Study your business and markets and set a course
This is how I work. I study and research your business and find out as much as I can about what you do. I then study the markets. This means reviewing things in the round. I prepare a market map that describes as fully as possible your potential business world. I then start classifying, organising and structuring the information logically as this is the key to deriving a relevant strategy and to also reveal opportunities, channels and partners that may have been previously missed. Services include:
- Developing strategy and writing strategic marketing plans.
- Identifying strategic partners and formalising strategic alliances agreements.
- Conducting strategic business reviews and research.
- External business environment analysis, internal appraisals and market mapping.
- New service development & service delivery studies.
- Preparing project and investment business cases.
I am a firm believer that established businesses see things increasingly from the point of view of where they have come from and not where they are going. This is so different for new businesses that don't normally have such a burden.
My task is to see things in a continuum so that established businesses transit from one place to another smoothly without destroying the existing business base. This means that existing markets, adjacent markets are studied and evaluated side by side and proposed actions are laid out in the context of evolution and not revolution.
My challenge is seeing things in the context of the business and by using my judgment to assess what is technically plausible and deliverable. And then, communicating and persuading effectively to gain commitment and build momentum.
And, keeping right up to date, I can draw on a suite of digital marketing tools to help automate, accelerate and build relevance into everything you do.
Brief career history
After graduating with an honours degree in Mechanical Engineering I worked as a Mechanical and Electrical (M&E) project engineer for the UK civil service. Working in multidisciplinary teams with architects, civil engineers and surveyors we developed a range of building designs including crown courts, prisons, data centres and offices. As well as developing the contract documentation, specifications and drawings we also supervised the building construction on behalf of our Clients.
Following the completion of a full time MBA I took a job in Dubai managing an M&E contracting business designing and installing building systems in high rise apartments, luxury villa complexes, banks and high quality retail outlets. As the business also represented Siemens we also secured and successfully delivered the Dubai Urban Traffic Control project to Dubai Municipality.
Following interim appointments with two UK niche engineering and architectural consultancies where I developed customer and business development strategies I worked as a Business Manager for ABB Building Technologies developing their whole life cost performance building concept and developed my strategic marketing skills and focused on new service development.
Following a market development position with BSi (the British Standards Institution) I joined a small, niche asset maintenance service provider called FDT which provided UK-wide M&E and structural inspection and maintenance services to the mobile phone network operators. I left this business to join the EMCOR Infrastructure & Rail Major Projects business where I worked to establish a strategic alliance with Siemens UK and joint venture with Costain and then returned to FDT after it was acquired by May Gurney in 2007. Here I developed a strategic development plan that addressed the rapid changes in the mobile telecommunications market and also worked to improve May Gurney's position in terms of innovation and its adoption of technology in Highways, Rail and Water Utilities. I identified, negotiated and secured a Strategic Alliance with Samsung SDS as part of this to provide a technologically advanced suite of infrastructure maintenance services.