1.    Contact info:

Glyn Alexander Wild

Mob: 07885 296025

Mail: info@gaw-associates.com

Web: www.gaw-associates.com

 

2.    Background profile

Glyn has been involved with IT and telecommunications for over 30 years.  Whilst having an in-depth technical knowledge of telecomms and messaging (in particular X.400, X.500,) he is primarily a project manager and procurement consultant (working to the PRINCE2, ITIL methodologies and OGC gateway process) whose skills lie within strategic planning and customer / supplier relationship building roles.  He has been a member of the Chartered Institute of Purchasing & Supply.

 

He is experienced in requirements / contract specification and negotiations including SLA planning (from both supplier and client perspectives).  He has led several project teams responsible for the user requirements gathering, OJEU(S) advertising, ITT creation and supplier management for integrated Telco (fixed and mobile) customer care and billing systems (GENEVA, SIEBEL, CRM, CTI and IVR).  He is experienced in defining, implementing and directing IT & telecommunications projects at a strategic, technical and operational level.

 

He is an adviser to The Prince’s Trust and the Business Test Panel of the European Commission (Internal Market Directorate General). He has been a member of CIPS (Chartered Institute of Purchasing and Supply).

3.    Procurement Expertise

(For end-clients)

 

BT Telconsult

Working with Expresso Telecom in Dubai, Sudan, Mauretania etc. producing a manual to aid delivery of best practice procurement processes for new mobile teleco license startups throughout Africa and the east.

Dept for Work & Pensions

Under an S-CAT agreement, working within the Commercial Strategy and Process Improvement Group to develop changes/additions to the Change Lifecycle Project.  This program of work seeks to improve the way the Dept contracts with potential suppliers to deliver Value for Money solutions.

Kenya Telkom

Responsible to the relevant Private Secretaries (Communications, Finance & Privatisation) within the Kenyan Government for recommending a complete restructuring of the Telecom Company (fixed and wireless j.v. with Vodafone.)  This includes network redesign, universal access facilities, Voice over IP Strategy and Tariff Rebalancing.

Bulgarian National Telecomms Operator

Project (procurement) support, supplier management and methodology (PRINCE2) training.  Bulgaria Telecom operates all fixed line and one GSM licenses in-country.  We advised on BSS, OSS and Network deployment.

Railway Safety

Auditing, redrafting and negotiating desktop and network services provider (CMG) contracts and schedules.  Defining supplier and risk management strategies.

Dept of Health

Under an S-CAT agreement, auditing and renegotiating telecoms tariffs and supplier (BT, Colt, OGC, Fujitsu, CSC) agreements.  Mentoring client staff and defining future control procedures.

Cabinet Office

Office of e-Envoy

IT outsourcing schedules authoring and contract negotiation.

NHS Trusts

Network audits and supplier management agreements negotiation.  Future technical planning and design specifications.

Macedonia Telecom

(Deutsche Telecom & Matav)

Supplier (Accenture, Convergys, HP) contracts definition and management for billing systems delivery, security strategy definition and CRM planning advice.

Mobikom Bulgaria (C&W)

ITT creation, supplier (SEMA) contracts negotiation and project management.

National Air Traffic Control

PPP and consortium building advice and procedure management.

DTI

Best Practice Procurement (IT) Guidelines authoring and marketing collateral design.

Northern Ireland Prison Service

Training and support services procurement management.

DG XIII of the EU

ITT creation and procurement management (CSC) for secure messaging systems.

 

For Suppliers

 

BT, Syntegra, Syncordia, Bull

Project management, proposal production, contracts negotiation and marketing collateral design for a consortium bid (PFI) to take over management of Customs & Excise IT services.

BT

Project management and proposal / marketing collateral design and production for a bid to Northern Ireland Education Services.

ICL

Project management of CHOTS agreement for UK MoD plus bid management of many IT & telecoms outsourcing projects.

Cable & Wireless

Bid management and marketing strategy delivery for many projects to governments (world-wide).

SITA

Service delivery management (SLA production and negotiation) and project management during takeover of Malaysian Airlines (Kuala Lumpur) IT infrastructure.

EQUANT

BPR and service delivery planning for management of sub-contractors (network provision) in France and procedures definition (UK)  plus marketing collateral design.

 

For investors

 

World Bank

Due diligence projects in Eastern Europe (telecoms technical and management/commercial investigations and negotiations)

European Bank for Reconstruction & Development

Project and supplier management of land reform projects (GIS) in Russia.

