Experience

Global Director, Strategic Outsourcing

Accenture (Large global technology consulting firm)

May 2001 — Present

Proposed and implemented a new go-to-market strategy to sell outsourcing services using a combination of a new sales force and industrialized sales processes which has been adopted globally by the firm. Currently help manage the sales team and develop, structure, and execute transactions ranging from large, complex, multi-country acquisitions, business alliances, and transformational outsourcing transactions to straightforward IT outsourcing deals. Projects and transactions worked on to date have covered operations in the US, India, China, the UK, Belgium, France, Germany, Japan, Switzerland, and Venezuela.

 Interesting Projects

• Achieving Step-Change in Efficiency and Quality

  • Introduced new tool-based capability to Accenture that has more than doubled productivity of resources in an area where Accenture spends more than $500 million annually
  • Received a global award in 2007 from Accenture's CEO of Outsourcing in recognition for this contribution

   

• Creating a Sales Differentiator

  • Compared several of Accenture's outsourcing offerings to the offerings of our competition; identified the efficiency and quality-enhancing approach above to create a major new sales differentiator that has led to an increase in both sales and pipeline opportunities
  • Currently leading a two-pronged initiative within the firm to (a) spread the adoption of this new tool-based approach globally, and (b) take the improved client value proposition to the marketplace and close sales

   

• Creating a New Approach to Improve Sales in an Increasingly Competitive Market

  • At Accenture, analyzed what we sold and how we sold it in the context of increasing competition from Indian-based outsourcing firms

  • Recommended dramatic changes to firm's senior leadership covering not only what we sell and how we sell it, but also who sells it (e.g., the creation of a new, specialized, lower-cost sales force)

  • After receiving senior leadership approval, have helped implement the proposed changes to streamline the sales process and bring the new sales force up to speed with their roles

   

• Selecting Business Partners and Identifying Appropriate Deal Structures

  • At Accenture, Xelector, and BOOM.COM, analyzed "who should our key business partners be?" and "as between alliances, joint ventures, venture capital-based investments, and/or acquisitions, what is the most appropriate deal structure?"

  • At Accenture, worked on creating a successful global alliance with a major global market information and technology firm; also identified the partner, defined the opportunity, and led negotiations for an exclusive global licensing arrangement for a key technology

  • At Xelector, led negotiations for a successful joint venture and successful acquisition; in addition, was the firm's primary contact point for venture capitalists as we raised $30 million from VC firms including Morgan Stanley and Apax

  • At BOOM.COM, negotiated deals with a variety of business partners, including mutual fund groups, stock exchanges, insurers, and investors

   

• Determining Which Offerings to Bring to Market in What Order

  • After launching BOOM.COM as Asia's first internet-based stock brokerage, we were faced with the question of "what should we offer to clients beyond stocks traded on the HK stock exchange?" 

    • One of our strategic investors urged us to pursue a Charles Schwab-like "One Source" mutual-fund supermarket strategy

    • I was in favor of offering U.S. stocks to HK-based investors because I thought it would bring in more revenues faster

    • We could do both projects, but as a start-up, it was essential to clearly agree which was our top priority and assign our limited resources accordingly

    • Sometimes the simplest solutions are the best: at my suggestion, we polled our customers with a pop-up menu that allowed customers to chose from several choices: "Which service would you like us to offer next?  Mutual funds, NYSE Stocks, Nasdaq Stocks, Japanese stocks, ... etc."

    • After customers overwhelmingly voted for U.S. stocks and we developed that capability as our top priority; BOOM.COM now offers stocks from more than 10 different exchanges as well as a wide selection of mutual funds

   

   

   

   Honors and Awards

   

  Business-Related / Personal

  • "FY07 Accelerating Outsourcing Award"

    - Award from Accenture's CEO of Outsourcing for "creating a differentiated capability for our outsourcing practice"

   

  Business-Related / BOOM.COM Management Team

  • “Asia’s best Consumer Internet Site”

    - Internet World Asia

     

  • "Best of the Web"

    - Forbes

     

  • "Best Business Site in Hong Kong"

    - South China Morning Post

   

  Academic

  • Phi Beta Kappa

   

  • Magna Cum Laude

   

  • Landegger Honors Program in International Business Diplomacy

   

  • Certificate of Proficiency in Mandarin Chinese