Presentation of Tome Consulting

Transkript

1 Presentation of Tome Consulting March 2015 Tom Elberling Tome Consulting Kanonbådsvej 2 DK-1437 Copenhagen Management Consulting, Marketing Management, B2B Sales Management

2 Tome Consulting offers consulting and operational execution within strategy and business development including marketing and B2B sales Services Management Consulting Marketing Management B2B Sales Management Identify ways to improve and implement improvements in business processes Implement coordinated marketing and communication solutions Increase sales productivity, reduce sales costs and speed up sales cycles We help with finding solutions and with setting and reaching targets We provide our services on: an ad hoc freelance basis a formal project basis or as interim management assistance (extra management muscle for a limited period). We perform all sizes of project, operating in a broad arena with companies and organizations in both the public and private sector Our principal focus to date has been on companies and organizations involved in financial services, consultancy, software and telecommunications, industrial production, energy and the public sector 2

3 We resolve complex problems for our customers by creating clarity and providing overview; we create certainty that targets can be reached, and we help with the tools and means to keep your company on track About Tome Consulting Methodology Network A one-man company managed and run by Tom Elberling Access to a broad network of specialists and business partners to draw on for project teams and for specific assignments in areas such as finance, legal matters, design and research. We are the client s advisor We help set goals and clarify risks The change desired is achieved by proven processes, high standards and a strong commitment to customer quality Pronounced ˈtōm kən-ˈsəl-tiŋ A tome is a volume forming part of a larger work, typically a scholarly book Being a part of a larger process where solutions and answers are forged is the concept behind Tome Consulting The interests of our clients are above our profit considerations We pride ourselves in being honest We are not afraid to challenge opinions of our clients and how they do things We keep strictly to the limits of our expertise and the bounds of the project remit The name Philosophy Formulating and implementing corporate strategies Formulating and implementing international business processes Designing, transforming and operating sales, marketing and service organizations Market penetration, building of agent networks and project sales in Europe, USA and Asia 3

4 Call Tome Consulting when you need say business advice, sales and marketing expertise in the form of an experienced project leader, or additional management strength for a limited period Identify ways to improve Are parts of your organization in doubt about where you are heading and how you arrive at the right place? Are you? Are you facing a transformation and need exchange of ideas? Do you need help in creating profitable growth and a competitive edge? Management Consulting Do you need an overview of your competitors? Are you in doubt about how to reach your customers? Should you go further internationally or launch a new product? Are you in doubt about how best to service your customers? Marketing Management You need me if you can answer yes to one of the following questions B2B Sales Management Implement coordinated communication solutions Are you disagreed about who your target groups are and how best to reach and retain them? Do you have doubts about the loyalty of your customers and what their preferences are? Do you want to be able to clearly define your desired market position, and are you considering what messages and touchpoints you should use to get there? Are you in doubt about what type of marketing works, whether it works or what delivers the best payback? Do you want better ROI, shorter time-to-market and better impact? Do you want to improve your marketing return and to increase your top line? Increase sales productivity and reduce sales costs Do your sales people focus too heavily on sales targets which do not support your overall sales strategy? Do you lack the incentives to get the best from your sales people? Is there a need to free up more sales time for your sales people and at the same time give a better overview of the pipeline? Do you want to increase your sales productivity, reduce sales costs and speed up sales cycles? Do you want to improve your sales performance and use of your time, skills and resources more effectively? Do you find it hard to agree on what your optimal product price is? 4

