With over 20 years’ solutions selling and solution generation in the public sector (14 years with IPF/CIPFA), and 13 in the private, I can bring extensive experience and contacts at the highest level to all parties for whom I undertake work. My breadth of experience covers IT cloud solutions, digital transformation, channel shift, asset management , change management, consultancy , training, risk and audit support , financial training, and quality systems .Areas of expertise and work• Internal business development , selling the concept for new business internally.(Internal Consultant)• Experienced in finding and researching new opportunities in the public sector and then looking at the best ways to bring them to market• Organizing pilots and testing the market• Organizing road shows and partnering events• Advising how to sell to local government including running workshops• Management consultancy in relation to business generation (Challenging the way private sector organizations sell/promote themselves to the public sector)• Asset Management tender specification, review and evaluation.• Training and consultancy advisor• Social media marketing and utilization within the public sector including channel shift• Social media use and review/audit• Challenging the status quo and business processes (Process Benchmarking)• Reviewing and challenging pricing approaches to reflect today’s changing market place• Sourcing consultants for projects• Business case development• Mentoring • Critical friend• Facilitator• Firefighting within organizations • Developing mixed approach to promote training and e-learning • Developing joint sales and marketing plans• Quality management training solution selling• Researching and finding new solutions based on best practice in the public sector• Selling Local Authorities’ developments to other Authorities• Needs analysis

Role to engage with all parts of Capita to ensure that Capita software solutions (CSS) is used to enhance Capita's offerings to our clients and provide innovation.. In addition to feed back into CSS developments within Capita as a whole. Developing new market opportunities and partnerships. Acting as a central contact to coordinate CSS cross business response to Corporate bids. Software solutions included Payment services, Digital transformation, Asset Management HEFe Student Management system, Library software and Document management software.Successfully generated business across the Capita group different sectors including Insurance and benefits, Employment Benefits, Asset and share services, Local and Central Government and group business over the next 2 years in excess of 2.5 million. Instigated the first inter Capita sales forum as well as representing CSS on the Capita interests groups for Local Government and Adult Social Care.Set up marketing initiatives across Capita . CSS key contact with the Local Digital initiative run by DCLG.Through my work CSS is the first point of contact within Capita for digital transformation

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CrowdControlHQ provides a management, moderation, analytics and communications toolset, which helps mitigate the risk of social media and ensure compliance, while allowing users to communicate with customers and stakeholders.Employed to develop the Public sector marketEmployed to develop the Public sector market• Revamped the way the software was being sold into the sector, firstly focusing on risk and audit requirements and then after the major cuts in the sector, focusing on channel shift and having the correct platform to successfully make the savings • First contract signed in three months.Second contract in two months from scratch. Secured the first Education contract.• Came up with the concept of a social media forum and sold the idea to the Local Government Communications Board.• Opened up the Central Government market including being invited to present at the National Heads of Audit and Risk conference.Gained the Certificate of Social media.

New Business Scheme mentoring start up Businesses through the initial idea through the business plan to start up.

Remit was to help Tribal launch their new Asset Management software - K2 - with the wider remit of helping the whole group enter new areas of Local Government (taking advantage of high level contacts/friends).•Won from scratch the first new contract for Tribal’s Facilities and Asset Management software to Local Government within 3 months of joining, worth in excess of 225k. •Won contracts through initial contact, supporting the development of the specification requirements and subsequently winning the resulting tender.•Instigated major expansion of K2 as the corporate property system in numerous Authorities.•Through organising a sales campaign focusing on key Local Authority drivers, won a new K2 contract from scratch within six weeks.•Found and developed his own pipeline through knowledge of the market place, not being reliant on responding to general tender opportunities.•Was always keen to challenge the status quo and put forward major business opportunities to expand K2’s footprint in the market place, as well as other business cases for Tribal in general.•Just before leaving Tribal, secured preferred supplier status with two public sector bodies.

Projects undertaken:-• Overhauled sales strategy for a support services company defining the business objectives, the sales areas, target setting and bonus arrangements, sales infrastructure and reporting structures including the sales meeting process, chairing the initial sales meetings. • Reviewed and developed sales support tools and documentation for the sales team .Implemented an objective suspect and prospect reporting regime. • Implemented a structured telephone sales approach to maximize returns and to cover the country systematically • Acted as a mentor to the company co-owner. Provided assessment on the capability of existing staff to meet the business objectives of the company. Acted as independent assessor during sales interviews.• Composed strategic reports for the management board. Developed company business presentation for prospective investor meetings.• Reviewed and composed the marketing strategy for the next 2 years • Undertaken training on how to sell in to the local government market place including using the various government initiatives to act as drivers for the companies’ solutions. • Acted as facilitator on a number of occasions with senior staff with in companies to redefine how they sell and re-evaluating their unique selling points.

