Eaglemont, Victoria, Australia
For 25 years, I have been helping organisations make better decisions with an understanding of their customers and the competitive market that they operate in. I have significant experience designing/running insights programs, qualitative & quantitative research to solve business problems, producing actionable market intelligence & leveraging the data sources that exist across businesses to raise the strategic bar and operationalisation of insights programs. My client list is broad and diverse, including: • Government departments – Education, Transport, Health, Housing, Defence, Infrastructure. • A broad array of industries – FMCG Brands, Logistics, Insurance, Energy, Telco, Superannuation, Banking, Education.
As the Client & Market Insights lead, I lead, design and manage KPMG's Voice of Client and Market Intelligence function, helping KPMG make better commercial decisions by turning client, market and pursuit signals into insight that leaders can act on.
As an Associate Director in KPMG's Customer & Operations Advisory, I helped KPMG clients make better decisions with an understanding of their customers and the market that they operate in, by designing and executing ad hoc qualitative and/or quantitative research to answer their business challenge. My client list is broad and diverse.
As Lead Consultant & COO of Horizon Consumer Science, I helped businesses to translate their growth priorities into testable hypotheses, identify the data, custom research and/or analytical techniques required to reliably answer these questions, and distill results so they are actionable and easy to digest for all stakeholders. I am intimately involved in all aspects of consumer research, data science, and analytics projects from proposal creation, problem definition, study design, analysis, report writing and client presentations. I offered a variety of services to our clients including, but not limited to: •. Marketing Analytics — Descriptive, Diagnostic, Predictive, Prescriptive and Preventative Data Answers •. Traditional Market Research — The Intelligent Collection of Data Focused on Revenue Growth •. Advanced Data Science Techniques — Proprietary Market Segmentation, Testing of 1000’s of Positions, Data Visualization, and Machine Learning •. Data Extrapolations and AI Algorithms — Statistical Optimization of Pricing, Product Features, Marketing Messages and Channels, Product Recommendations and More •. White Papers and Trend Reports — Analysis of Existing or New Data that Contributes to Market Influence and Leadership •. Data Research Design & Strategy — Big Picture Consulting on Ground Floor or Revision of a Company’s Data Intelligence
Some achievements that I'm really proud of during my time as Vice President of Horizon: Developed a highly successful retail strategy for an international retailer in China. Sales grew well beyond expectations, and 3 years on, the strategy remains instrumental to store design, merchandising and training. Helped Australian company develop an entry strategy for the difficult and competitive US market. We identified the increasing ‘green’ sentiment in the US and the opportunity for our client’s air drying products to attach itself to the cause. Plus, contrary to our clients’ expectations, the products that are selling best in the US are the ones that we predicted would. Successfully redefined a luxury chocolate brand’s product portfolio. The segmentation and product testing led to multiple successful new products being launched. Saved technology client a significant loss of market share in the USA router market. Interestingly, a major competitor suffered a severe loss of market share by following the path our client was considering before engaging with us. Developed an online customer feedback system that enabled our financial lending client to be more responsive to individual customer needs than their competitors. Tracking and managing customer sentiment on an individual level had a significant impact on sales. Liquor client was awarded ‘Supplier of the Year’ for South American travel retail – our advice was instrumental in boosting our client’s liquor sales in the region. Helping these retailers to improve sales across the category not only improved our client’s sales (as they own key brands in all categories), it also improved our client’s relationship with the retailers (when negotiating for floor space, promotions, etc.).
Joint venture between Horizon Research Corporation and Euromoney Institutional Investor PLC (one of Europe’s largest business magazine publishers). The JV developed a syndicated global research program on shopping behaviour at major airports around the world. The first of its kind, the program attracted a high profile client base including Cadbury, Diageo, Estee Lauder, LVMH, L’Oreal, Nestle, Pernod Ricard, and Philip Morris. By mutual agreement, the JV was terminated in 2006. Horizon retained ownership of the shopping behaviour database, which generated significant revenue for 3-4 year after exiting the JV. As COO of the syndicated global research program, I was closely involved in all aspects of the business – managing financials to ensure maximum profitability, generating new business, managing clients, and executing research projects across the globe.
A Los Angeles based consumer research consultancy. Client list was broad covering financial (New Century Mortgage, myFICO, American Express), food service (Hardies, Carl’s Jr, Burger King), grower cooperatives (Sunkist, California Avodaco Commission), FMCG (Pernod Ricard, Diageo, Cadbury, Nestle), retailers (DFS, SkyMall), technology (Mentor Graphics, Boston Scientific, Helica Biosystems), entertainment (Disney, Universal Studios, Staples Center) , and transport (Metrolink, Los Angeles Airport). In Los Angeles at Horizon, I developed strong market research and client management skills under the guidance of senior colleagues. In addition, I gained valuable insight into how to assist companies to develop successful marketing strategies in the USA.