growbiz.biz — selected case studies and testimonials
Darren West and Steve Gledhill have undertaken many successful interim management posts over recent years. Below are a few examples of work undertaken and the testimonials from those who they worked with.
Reliance Group
Background
Reliance is a UK security service provider, part of the £800m Reliance Group. Desired to move from number three in the market to number two over three years.
Brief
Create new strategic marketing plan. Three month project given to facilitate a new three year strategic marketing plan involving market research and repositioning.
Outcome
Presented new approaches to help redefine market segmentation and positioning. Project managed the production of Board reports and presentations.
Testimonial
"….Very impressed with the results….I would be pleased to recommend Darren to other companies needing to develop their business plans, sales or marketing strategy."
Mark Gilbert, National Accounts Director, Reliance Group
Blue Direct
Background
Blue Direct is a water cooler and vending business based in Dunstable.
Brief
Improve the speed and efficiency of the selling process.
Outcome
Redesigned the sales process and channel strategy. Cut the sales time from three months to four hours using new techniques and telephone methods.
Testimonial
“Darren created a strong new service proposition and five service promises that helped us to position the company in a very competitive market. His empathy and adaptability towards the needs of our business have made working with him very easy. I am happy to be a reference customer."
Wendy Coertze, Sales & Marketing Manager, Blue Direct
LUUP
Background
LUUP is an innovative mobile phone payment company based in Norway. LUUP its customers pay, send and receive money via SMS and online.
Brief
To work with the UK Business Development team and carry out sales coaching, account development planning and sales process redesign to increase sales volume.
Outcome
A significant increase in our sales conversion.
Testimonial
“After only a few weeks of work together we saw a doubling in the number of signed partnership deals and a halving in the time taken to reach those agreements….”
Margaret Gold, Business Development Manager, LUUP UK
Neltronic, Ireland
Background
Neltronic had been the major importer and distributor for test equipment and components in Ireland since its inception in the 1960s. As the Irish market grew in recent years many manufacturers preferred to sell direct to customers, so cutting out the distributor.
Brief
Join the sales and marketing team on an interim basis to increase sales and reverse the decline.
Outcome
Rejuvenated current suppliers, found new ones and initiated a sales and marketing campaign. A major customer, eircom - Ireland's largest telecommunications supplier – placed significant orders.
Testimonial
“We called Steve and asked him to commute to Dublin - we knew he had the technical knowledge and sales, marketing and management capability. He built great relationships with suppliers and customers and with Neltronic’s staff and encouraged suppliers to cooperate more fully. He did a great job.”
John Nelson, Managing Director, Neltronic
Halifax Fan, Halifax
Background
Halifax was losing sales to competitors. A sales channel revival plan was needed.
Brief
Become interim sales and marketing director and devise and see through agreed changes and improvements.
Outcome
He first interviewed all the staff and devised a package of measures. He oversaw the introduction of a CRM system which interfaced to the company’s accounts package. Trained the sales staff in marketing and lead the project to find a full time sales & marketing director.
Testimonial
“Our sales and marketing techniques and systems needed to be updated and improved. Steve was appointed interim sales & marketing director to oversee the change process. And he did it very well.”
Charles Rodley, Managing Director (1996 to 2004), Halifax Fan
Audiotel, Corby
Background
Audiotel had lost its momentum after the premature death of the founder and CEO. Product development had stagnated. A major new product was to be launched – it was vital that it was lunched successfully.
Brief
Successfully introduce the vitally important new product and hand it over as a complete package to the sales and marketing team.
Outcome
Steve was appointed to work for a fixed number of days a week to introduce the new product. Initially he finalised the market research then saw it through final development. He wrote a marketing plan and oversaw the launch.
Testimonial
“Steve’s technical background in radio engineering meant that he assimilated the product and the market rapidly. He carried out all the main marketing functions and did the detail work including brochure, press release and articles for magazines.”
Ian Roberts, Managing Director, Audiotel
