Consulting

Robert helps top executives resolve critical issues in managing marketing, sales and innovation. He is one of a handful of influential voices in global sales and marketing alongside Seth Godin, Don Peppers, Sergio Zyman and Malcolm Gladwell.

His investigative analytical approach, combined with his practical know-how, has led to ground breaking initiatives in, contact strategy, resource and budget allocation, strategic segmentation of marketing activity, acquisition cost improvement, channel strategy, customer lifetime value, marketing process improvement and modelling automation.  He has worked in-depth with many blue-chip companies in a wide variety of sectors in the UK, Europe, North and South America. Typically, Robert is sought by companies to help them ‘change gear’ in their processes and systems towards step changes in ROI.

Some career highlights:

  • designing and implementing several of the world’s first customer databases and CRM systems and authoring “Database Marketing” (1980s)
  • heading the first Oracle implementation in Europe (1980s)
  • chairing the trade association for CRM suppliers (1990s)
  • authoring IBM’s strategic plans to enter the global services market (working for Lou Gerstner and Sam Palmisano, 1995-96)
  • authoring two business books of the year in 1999 and 2005
  • improving demand chain process efficiency and marketing accountability for more than 20 organisations (1990s – today)
  • developing a British Standard on marketing accountability (2010)
  • doing pro-bono work for business schools and professional associations (1995-today)

Specific examples of consultancy projects include:

Innovation

  • assisting the Board in shifting from product to service business
  • global innovation portfolio plans and controls for a biotechnology corporation
  • global innovation forecasting and planning for energy conglomerate across six divisions

Customer relationships and competitiveness

  • setting up direct sales channel including call centre resources, systems, and performance management
  • transforming the salesforce, call-centre and marcoms for a large industrial products company
  • reducing customer returns by 80 percent at a large direct marketing organisation

Marketing ROI

  • marketing ROI procedures and systems for large consumer products business
  • live results reporting system for major TV advertiser resulting in media ROI improvements of 30 percent
  • budget allocation and profit optimisation for global consumer products business

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