“The UK based creator, manufacturer and distributor of premium
Hi-fi products through Richer Sounds in the UK and through distributors throughout the rest of the world under the Cambridge Audio, Mordaunt-Short and Minx brands.

The brief was to identify ways of driving a step change in revenue performance of AP products:

Investigation in the UK identified “important weaknesses in how customers were helped through the buying process” which were addressed through a plan created by Richer Sounds own staff (see endorsement below).

Investigation of the international distribution strategy identified significant opportunities for improved new product launches, leveraging distributor and retailer relationships and transforming the experience of the customer at point of decision. A “Customer Engagement Programme” (CEP) was created in conjunction with key AP staff and Distributors which when rolled out globally touched 75 Distributors and 900+ top retailers delivering revenue performance 20% ahead of the market.”

““As a former Director of Richer Sounds, and now consultant to them, I got Vincent involved a couple of years ago to give some external input as to where the business might be able to improve. Richer Sounds has always had an extremely strong customer service ethic which was very much present in store however Vincent found important weaknesses in how customers were helped through the buying process and helped devise a plan which was then followed through by the internal training and operations team. As a result of this and other improved training Richer Sounds has gone on the win Which? Magazine’s coveted “Best High Street Retailer” award for the past two years. Vincent has an incredible talent and I have no hesitation in recommending him.””

““With global demand for hi-fi products declining by 20%, we
asked Vincent to help us create a sales development programme
to offset the revenue decline we faced. Working closely with our key distributors worldwide, Vincent identified the key success factors of our business and helped us develop a comprehensive trade marketing programme that would engage and energise our dealers. He also trained and mentored our sales team to improve their effectiveness. As a result we successfully stabilised the decline in revenue of our hi-fi products.””

““Vincent’s involvement was focused primarily on the sales side,
which he clearly understands inside out and he immediately won respect from all levels of seniority - a rarity. His experience and determined dynamism shines out and his ability to listen well and instantly grasp challenges with intelligence, insight, relevance, honesty and clarity meant that his well-structured advice was crucial in helping the company through a huge change programme. Vincent was very effective in translating Board strategies into executive management actions and aligned thinking. Change to a culture of inclusion and collective responsibility for goals and achievement will be one of Vincent’s many legacies.””

“The Accenture backed Solutions arm of The Corporate Services Group, providing Manpower and Technology Solutions to large companies in the USA and UK.

Mentor to CEO

Was invited to assist the Executive Board of this young B2B
enterprise at a critical time in their development, and to recommend improvements to Sales and Marketing processes, so delivering a step change in sales performance.

My analysis demonstrated significant weaknesses in the approach
and competencies of the team, so the brief was expanded to address these.

Created the global “to Market” strategy bringing clarity and simplicity to a complex business model.

Conceived and delivered the International Board strategic approach, bringing the team together by ensuring shared understanding of the customer’s decision-making process.

Business performance increased dramatically through prioritised customer activity.”

““Within two months our business performance had vastly improved and our team in the UK and USA was much more focused on customer benefits. Vincent used his broad management skills, particularly in Finance, HR, Technology and Organisation structures to bring the Board together behind a shared strategy.””

“The market leading £1.6bn Food Service supplier to the catering industry in the UK and France

Invited to replace the departing Managing Director and turnaround a failing subsidiary, then contracted to deliver a change programme across the whole group.

Created and then led a cross business team which developed, piloted, and then rolled out a unique customer acquisition mechanic, to double the client base and deliver £7.2m revenues.

Lead 4 strategic projects, to merge disparate group companies into “One Company” at reduced cost while enhancing customer service.”

““A huge asset to our business. Brought common sense and a disciplined approach to mapping change, without which we would have missed things. He has a very organised thought process, and an ability to communicate at all levels from the most junior to the most senior.””

“The largest UK Friendly Society with 2500 employees, 1million members and £6bn under management.

Initial task was to assess the reasons for the failure of the Tied Advice Channel and then to recommend and deliver a turn-around strategy. This focussed particularly on: management capability; cost reduction and business re-structure; and improved marketing approach to exploit the member database.

Second task was the merger of two channels (Tied and IFA), incorporating the closure of two offices and the build of a new improved business in Bournemouth. My particular tasks in this exercise were: mentoring key directors and managers; the build of a new central operations and communications function; the build of a new call centre and the integration of sales and marketing activities.”

““Vincent moved the Advice Channel both towards viability and to alignment with LV strategic goals and values. His commitment has been of immense value to everyone who has been involved.””

““I had the pleasure of working with Vince for most of his
career at Barclays. By investing the time to understanding the exact requirements of clients and challenging Barclays existing processes and attitude he was able to motivate and transform the behaviour and output of a very large sales force. Vince was also a role model business partner across divisions of the bank. Through collaboration, other business units where able to flourish in a new way.””

““Vincent was tasked with driving a significant improvement in sales quality and productivity. He delivered on the twin objectives through strong leadership of the sales team and by building effective relationships with the Barclays Bank retail and corporate businesses to prioritise referrals to, and service support for, Barclays Financial Planning clients. As a result BFP revenues grew strongly and profitability dramatically improved.””

““From 25 years of helping CEOs and Boards to develop businesses, I can say Vincent is THE best person to work with on the sales and revenue side. Insightful, practical, impactful, and enjoyable.””