RISK MANAGEMENT

Pioneering Innovations...

Brian Hawkes has worked at the forefront of Risk Management where it relates to Rapid Sales Growth since 1988.

Responsible for marketing systems in the Freudenberg conglomerate and focused on rapid volume and market share growth, Brian worked alongside IBM and British Aerospace on the development of effective sales systems. One of those innovations was CRM (Commercial Relation Management).

Brian has continued to develop Risk Management in the sales arena working within industries having high risk exposures:

Industries undegoing consolidation
Venture Capital backed businesses
High Investor Focus
Acquisitive groups / synergy delivery
High obsolescence products
Long lead conversion times
Short product life cycles
High FOREX exposures

This experience ultimately culminated in the launch of the Foresite Growth Matrix software products in 2006.

Case Studies:

2005	Smithfield - Executive and Interim and Management: US$2.5 billion Eastern European investment in vertically integrated manufacturing business. Risk Management: Developed Growth Matrix systems to deliver market penetration to Western Europe and control integration of 49 European business entities.
2002	Danisco - Risk Management: Developed global sales pipeline and new product development (NPD) management systems adopted by all divisions worldwide. Identified sales growth and sales optimisation opportunities. Successfully minimising group impact of the 2001 US$ crisis to which the group had a 20% of turnover risk exposure.
2000	Sensient - Risk Management: Initiated value added distribution and pricing agreements with distributors in Scandinavia, South Africa and USA including exclusivity and confidentiality arrangements with key customers. Successfully secured reliable distribution arrangementsand growth platforms for the territories concerned.
2000	Sensient - Risk Management: Prototyped and implemented European CRM systems and established strong sales project and sales pipeline management. Achieved 18% annual growth -v- market growth 6%.
1990	Freudenberg - Risk Management: Pioneered active CRM and Sales Management systems improving volume and market share growth. Achieved 23% annual growth (45% in best sector) with 13% fewer external sales staff. Adopted by group throughout Europe and Scandinavia
1990	Freudenberg - Risk Management: 80% debit turnover FOREX foreign exchange risk exposure. Optimised business axchange pricing advantage to the UK market for 5 years, avoiding the impact of "Black Monday" to secure a pricing advantage over foreign competitors and increase market share.

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