Case Studies

Market Entry and Business Development

Ran the European Market Entry for a digital services and solutions provider. Defining a differentiated value proposition, creating an effective operating model, executing the go to market strategy and owning the sales and operations activity. Customer relationship building, solutions design and delivery excellence leading to unprecedented awareness and client engagement and a 4x increase in sales pipeline.

Digital Transformation

Multiple successful Digital Transformations in the B2B distribution industry. Strategies for growth executed through enhanced capabilities, end to end working behaviours and collaborative accountability. Digital leadership skills, prioritisation and focus, effectiveness through simplification, digital culture and organisation. Transforming the role of Digital in the organisation, embedded as the go-to opportunity for growth and a main-stay for excellence and efficiency.

Unified Content Strategy

Designed and created a digital Data and Content function from scratch for a global Electronics supplier. Future ready Content strategy. Transitioned the organisation from print to digital and created a highly engaged and high performing global team recognised internally and across the industry. Content as a commercial specialism delivering exceptional growth and return on investment. Leveraged world class processes, systems and partners while also leading an incredible culture change defined by empowerment and accountability.

Offer Development

Worked with a global Electronics distributor to expand into a new customer segment. Customer centred offer design, validated market opportunity. Go to market strategy including leadership of specialist sales, marketing, customer experience and operations teams. Implemented core systems, processes and service capabilities. Global execution in under a year, multi-million revenue stream that grew double digit for many years following launch.

Range Expansion and Customer Experience

Range expansion and drop-ship logistics capability rolled out to UK and European distribution organisations. Range expansion strategies, process enhancement delivering 10x the product introduction capability, ecommerce experience enhancements to manage the increased customer choice. Innovative fulfilment methodology comparable to a supplier’s own network. Rapid scaling of the offer, exceptional online experience and transformational return on investment driving a return to revenue growth and increased profitability.

Customer First Sales Recovery Strategy

Recovered growth in the APAC region for a component distributor through the implementation of a customer first strategy. Transforming the business model to focus on customer experience, finding products, placing orders, availability and fulfilment. Aligning performance metrics to strategy and goals. Clear definition of business purpose and required outcomes to give direction and focus. Simple processes to execute against resulting in a return to growth in less than six months and a monumental shift in culture and engagement.

Strategic and Global Change Programmes

Successfully led a strategic change function responsible for multi-year, multi-region, multi-geography programmes and projects. Exceptional leadership of all aspects of programmes required to enable future strategy including definition, design, implementation, change management & benefits realisation. Initiatives encompassing sales, customer experience, supply chain and digital. Consistent on-time, at or under budget performance regularly exceeding benefits expectations.

Multi-Region Operational Excellence

Alignment of US and EU business functions and processes for increased effectiveness and reduction in costs. Best practice organisation, processes and systems creating a specialist supply chain function. Substantial increase in stock turn and overall costs whilst delivering record customer service levels plus the development of a highly professionally skilled team. Alignment of digital content teams and processes including online categorisation and content sourcing for enhanced customer findability, significant cost reduction and reduced time to market.

Supply Chain Strategy

Supply chain centralisation and performance programme for a pan-European forecasting, planning, warehouse and logistics function. Network and fulfilment redesign, increased capability for tracking and customer service, upgraded forecasting focus and E2E collaboration with sales and customer experience. Redesigned most of the supply chain and fulfilment capability across 8 operating entities, shorter customer delivery times as standard, reduced freight costs, increased customer service whilst also reducing stock on hand b over 20%

Executive Leadership

Outstanding function and business unit leadership. Full and interim leadership expertise drawn from executive experience in Europe, APAC and the US. Proven track record of excellence in Supply Chain and Logistics, Customer Experience, Digital & Ecommerce, Data & Content, Projects and Programmes, Operational Excellence, Sales, Marketing and Product Management. Fundamental values of simplicity, focus and outcomes. Empowerment and accountability at the core for outstanding results.

Simplification in an ever faster & more complex world

Calling on 20+ years’ experience consulting and in executive leadership roles delivering outstanding results.