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 Expert  728715

Expert in Business Development, Marketing, and New Product Development


Available for your Consulting and Expert Witness Needs

Hampshire
United Kingdom
Education Work History Career AccomplishmentsPublicationsConsulting Services Expert Witness Market Research

Summary of Expertise:

Listed with other top experts in: 

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!

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business management

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business operations

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business process management

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business startup

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business strategy

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commercial business

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commercialization

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competitive analysis

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competitive intelligence

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construction marketing

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conventional licensing

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customer satisfaction

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customer segmentation

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device product development

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direct mail

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electrical product development

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electromechanical product development

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electronic control

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electronic control new product development

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electronic marketing

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electronic product development

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engineering management

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European marketing

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household appliance new product development

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industrial marketing

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innovation

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Internet marketing

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joint venture

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market

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market assessment

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market development

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market forecasting

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market positioning

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market potential

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market research

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market segmentation

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market trend

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marketing

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marketing mix

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microenterprise development

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new product assessment

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new product development

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new product development management

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new product market survey

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power semiconductor device new product development

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product

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product management

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strategic market planning

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strategic planning

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technology development

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biomedical product development

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business

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business analysis

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business development

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strategic research planning


Show Secondary and Basic Areas of Expertise

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

Work History:
Years   Employer   Department   Title   Responsibilities

2002 to

 

(Undisclosed Consulting Company)

 


 

Principal Consultant

 

Expert runs his own consulting company, utilising a network he has built up when required to allow for capacity.

2001 to 2002

 

Nomura Bank

 

Servus FM

 

Business Development

 

Business Development Manager for an e-procurement portal and FM services provider; introduced ten new, heavyweight international prospects in 6 months.

2000 to 2001

 

Clicksoftware Europe

 

Engineering Diagnostic Software Division

 

Sales Manager for Europe

 

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.

1997 to 2000

 

Underwriters Laboratories Inc

 

DEMKO A/S in Copenhagen

 

Marketing and Sales Manager

 

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.

1995 to 1997

 

BEAB

 

Electrical Testing Laboratory

 

Business Development Manager

 

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.

1994 to 1995

 

EnTra

 

Training Authority

 

Marketing Manager

 

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.

1992 to 1994

 

Scott Fetzer Group Inc

 

Based in UK

 

Marketing and Sales Manager

 

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.

1985 to 1992

 

Honeywell Controls

 

Microswitch and Sensors

 

Appliance Market Manager, Europe

 

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.


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:
Publications and Patents Summary

Book on new product development and inventing (Bookboon 2014) and MBA in Seven Days (Hodder and Stoughton 2015)

Selected Publications and Publishers  
 - Bookboon  
 - Hodder and Stoughton  

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

Consulting Services:
Selected Consulting Examples:
  • 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.
Click the green button above to contact Expert for a free initial screening call regarding your expert consulting needs.  Expert is available for consulting to corporate, legal and government clients.  Remember, your initial screening call to speak with Expert is free.

Expert Witness:
Click the green button above to contact Expert for a free initial screening call regarding expert testimony, litigation consulting and support, forensic services, or any related expert witness services.  A few litigation needs include product liability, personal injury, economic loss, intellectual property (patent, trademark, trade secret, copyright), and insurance matters.  Remember, your initial screening call to speak with Expert is free.

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

Language Skills:
Foreign Language   Description
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.

Market Research:
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.

Click the green button above to contact Expert for a free initial screening call regarding your marketing research, industry research, and company research needs.  For research needs involving multiple experts or secondary research, a Research Director can be assigned to coordinate the work into a custom report for you as a potentially quicker and more cost effective alternative to doing this work yourself or hiring a boutique consultancy.  Remember, your initial screening call to speak with Expert is free.

Additional Skills and Services:
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.

Supplier and Vendor Location and Selection

He has much experience in forming long-term startegic partnerships between organisations in global supply chains.

Other Skills and Services

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.


 

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