Primary Contacts Finance Directors, Head of Property, Chief Accounts, Heads of IT, Performance Managers, and HR Managers . Developing and selling of the various services and solutions .Key Role in transforming IPF from a turnover of £640k to £28m• Generated £100,000 profit by developing a sales strategy that ensured the transformation of a paper based service to a Cloud delivered service (including expanding the customer base by over 100 Authorities )• Increased annual profit by over £450,000 by developing the strategic approach for the pricing and selling of IPF’s BI Asset Management and Capital accounting software changing from capital spend to Subscription successfully launching and selling over 70 new .net applications.• Developed the concept of The CIPFA Audit portal a cloud solution for Auditors in the public sector then successfully brought it to market in partnership with Leeds City Council• Spearheaded IPF’s Fraud and Risk forms as part of the work discovered a regional requirement for Fraud qualification and developed a partnership with Leeds City Council to market and run the qualification in Leeds worth £36k. Repeated the exercise in the Midlands working in partnership with Leicester city Council.• Secured major sponsorship and exhibitors for the CIFPA conference• Organized Road shows for CIPFA including partnering organizations

Services Ltd consultancy, advisory services, training and development, Major contracts•Network Rail to pilot EFQM in the organization worth initially £34k, •securing Services Ltd’s first 6 sigma implementation worth in excess of £50K •setting up initial training and consultancy for a number of Authorities.•Revamped the marketing material developed new business streams and products.• Instigated partnership discussions with a number of highly respected companies and Agencies

Specializing in providing business solutions to the Public Sector. Exceeding Targets for 14 yearsPrimary Contacts Finance Directors, Head of Property, Chief Accounts, Heads of IT, Performance Managers, and HR Managers . Developing and selling of the various services and solutions .Key Role in transforming IPF from a turnover of £640k to £28m• Developed the idea of a Quality Forum subscription service which has been responsible for revenues for IPF in excess of £1m , first forum to look at shared services and Business Process re engineering• Secured in excess of £270k by Identifying the need then developed National Police Benchmarking with the backing of ACPO, Initially for the Finance function and then Human resources . Finance Benchmarking still being run by CIPFA.• Set up from scratch CIPFA’s Telephone Sales Team • Won some of the largest training and consultancy projects undertaken by IPF including single contracts worth initially over £50K for Metropolitan, Unitary and District Authorities• Won work with the Association of Greater Manchester Authorities valued at over £70K,• £180k contract with two Authorities after repackaging services as a partnership agreement.• Implemented the successful launch and sales of a Police Finance package amounting to over £100K and over 300 man days worth of training to the police forces of England and Wales, • Secured over 1000 days of training to Local Authorities.

• Won a project management development contract for 5 associates worth initially £250K for 6 months• Sold the concept of new training products for the agency’s One Person, One Place, One Time policy to senior managers within Benefit Agency Head Office and 125 district offices then organized 90 pilots for the training material nationwide.• Wrote the business case that secured the continued £6 million funding for the Benefits agency task force

Computer Training Material Developmentnew Clients which included ICI, Rank Xerox, BT, Department of Employment, Benefits Agency and British Steel

IBM Disaster Recovery Services•First major contract in the first 4 months worth £225k

Major sales included British steel (60K), Rolls Royce (£144K), CIS Ltd. (£80K), and the Halifax Building Society. Year Target achieved in 6 months

IBM IT and Management Training Major contracts included £50K for new entrants training at Rank Xerox, Graduate training at British Steel and Philips Electronics.CIS(£28k), Grattons (21K), GPT (30k) and Thorn Security AS 400 training 100K

IBM System Programming supportNew clients included: British Gas, Canadian Bank of Commerce, Lombards, Nestle, Seismograph, Midland Bank. BT Liverpool, Trebor, English and American Insurance, Wm. Morrison and Parker Pens.

IT Equipment SuppliersSales Executive Achieved merit club in the first year of employment