Jean-Marc - Consultant INTERNET

• 2000 – 2002 : ATTACHMATE - SOUTHERN EUROPE CONSULTING MANAGER - Paris

Context: Since 1983 Attachmate develops and markets host and back office connectivity software. For the past two years new ranges of products and more especially in the EAI sector, has driven Attachmate to provide consulting and implementation related services to its customers. The Consulting Department was created to fulfil these missions.

Mission: Take over, organize and develop the Consulting and services activities for Southern Europe (France, Spain, Italy, Portugal and Middle East).

Actions:
o Defined the Consulting Department strategy and positioned the consulting services in relation with the products offering.

o Conceptualised, created and restructured the services around three groups of offers: Network, E/M-Business and System Integration (CRM integration). Designed and set up the solutions implementation methodologies. Defined pricing and contractual policy. Organized and developed the partnership policy with third parties editors and integrators (CRM Offer).

o Designed and implemented change management programs targeting the sales team. Redefined roles and missions of the different company players (Account Executives, System Engineers, Consultants…) in the pre and post sales processes. Organized project identification/qualification campaigns with account raising objectives.

o Organized fulfilment resources: recruitment, training, integration and subcontractors management. Designed and implemented project management, sales and marketing as well as management control tools.

o Extra position activities: Redesigned and implemented a new strategy for the Portuguese market going from a direct sales strategy to an indirect market approach by developing local partnership. Designed content of partnership program and communication program targeting existing clients, prospects and the Press.

Results:
o Consulting revenue developed (i.e.: + 190% in France). Break-even attained in June 2001. Project size increased and re-focused around Attachmate’s heart of activity.

o Global approach (products + services) appropriated by the sales team. A “solution oriented” culture developed.

o Team spirit built up within the Consulting department and between departments. Managed 12 expert Consultants, the delivery work of 11 System Engineers and about 10 subcontractors.

o Restructured Portuguese activities and re-established a good pipeline (x 2.5) and sales level. Partnership contracts signed up with four local services company amongst which local IT services leader. Maintain clients and market trust through adapted PR campaign.
• 1996 – 2000 : SYNTEGRA – SENIOR CONSULTANT - Paris

Context: Syntegra is a subsidiary of BT specialized in System Integration. One of its activities concerns e-business projects. The Consulting department aims at servicing corporations in their e-business projects with the triple technology, marketing and change management approach.

Mission: Senior Consultant in charge of e-business projects. In charge of developing this activity in the Health sector (pharmaceutical firms and hospital).

Actions:
o Positioned and defined the health sector offering (E-business for the Pharmaceutical industry and computerized patient files for hospitals). Designed the business plan. E-business project methodology modelization.

o For clients: organized and animated e/m business awareness programs for non-IT top executives. Designed e-business strategy. Conceptualised and design marketing and communication approach on the Internet. Identified and created e-solutions contents and services. Fulfilled change management, process analysis as well as organizational missions. .

o Clients :Hoffmann La Roche, Boehringer Ingelheim, Groupe IMV, Aventis, Baxter France, Norton France – Groupe Saint Gobain, AOM, , Groupe Expanscience, Groupe SNPE, Société Générale, Ministère de l'équipement, American Express Insurance

Results:
o Created a pharmaceutical firm recurrent client portfolio.

o Personal level of invoicing FF 1.2 million a year, pulling FF 4 Million.

o Created a coherent E-business offer in the Health industry.

o Managed a team of 4/5 consultants depending on projects.

o Launched e-business strategy for Roche, Boehringer Ingelheim, SNPE, ….


OTHER EXPERIENCES


• 1994 – 1996 : ARTIS – DEVELOPMENT AND COMMUNICATION MANAGER - Paris/USA

Artis is a non for profit organization involved in humanitarian communication projects (human rights, disease prevention issues,…). Signed and managed partnership with the NEA in Washington DC to animate and distribute a disease prevention program within the Latino Communities in the U.S.A.

• 1987 – 1993 : R.D. INTERNATIONAL (BFCM Group) – Paris/USA

R.D. International was a consulting firm specialized in two sectors of activities: Mergers and Acquisition and Local Communities Economical Development. 1987/1989: representation of French local communities in the USA. 1989/1993: M&A department in charge of marketing and synergies analysis between potential partners.