London, England, United Kingdom
I have spent arguably far too long (30 years) working in Facilities Management, as well as Corporate Real Estate, Technology and Energy Services in a number of sales and marketing leadership roles. I have a strong interest in disrupting old established models and challenging the status quo. The primary one being that Facilities Management is NOT a cost. I believe that Facilities Management is an investment with a significant ROI, but only when done right. I'm equally passionate that we should “Change the Conversation” we have with clients – to support genuine collaboration through the provision of honest guidance and support. By starting with the customer and improving our level of engagement we can shape solutions that directly support their core business outcomes. I have in my career led the development of winning FM solutions worth several £bn. I'm a published author of dozens of articles and research papers as well as being a long-standing editorial advisory board member of the market leading Facilitate Magazine. I am also a judge for the annual IWFM Impact Awards, and the i-fm Technology in FM Awards.
I am responsible for shaping the future growth of NG Bailey's Facilities Services business unit by leading the Work Winning team. Responsibilities comprise of; strategy, business development, marketing, solution creation, estimation and bid management.
Responsible for strategy, pipeline, and major client solutions for the Sustainable FM division of Equans UK & Ireland. I was responsible for developing our corporate and industrial sales pipeline and work winning efforts; working closely with blue-chip clients in selected market sectors. Over £0.7bn of Order Book Value with key clients secured over this period.
Responsible for market sector understanding and identification of new business opportunities with clients in the commercial, industrial, manufacturing, utilities, retail and public sectors. Leadership of large scale integrated Facilities Management tenders from initial c-level conversation through to tendering, internal sign off, client negotiation and eventual contract go live. Over £1bn of Order Book Value secured in 3 years with clients including; Rolls-Royce, Thales, Network Rail, Tesco, Daily Mail Group and others.
Responsible for solutioning and project management of large-scale corporate and industrial FM tenders – including client relationship development. Over £0.5bn of Order Book Value secured whilst in this position with clients in the industrial, corporate and public sectors.
Responsible for generating new Facilities Management business with blue chip clients, bid project management and client relationship development as part of Interserve’s central business development team.
Responsible for bid management, bid writing and marketing on behalf of Trammell Crow Company (subsequently acquired by CBRE) in UK, Europe, Middle East & Africa. Successful FM tenders and contracts supported in this period included; Ernst & Young, Cisco Systems, NCR, St Paul Travellers, Powergen, State Street Bank, Diageo, EDS, London & Regional, and AVIVA amongst others.