Advent (PEI)

Procurement and supplier management project for billing, rating, mediation systems and associated BPR and methodology training.

Soros Private Equity

Due diligence projects in France and Germany (telecoms technical)

Morgan Stanley

Telecoms related due diligence projects throughout Europe

Goldman Sachs

IT & telecoms related due diligence projects in Germany.

Oak Hill Capital Management

Due diligence projects (telecoms related) in France and the US.

 

For legal organisations

 

Bird & Bird

Procurement contracts schedules and SLA’s production advice

Simmons & Simmons

Procurement contracts schedules and SLA’s production advice

4.    Experience

 

  • Built business plans and managed project authorisation procedures
  • Developed financial, price / payment models and risk registers / management plans
  • Defined procurement strategies and associated administrative procedures
  • Gathered user requirements
  • Authored ITT’s, RFP’s. OBS’s and processed these through the OJEC(S)
  • Managed supplier responses and procurement events
  • Defined SLA’s
  • Defined and managed evaluation criteria
  • Negotiated work package related schedules and T’s & C’s
  • Managed service delivery and project planning
  • Designed marketing and sales strategy including collateral production and delivery.

 

General Project Support

Delivered legal and technical contract negotiations for UK Cabinet Office (Office of e-Envoy), Dept of Health and Railway Safety

Provided project support to Siemens, Ericsson, SITA/EQUANT, BT, Cable & Wireless, Belgacom, DEC/Compaq and NTL.

Roles have included Contracts Manager, Bid and Project Manager, BPR consultant in Service Delivery, Systems Analysis, Risk Management and User Requirements Definition.

 

Due Diligence

He has undertaken major due diligence exercises for Cable & Wireless (Customer Care & Billing System Implementation.)

Morgan Stanley (Network strategy, implementation and outsourcing, support systems appraisal and risk analysis.)

Soros Investment Partners (Network strategy investigation and technical appraisal).

Goldman Sachs, (Wireless Local Loop implementation and systems infrastructure due diligence audit in Luxembourg, Lyon, Saarbrόcken and Munich).

Oak Hill Capital Management (New York) (new WLL technology development, systems and management audit).

Pangea USA (on iaxis - carriers carrier) – (network and management audit and report).

 

Business Strategy Planning

Has undertaken several assignments for Cable & Wireless and BT to define their mid / long-term IS architecture and strategy for customer care, (CRM front-office,) and billing systems.  This involved the development and realignment of legacy systems / procedures, integration of IVR and ACD elements and investigation / specification of workflow / workforce process management tools, (including SAP (MM, PP, FI & CO)).

Was lead consultant to a start-up German Telco where he was responsible for identifying integrated customer care and billing systems, specifying requirements and managing the procurement process.

 

Network Strategy Planning

Was responsible for the business planning and technical design of the Siemens internal international voice and data network servicing 250,000 terminals.  The project involved the conversion to IP from X.25 and Frame Relay using Stratacom and Cisco products.  The design of recovery models and risk management, Internet services, Firewall provision and the incorporation of X.400 and X.500 services.

Has been responsible for Network Security and Fraud management systems and procedures specification.

Worked with the European Space Agency in French Guyana to plan and design the launch platform LAN.

 

Managed Services Analysis

Provided programme management support, costing and competitive analysis in pre-sales for global outsourcing proposals.

 

Other Tasks he has managed for clients include:

·        Network strategy investigation and planning for a major Health Authority (WHHNHST).

·        Business process re-engineering related to service delivery (SITA/EQUANT)

·        Bid management, procurement management and project management (CAA, MDIS, DEC, BULL, ICL, BT, Mercury, Telecomm Italia, Dept of Trade & Industry, Fischer & Lorenz, ASLIB, Level-7.)

·        Partner recruitment and proposal production for Framework EU projects throughout Europe (SARITEL, World Health Organisation, British Rail Telecomm, Open University, France Telecom, Level-7)

·        Risk/cost analysis & FM SLA definition, (BT, BULL, ICL)

·        Sales/marketing consultancy / training (DEC, ICL, BT)

·         Trading relationships set-up for distributors and VAR's, (ICL, BT, British Rail, DEC)

·        Technical and commercial authorship, (Dept of Trade & Industry, various trade journals, BULL, ICL.)

 

Geography

He has operated in most countries throughout Western Europe and has extensive experience in Eastern Europe / Asia having managed projects in Bulgaria, Macedonia, Hungary, Czechoslovakia, Poland, Russia, Malaysia and Thailand.