5 Profile for Tom Elberling (UK version) Tom Elberling Director, Tome Consulting Tome Consulting Kanonbådsvej 2 DK-1437 Copenhagen tom.elberling@tomeconsulting.dk Professional background Tom is Managing Director in Tome Consulting specializing in growth and business development within three main areas: Management consulting Communication & marketing management and B2B sales management. Prior to founding the company, Tom has worked as Head of Customer Relations & Sales in the shared service company Forca, Strategy Manager in the global consulting company Accenture, Sales & Marketing Manager in three start-ups (graphical communications, ERP systems, advanced web tracking and analysis) and Area Sales Manager for the industrial conglomerate NKT. Additionally, Tom holds an MSc in Business Administration from Copenhagen Business School, Denmark and MBA electives at University of Washington, USA. He is fluent in Danish and English and understands Norwegian, Swedish and German. Functional Growth and innovation strategy Business development Change management/transformation Execution of international marketing and sales initiatives Expertise Selected experiences Industry Financial services Software and telecommunications Industrial manufacturing Energy and related services Government Nordic media group (Growth/Change Mgmt.; Project lead) Formulate and implement Nordic corporate strategy (including M&A track) Build Nordic change program including governance structure Drive content initiatives across Nordic region Global software company (Change Mgmt.; Regional project lead) Design, build, fill role of Field Adoption Mgr. supporting European Directors Manage adoption of sales and marketing projects as segment/territory lead Regional transportation company (Change Mgmt.; Project lead) Plan and manage projects to define and consolidate uniform TO-BE organizational key processes across Europe (30 client resources) Regional industrial conglomerate (Growth; Area Sales Manager) Formulate and implement go-to-market plans, internationalization and project sales in USA, Europe, and Asia Scandinavian software company (Growth; Sales & Marketing Manager) Build marketing organization, brand and market company in USA, set up and align partner program and licensing software in USA; select and implement CRM system Danish shared service company; pensions (Growth; Head of Relations & Sales) Build and run sales and KAM organization, design and run sales processes incl. restructuring pipeline process and centralizing customer touchpoints 5

6 Profil for Tom Elberling (DK version) Professionel baggrund Tom er Administrerende direktør i Tome Consulting og specialiserer sig i vækst og forretningsudvikling indenfor tre områder: Ledelsesrådgivning Kommunikation og marketingledelse Business-to-Business salgsledelse Tom Elberling Direktør, Tome Consulting Tome Consulting Kanonbådsvej København tom.elberling@tomeconsulting.dk Før oprettelsen af virksomheden har Tom været ansvarlig for kunder og salg i servicefællesskabet Forca, Strategy Manager hos den globale konsulentvirksomhed Accenture, Salgschef i tre opstartsvirksomheder (grafisk kommunikation, ERP løsninger samt avanceret webtracking- og analyse) samt Area Sales Manager hos det industrielle konglomerat NKT. Desuden er Tom Cand.Merc. (IMM) fra Copenhagen Business School med MBA tilvalgsfag fra University of Washington, WA, USA. Han taler og skriver dansk og engelsk flydende samt forstår tysk, svensk og norsk. Funktion Vækst- og innovationsstrategi Forretningsudvikling Forandringsledelse/transformation Eksekvering af internationale marketing- og salgsaktiviteter Ekspertise Udvalgte erfaringer Branche Finansiel service Software og telekommunikation Industriel produktion Energi og relaterede services Offentlige instanser Nordisk mediegruppe (Vækst/Forandringsledelse; Projektleder) Formuler og implementer nordisk koncernstrategi (inkl. M&A spor) Opbyg nordisk forandringsprogram inkl. forvaltningsstruktur Driv indholdsinitiativer på tværs af Norden Global software virksomhed (Forandringsledelse; Regional projektleder) Design, opbyg og udfyld rolle som Field Adoption Mgr. for europæiske direktører Led indførsel af salgs- og marketingprojekter som segment/geografisk ansvarlig Regional transportvirksomhed (Forandringsledelse; Regional projektleder) Planlæg og driv projekter for at definere og konsolidere ensartede fremtidige organisatoriske nøgleprocesser på tværs af Europa (30 kunde ressourcer) Regional industriel konglomerat (Vækst; Area Sales Manager) Formuler og implementer go-to-market planer; formuler og driv internationalisering og projektsalg i USA, Europa og Asien Skandinavisk softwarevirksomhed (Vækst; Salgs- & marketingchef) Opbyg marketingorganisation, brand og markedsfør selskab i USA, opbyg og tilpas partner program og licensér software i USA; udvælg og implementer CRM system Dansk servicefællesskab til pensionsbranchen (Vækst; Kunde- og salgschef) Opbyg og driv salgs- og KAM organisation, design og driv salgsprocesser inkl. restrukturering af pipeline proces og centralisering af kunde kontaktpunkter 6