needed, the process begins in the same way with thorough analysis of the business, its markets, customers and competitors. Once the landscape is thoroughly understood, partnership opportiunities will reveal themselves. An example here is a manufacturer of low-volume, high-priced and technically sophisticated electronic medical products. After research, the best partners were found to be medical universities attached to teaching hospitals. They knew the medical problems requiring solution but didn't have the design, development and early-stage manufacturing capabilities possessed by the client.
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This summary is also related to that above, for new business or new product/service development. The processes are very similar and move through the same early desk and then field research and data-gathering phases into business analysis and strategic research planning and then implementation for business development. The main difficulty,which is almost always met in the early,foundation stages of information-gathering, is keeping the client on-side when there appears to be little commercial activity. And then when the early field research work begins,the clients often mistake information gathering visits and meetings as sales meetings. Expectations must be managed and made realistic. But all these problems vanish when the first partnerships begin to be formed. But the speed and efficiency with which this process develops is directly proportional to the ammount of thorough and professional research carried out initially!
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Show Secondary and Basic Areas of Expertise |
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Degree |
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Subject |
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Institution |
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Honors |
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1979
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Electrical Engineering
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Electrical and Electronic Engineering
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Robert Gordon's Institute of Technology
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1996
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Business Management
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Strategic marketing
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Hull University
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Masters Degree
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1986
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Post-Graduate Diploma
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Marketing
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Chartered Institute of Marketing
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| Years |
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Employer |
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Department |
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Title |
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Responsibilities |
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2002 to
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(Undisclosed Consulting Company)
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Principal Consultant
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Expert runs his own consulting company, utilising a network he has built up when required to allow for capacity.
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2001 to 2002
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Nomura Bank
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Servus FM
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Business Development
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Business Development Manager for an e-procurement portal and FM services provider; introduced ten new, heavyweight international prospects in 6 months.
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2000 to 2001
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Clicksoftware Europe
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Engineering Diagnostic Software Division
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Sales Manager for Europe
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Developed new European business for web-based, CRM-related, remote fault-diagnostic software. Big-ticket, Knowledge Management software sales, at circa £250K each. £4.1m business closed in 12 months from 2000 to 2001.
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1997 to 2000
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Underwriters Laboratories Inc
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DEMKO A/S in Copenhagen
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Marketing and Sales Manager
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Reported to MD, managed Marketing & Sales Departments of 10. Recruited & trained new sales team (5), devised the Strategic Plan, planned the “Sales Plan 2000” into a new CRM (Norwegian “MultiMark” ) system he brought into the company;
24% (£2M pa) average sales growth 1999 to 2000 from existing & new clients in Germany, Sweden, Denmark & UK. Plans developed for new CRM system to lower costs & raise revenues;
Re-shaped MarComms, recruited a Direct Marketer as his successor and planned to trial a Key Account “progress window” on the web-site.
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1995 to 1997
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BEAB
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Electrical Testing Laboratory
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Business Development Manager
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Reporting to the MD, he set up Strategic Planning, Direct Marketing, Key Account Management and Partnerships where none had existed before, leaving for an opportunity for personal development at DEMKO A/S.
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1994 to 1995
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EnTra
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Training Authority
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Marketing Manager
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Reported to Chief Executive for a one-year, fixed-term contract in strategic marketing consultancy. Set up strategic planning, customer services and Direct Marketing in 200-strong company providing engineering training in NVQs/SVQs, gaining a large completion bonus.
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1992 to 1994
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Scott Fetzer Group Inc
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Based in UK
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Marketing and Sales Manager
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Reported to Tennessee-based President to start up European operations in electronic controls. Set up early CRM system (“Maximizer”) for Direct Marketing and Business Development.
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1985 to 1992
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Honeywell Controls
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Microswitch and Sensors
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Appliance Market Manager, Europe
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Responsible for an over 30% increase in sensor sales as Product Manager;
As EAMM, formed a pan-European Appliance Sales Team, launching range of electronic sensors into European “white goods” markets.
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Associations/Societies
Registered “Incorporated Engineer”;
Fellow, Institution of Engineering and Technology;
Member, Institute of Measurement and Control;
Member, Energy Institute;
Associate Member, Institute of Nuclear Engineers;
Fellow, Chartered Institute of Marketing and “Chartered Marketer”;
Fellow, Institute of Direct Marketing;
Member, Chartered Management Institute;
Member, Institute of Business Consultancy.
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Licenses/Certifications
IEng, Chartered Marketer.
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| Publications: |
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Publications and Patents Summary
Currently project managing and writing a book on new product development with a team based at Southampton Solent University.
