The document discusses ways to bridge gaps in a business. It identifies common problems such as needing more traction in existing markets, adjusting to industry changes, stalled new business development, high costs of sales and bids not meeting expectations. For each problem, it provides a potential solution, approach and opportunity. The solutions focus on refining messages and offerings, identifying inhibitors, improving processes and gaining an outside perspective. The approaches involve discussions with clients, reviewing strategies and implementing plans. The opportunities include new revenues, decreased costs and improved results.

1. BRIDGING GAPS IN YOUR BUSINESS BRIDGING GAPS IN YOUR BUSINESS

2. CONTENTS, BY PROBLEM
You Need more Traction in your Market
You Want to Extend into New Markets
Adjusting and Reacting to Rapid Industry Change
New Business Development is Stalled
Sales Rising but Cost of Sales are not Falling
Large Bid efforts not Delivering to Expectations
Delivery and Implementation Costs are too High
Lack of clarity across Sales and Operations
Efforts to do Any of the Above aren’t getting Results
Any XO, Anywhere: Sounding Board
About Beyond Solutions
BRIDGING GAPS IN YOUR BUSINESS BRIDGING GAPS IN YOUR BUSINESS

3. FOCUS: SALES, MARKETING
Problem: You need more traction in, want to expand your share of
your market or are looking to move or extend into new markets
Solution: Refine, clarify, enhance and adjust the current message
about your portfolio
Approach: A frank discussion of … able to spot those opportunities
what has and hasn’t been working; which will succeed in the market
and he has the business expertise
Identify new (or bolster existing) and acumen to guide partners
propositions, built from your core through to delivery
capabilities: your ‘money makers’; Richard Curtis, Programme / Project
Critique approach and Review Manager - Chairman's Office, Cable
&Wireless
results of current efforts across
Sales, Marketing and Social Media
Opportunity: Messages with a
Daniel was engaged to sharpen go-to- clarified tactical focus to exploit
market strategies and enhance the your capabilities, references and
quality of business and technical credibility; Defined targets for
propositions, incorporating current
trends and issues
Sales, Marketing and Social Media;
Abhijit Deb, Head of Solutions & A clear and attractive growth
Strategy, Mastek offer—and mind set—to create
new, long term strategic
partnerships; Strategies that
connect with your clients, creating relationships working towards
new opportunities
Where I’ve made a difference: Capita, Mastek, Cable&Wireless
BRIDGING GAPS IN YOUR BUSINESS BRIDGING GAPS IN YOUR BUSINESS

4. FOCUS: TRANSFORMATION, SALES
Problem: Need to adjust to rapid industry change – and related customer
requirements – to sell the right thing, profitably, supporting transactional
business while adding in and moving to recurring revenue models - while
also preparing the business to scale with it
Solution: Define goals and evaluate what it will take to deliver to them;
I have worked with Daniel on our MSP program and seen him in action with a number of
MSPs. His skills and experience could be of help to you in the transformation journey
Simon Porter, VP Mid Market Sales, EU, IBM
Plan and implement a relationship-driven, solutions-led Sales, Marketing
and Social approach
Approach: Apply extensive business transformation planning lessons
learned to create a definitive business-focused technology roadmap
aligning current Operations and Organisation with plans and forecasts;
Direct involvement with your sales team strategies, including client visits
Opportunity: Support for your business to continue what you are doing
today coordinated with plans for tomorrow, allowing for operational
efficiencies along the way; be known as working with clients to
understand and exploit technology together
… has the credibility to partner clients and coach senior stakeholders and executive
sponsors through often complex and politically sensitive changes
Keith Little, Business Transformation Director, Capita
Where I’ve made a difference: IBM, Capita, Mastek, Empower Dynamics*
BRIDGING GAPS IN YOUR BUSINESS BRIDGING GAPS IN YOUR BUSINESS

5. FOCUS: SALES, MARKETING
Problem: New business development stalled; Nature, scale and
approach of competition changing around you; Need to identify,
exploit and build on your core
Daniel quickly introduced a new competencies and other strengths
approach to how we market our Solution: Refine, clarify, enhance
organisation and has successfully
raised awareness of our product
and adjust your current portfolio of
line Market Propositions and Product
Simon Spanchak, CTO, Exspans offerings; Fine-tune your message
Systems Approach The BSL DEAL methods can
identify, evaluate and build from the
strengths and weaknesses of your
He understands how to position a
proposition and its business value core “building blocks” to determine
both inside an organisation, and how to better approach and change
with senior executive stakeholders with your current market; direct
of the client/prospect
involvement with clients for feedback
Steve Latchem, VP Secure
Solutions Group, Mastek and opportunities identification and
harvest
Opportunity: New market offerings
… helping MSPs establish alliances built from existing capabilities
with other providers that are extended with additional products
complimentary, allowing them to and services (with creative
punch above their weight in the
marketplace partnering); Additional revenues:
Simon Porter, VP Mid Market selling more of what you currently
Sales, Europe, IBM sell at an improved margin, new
business (direct and with partners)
Where I’ve made a difference: Mastek, LGS (IBM), Steria, Exspans
BRIDGING GAPS IN YOUR BUSINESS BRIDGING GAPS IN YOUR BUSINESS

