Ian has over 35 years of experience working within the customer and supplier domains of the Energy & Utilities Sector with a strong track record in Business Development, Consulting, and Programme Management.
Ian has held a number of senior business development roles within Software and Services companies operating in the UK Utility Sector; including Amdahl, Gas Solutions, DMR Consulting and Fujitsu Services. Most recently Ian was Business Development Director for Ferranti Computer Systems where he grew Ferranti’s UK Revenues tenfold over a period of six years. During his time at Ferranti, Ian was responsible for the UK Business Plan in terms of growth, partner strategy and market positioning and established UK Partnerships with CGI, Accenture-Avanade, TCS, Wipro, Infosys and Utiligroup.
In these roles Ian has utilised a number of strategic thinking disciplines such as Pyramid Thinking and Strategic Landscape mapping. Ian and Peter have together delivered a multitude of market propositions using Pyramid Thinking principles and have also together delivered a number of Pyramid Thinking training courses.
“Ian's experience of the UK market has proved invaluable in bringing Ferranti into the UK Market in Energy & Water” - Mark Hurcomb, Chief Commercial Officer - Ferranti Computer Systems
Prior to this Working Ian worked at British Gas throughout market liberalisation in the 1980s and 1990s, he managed the implementation of the IT Strategy for De-Regulation and Competition; including a number of major business change programmes exploiting the use of new technologies to support the company’s Customer Relationship Strategy. Key programmes included the Development of a Customer Information System, Billing Strategy, Data Warehouse, Call Centre Rationalisation and an Integrated Sales System.
Ian’s business development experience includes consultative selling, account management, offering development, campaign planning and bid management covering areas such as Offshore Development Projects, ERP based Software Sales (On-Premise and “as a Service”), SI Programmes and Consultancy. His offering development experience includes sector specific offerings in the areas of Debt Management, Nuclear Materials Accounting, Smart Metering and Software as a Service.
Ian’s consulting experience includes IT Strategy Development, Industry Deregulation, Portfolio Management, Benefits Realisation and Customer Relationship Management. Ian is a Co-author of Fujitsu’s book on Customer Relationship Management “The Relationship-Based Enterprise”, published by McGraw Hill and has published numerous articles on Energy & Utility Issues.
Ian has a particular interest in the development of IOT technologies within the Energy and Utilities Market and currently chairs the EUA Smart, Connected Homes and Buildings Group.
Ian's extensive personal network includes CXOs, Consultants, SIs working within the UK Energy and Water Markets. He is also an active member of the Energy Industries Club, The Worshipful Company of Fuellers and the Energy & Utility Forum