PETER CHEVERTON- a founding Director of INSIGHT Marketing and People Ltd, Peter has established an international reputation as a specialist in Key Account Management, working with clients in Europe, The Americas, and Asia Pacific.
He is the author of
Key Account Management, the
seminal work in this important area now in its Fourth Edition. Translated into Chinese, Korean, Swedish, Polish, Russian, Indonesian and Hungarian.
His latest book -
Building the Value Machine, is due for publication Autumn 2009.
He is also the author of
Key Marketing Skills, and the General Editor of the '
How come' series of essential business guides, including two of his own titles;
How come you can't identify your key customers?, and
How come your brand isn't working hard enough?.
Peter is a visiting Professor at the IHM Business School in Stockholm and Gothenburg, Sweden, and regularly presents the INSIGHT KAM Masterclass in Stockholm Gothenburg, as well as in London, Brussels, Paris, Singapore, Hong Kong and Chicago.
Prior to establishing INSIGHT in 1991 he worked for many years with ICI in a range of sales and marketing roles, and latterly as the European Sales and Marketing Manager for Dulux Paints. Before joining ICI, Peter was an officer in the British Army, and before that he studied History at St Catharine's College, Cambridge.
He is known as a motivating and energetic speaker with a passion for helping clients to
make it happen.
Peter is married, lives in Epsom, and fortunately both he and his wife share a passion for travel, positively relishing clients in far-flung places .....
BOB CINNAMON - is Bachelor of Science (Mechanical Engineering), graduating in 1982 when he worked for Courtaulds Plc at Coventry. In 1985 Bob moved to ICI Plc where he worked in a number of production and commercial positions before joining INSIGHT in 1992.
Using a hands-on approach, Bob helps managers to practically apply business concepts and tools in their own organisational setting. This normally involves working with senior managers to establish the business context and to ensure that the company's terminology is incorporated into the workshops he delivers.
Bob's special training interests are Marketing and Finance and developing global training packages for Blue Chip Companies. He has a Graduate Diploma in Management Studies (DMS) and a Diploma in Marketing (Dip M). He is also an active member of the Chartered Institute of Marketing (CIM) and is a Chartered Marketer.
He has recently worked for a number of multinationals including ICI Plc, TNT Postal Group, Marks & Spencer Plc, Pfizer, Stryker Corporation, and Huntsman Inc. He has also run training on MBA programmes for Ashridge Management College and Boston University.
Bob has written a book on Understanding Finance, which has been translated into many languages. This builds on the approach that he takes in teaching financial concepts and so provides a good follow-up or stand-along text which is easy to read and explains complex financial terms in simple ways.
Bob is married and lives in the South of England. His interests include skiing, golf and motorcycling.
SANDRA DU CROS - has extensive experience in the Health Service, the pharmaceutical industry and corporate coaching. For much of her career Sandra has been a highly successful business manager working in blue chip pharmaceutical companies including Merck, GlaxoWellcome, Eli Lilly and Amgen.
In this challenging environment she has held a variety of senior positions including National Sales Manager, Head of Training and Development, Commercial Manager and, most recently, Director of Sales and Marketing.
Sandra's business success has been built on decisive leadership and in building highly successful teams - this formula has delivered outstanding financial results as well as accelerating the development of leaders within organisations. Sandra is trained as a business coach and received a distinction from The Coaching Academy in 2001.
Sandra's particular interests include Key Account Management, Executive Coaching and Leadership Development. Sandra is married to Neil and has two children, Chelsea and Daniel. Her interests include NLP, coaching and personal development and writing.
RACHEL BRUSHFIELD- her background is in marketing, brand communications and strategy. She specialises in career change and reinvention, marketing and strategic mentoring, and transforming 'problem behaviours' in business.
Expertise: Individual career, executive performance and skills and life coaching; Action learning sets - facilitating a group to coach each other to resolve business challenges; Pinpointing and changing the limiting beliefs that block change and growth; Marketing individuals and businesses as unique brands using simple tools so that growth happens easily. Rachel started her career in marketing before moving to the consultancy, working in design, advertising and innovation with companies including J Walter Thompson and Grey Matter.
She switched from strategic consultancy to coaching, believing that helping people to come up with their own solutions is the best motivating and effective way to energise change. She believes that fear, lack of confidence and /or knowledge about 'how to' do something and limiting beliefs are the most important blocks that stop individuals and businesses from realising their potential.
Her clients include Clifford Chance, Cranfield University, Sony Ericsson and Diageo as well as many small businesses and individuals Rachel feels passionately about transforming fear and uncertainty into positive change; ideas and innovation and energising individuals and companies to achieve more and be more.
Rachel's training and development has included: Practitioner and Masters in Neuro Linguistic Programming (NLP) and Certified NLP coaching training. Energise have memberships with the Chartered Institute of Marketing (CIM), The International Coaching Federation (ICF) and The Chartered Institute of Personnel Development (CIPD).
JUDY WILLITS- is a senior healthcare professional with wide-ranging experience in the NHS, private sector and management consultancy. After commencing her career as a research pharmacist she went on to become one of the first Pharmaceutical Adviser to be appointed in the UK.
