PROFILE 

Exceptionally capable Professional Services Senior Management specialist with over 20 years experience culminating in VP and Strategic Development roles within consultancy services sector.  Accustomed to working with blue chip organisations at international level, ranging across Management Consultancies, Software Houses and Commercial organisations, outstanding record of redeveloping businesses and radically improving profitability and sustainability.  A natural and instinctive business developer with a strong bias towards building partnerships and setting ambitious targets for growth, combines top level business acumen with highly developed people management and development skills. 

CAREER HISTORY 

[snip]– NAI Inc                                                                                   2001 – current

VP Global Professional Services

[snip] is a total service desk application adaptable to meet diverse range of business needs.  Overall accountability for the strategic steering and divisional performance of the GPS.  

·           Identified opportunity to redefine sales proposition from technology led sale to a solution led sale. Implemented sales and consultancy process to this end, adding significant value to customer and increasing billing potential by over 100%. 

·           Achieved significant realignment of profitability, increasing utilisation to 80 –85% and billable percentage from 52% to 90% and rising. 

·           Overhauled existing operational practices, refining all processes and objectives to correlate with existing and projected business needs. 

·           Managed highly skilled consultant group, including technical project managers and business managers, selected appropriate individuals to be utilised on projects.

·           Undertook in-depth skills audit to identify strengths and skill gaps within existing consultant group.  Devised and delivered up-skill training, re-orientated consulting perspective to strongly service led, recruited to complete skill base of team. 

·           Rebuilt partner and alliance program from new base to certification to provide core expertise and value added expertise to corporation.

·           Responsible for penetration and management of alliance program –

·           Implemented forecasting and management reporting for GPS Services. 

·           Produced sales and marketing collateral to assist in the transition from a tactical point solutions to enterprise strategic solutions.   

[snip]                                                                                                 2001

VP EMEA, VP Professional Services EMEA                                                        Interim Assignment

·           Tasked with managing transition and integration of small (250 employees) UK based business  into international SAP Organisation based in Germany (30,000 employees), which formed SAP Portals Organisation.  Extensive management of change and cultural change issues. 

·           Generated business development strategy for Professional Services across EMEA.   

[snip] (UK) Ltd                                                                                     1997 – 2001

Business Development Director (2000 – 2001), Professional Services Manager (1997 – 2000)  

·           Promoted to Business Development Director role with highly strategic remit, sitting above sales and marketing to drive the business forward.   

Business Objects UK cont. 

·           Managed strategic relationships at Board level with named accounts and Strategic Alliance Partners e.g [snip] 

·           Devised and implemented programme to move from product led to solutions led consultancy, resulting in increasing consultant base from 6 to 41 in the UK to service outstanding levels of demand for service.  (Revenue Target 1998 £750k  – actual £2.2m.  Target 1999 - £4.9m).   

·           Proposed this model for international application to Worldwide Board of Directors, which was accepted and implemented as the standard for professional services. 

·           Recognised for outstanding achievement with Business Objects University Award in Bali. 

·           Refined Consultancy Administration system, developed methodology and practices allowing accurate Scheduling, Billing and Forecasting.    

[snip]                                                                                       1995 – 1997

Managing Consultant  

·           Performance managed team of 20 high-level business technology consultants, providing a lead and training/coaching in project management techniques. 

·           Account managed major clients in Defence, Commercial and Partners line of business (e.g. MOD, Telco’s, BP, PWC, Ernst & Young).

·           Achieved 45% Billable status, in addition to exceeding targets by 10 – 15% in business sector.  Revenue targets stood at £2.3m - Defence, £1.5m - Commercial and £1m – Partner Org.’s.  

·           Specific areas of input included Migration Planning, Performance Tuning, System Audits, Project Management, Data Warehousing, Relationship Management, Bid Management, ITT Production, Capacity Planning, Technical Consulting – Informix, Strategy Definition.

·           Acted as part of Global Team to implement internal training standards worldwide. 

·           Assessed client brief, negotiated fees and budgets, made proposals and nurtured account through to successful completion. 

·           Negotiated consultancy sales targets with sales team, worked with them to assist in meeting and exceeding all expectations for product and support services by implementing a “consultancy-led” sale proposal.

·           Developed virgin territories for consultancy services delivery e.g. sold product and consultancy service to Bennetton F1 Grand Prix team, immediately followed by their major competitors.   

[snip]                                                                                                                             1994 – 1995

Principal Consultant – UK Consultancy Group

·           Following ASK Ingres discontinuing consultancy support for their products, personally proposed transfer of entire team of experienced and profitable consultants (15) and in-built £1.2m of business to variety of sources, of whom CACI met our objectives most closely. 

·           Managed the team, propagating £3.5m business in first year of operations. 

·           Led project, strategy and relationship management on key accounts e.g. Intel. 

·           Provided network strategy definition, audits and capacity planning – voice, data, intelligent networks, virtual private networks. 

[snip] Ingres                                                                                                                               1994

Senior Consultant – UK Consultancy Group  

·           Bid, Account & Project Management for major proposals, management of the Project Management Special Interest Group.   

[snip]                                                                                           1990 – 1994

Senior Consultant – Technology & Strategy Support Group  

·           Technical and strategy definition reviews inc. Ingres, Oracle, Informix, Network, VAX and GIS. 

·           Quality Audits, resulting in two successful court cases.

·           Developed team to deliver to the highest standards, undertaking assessment and training.    

·           Produced and evaluated Tenders.   

·           Acted as internal auditor for reviewing systems design, application build and implementation plans for Price Waterhouse. 

·           Special projects included devising and constructing framework and methodology to allow a government agency to define network requirements (data & voice). 

[snip]                                                                                                   1987 - 1990

IT Manager, Systems Development Manager  

·           Tasked with the development of Financial Head Office & Branch System based on Ingres & DEC hardware. 

·           Provided assistance to RTI Ingres and DEC as a freelance consultant on analysis, design, build and implementation as well as capacity & network planning, performance tuning and assessment.   

[snip]                                                                                                                                1983 – 1987

Client Support Services Manager (1986), via Project Manager (1985), Team Leader (1984), Senior A/P  

·           Managed Client Support Services Group maintaining third party systems for 20 multi-national clients, with 4 teams totalling 25 staff.

·           Established and managed Technical Support Group, overseeing change & release control, resource scheduling and maintenance for numerous clients.   

[snip]                                                                                      1978 – 1983

Head Science Officer via Science Officer, Assistant Science Officer  

·           Civilian status, awarded military rank of Major on leaving.

·           Instrumental in development of various production control and work monitoring systems. 

·           Worked with LBMS to develop and produce SSADMv1. 

·           Extensive projects undertaken still covered under terms of Official Secrets Act.

PROFESSIONAL QUALIFICATIONS 

 ADDITIONAL INFORMATION  

Date of Birth: 2 March 1960                                                              Nationality: British

Security Clearance: UK and NATO (CTS)                            Full Clean UK Driving Licence, car owner

LEISURE INTERESTS  

Watersports – active diver and qualified canoe instructor, teach young disabled adults canoe skills as and when work commitments allow.  Also enjoy golf, skiing and driving.  Act as Chairman on Board of Governors for St Mary’s C of E School.