The greatest results flow not from what we tell our colleagues to do, but from changing their beliefs about what's possible and what's the right thing for them to do.
O1O focuses on helping organisations who have a focus on major accounts, and their ability to grow is based on success of this strategy. So often the reality is higher costs, lower margin and frustration. O1O has proven it has the ability to crack the code on this important issues. Kevin is responsible for growth of this market leading company across Europe
Executive Director & Commercial Director, Ernst & Young LLP 2013 – 2018
Appointed to lead the successful implementation of a behavioural change programme and the go to market effort on key new offerings.
• Conducted a review of existing structures and operations to identify what needed to be changed to align the culture with the firm’s long-term goals and utilised data to define a comprehensive change programme that met these needs and requirements.
• Implemented various formal and informal change processes across the firm across the change period, adapting strategy in line with the fast-changing environment and creating a large, informal, hierarchy and change team that can delivered market growth. This ensured that EY remained competitive and establishing the firm as the most favoured employer while achieving multiple years of market leading growth in the UK.
• Successfully influenced a cultural shift across the firm of 13,000 staff of all levels of seniority, aligning the mind-sets and objectives of employees with the overall strategic focus of the firm. The measured results of the programme led to the global implementation across EY, establishing it as a core component of their future programme.
Invited to become MD of this failing UK arm of US parent, FranklnCovey, Global training and consulting business, and authors of The 7 Habits of Highly Effective People, The Speed of Trust and 4 Disciplines of Execution. During my tenure, I implemented a new sales strategy, new sales processes, and radically improved Client relationships. As a result the business became a highly successful and profitable subsidiary.
I established Haylyn Associates in order to help organisations such as Lloyds Bank, BP, MSN, Aviva and many others deliver on their most important goals by creating vision which turned into new and better behaviours.
Having grown up in a sales world where the emphasis on achieving targets created so much lose-win and win-lose thinking one of the most emotionally charged questions an Account Team ever discusses was: How much do you think they will pay? Often this is a discussion that happens way down the track towards submitting a proposal. Why? Simply, because nobody has worked out with the Client what the value is the project might create or what a reasonable return or value should be to the Vendor. So...