He is a business mentor within THE PRINCES TRUST supporting start-up enterprises.

5.    Recent contracts

2005 - 2006

Working on several projects:

a)                  Helping Kenya Telekom to restructure prior to privatisation. Project includes procurement of Billing, Rating, Mediation, Provisioning, EAI, CRM, ERP, FMS systems. Ongoing.

b)                  Procurement and supplier management of Accenture for complete BSS & OSS systems implementation for Bulgaria Telecommunications Company in Sofia (finished May 2005.)

 

2004

a)      Commercial IS/Telecoms procurement strategy and process improvement for Dept of Work & Pensions in Newcastle and Lytham.

b)      Advice to various UK Government Depts (including Foreign & Commonwealth Office) on IT/Telecoms procurement.

 

2003

Glyn was the Bid Manager and Contracts Negotiator for two procurements:-

·         Irish Prison Service Network and Infrastructure Help Desk Team set-up and

·         Portsmouth Council user training program

 

January 2003

Working with Railway Safety (ex-RailTrack) to define their outsourced services (IT & telecoms) supplier (CMG) management processes.  Developed contract and services risk analysis procedures.  Introduced PRINCE2 methodology.

 

September 2002 – Jan 2003

Contracted by the Dept of Health (UK) to determine a way forward for allocation of voice call costs to end user departments.  Project started as an analysis of suppliers (Fujitsu / CSC) costs and charges and PABX facilities and subsequently changed to that of contracts negotiator with CSC, BT, C&W and Colt.  Further work involved the take-back of control in-house of telecomms contracts management and service delivery planning.  Contract value (for telecomms element alone was £5M p.a.  GAWA effected annual savings of approx £1M.

 

March 2002

Working within the UK Cabinet Office (Office of e-Envoy) authoring contract schedules and managing supplier negotiations (Cap Gemini Ernst & Young) for the procurement of a desktop, applications and network infrastructure outsourcing procurement.  (£50M p.a.) This involved determining SLA’s, Statement of Work, Security Specification etc working with Simmons & Simmons (Solicitors). Further work involved the definition of ‘who-does-what’ i.e. which services and management / governance control would be performed in-house, by who, how etc.  as opposed to being outsourced.

 

December 2001

Contracted by Makedonskii Telekomunikacii (Macedonian PTT) funded by Matav (Hungary) and Deutsche Telecom to provide personal assistance and staff to:

  • Project Manage implementation of a fixed, mobile and Internet billing system (GENEVA – CONVERGYS)
  • Supplier Manage and contract negotiation of CONVERGYS, ACCENTURE consortium (£9M+)
  • Implement PRINCEII training throughout company
  • Perform LAN/WAN audit and implement ‘get-well’ program
  • Organise associated BPR and legacy systems integration activities
  • Produce CRM (Siebel) strategy and integration plan.
  • Define CTI/IVR/ACD systems for call centre implementation
  • Document data centre rationalisation and DR strategy together with security procedures.
  • Ongoing Project Quality Management
  • Finally, GAW set-up the management control procedures and structures to take-back control of the completed implementation from the service providers.

 

June – Nov 2001

  • Having won the West Herts Hospitals NHS Trust bid for Parity Resources (SCAT) Glyn subsequently assumed the role of part-time Project and Quality Manager.
  • He managed the activities of three other senior networking consultants from within G.A.W. Associates Ltd investigating and producing a network strategy and action plan covering this multi site operation.
  • The tasks involved relocation and consolidation of various clinical services, outreach and business continuity planning, infrastructure design, procurement planning and standards definition, voice / data integration and SLA promotion.

 

July 2001

  • Reviewing existing and creating revised Distributor & Collaboration Agreement(s) for a laser based inter-site network connectivity equipment manufacturer.

 

April/May 2001

He investigated requirements and then bid for strategic IT and telecomms architecture consultancy assignments on behalf of Parity Resourcing.

Glyn was also the bid manager within G.A.W. Associates Ltd. for the NorthLincsNet project (to broadband ‘wire’ the County by acquiring EU and Central Government funding).

These particular assignments were both S-CAT related however GAW has had extensive experience of both bidding for and managing procurements as part of the Supplement to the OJEC publication process.

 

Feb ’01 – April ‘01

  • Working on various proposals to end clients including the rationalisation of a multi-site disaster recovery and business continuity outsourcing organisation and the associated resourcing plan and end client service acceptance criteria.