An executive MBA from Cranfield University facilitated a career move into the pharmaceutical industry where she undertook roles in product development, market development and brand management.
Judy moved into management consultancy at WestawayGillis where as a Business Unit Director she combined her expertise in the NHS and the pharma industry supporting clients in new product / service introduction, issues arising around funding and service re-configuration.
Most recently Judy has lead AstraZeneca's PCO activities working across the portfolio to develop PCO strategies and support brand teams and NHS development managers to deliver tactical solutions.
MARK KWEK - graduated from the University of London with a degree in Economics. Mark excelled in his commercial career, working with Zeneca, ICI and Huntsman where he took on roles as Business Manager, Director and Regional Sector Manager.
He then went on to start his own businesses in manufacturing, training and consultancy. His areas of expertise include business and personal development, key account management and sales.
Mark is married to Katherine and they have three children, Michelle, Ian and Annabel. His interests include reading, running and spending time with his family.
BRYAN FOSS - has been a leading IBM executive and internationally recognised marketing, business solutions, IT professional and author.
He has been an active member of IBM's core global banking leadership team, personally leading the exceptional growth of IBM's CRM business solutions in banking and working with a very broad range of financial services clients worldwide to successfully develop and deliver marketing strategy, operational programs, CRM and related technologies.
While Bryan has proved himself extremely capable in operational management roles, he is best known as a thought leader and influencer of high level business executives in support of business growth and customer experience improvements. He has been author and co-author of at least 10 publications, the latest of which is Key Account Management in Financial Services.
He is also a regular contributor to a wide variety of journals and lectures worldwide. Bryan is married with two children. He enjoys squash, skiing and golf, as well as travel. He has the distinction of being presented with the Queens Scout award at Windsor Castle by Queen Elizabeth II and Sir William Gladstone (then Chief Scout) in 1973.
ERNEST BOSWARVA- is an Attorney of the High Court of South Africa and has been involved in the oil industry for 24 years in various capacities both in the line and support functions.
His last posting was with the National Oil Company of Malaysia, PETRONAS as General Manager Legal of the Petrochemicals division, where he spent three and a half years prior to moving with his family to Perth, Australia.
He has been involved in numerous cross border transactions involving different cultures.
Ernest's key area of involvement is negotiations. He is an Associate of INSIGHT Marketing & People Ltd where his primary involvement has been in training and advising on intercultural negotiations.
Ernest holds degrees in Law, (a masters and bachelors degree in Commercial law), accountancy (an honours and bachelors degree) and business administration (an MBA awarded with distinction graduating top of his class).
Ernest is currently an external examiner for the intercultural negotiations course for an MBA program in South Africa. He was past chairman of the Corporate Lawyers Association (Western Cape Charter) of South Africa.
The main areas of interest to Ernest are Business Negotiation and Personal Development. Ernest is married to Yvonne and has a son, Luke and daughter, Jessica - the best things that could have happened to him!
His interests in addition to his work include; golf, which is played badly; reading extensively; and trying to keep fit, with the emphasis on trying; scuba diving, he loves blowing bubbles; and has a skippers ticket for ocean going yachts, but don't let him lose sight of land, you will be in trouble.
GERARD NIJHUIS - is self-employed as a Trainer consultant working as a senior partner with INSIGHT Marketing and People in mainland Europe.
He has 35 years of commercial and managerial experience with ICI and ZENECA in the sales, marketing and business management in speciality chemicals and resins in a global environment.
He finished his career as Manager for Human Resource Development for Zeneca Resins and was actively involved in the development and delivery of in-company training.
Gerard's interest in training and consulting is focused on leadership. interpersonal skills, particularly coaching, negotiation and personal development. He is a certified trainer for Situational Leadership II and DISC/PPS and is fluent in the English and German languages.
Gerard is married and lives in Doorwerth in the Netherlands. His hobbies include golf, travel and gardening.
RICHARD WILDING - BSc, PhD, CEng, Eur Ing, MIEE, MCIT, MILT. Richard is a Director of Customised Executive Development in Supply Chain Management and a Senior Lecturer at the Centre for Logistics and Supply Chain Management, Cranfield School of Management U.K.
He works with European and International companies on logistics and supply chain projects in all sectors of industry. He speaks at Industrial Conferences, undertakes lecture tours of Europe and Asia and is published widely in the area of supply chain management.
His Doctoral research, undertaken at the University of Warwick, applied chaos and complexity science to logistics and supply chain management resulting in the development of new management guidelines for supply chain re-engineering. This innovative research received international media coverage on the BBC World Service with articles in the Times, Financial Times and New Scientist.
Recently his research into inventory policies of organisations in times of uncertainty resulted in even greater media coverage. Richard is both a European and Chartered Engineer; a chartered member of the Institute of Logistics & Transport and Institute of Electrical Engineers (Manufacturing Division); a steering committee member of the Institute of Logistics Research Network; a Member of the Institute of Logistics and Transport Directors Forum, a group limited to the top 120 Logistics and Supply Chain Directors from Europe; a member of the Institute of Learning and Teaching in Higher Education in recognition of his innovative approaches to teaching and course design.