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| Government Experience: |
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| Years |
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Agency |
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Role |
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Description |
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2009 to
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Enterprsie Enfield
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Consultant
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He works with this London borough and local authority as a consultant to assit their local businesses.
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1963 to 1976
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Royal Navy
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Nuclear Chief of Watch
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He was a Royal Naval submariner in nuclear submarines and latter taught engineering operations.
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| Selected Consulting Examples: |
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Morgan Automation Ltd - new product development in medical electronics. Over three years, he has built up a number of very high level strategic partnerships with medical professors and their department in major UK universities which has yielded several new product development projects for his client.
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Micro Electronic Services Ltd - growth from new business in new markets. By development of their existing services into adjacent but completely new markets - into rail and bus transport ticketing systems - their revenues will multiply considerably soon and the new challenge will be for his client to manage sudden and considerable growth.
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Kingston University, South West London. Kingston University (KU) assisted entrepreneurs and start-up companies external to the university to grow through it's Business Creation Scheme from 2005 to 2008. Working under contract as a KU approved consultant, Expert assisted more than 20 of these ventures towards a commercial conclusion.
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Solutions4Science Limited (S4S), Basingstoke. S4S carries out specialist services for the pharmaceutical industry to check the environmental conditions in areas where pharmaceutical products are stored or transported. They needed to expand their business and to grow faster and Expert assisted this process, researching new prospects, building a database in CRM and carried out cold-calling and e-marketing to build up a pipeline of new sales leads.
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Calyx Group and Electroversal Limited, Luton. Calyx and Electroversal repair electronic office equipment and are a Canon main repairs agent. They needed to diversify into adjacent new markets, and Expert researched and led a sales thrust into the vending machine industry, with a major UK vending company signing a contract in the first year.
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Click the green button above to contact
Expert for a free initial screening call regarding your expert consulting needs.
Expert is available for consulting to corporate, legal and government clients.
Remember, your initial screening call to speak with
Expert is free.
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Click the green button above to contact
Expert for a free initial screening call regarding expert testimony,
litigation consulting and support, forensic services, or any related expert witness services.
A few litigation needs include product liability, personal injury, economic loss, intellectual property
(patent, trademark, trade secret, copyright), and insurance matters. Remember, your initial screening
call to speak with
Expert is free.
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| International Experience: |
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| Years |
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Country / Region |
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Summary |
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1997 to 2000
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Denmark and northern Europe
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Reported to MD, managed Marketing & Sales Departments of 10. Recruited & trained new sales team (5), devised the Strategic Plan, planned the “Sales Plan 2000” into a new CRM (Norwegian “MultiMark” ) system he brought into the company;
24% (£2M pa) average sales growth 1999 to 2000 from existing & new clients in Germany, Sweden, Denmark & UK. Plans developed for new CRM system to lower costs & raise revenues;
Re-shaped MarComms, recruited a Direct Marketer as his successor and planned to trial a Key Account “progress window” on the web-site.
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1985 to 1990
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Asia
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He worked in Japan, Taiwan and Korea in a four-year phase of development of controls for household appliances with Honeywell.
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1990 to 1992
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USA
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He worked in the USA in a three-year phase of development of controls for household appliances with Honeywell.
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| Language Skills: |
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| Foreign Language |
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Description |
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German
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This is now fading from a lack of use over the last 10 years in which he has worked almost exclusively in the UK.
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Danish
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This is now fading from a lack of use over the last 10 years in which he has worked almost exclusively in the UK.
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Swedish
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His understanding is now fading from a lack of use over the last 10 years in which he has worked almost exclusively in the UK.
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Nowegian
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His understanding is now fading from a lack of use over the last 10 years in which he has worked almost exclusively in the UK.
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He has a lot of experience in supporting organisations going through start-up and new product development phases. In fact, he is currently project managing (and largely writing) a book on this subject with a team based at the Southampton Solent University.
Click the green button above to contact
Expert for a free initial screening call regarding your marketing research, industry research, and company
research needs. For research needs involving multiple experts or secondary research,
a Research Director can be assigned to coordinate the work into a custom report for you as a potentially quicker
and more cost effective alternative to doing this work yourself or hiring a boutique consultancy.
Remember, your initial screening call to speak with
Expert is free.
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| Additional Skills and Services: |
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Training/Seminars
He taught electrical and nuclear engineering as an instructor for the last three years of his 14 years' Royal Navy submarine service. He has developed, organised and delivered many seminars in Europe.
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Supplier and Vendor Location and Selection He has much experience in forming long-term startegic partnerships between organisations in global supply chains.
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Other Skills and Services
He is skilled at researching and planning for strategic change in business-to-business markets and then going beyond planning to actually implement the changes required.
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Education