 

October ’00 – January ‘01

  • Worked for SITA as Service Delivery Project Manager validating the proposal / contract schedules and due diligence activities (lead negotiator) to ensure a smooth take over of Malaysian Airlines outsourcing of their networks and desktop infrastructure in Kuala Lumpur & Singapore.

 

October ’00

  • Short project for Goldman Sachs to perform a due diligence (technical and management processes) audit on Telenet (Belgian cable operator).
  • Assignment included network (HFC) upgrade project (450MHz to 600MHz), CAPEX review and IS applications / security assessment plus management procedures and controls.

 

June ’00 – October ‘00

  • Contracted by Andersen Consulting to Project Manage the design and deliver their new corporate offices infrastructure (via outsourcing). Tasks included:

a)      Office systems user requirements gathering, systems selection / design and delivery

b)      Central equipment room and intermediate comms distribution areas design for voice, data, video, power, HVAC etc.

c)      Implementation of PM methodology and controls (PRINCE2) throughout delivery teams

 

June ’00

  • Due diligence audit for Pangea (USA) on iaxis (Europe).  iaxis was a carriers carrier selling fibre based capacity (used DWDM).
  • The assignment included network design, network physicals, supplier relationships and management processes appraisal and reporting to assess investment risks.

 

May ’00

  • Due diligence audit for Oak Hill Capital Management (New York) on a new Internet Wireless Local Loop technology development company and project.
  • Due diligence audit of a new Wireless Local Loop implementation in every major city throughout Europe by Siemens/Alcatel/Floware/FirstMark for Goldman Sachs International and Morgan Stanley Dean Witter equity investments.

 

March ’00 to April ’00

  • Designed and project managed the erection of a purpose built training/computing centre.
  • Tasks included progressing planning approvals procedure, risk analysis/management, sub-contractor tendering, procurement and contract negotiation, budget planning and resource allocation.

 

Feb ’00 – George Soros (Equity Partners), Kaptech (France) and ABN-Amro (Dutch bank)

·         Assigned to perform a due diligence exercise and report on the Kaptech SDH network in France, including Customer Premises Equipment and support systems.

 

Feb ’00 – Autocontrol

·         Consultancy covering Invention Protection. Heads of Agreement, Teaming and Non-Disclosure contract definition and production.

 

Jan ’00 – Mobikom (part of Cable & Wireless) Bulgaria, Paris and London

  • Assigned to audit the mobile services Customer Care & Billing systems project implementation and upgrade from CellularCABS to CABS200 (provided by SEMA Paris/London).

 

Subsequently asked to:

·        define a strategy to re-align IS dept

·        resource an interim IS Director and

·        audit and report on SEMA’s delivery activities providing a plan for future project stages i.e. Paging support

 

This role built on the original consultancy provided 2 years ago – to write a requirements specification for this system.

 

Jan ’00 – MDIS

  • Bid Management and resourcing for a police network security system to outsource a national network S-OJEC.

 

Dec ’99 – National Air Traffic Services Ltd (part of the CAA prior to PPP split.)

  • Project adviser/management role for PFI/PPP bidding and implementation of elements of the Central Flow Management Unit (CFMU) system within the Pan European Network (PEN) project for Air Traffic Service Providers (ATSP’s).
  • This involved consortium set-up and co-ordination of activities within 54 ICAO Euro, 28 Eurocontrol, 15 EU, 37 ECAC and 16 NATO/CEAC organisations.
  • It was envisaged that the final infrastructure would be ATM based (integrating voice, data, video and IP applications) over a self-healing ring structure incorporating site-to-site encryption coupled to resilient national access networks including voice, X.25 and Frame Relay.

 

Sept ’99 – Dec ’99  McDonald Douglas Information Services Ltd (UK)

  • Outsourced services bid management for a freight company (S-OJEC).

 

May ’99 – Sept ’99  SITA/EQUANT (Paris)

·         Business process mapping and definition for service delivery of pan-world private communications network.

·         Definition of customer self-provisioning systems via web applications.

·         Project management methods promotion.

·         Sales collateral design and production.

 

August ’99  UNISOURCE Network Services (Switzerland)

·         Project Management of a G.A.W. Associates Ltd. team undertaking a due diligence exercise on an ATM network service provider systems audit prior to acquisition of UNS by Energis.

 

September ’98 – April 1999  BT (Northern Ireland)

·         Project consultant within a G.A.W. Associates Ltd. team to British Telecom, BULL, MDIS, SX3 (Northern Ireland Electricity), Andersens, KPMG, Compaq, DELL consortium bidding for £50M PFI outsourcing project to Education Services in Belfast.

