This employee-owned international consultancy was poised for a period of unprecedented change as it prepared for an IPO and major expansion through acquisitions and start-ups in the UK, Middle East, India and Australia. Sales and Marketing would be crucial to ensuring the business and future strategy were clearly understood by all stakeholders and potential investors; and in planning and executing this ambitious expansion strategy.
In the first 12 months I delivered a business plan that prompted a new focus on international expansion and a company reorganisation incorporating business start-ups in the Middle East and India.
Lending my PLC experience to the UK and International Board, I worked with the CEO, Chairman and advisors to ensure that all Sales and Marketing activities and investor presentations supported the success of the IPO.
Working with the MD, I planned and executed an international expansion programme. This involved producing five business plans that supported the expansion strategy, while also leading the due diligence, communications and integration plan for four acquisitions in the UK, Middle East and Australia. We also founded new businesses in Saudi Arabia and the UAE.
Other changes included a shift to sector-aligned marketing, building the new team, and implementing key account management and cross-selling across five business streams.
The IPO was successful and within six months we had acquired and integrated four businesses (two in the UK and two overseas). Having personally established the new Saudi Arabia operation, I created a strong sales pipeline and negotiated the first contract – for project management and cost consultancy on the Kingdom’s tallest building (with more than 80 floors). In the space of 18 months, non-UK business quadrupled from 10% to 40% of total turnover.