Development and execution of the BD strategy for the Melbourne officeOverall responsibility of the national Insurance practice groupCo-ownership of the Victorian Government accountOverall responsibility for conceptualization, research, development and implementation of a national key sector pursuit, including, but not limited to:o Complianceo Report writingo External market researcho Internal service and profitability analysiso Business case development and approvalo Development of internal key stakeholder groupo Development and execution of a BD strategy and pursuit planningo Internet and intranet presence development, inclusive of all resourcesInstrumental in change management practices around BD coaching and trainingManagement of the ("Partner in Charge") PIC budget and the Melbourne office BD budgetBid development and execution, along with development of best practice cacheFacilitating collaboration across practice groupsAnalysis of market trends and insightsEvent execution

Overall responsibility for conceptualization, research, development and implementation and management of the New Business Development Unit, including but not limited to:o Development of Standard Operating Procedures (SoPs) and Key Performance Indicators (KPIs)o Consulting lead for the development of a bespoke machine learning application for tracking and reporting on all tenders, proposals, pitches and expressions of interest; allowing for effective CRM, data visualization and analysis. (This application was imperative in eventually rolling out the Business Intelligence Unit which allowed for reporting and tracking of internal and external forecasts and trends)o Overall responsibility for the development of strategic go-to-market-approach in conjunction with the marketing teamo Key sounding board for proposal strategy and value propositionsShared responsibility for the development of the company risk framework and preliminary risk baseline frameworks for new business opportunitiesOverall responsibility for compliance around new businessAd hoc legal assistance, review and advise on procurement processes

Working with the Business Development Manager in developing and executing the BD strategy for the Western CapeIdentification and management of pursuit campaigns and bid processes in the public and private spaces through seven (7)business units in the Western Cape and NamibiaAchieving short- and long-term financial objectivesFacilitating collaboration across business units

Co-creation of the Business Development unit with the Business Development Manager, including but not limited to:o Process flowso Database cacheso Risk analysiso Compliance check listso Standard Operating Procedureso Best practice documents and templatesCoordinated and communicated delivery and costing requirementsEnsured sound communication strategy regarding all technical, commercial and contractual correspondence with clientsOverall responsibility for executive reports to the executive committee, i.e.: summary schedules, proposal overviews, competitive overviews and cost summaries

Assisted with a research project targeted at the extent to which South Africa’s small businesses are growing. The SME Growth Index tracked a targeted selection of small to medium sized businesses over several years in order to understand what encouraged and inhibited their growth, and how best to support this critical sector of the economy. The project was enthusiastically welcomed by the government and the private sector.Worked closely with key government departments and business organizations, including the Chamber, to ensure that the research findings have influence among decision makers in the public and private sectors.Established a panel of 500 businesses to participate in this research. Focus was on firms in the manufacturing and business services sectors, which employ between 10 and 50 people, and have been in business for at least two years.