·         Work included specification of an integrated customer care and billing system incorporating asset management.

·         Responsible for strategy definition and procurement management plus procedures and standards definition working to PRINCE2 methodology.

·         Responsible for managing risk register, transition planning and exit strategy.

 

May – September 1998 BT Syncordia (UK)

·         Project Manager & Bid Director to a Consortium of British Telecom, Syncordia, Syntegra and Bull bidding for the outsourcing of Customs & Excise desktop and network PFI contract (£50M+).

·         This multi-million pound project had assigned between 30 and 40 full and part-time staff (three from G.A.W. Associates Ltd.) and was responsible for TUPE of over 400 C&E employees.

·         Extensive use was made of the RDD-100 requirements capture tool.

·         Responsible for managing risk register, transition planning and exit strategy.

 

January to April 1998 Cable & Wireless (Southern Ireland)

·         IS strategy planning for new Cable & Wireless venture in Southern Ireland to fibre ring Dublin.

·         This included general business support applications, SAP integration, Sales & Marketing systems investigation, Web site project definition and Customer Care & Billing system selection and project planning. AS400 hardware

 

February 1998 – Directorate General X111 of the EU (S-OJEC)

·         Responsible for defining requirements and producing ITT/RFP for procurement of their internal X.400 messaging system.

·         Subsequently managed supplier responses and determined short-list

·         Advised on technical requirements compliance

·         Managed supplier negotiations

·         Defined many contract schedules including exit strategy.

 

December 1997 Cable & Wireless (Bulgaria)

·         User requirements gathering for a replacement mobile services customer care and billing system for MOBIKOM (Cable & Wireless) in Bulgaria. (RS6000 hardware).

 

September to December 1997 Siemens Nixdorf (UK)

·         Billing system specification and customer care front-end production (GENEVA) for Siemens/News International London. (NT server).

 

January to September 1997 Cable & Wireless (UK and Bahrain)

·         User requirements gathering, RFP/ITT creation and supplier/procurement management for integrated customer care and billing systems for other German, UK and US based Telcos. (Primarily Cable & Wireless) (Various platforms).

 

November to December 1996 Digital Equipment (Russia) (World Bank and EBRD funded)

·         Bid management of a 22 site GIS system in Russia for DEC (+ X.400/X.500).

·         This contract included the design of a messaging and database architecture to support the land reform project.

 

September to November 1996 ICL (UK) (S-OJEC)

·         X.500 market research (NDS & MS Exchange) and sales collateral production for ICL/Fujitsu.

 

June 1995 – September 1996 British Telecom Syntegra

·         Project manager for the roll-out of the NHS X.400 / X.500 messaging and directory services

·         Negotiated contract with internal and external suppliers

·         Negotiated SLA’s and disaster recovery arrangements.

 

December 1987 – November 1996 (S-OJEC)

·        Bid management of the ICL bids to Hungarian Railways and Credit Bank (EBRD funded)

·        Bid management of the ICL networking infrastructure bid to the Polish Army (DRS hardware)

·        Production of Best Practice Guides on IT procurement for Dept Trade & Industry/CCTA/CSSA

·        Outsource relationship building and data network planning for CFM, (MS Office & Officepower)

·        Bid/acquisition management plus EDI, job costing & FM consultancy for BULL (GCOS based hardware)

·         Messaging handling system, (X.400/X.500) ITT creation for the EEC and CSC (TANDEM hardware)

·        Sales strategy definition and marketing plan development for HP

·        Due diligence potential acquisition management for Olivetti (RS6000 hardware)

·        Sales/negotiation & X.400 product planning for Telecom Italia

·        LAN/WAN design and implementation project management for ICL in Poland (DRS & VME hardware)

·        Business plan building and skills transfer for start-up VANs (Australia, S' America, Thailand)

6.    Role & Industry experience

Professional Experience

Business and IS Strategy Planning

Project Management and Control (PRINCE, PROMPT)

IS/IT Risk Analysis

Contingency/Disaster Recovery Planning & Implementation

Procurement Project Management and Bid Management

Business Process Re-engineering (BPR)

Business Case Development

Evaluation Models

Management Organisation Reviews

Sales & General Management

Budgetary Planning and Control

Effective Presentation Seminars

Recruitment (Executive and IT)

 

