Background
Ken Marr has developed an impressive blend of general
management, marketing and sales experience with
thoroughly modern CIT and knowledge management skills.
He has a strong record in sales, exporting and market
development gained in senior management and Board level
operational posts with household names such as
Rediffusion, Sterling Health, Allied Domecq and Scottish
Pride. Ken is adept at people management and
development, and has sound financial skills.
More recently, Ken has created six successful new
businesses or MBIs as an entrepreneur.
In consultancy assignments, Ken delivers substantial
hands-on knowledge of marketing, international
competitive intelligence, brand and market analysis, and
promotional strategies to a global client base. He also
offers sales and marketing training programmes.
Ken has widened his interests and professional
expertise to include e-commerce and knowledge management
applications. He has helped clients to launch new
e-commerce initiatives including over a dozen websites,
many with e-commerce engines. He has introduced new
market intelligence software to large consumer
organisations in both the UK and US. He has also worked
with Government agencies to develop exemplar e-commerce
training projects for advisers and small businesses.
In the creation and implementation of a knowledge
sharing campaign for one of the UK's leading
professional advisory firms, Ken managed a project which
involved: auditing current knowledge status;
identification of knowledge management needs;
development of agreed knowledge target with client;
detailed outline of process to reach target; and
assistance with execution of knowledge sharing programme.
People
Training & Development
E-Commerce
Recruited and managed team to research, develop and design, then launch a number of trading e-commerce web sites (started with www.echerish.com, most recent is www.business-accounting.co.uk). Used the skills developed to provide a service to develop a number of e-commerce web sites for clients in Scotland.
Scottish Enterprise
Research, development, design and delivery of programme: “Internet as an International Research Tool” delivered to companies in Scotland on behalf of Scottish Enterprise Dunbartonshire. The training programme is based on skills transfer to company staff on their own premises and is designed to cover their individual markets and research needs. The workshops cover search engines and more sophisticated search techniques; discovering "the invisible Web;" use of news sources, discussion groups and Usenet; paying for results and how to capture and store the data for later retrieval, managing knowledge.
Glasgow City Council
Development and delivery of an e-commerce training programme under the BITT initiative in partnership with Glasgow City Council. The grant funded programme targeted companies with the desire and need to bring up a fully functioning Internet e-commerce site. This was a full skills transference project. At the end of the initiative the client companies were able to demonstrate their ability to design, develop and maintain their own e-commerce Internet site, either business-to-business or business-to-consumer, not simply design a Web site.
Public Sector
Marketing, research, idea generation and communications training courses for clients including Glasgow City Council, Dundee City Council, Scottish Enterprise, Glasgow Chamber of Commerce, Edinburgh and Strathclyde Universities.
Not-for-profit Sector
Developed and delivered a series of marketing, sales, strategy and idea generation training programmes to individual clients (specialising in the not-for-profits sector) and on behalf of organisations including Scottish Council for Voluntary Organisations, Scottish Enterprise and Glasgow Chamber of Commerce.
Charles Letts
At Charles Letts a total of 45 employees in customer services, sales and marketing all reported to me through six senior managers. I succeeded in gaining their commitment to improving team environment. We devised a new people management policy; agreed this with staff and show them the stages by would be achieved. We instigated a very effective training programme to enable staff to set their own clear and measurable objectives to be reviewed regularly. Giving those who merited it far greater independence and authority but retaining responsibility in senior manager.
IT/E-business
Strategy and Solutions
e-business portal
Design, development and launching of an e-business portal particularly for UK users. The Web site is a commercial operation designed as a means of disseminating e-commerce skills and understanding. The portal is at
www.2ebusiness.co.uk.
Scottish Enterprise
Developed, built and launched a complete explanatory e-commerce Web site for Scottish Enterprise
(www.getintoenterprise.com). The Web site is designed as an aid to training by business advisors and illustrates how a fully functioning e-commerce Web site works. It includes examples of how both the customer and management side of the site works and allows users to manipulate data and constraints in order to follow through the impact on the model site.
Knowledge Management
Large US Corporation
Provision of global competitor intelligence and research services on an ongoing basis to a large US corporation. Task includes identifying the client company’s competitive set and providing regular information by specific category to include financial performance, product and technical development, mergers and acquisitions. The client receives a full report; an executive summary and a full briefing with the opportunity to request further tailored intelligence. Led to the development of a busy, successful competitive intelligence agency, serving clients globally
(www.counteroffensive.co.uk).