Richard's special areas of interest include the creation of collaborative business environments, reducing supply chain vulnerability, time compression and techniques for aligning supply chains to maximise customer value and reduce cost.
SAM PRITCHARD - has over 20 years of international experience working in the Petrochemical Sector. His capabilities include the development and implementation of business strategy, leading of contract negotiations, project management of divestments and licensing of propriety technologies.
Sam has worked and lived in Europe, North and South America and more recently in Malaysia and is well accustomed to dealing with the cultural differences and challenges while working in the different regions of world.
Sam is a strong strategic thinker who deeply understands the processes for developing and testing strategies and how to implement them successfully within large or small organisations.
He was more recently responsible for the development of a critical corporate strategy in Asia that eventually resulted in three divestments. He led these divestments and he was responsible for the contract negotiations. In addition to his business development and strategy experience, Sam has considerable leadership experience and has built a reputation as a very able coach and mentor with colleagues and teams to enable them to realize their potential.
Sam speaks Spanish and French. Sam's interests are firmly centred on sport. He is an active triathlete having represented Great Britain in his age category on three occasions. Sam was the Asia Champion in his category in 2005, and has participated in 8 Ironman triathlons.
MERLIN STONE - is one of the UK's most experienced consultants, lecturers and trainers in CRM, database marketing and customer service. His consulting experience includes financial services, utilities, pharmaceutical, telecommunications, travel and transport, retailing, automotive, energy and IT.
He is the author of many articles and 30 books on marketing and customer service, including Up Close and Personal - CRM @ Work, and his latest Key Account Management in Financial Services. He is a Founder Fellow of the IDM, a Fellow of the CIM and a member of the Market Research Society's Publications Committee.
He is also on several editorial advisory boards of business publications. He speaks at many conferences and is a challenging and innovative thinker and critical commentator on marketing, sales, service and IT developments.
The CIM listed him in 2003 as one of the world's top 50 marketing thinkers, while NOP World nominated him in 2004 as one of 100 most influential individuals for their input and influence on the development and growth of e-commerce and the Internet in the UK over the last 10 years.
JAN PAUL VAN DER VELDE -
Jan Paul van der Velde (Dutch, 1964), graduated Mechanical Engineering, joined the Philips Electronics Procurement trainee program. After 4 years Philips, he moved to Frito Lay, starting in the Dutch subsidiary and in the following years moved through the ranks of management and increasing responsibilities in this leading fast growing (acquisitions) FMCG company to finally being responsible for the entire European Procurement Operation, based in the UK and Switzerland. Subsequently Jan Paul moved to Heineken, the famous global Dutch brewer, where he was globally responsible for all packaging materials.
After 2 years at Heineken, Jan Paul moved to Quest International, one of the leading Flavours and Fragrances manufacturers. As VP Procurement, first for the Flavours division, later for both divisions, he was as part of the management team responsible for all 3rd party spend.
The main achievements has been moving procurement from quite traditional to a global world class organization, having full set of specific procurement tools, driving cost out of the processes and materials as well as ensuring an improved link towards product pricing and development. After the sales of Quest to Givaudan, Jan Paul decided to leave the organization and joined Flint Group. Flint is one of the world leading ink companies, with 170 plants around the world. As SVP Procurement, part of the Executive Management Team, he is responsible for over Euro 1.7b.
MANDY PHILLIPS - Having worked in media sales (Sunday Times and Thompson Group); Marketing Manager (Commodore computers, Ladbrokes) and Account Director (Purchasepoint Marketing and Promotions Agency) where key accounts included Mobil Oil; Crown Trade Paints; Weetabix and Lynx Delivery Express - Mandy founded a Consultancy / Training Company in 1990. She sold this company in 2001 to pursue an independent consultancy career.Mandy first developed a Competency ladder framework to clarify performance expectations for Shell Commercial sales in 1997 and since 2001 has developed Global Competency frameworks in many key functional and support areas including Retail sales and Marketing; Selection and Recruitment; Supply Chain Management; Network Planning; HSSE; Coaching and Leadership. Many of these competency standards have been translated into Thai; Chinese; Polish and Mexican Spanish and implemented / training held to introduce and embed in these Countries in addition to Australia; South Africa and the Caribbean. Mandy's strengths are in: Validation of draft Competency model performance criteria; Post Competency validation; Production of self assessments and line manager appraisal coaching; Gap analysis; Action planning and on-going coaching support.
Rachael Coleman has extensive experience in the pharmaceutical industry and has worked in senior sales and marketing roles across a range of both specialist and primary care therapy areas including Oncology, Cardiovascular, GI, Respiratory, CNS and Infection.
Rachael has expertise in the design and delivery of strategic plans, operational plans and organisational change to meet the needs of an ever changing customer environment and the commercial requirements of brands.
Rachael’s recent work includes - Leading field force organisational design, sizing and structural change: Development and implementation of key Sales Force Effectiveness initiatives: Development and delivery of account management programmes in specialist care: Managed entry and launch of high value specialist care brands: Leadership development and performance coaching.
