Expert Details

Expert in Business Development, Marketing, and New Product Development

Expert ID: 728715 United Kingdom

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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.

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!

Working with UK industrial and commercial SME's, I have developed seven companies into growth in 2015 through management and marketing consultancy, coaching and mentoring.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.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.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.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.

Education

Year Degree Subject Institution
Year: 1979 Degree: Electrical Engineering Subject: Electrical and Electronic Engineering Institution: Robert Gordon's Institute of Technology
Year: 1996 Degree: Business Management Subject: Strategic marketing Institution: Hull University
Year: 1986 Degree: Post-Graduate Diploma Subject: Marketing Institution: Chartered Institute of Marketing
Year: 2013 Degree: Certified Management Consultant Subject: Management consultancy Institution: Institute of Consulting
Year: 2015 Degree: Certificate (Level 5) QCF Subject: Management Coaching and Mentoring Institution: Chartered Management Institute

Work History

Years Employer Title Department Responsibilities
Years: 2002 to Present Employer: Undisclosed Title: Principal Consultant Department: Responsibilities: Expert runs his own consulting company, utilising a network he has built up when required to allow for capacity.
Years: 2001 to 2002 Employer: Nomura Bank Title: Business Development Department: Servus FM Responsibilities: Business Development Manager for an e-procurement portal and FM services provider; introduced ten new, heavyweight international prospects in 6 months.
Years: 2000 to 2001 Employer: Clicksoftware Europe Title: Sales Manager for Europe Department: Engineering Diagnostic Software Division Responsibilities: 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.
Years: 1997 to 2000 Employer: Underwriters Laboratories Inc Title: Marketing and Sales Manager Department: DEMKO A/S in Copenhagen Responsibilities: 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.
Years: 1995 to 1997 Employer: BEAB Title: Business Development Manager Department: Electrical Testing Laboratory Responsibilities: 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.
Years: 1994 to 1995 Employer: EnTra Title: Marketing Manager Department: Training Authority Responsibilities: 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.
Years: 1992 to 1994 Employer: Scott Fetzer Group Inc Title: Marketing and Sales Manager Department: Based in UK Responsibilities: 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.
Years: 1985 to 1992 Employer: Honeywell Controls Title: Appliance Market Manager, Europe Department: Microswitch and Sensors Responsibilities: 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.

Government Experience

Years Agency Role Description
Years: 2009 to Present Agency: Enterprsie Enfield Role: Consultant Description: He works with this London borough and local authority as a consultant to assit their local businesses.
Years: 1963 to 1976 Agency: Royal Navy Role: Nuclear Chief of Watch Description: He was a Royal Naval submariner in nuclear submarines and latter taught engineering operations.

International Experience

Years Country / Region Summary
Years: 1997 to 2000 Country / Region: Denmark and northern Europe Summary: 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.
Years: 1985 to 1990 Country / Region: Asia Summary: He worked in Japan, Taiwan and Korea in a four-year phase of development of controls for household appliances with Honeywell.
Years: 1990 to 1992 Country / Region: USA Summary: He worked in the USA in a three-year phase of development of controls for household appliances with Honeywell.

Career Accomplishments

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.
Licenses / Certifications
IEng, Chartered Marketer, Certified Management Consultant
Professional Appointments
Associate Fellow, University of Warwick
Publications and Patents Summary
Book on new product development and inventing (Bookboon 2014) and MBA in Seven Days (Hodder and Stoughton 2015)

Additional Experience

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.
Vendor Selection
He has much experience in forming long-term startegic partnerships between organisations in global supply chains.
Marketing Experience
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.
Other Relevant Experience
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.

Language Skills

Language Proficiency
German This is now fading from a lack of use over the last 10 years in which he has worked almost exclusively in the UK.
Danish This is now fading from a lack of use over the last 10 years in which he has worked almost exclusively in the UK.
Swedish 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.
Nowegian 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.

Fields of Expertise

business management, business operations, business process management, business startup, business strategy, commercial business, commercialization, competitive analysis, competitive intelligence, construction marketing, conventional licensing, customer satisfaction, customer segmentation, device product development, direct mail, electrical product development, electromechanical product development, electronic control, electronic control new product development, electronic marketing, electronic product development, engineering management, European marketing, household appliance new product development, industrial marketing, innovation, Internet marketing, joint venture, market, market assessment, market development, market forecasting, market positioning, market potential, market research, market segmentation, market trend, marketing, marketing mix, microenterprise development, new product assessment, new product development, new product development management, new product market survey, power semiconductor device new product development, product, product management, strategic market planning, strategic planning, technology development, biomedical product development, business, business analysis, business development, strategic research planning, financial modeling, medical device marketing, medical marketing, cross marketing, affiliate marketing, brand valuation, product evaluation, economic appraisal, claim (patent), business valuation, economic market development, energy market development, brand extension licensing, by-product marketing, e-business strategy, e-business process engineering, e-business strategic planning, e-business organizational assessment, major appliance, portable appliance, marketing brand management, marketing database, distribution channel, promotion, finance, marketing communications, advertising, competitive benchmarking, time-to-market, marketing software, distribution management, proposal writing, international marketing, business machine, product testing, medical device product development, rapid product development, product improvement, electronic control quality improvement, household appliance liability, product delivery process, product development cycle time, technology innovation, instrument development, household appliance, new product design, test strategy development, integrated product development, accounting, material product development, alternating-current to direct-current converter, new technology business value measurement, research and development, research and development management, technology management, medical equipment marketing, development process, product design, proposal, decision-making, biomedical device, biomedical instrument, washing machine, testing, maintenance management, facility management, economic analysis, biomedical sensor, biomedical engineering

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