UK Leading Professional Advisory Firm
Creation and implementation of a research-based Knowledge Sharing campaign for one of UK’s leading professional advisory firms. Task included: auditing current knowledge status; identification of knowledge management needs; development of agreed knowledge target with client; detailed outline of process to reach target; assistance with execution of knowledge sharing
programme.
Competitive Intelligence Agency
Developed and grew a busy and successful competitive intelligence agency (www.counteroffensive.co.uk) serving clients globally. Specific competitive intelligence projects in energy, engineering, food & drink, toys, accounting and supply logistics.
Scottish Homes
Development and presentation of an Internet-based solution to the need for a common housing register for Scottish Homes. Harnessing web content and ease of use to provide a user-friendly face of the combined databases of local councils and housing associations.
USA Consumer Products Firm
Developed and implemented an early knowledge management strategy and programme for the dissemination of marketing and sales information within a consumer products firm in the USA.
Sales and Marketing
Strategy and Solutions
Scottish Pride
Agreed and published a marketing strategy review programme and timetable to senior management group. Revised existing marketing resources to permit strategy review within budget. Won commitment of marketing team and advertising agency to the review. Undertook the company's first consumer usage and attitude survey, quantitative and qualitative. Explored opportunities to expand the current product range using existing brand names. Interviewed key trade buyers and journalists about Scottish Pride. Developed marketing plan, gained senior management commitment.
Drinks Industry
Originated and co-ordinated an international brand strategy for the newly merged wine interests of Allied Lyons and Whitbread, European Cellars. Actions included information gathering about current markets strategy, sales, agents, competitors, advertising, promotion and packaging by country. Appointment of advertising, promotion and design agencies with international experience to devise a single campaign and policy. Firing of ineffective or incompatible agents and appointing of new ones. Publication and communication of international brand manual.
BAA
Business plan and development of marketing and sales strategy and implementation for a major UK airport visitor centre for BAA. Task included: marketing and sales audit of current business; development and publication of a complete marketing plan; introduction of a number of initiatives to assist with visitor expansion.
BNFL
Developed an international corporate communications strategy and advised on its implementation for BNFL. Task included: auditing current communications and public attitude status; identification of communication needs and targets; development of strategy and agency briefing process with client; assistance with selection of communications agency and execution of strategy.
Market Research/Intelligence
European and Global Collectables Market
Devised, executed and published the first complete survey of the size and scope of the consumer collectables market in Europe. Task included: planning, devising and undertaking extensive primary trade and consumer research in the European and Global market for collectables; targeting and marketing research to potential customers; editing and publishing survey report.
US/UK Simulation Modelling
A review of a specific computer software, investigated usage of and attitudes towards, a specialised simulation and modelling software product; competitive set; key price points; new product and market opportunities. This involved a combination of telephone survey (50 potential business buyers in both UK and USA) and focus groups (two each in UK and USA).
Tourist Centre
Research and planning of a tourist centre based at around a food park for Central Scotland.
Scottish Council for Voluntary Organisations
Regular marketing and market research training courses on behalf of Scottish Council for Voluntary Organisations to member organisations either at SCVO premises or tailored to individual needs at the offices of members.
Business
Strategy
Scottish food company
Planning, development and launch of a series of three visitor centres for Scottish food company including complete support business plan covering all financial, human resources and marketing issues.
eCherish Ltd
Launched e-commerce venture, eCherish Ltd. Launched and financed e-commerce website. Developed supplier and consumer base, managed marketing/sales
programme.
Charles Letts Ltd.
MBI team for £30m UK diary brand leaders, Charles Letts Ltd. Part of successful management buy-in team, turning round old family business. Developed and unified a team of 45 sales, marketing and customer service staff. Grew business gift market and export sales (in Europe, Middle East and Far East). Instituted major product development schedule and strategic marketing
programme.
Excel Images Ltd
Invested in printer/publisher, Excel Images Ltd. Raised finance for and bought into small printer/publisher. Rapid growth into hi-tech areas working with new management team.
Korway Foods Ltd
Invested in and Managing Director of small Scottish ethnic food manufacturer, Korway Foods Ltd. Raised finance for and initially ran small food business as managing director. Stabilised company – financial and sales – introduced current management team.
Contact Ken Marr at Ken.Marr@4-consulting.com