6. FOCUS: MARGIN, SALES
Problem: Sales rising but Cost of Sales are not falling (or not enough)
Solution: Find inhibitors
He drove a ‘different way of thinking’ around solutions to sales; Drive down
and sales within Mastek UK, working directly with costs of sales; Reduce
existing and new customers -
the negative impact of
Kees ten Nijenhuis, Managing Director, Europe, Mastek
opportunities; enable
the business to scale
with hits and cope with misses as they happen
Approach: Improve, streamline and connect Solutions, Sales and
Delivery processes & Review Cycles; implement Bid-driven ‘super
process’; Move to a collaborative Solutions & Sales led model including a
proactive but stringent cost
and opportunity-lost based Daniel is a detail-oriented manager who has been
qualifying and re-qualifying instrumental in building processes and solutions to
achieve strategic objectives
process
Maggie Lux, Business Development Director,
Opportunity: Smoother sales Cable & Wireless
cycles; Decreased cost of
bidding; Increased conversion rates; Plans allowing action rather than
reaction to meet changing
requirements from good and bad
His unique ability to identify and
translate key business outcomes with results; Opportunities identified for
pragmatic solutions sets him apart and added credibility to create new
from the rest Partnerships
Marcus Gaskell, Large-scale Bid
Manager, Capita Group Where I’ve made a difference: Mastek,
Cable & Wireless, Empower, ...
BRIDGING GAPS IN YOUR BUSINESS BRIDGING GAPS IN YOUR BUSINESS

7. FOCUS: BIDS, SALES
Problem: Large bid efforts not succeeding, defeated as much by
complexity of response and unidentified but correctible errors and
questions not answered clearly: you are not winning when and where
you expect to be winning
Solution: Reviewing and Fine- Daniel was instrumental in transforming
tuning large-scale Bids and complex technical client proposals, into
Solutions; remove roadblocks business-orientated presentations
Kees ten Nijenhuis, MD Europe, Mastek
between tech, sales, design and
delivery
Approach: Team too close to ‘coal face’ need independent, situation-and
timing-sensitive reviews, critiques and fixes in response content and
presentation (pre, during and / or pre-submission); External expert
sounding board to ask difficult or not-yet-asked questions; Independent
expert who has “been there, done that” more than a few times to
mediate / negotiate across lines of business, partners and suppliers
…his continued success in positioning innovative technical designs
is due to his ability to understand complex business and technical
issues and to gain acceptance to effective solutions from all levels
Ed Palmer, Business Development Director, Capita
Opportunity: Winning bids and improved progression ratios; Increased
revenues; Raised awareness and credibility
Where I’ve made a difference: Accenture, IBM, Capita, Siemens, Steria,
C&W, Mastek, on-going clients...
BRIDGING GAPS IN YOUR BUSINESS BRIDGING GAPS IN YOUR BUSINESS

8. FOCUS: MARGIN
Problem: Delivery and Implementation Costs are too high; revenues not
delivering to plan, contingency exhausted; service credits stacking up
Solution: Identify inhibitors to
efficiencies to drive down A pre-Rebid operational review of our overall
delivery process identified opportunities for
operational costs; Closer significant cost reductions and overall
involvement with sales process; throughput improvements resulting in
Reduce the “impact of improved service delivery and a winning bid to
opportunities” res-sign the deal
Business Line Director, Capita
Approach: Improve or Impose
collaboration across Operations,
Solutions and Sales; create an over-arching Planning and Review Process
whilst reviewing and finetuning current procedures; Operations-level staff
and management interviews to extract known and identify unknown
opportunities to streamline
Able to quickly identify and align technology and improve
with the wider business context, Daniel is
Opportunity: decreased costs
fluent and able to work intelligently at
enterprise and operational levels to translate resulting from a smoother,
and articulate requirements cooperative transition and
Keith Little, Business Transformation Lead, hand over from Solutions &
Capita Sales; Plans and procedures to
enable action rather than
reaction when the good news
of a win arrives
Where I’ve made a difference: Capita, Mastek, Accenture, and from the
end-user organisation points of view Qatar Petroleum and Ryder Trucks
BRIDGING GAPS IN YOUR BUSINESS BRIDGING GAPS IN YOUR BUSINESS

