Business: Large scale IT services outsourcing

Role: Develop & manage terms of business for a number of public & private sector services contracts

Achievements:
• Established and developed good working relationships with key executives within Capita Group Plc up to and including CEO, Group Finance Director, Group Legal Counsel and numerous Business Directors including IT Services, Advisory Services, Document Services and Capita Symonds.
• Fulfilled client requirement for commercial review of key outsource contracts providing business with legal and commercial advice regarding implications of contract terms
• Supported bid preparation for two major new business proposals (1 @ c. £57m/5years, 1 @ c. £20m/5 years) by devising strategy for commercial negotiation with both clients and subcontract suppliers.
• Having achieved preferred supplier status for one of above mentioned bids I was responsible for providing detailed contract negotiation prior to handover to permanent staff.
• Developed terms for renewal and expansion of existing outsourcing agreement (c. £5m/3years
• Negotiated terms and supported sales process for a number of IT systems implementation projects value between £300k - £3m
• Developed terms & conditions of business for supply of short term consultancy services (typical assignment value between £5k – 40k)
• Negotiated terms of supply with a number of 3rd party service providers and technology vendors
• Carried out Commercial Review of Design Build & Operate contracts for Secure Datacentre implementation (c.£60m/15years)

Business: Transport & Logistics, a FTSE 250 company.
Role: To provide commercial guidance to the Information Technology delivery function within the business.
Achievements:
• Established baseline information for costs and associated terms of business for providing IT services
• Developed commercial models for engaging with the customer.
• Developed and promoted an understanding of ITIL principles, leading to the undertaking of a benchmark of the services provided.

Business: Globally recognised technology vendor specialising in database and data management technologies
Role: Led the sales, commercial development and restructuring of Sybase UK’s professional services organisation.
Achievements:
• Increased the Professional Services revenue from $1m to over $2.5m with further increases forecast.
• Aligned the professional services business with the ongoing needs of the UK operating company.

Business: Startup venture specialising in bespoke application development
Role: Responsible for sales, marketing and commercial management.
Achievements:
• Formed long term trading relationships with 3 key clients
• Competed successfully against some of the industry’s major players including Logica & IBM Global Services.
• Established close working relationships with a number of class leading technology, tools and services vendors whose capabilities supported the business being developed by PanJammer.

Business: Joint venture between Reuters (UK) and Aether Technologies (USA) provided Wireless Internet Application Services throughout EMEA and Asia Pacific.
Role: Transferred during transfer of business to provide continuity in management team. Development of the business plan for Media & Publishing;
Achievements: proposals were submitted to the board for inclusion in an overall business plan.

Business: Consultancy and development services for client/server computing in the general commercial marketplace. The client base primarily consisted of 'blue chip' organisations including: BBC, Channel 5, Deutsche Bank, EMI Records, HSBC, JP Morgan, Mirror Group News, Nissan, Shell, Sony Music & Yellow Pages. The company was sold to Sila Communications in 2000.
Role: I was responsible for all key sales activities and the management of the company's new business generation.
Achievements:
• Consistently exceeded revenue and profitability targets
• Pioneered the company’s move into the telecommunications sector, ultimately leading to a trade sale of the business in 2000
• Grew the business from 9 personnel c. $1m revenue (1994/5) to c. 125 personnel $18m revenue (1999/2000)

Business: Development of real time and embedded systems.
Role: Initially part time (whilst studying at college) to manage the marketing database and to maintain contact with potential clients by telephone and direct mail. Due to the successes I created, I quickly progressed into a full time role before leaving to join Synamic in 1995.

With the exception of a 2 year sabbatical in 1990-1992, where I worked as a freight manager in the Formula 1 Motor Racing World Championship, I carried out a number of sales roles within the engineering and manufacturing industries. This formed the basis for my career within the consultancy & IT services sales business.