Business Area Experience

Telecomms Services Providers

Central Government

National Health Service

MoD

Power and Water Utilities

Banking and Finance

Retail

Manufacturing

Computer Services

7.    Previous career history

1/4/91 - 30/11/92 Business Development Manager ICL Telecomms Division

He was responsible for building relationships and responding to ITT's/RFP's for X.400/X.500, (UNIX, STRATUS and TANDEM) Message Handling Systems, Systems Integration, Facilities Management and EDI opportunities within ICL's Telecomms Services Division.  He negotiated with and bid/project managed the external product suppliers, potential VAR’s and other sales units helping them to build their strategy and improve their chances based on the input gained from discussions with National Network Operators.  He established and maintained long term relationships with Network Operators, Governments and Systems Integrators in every EEC country plus Eastern Europe (CSR), USA, Thailand, Brazil, Australia and several African States.  He assisted PTT’s and potential VAN services providers in strategic and revenue maximisation planning including procurement projects via S-OJEC, World Bank and EBRD.  He identified and recruited Value Added Resellers, developed the training material for skills transfer, delivered these programmes and assisted in identifying opportunities and progressing sales.

 

17/5/90 - 1/4/91 Pre-Sales & Contracts Manager ICL

He was responsible for the direction, management, motivation and control of a group of senior bid managers who delivered major, (£5M +) systems integration, facilities management and networking projects throughout the world e.g. Defence/Security - TOPIX/CHOTS network planning.  These often involved the set up of collaborative agreements with PTTs and other equipment/services suppliers and standards definition/conformance testing.  Most projects were via S-OJEC and S-CAT processes.

 

Key deliverables on such projects were:-

     proposal, (often in several languages)

     profit and loss analysis (5+ years)

     business risk analysis and supplier negotiations, (commercial, technical and sales)

     contingency planning and expectations management

     work breakdown structure, resource allocation and project budgeting

     sales and political plan production, competitor analysis and client negotiations

 

Major achievements :-

During and after this period, £50M business was confirmed.  This had been managed at a minimal, (<1%,) cost of sale.  On winning contracts he defined and set up customer support procedures.  The bidding process was fully documented and used as input to BS5750 accreditation.

 

1/12/87 - 16/5/90 Infrastructure Manager ICL

He was responsible for supporting the corporate applications, hardware and messaging networks of ICL’s Regional Data Centres throughout Europe, (12 locations) and International, (3 sites).  He managed budget planning and revenue generation/recovery.

 

Major achievements :-

     design, installation and eventual outsourcing of international voice and data network

·        rationalisation of data centres - relocation & disaster recovery planning

     managing capital approval & implementation of hardware and services upgrades

 

1/6/86 - 1/12/87 National Sales Manager British Telecom

He was responsible for the sales to and support of users, (individual & corporate,) of the DIALCOM E-Mail (X.400) system and external links to databases.  He set up the major accounts sales group, recruited staff and designed the pay, ground and sales plans.  He set up the international help-desk and was responsible for all revenue generation and recovery.

 

Major achievements:-

     revenue for was increased by 50% over this 18mth period

     productivity was improved by implementation of sales training and control packages

 

1/2/85 - 1/6/86 Private Consultant

Contracts included:-

·        BT             Account development planning/user support strategy for government

·        HP             Team building training

·        IBM           Business fundamentals training for IT sales staff

·        DEC          Dealer sales training

 

1/2/84 - 1/2/85 Sales & Marketing Manager British Telecom

Responsible for vertical market hard/software sales and support to the travel and insurance sector.

 

Additional  duties:-

     recruit/train/develop staff

     create marketing/sales strategy and obtain budget approval

     define product developments and negotiate with external suppliers

 

1/9/82 - 1/2/84 Sales & Marketing Manager Alcatel

Responsible for the recruitment and training of the sales and service force, procurement of  Japanese product line, customisation, pricing, advertising and negotiation with Government contacts.

 

Major achievements:-

     300% of first year unit sales plan

     generation of long term revenue through contract design

 

2/3/71 - 1/9/82 Rank Xerox

He joined  Xerox as a Systems Analyst but immediately  transferred to facsimile products sales.  He moved through all field sales management roles and several staff functions including training, (sales and service,) and marketing depts. Final position - National Sales Manager.

 

Major achievements:-

     Consistently top performing sales man and manager, (never less than 200% of target)

     Developed sales activity system to improve customer support

8.    Previous Positions

 

         ITT                                                         INFORMATION SERVICES MANAGER

BIP                                                                 COMPUTER OPERATIONS MANAGER

Hawker Siddeley                                                        CHIEF OPERATOR

F W Woolworth                                                          COMPUTER OPERATOR

Royal Navy