Career CompassIan Rendall · Executive portfolio

Transformation Programmes

Programmes shape the case studies below them.

Each programme aggregates related case studies, achievements and business outcomes under a single challenge, strategy, execution, outcome and leadership insight.

Programme

Commercial Excellence

Bring rigour and reuse to the commercial motion: response quality, demo automation, competitive intelligence and pursuit-specific tailoring.

Challenge
Response quality, demo content and competitive positioning were uneven and often produced from scratch, with limited ownership and reuse.
Strategy
Establish clear ownership, one place per discipline and repeatable operating practices across proposals, demonstrations, competitive intelligence and pursuit-level tailoring.
Execution
Stood up the Pursuit Desk with Loopio, rolled Consensus out at scale with governance for video content, acquired and implemented Klue as the single competitive-intelligence platform, and tied battlecards and demo boards to specific pursuits.
Outcome
Faster, more consistent responses, scalable demo content and standardised competitive positioning available across account management, sales and pre-sales.

Commercial tools deliver value when ownership, process and reuse are designed alongside them.

Business outcomes

Case studies

Programme

Operational Excellence

Build the operating backbone under pre-sales and consultancy: environments, showcase content, reporting and reusable practice.

Challenge
Demonstration environments, reusable assets and operational visibility were fragile and reactive, absorbing senior time that belonged to customers and coaching.
Strategy
Create a specialist back-end capability, standardise showcase content and introduce management reporting that leaders will act on.
Execution
Established the cloud-environment support function, built the Showcase Demo Environment Programme, introduced activity taxonomy and utilisation reporting, and codified the operating practices that underpin them.
Outcome
Reliable environments and reusable assets, clearer capacity decisions and a function that runs to a repeatable standard rather than depending on heroics.

Operational discipline is the enabler of executive credibility; without it, everything else is fragile.

Business outcomes

Case studies

Programme

Leadership and Organisation

Design the operating model, raise professional standards and open a durable pathway for early-career talent.

Challenge
The global function needed a shared operating model, a stronger professional standard for practitioners and a way to renew talent over time.
Strategy
Define the global operating model, invest in coaching and peer standards through the PreSales Excellence Council, and create a structured entry point for new talent through the internship programme.
Execution
Set up the operating model across regions, launched and ran the PreSales Excellence Council, embedded coaching and rehearsal into normal practice and established the internship pathway with subsequent permanent hires.
Outcome
A coherent, coached and renewable organisation with a shared definition of what good looks like and a route in for the next generation.

Standards, coaching and a way in for new talent compound over time and outlast any individual initiative.

Business outcomes

Case studies

Programme

Customer Success and Growth

Reframe engagements around business value and executive outcomes to lift conversion and credibility with senior buyers.

Challenge
Engagements often skewed to feature exposition rather than the customer's business case and decision criteria, capping the win rate.
Strategy
Establish a Solution Consultancy discipline, sharpen discovery, storytelling and ROI framing and centre executive engagements on measurable outcomes.
Execution
Built Solution Consultancy, embedded storytelling and Challenger-style methods, standardised value engineering practices and coached leaders across regions on outcome-led conversation design.
Outcome
A material lift in the global pre-sales win rate from 38% to 61% over 18 months and a sharper commercial narrative in senior conversations.

Winning at executive level is a discipline. It responds to structure, rehearsal and shared standards, not to individual heroics.

Business outcomes

Case studies