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BlueKite Capital is a leading coordinator of Financial Services that helps individuals, business and corporations to meet their business’ goals through effective and value-added services. BlueKite Capital is vision led and value driven. We know how to achieve our vision and goals but more importantly its how we go about assisting our clients achieve their goals that really matters.BlueKite Capital services cover: - Financial Services - Mortgages advice- Wealth Management/Financial Planning- Venture Capital consultancy- Succession planning for accounting firms.Get in touch at s.chard@bluekitecapital.com.au

Websecure is one of Australia’s leading IT Security and Risk Management Experts. I was hired targeting to design and implement a specific sales strategy. The re-engineering of the sales functionality included:1. Identify sales opportunities – Websecure had successfully implemented IT security solutions across a broad range of industries. This had been achieved from a bottom up approach. The new sales strategy adopted was a top down approach. This included selling to “C” Class executives and other key stakeholders. 2. Lead generation program to achieve new sales opportunities – Assisted in designing a lead generation program resulting in teaming agreements with Deloitte and PWC. The approach included joint venture relationships using a triangular approach with vendors, consulting firms and Websecure.3. Design new approach that allowed the introduction of a managed services platform as opposed to one off sales software solutions – this approach will enable Websecure to secure stable income streams and at the same time increase client retention.

The aim of the group was to invest in early stage medical and IT projects that could demonstrate potential to be a best in class product or device.Achievements included:• Information memorandum completed.• Legal documentation completed.• First round of projects identified.

The company provided provide sufficient financial certainty to financial institutions when sourcing project finance for infrastructure projects in Australia and overseas. The certainty was implemented through a synthetic investment grade guarantee, which consisted on the partial repayment of debt facilities in the event of a default by the borrower. Project management included providing expertise to build credible information memorandum, complete with project analysis and financial modeling.The transactions sourced across many sectors such as power stations, renewable energy, hospitality and tourism assets, low-cost housing projects, and medical infrastructure.Projects included:1. Sutera Harbor Resort - Malaysia• Refinance and additional development funding totaled of $USD520 million.• Developed information memorandum.• Developed sustainable financial plan.• Facilitated negotiations with insurance providers leading to the successful approval of synthetic guarantee.• Designed and implemented strategies with key internal and external stakeholders enabling the successful due diligence process to meet requirements of financiers.• Implement financial and strategic business plans to ensure the achievement of corporate vision.2. Golden State Energy – China• Consulted on the financial plan for Bio Energy Power Stations and Wind Farms $USD168 Million.3. MRT 7 Railway Development – Philippines• Advice on the structuring of debt totaling $1.36 Billion for the development of Metro rail link Manila.4. Geothermal Power Station – NZ• Provided advice on structuring of finance – combination private equity and debt.5. Torrens Capital – Australia• Arranged seed capital for Torrens capital - $40 Million funding to expand financial services group.

The company pioneered the introduction of purpose built SME products and innovative flexible home loan products. Products were sold through 3rd party mortgage brokers.Achievements:• Developed and implementation of supporting a six stage sales methology• Recruited and developed a sales team of six business development managers with representation in each state of Australia• Implementation of a national marketing campaign involving television and print media• Project managed the design and implementation of on line application process• Provided leadership and coaching through a national sales training program• Voted non-bank lender of the year in 2003 - Mortgage Industry MIAA• Growth distribution channel number in excess of 400 brokers• Developed a strong compliance culture to avoid duplication of effort and to maximize turnaround of proposals in a highly competitive market• Mortgage book reached $1.7 Billion

Engaged to oversee the effective merger, integration and change management between two non bank-lending groups, Focus Home Loans and Financial Directions Australia:Achievements included:• Restructure of a number of business functions including operations, credit and sales.• Design and implement efficient processes to achieve substantial growth settling in excess of $125 Million in home and commercial loans within 6 months of the merger.• Introduced processes included implementation of a CRM program, robust sales to delivery process, best practice credit management, effective metrics and reporting tools providing greater transparency and a thorough understanding of pipeline progression and forecasting future growth.

The role satisfied my growing interest in wealth creation and in marketing though an ability to tap into the risk profiles of clients and thereafter the application of disciplined practices to service the needs of clients having quite divergent needs. At Melkor Holdings the emphasis was on wealth creation through risk analysis, trust and tax planning, estate planning, life insurance and income protection programs, general insurance as part of a constructed long term plan for clients and their families.Achievements included:• Led the sales force that grew to 28 over a five-year period. (2 sales teams of 14)• Responsible for the learning and development program of sales team.• Client base grew from a standing base to in excess of 3,000 clients.• Implemented Client retention program.• Designed six-stage sales process enabling sales staff to fully appreciate the sales process.• Created a can do culture with sales consultants exceeding KPI on a regular basis.