Consultant's Portrait



07866 471382

 

Richard Ilsley

Richard is a founder and partner of The Sales & Marketing Consulting Group and has advised major corporations at the most senior level on a range of commercial issues throughout the world. Richard has written many published texts including the book Best Practice – A Manager’s Guide (Management Books 2000). Richard has spoken at conferences around the world, appeared on TV and radio and is a business mentor for the Prince’s Trust.

Location:

United Kingdom

Qualifications:

B.Eng, B.Sc., MBA

Disciplines:

Sales, Marketing & Communications...Show More

Industry Sectors:

Chemicals, Consumer Products...Show More

Practice Groups:

Sales

Languages:

English.

Case Studies
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Packaging Manufacturer

Client Contact:

 

Location:

Belgium

Industry Sector:

Paper & Packaging

Discipline:

Sales

The Challenge:

Customer profitability was not properly measured or understood.

The Solution

To build a customer profitability measurement model. To measure profit contributed by the key accounts.

The Results:

Profitabilty model built Profit can be measured for all customers. Training for key account managers to build profit improvement plans. Significant incremental profit opportunties identifed.

Food Manufacturer

Client Contact:

 

Location:

United States

Industry Sector:

Consumer Products

Discipline:

Sales

The Challenge:

Global key accounts demanding uniform pricing, service and supply

The Solution

To create a global key account planning process

The Results:

An assessment of current best practice Implemented a Key Account standard Profile and Plan and planning process Trained 'champions' from each market to implement the... read more


Career History
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Sales & Marketing Consulting Group

Position Held:

Partner

Dates:

1993 - 2009

Business Type:

Consulting

Industry Sector:

Professional Services

Overview:

 1993 established the European operation in London  1996 established the US operation in Chicago  Ran the US operation from 1996 to 2001  1999 Established the South American operation in Sao Paulo  Richard has advised on numerous projects ranging from mergers and acquisition to route to market and key account development and change management at senior level and around the world with many leading corporations including: Gillette, Colgate, Hershey, Spalding Sporting Goods, Diageo, Imperial, Eli Lilly, Schering Plough, SCA Packaging, Fort James, Polarcup, Lily Cup, Imerys, HSBC Asset Management, Morley Fund Managers, Revlon, KKR, BBC, PepsiCo, FritoLay, Kraft, Nabisco, etc

 

 

NHA International

Position Held:

Director

Dates:

1987 - 1993

Business Type:

Consulting

Industry Sector:

Professional Services

Overview:

 Supported a range of strategic route to market related projects  1991-3 Established a joint venture in Canada (Tandem

 

 

Duracell

Position Held:

Sales Manager

Dates:

1984 - 1986

Business Type:

Consumer goods manufacturer

Industry Sector:

Consumer Products

Overview:

 

 

Publications

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Best Practice Top 10 Fundamentals

Many corporations like to think that they have Best Practice processes already in place. This paper highlights the Top 10 Fundamental issues that must be considered with respect to any Best Practice process.

Change & Transformation

Studies indicate that the majority of change management programmes are regarded as failures despite huge investment in terms of time and money. This Paper examines learning for implementing transformation and change programmes.

Key Account Strategy & Planning

This paper considers issues with respect to the corporation's Key Account strategy along with the best practice planning process that should be adopted by the corporation for managing its business relationship with the Key Account.

References

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References available on request.