BDM Consultancy

L&L Design is a small, busy creative design agency. Established for over 14 years, it has an enviable portfolio of clients across industries, including major government agencies.

Focus

BDM Consultancy was commissioned to develop, implement and manage the sales and marketing function for the business, along with contributing to business growth through new business acquisition. Responsibility also included acting and advising in a professional consulting capacity to other areas of the business.

Overview

Business development and growth to date had been ad-hoc and achieved through client referrals and word of mouth as the business has an excellent reputation and many long-standing major clients in specific industries. Some targeted direct marketing campaigns had been implemented on a very small scale, but with no return. No strategic sales or marketing plan had been developed. No sales database or prospect pipeline existed, and the potential of the existing client base was being unrealized, along with market opportunities.

Results

• Successfully created and implemented a comprehensive centralised business development knowledge management system and strategic plan for all sales and marketing activity, including client account management.
• Launched new strategic marketing activity involving lead generation and targeted marketing campaigns to specific new industry sectors and organisations.
• Penetrated new markets including pharmaceutical and healthcare, health insurance, banking, engineering and universities.
• This business development activity generated RFQ's (requests for quotations) from at least one major organization in each main industry sector, with the total initial short term value of approximately $370,000.
• Major new clients secured included global engineering and construction firm – Hyder Consulting and The University of NSW.
• Successfully leveraged the existing client portfolio through strategic marketing and business development activity to generate new prospects in large corporate and enterprise organisations, government agencies and local councils.
• Developed a pipeline of new business prospects containing over 220 national organisations across 12 main industry sectors. This added to the extension of L&L Design’s market penetration and future growth for the business.
• The resulting success and ROI (return on investment) for L&L Design was 356% (3.5 times investment).

Corporate Services, Financial & Risk Management

Focus

Member of the CBA corporate services negotiation team driving negotiations of commercial and contract terms, RFPs (request for proposal), tender applications and MSAs (master services agreements) for professional and IT services for the Bank.

Acted as a primary negotiator and facilitator between vendors, various bank business units, legal, risk and compliance departments of the Bank negotiating contracts and commercial terms that followed the strategic direction of the Bank, and ensured the best possible outcomes in terms of price and product/service offering.

Results

• Key involvement in successful negotiation of a $12M software and professional services deal resulting in a reduction from the original RFP pricing of 39% for software and 56% for ongoing maintenance.
• Key involvement in successful negotiation of a primary Master Services Agreement for IT software support and development for a critical initial phase of a core project valued at $3M.

Focus

Acted as a senior business development manager to introduce and sell PayPal Australia’s online payments solutions and resulting value to large and enterprise level ecommerce businesses across sectors, driving revenue growth for the Australian business.

Results

• Secured largest retail merchant for PayPal Australia - Harris Technology, with an online TPV (total payment volume) of >$70M.
• Successfully negotiated and secured major contract with the Coles Group for Officeworks (TPV >$105M) online business during company takeover by the Westfamers Group.
• Secured and launched over 30 new online merchants (with a minimum online TPV >$1M) across verticals within 12 months.