KEY SKILLS

• Customer Experience: Passionate about delivering satisfaction to the customer’s customer by understanding and delivering exceptional service, reflecting the true value of the solution.

•  Sales Innovation: Create sales strategies that differentiate by establishing real customer needs and developing the most appropriate solution.
  

• Commercial Acumen: Focus on the need to bring commercial value to both supplier and customer by managing people and resources across the organisations.

• People Management & Development:  Using a “leader and coach” style, maximise and develop individual talents, producing committed, focussed and customer-centric teams.

• Change Management: Positively embrace and influence change, identifying the drivers and developing strategies to gain maximum benefit for the organisation.

Bruce McKenzie-Boyle
Director & Principal Consultant

In a 40 year career in sales, I was originally trained by IBM, and subsequently worked for Burroughs/Unisys, Prime Computers, BT and Pipex, in a variety of roles as Salesman, Account Manager, Account Director, Head of Sales and Sales Director.Before that I was a Statistician and an Organisation & Methods Analyst.

I have sold into most sectors over the years, and have managed sales from individual IBM typewriters at one end to a £1.5bn 5-year outsourced managed network contract at the other. Since 1985 I have primarily worked with the  the Public Sector, with the exception of a highly successful 4 year period in the late ’90’s when I was managing two of BT’s largest accounts, O2 & Orange.

Although my experience has been primarily in the IT and Telecommunications Sectors of the high-tech market, I have most recently proved that these skills are fully transferrable while working for 12 months as (Interim) Business Development Director for a specialist Healthcare procurement organisation, the Healthcare Purchasing Consortium, which was the NHS West Midlands Collaborative Procurement Hub, as they transitioned to the private sector as HealthTrust Europe, a subsidiary of HCA (Hospital Corporation of America), which is the largest provider of private Healthcare services in the world.

Other Activities

• I was appointed as a National Assessor for the prestigious Sunday Times (& Management Today) Excellence in Customer Experience Awards.

• At a period of great change for BT, I was appointed as Implementation Manager for Project Class, a project that was designed to upskill and convert 3,500 sales people from commodity to solutions sales. There were 7 separate streams to be implemented, i.e. the Role of the Sales Manager, Salesforce Accreditation, Development & Training, Sales Planning, Targeting & Forecasting, Rewards & Incentives, Solutions Development.

• I led a team making a Divisional EQA (Quality) Assessment submission, improved the score by 22%, and won a Business Excellence Award.

• While working in BT Defence Sector, managing the Army Account, I was elected onto the Committee of AFCEA (Armed Forces Communications & Electronics Association).

In my private life, I am a Freeman of the City of London, an elected Owner Representative on a Major Hotels & Leisure Group Management Board, and have been a candidate for both Borough and Town Council.

My interests include Sport (Golf, Rugby, Athletics), Theatre & Music, Cooking & Entertaining both at home and out.