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.
B.Eng, B.Sc., MBA
Sales, Marketing & Communications...Show More
Chemicals, Consumer Products...Show More
Paper & Packaging
Customer profitability was not properly measured or understood.
To build a customer profitability measurement model. To measure profit contributed by the key accounts.
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.
Global key accounts demanding uniform pricing, service and supply
To create a global key account planning process
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 moreAn assessment of current best practice Implemented a Key Account standard Profile and Plan and planning process Trained 'champions' from each market to implement the new model
Sales & Marketing Consulting Group
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
Supported a range of strategic route to market related projects
1991-3 Established a joint venture in Canada (Tandem
Consumer goods manufacturer