Assignment - Due Diligence Project (Client name confidential): Undertaking analysis of business plans and supporting numbers for a £250m acquisition, reporting to funding bank and Private Investors. Project includes working with the company’s management team and analysing development plans from seven operating units across two divisions, providing a report on the strengths and weaknesses of the plan.

Company – Analyst, Research and Consulting Company focusing on the ICT provider market, t/o $450m, EMEA consulting circa €25m

Role – Vice President Consulting, EMEA, involving a virtual team of some 100 people, close liaison with the Business Unit owners and extensive involvement with International and US consulting teams on world-wide engagements.

Responsibilities – Management of the EMEA Consulting business, sales, revenues, portfolio, quality and operations, with particular focus on professionalizing an organisation which was evolving from a Research/Analyst base. Coordination of EMEA role in multi regional sales and engagements

Achievements – Sales increase of 20% YoY for FY2006; profits exceeded target by 14%; increased revenues through specific Go to Market additions to the portfolio; reducing costs through operational improvements, particularly EM and PM processes; Improving efficiency through major account focus and introduction of Practices; improved business control through business management tools.

Company – Analyst and Research company for ITC markets, addressing both users and providers, turnover $900m, locally $8m in provider consulting

Role - Solution Leader for Gartner’s MBS provider consulting business, responsible for sales and business development, client delivery on major projects, client relationships, development of new methodologies and liaison with the US consulting practice. .

Responsibilities – Sales and Engagement management, internal sales and marketing activity, including Opportunity Planning and consulting methodologies, virtual team of some 30 people across Europe

Achievements – Personally sold major projects to major clients including SAP, Cisco, Getronics, particularly in the services and software areas, ranging in vale from € 50k to €1m; improved revenues by average 12% over 2002 – 2005; improved consulting sales productivity through account focus and Opportunity Management process; introduced a number of Practices.

Company – Analyst and Research company for ITC markets, addressing both users and providers, turnover $800m, locally $14m in provider consulting

Role – 1997 – 1999, Director Consulting; 1999 -2001 Vice President, Consulting

Responsibilities

- As Director: leading and managing the EMEA Vendor Consulting Director Team that was responsible for business development and major project development across Europe; carried personal sales and revenue targets.

- As Vice President: working with the Strategic Account Team, identifying opportunities to match the wide range of Gartner resources to client requirements; identifying, selling and delivering large scale projects, these included e-business solutions for sales and marketing, marketing strategy, outsourcing strategy and application of the Internet for marketing and sales.

Achievements – Built consulting business development team from 5 to 10 people; grew consulting business 1997 – 1999 by average 25% per annum; met personal targets in all years, selling an average of $500k per annum and revenues of circa $350k; engagement managed several large projects including $1m+ training project for Microsoft.

Company – Software and Consulting Start-Up, US based, focusing on improving marketing performance for clients

Role – European General Manager, responsible for all aspects of the business from sales, finance through to people

Responsibilities – Development of the European organisation, transitioning from a marketing services start; active engagement in the definition of the software product; local portfolio and sales development; support for US team seeking venture capital.

Achievements – Initial reduction of costs by 33%; established TMV concept with a number of academics; established client interest in the software and consulting services;

MI, a specialist marketing and sales consulting organisation, focused on Marketing strategy and planning for a wide range of clients and industry sectors. Mr White was a Managing Consultant in the Business and IT group, providing business, sales and marketing consultancy and training to clients addressing issues such as channels to market, marketing planning, call centre implementation, and pricing. Targets of sales and revenues where achieved for each year.

In addition to client and business development responsibilities he was also involved in Thought Leadership activities.

Mr White set-up and ran a Start-up direct sales organisation for SI, a DEC reseller, in the data storage market, responsibilities included budgets, market entry strategy, product range, development of call centre and processes, and external supplier relationships, including advertising and PR. Sales exceeded target in year 1by 15%.

Mr White was latterly responsible for all European marketing of “Prime Information” (Prime’s own application development software and database tool). He led the team that launched the “open” version, involving positioning, branding, pricing and tactical implementation; managing a team of 6.Previously he was responsible for strategic marketing in the UK for all Prime products.

Business consultancy specialising in consultancy to small business, linked closely to govenment initiative. Sold and ran engagements across a range of sectors including retail, consumer and business services.

Varuois consumer marketing and sales roles for UK and Europen companies