9. FOCUS: PROCESS, SALES, BIDS, REVENUE
Problem: Disconnect or Lack of clarity between Sales, Solutions Design,
Delivery, Commercial and Executive Management
Solution: Need to align plans to ensure awareness of and delivery to
differing requirements and targets of Sales, Technical, Delivery and other
business functions
…worked closely with my client base to
help drive strategic level conversations, Approach: Discovery and Alignment
focusing heavily on understanding the of Technology, Sales, Marketing,
challenges the business faced and how
this flowed onto the CIO agenda
Social and Operations Non-
prejudicial Mediation across
Steve Clewlow, Director, Business
Development, Cable & Wireless business functions and with
Partners and Suppliers; Mandatory
communications improvements
across business lines; direct review
His unique ability to identify and
translate key business outcomes with
and critique of individual sales plans
pragmatic solutions sets him apart from and client business development
the rest strategies
Marcus Gaskell, Large-scale Bid Manager,
Capita Group Opportunity: Easier, revenue-
protected delivery: one hand knows
what the others are up to… and why
Daniel is a very knowledgeable person, a
true expert in his field. Always full of
great ideas and has some even better
Where I’ve made a difference:
connections up his sleeve. Capita, Mastek, C&W, LGS (IBM),
Mohammed Mashedi - Sales and Siemens, On-going
Operations Director at air21 Group
BRIDGING GAPS IN YOUR BUSINESS BRIDGING GAPS IN YOUR BUSINESS

10. FOCUS: SALES, TRANSFORMATION, PROCESS
Problem: Your efforts to do any of the above aren’t getting the results
you’d hoped for
Solution: Review and Critique: an outside perspective can make all the
difference in the world to help you to refine, clarify, enhance and add
some spin to how you are selling what you sell (or marketing, or
socialising)
…his common sense approach to business and solution design ensures that complex
problems look trivial
Prakash Laxminarayan, Head of Solutions & Strategy, Mastek International
Approach: A joined-up broad and targeted review, critique and
suggestions to improve your Sales, Marketing and Social strategies – and
the messages delivered in your collateral, ranging from your web
presence (content first, presentation second) to your use of and
engagement via your overall social presence; direct Client and Sales
(including Marketing and Pre Sales) involvement
… your breadth of experience and insight into technology, strategies and the people
aspects of introducing a new way of thinking has brought momentum and commitment
Susan MacBeth, CTO, CISTI, NRC Canada
Opportunity: Outcome-orientated delivery of your message; Improved
focus for your investment -targeted business plan; Increased Sales and
other Return on Investments
Where I’ve made a difference: Mastek, several technology Start-ups, *
BRIDGING GAPS IN YOUR BUSINESS BRIDGING GAPS IN YOUR BUSINESS

11. ANYxO ANYWHERE
Problem: In need of / Could benefit from an independent 2nd opinion
(or experienced second guess or maybe a brain-storming / sparring
partner) to raise your confidence
Daniel has an excellent way of
around critical business decisions
identifying a challenge and then Solution: A well-rounded, broadly
working through methodically the
experienced confidential Sounding
best way to approach the solution
Board (under non-disclosure) with an
Greg Wood, CEO and Founder,
GSW Connections innate ability to find and articulate
problems (and a personal network of
senior
colleagues, across virtually all industry His input was invaluable, and I
would highly recommend him
sectors, to call on for back up)
Gary Myatt, Head of IT Assurance,
Approach: Retainer basis; One-hour Capita
blocks by phone / Skype (plus 30
minutes advance review of documents, situations, etc. or 10 minute
verbal briefing); on-site meetings can be arranged
Opportunity: De-risk critical and other significant business decisions with
an independent point-of-view
Where I’ve made a difference:
Each time we meet he comes with a great
solution to a problem that I am facing. Daniel Kharamma, MorganTech, EDL,
is full of new ideas, a treasure of knowledge On-going and other Confidential
and experience
clients
Dusanka Narancic, Owner, MorganTech
BRIDGING GAPS IN YOUR BUSINESS BRIDGING GAPS IN YOUR BUSINESS

12. about BEYOND SOLUTIONS — Maximising your Investments
Straight talk about Business Technology,
Cloud Computing and Big Data
for Users and Providers
A growth-focused change agent with
thirty years leading, brokering, selling
and delivering complex programmes
I collaborate from C-level down to grow
technology and service providers by
driving a different way of thinking and
extracting value from existing resources:
Bridging your Transformation from Products to Solutions
Refining and enhancing Market Propositions
Identifying Inhibitors to Sales and to profitable delivery
Strengthening large-scale Bids and increasing win ratios
I work independently through Beyond Solutions
and as a Partner with James Caan at HB Prime Advantage
steeves@beyond-solutions.co.uk +44 (0) 7903 867576
BRIDGING GAPS IN YOUR BUSINESS BRIDGING GAPS IN YOUR BUSINESS

13. SOME PLACES WHERE I’VE MADE A DIFFERENCE
ExSpans Systems
BRIDGING GAPS IN YOUR BUSINESS BRIDGING GAPS IN YOUR BUSINESS