Releasing potential Personal Enterprise Journey

David Kilburn

Associate Professor- Enterprise

Head of Business Development

Chartered Marketer

Dixons Stores Group International

Fellow in Marketing

Formative years

Ran the tuck shop at School

Took empties back for people and

got paid a slice

Worked in the summer holidays

from age 15 at Tesco, Crown

Wallpapers, Metal factory,

finance office, etc.

Worked on the post every Christmas

Early career

• Head of Spanish/Head of Careers in a comprehensive in Hertfordshire

• Worked with fifth formers and ensured C.V.s were excellent and arranged interviews with employers – 100% employment each year

• Worked closely with County Careers Advisor

He lives in Australia and we have kept in touch for over 30 years. (Power of Networking)

Career change

• Gave up good career to start at the bottom in retail industry. Wanted to learn more about the commercial world

• Developed marketing and sales skills and passed CIM exams –part time evening study

• Developed commercial skills and became partner in the business and expanded rapidly,

honed buying and negotiating skills

Large company experience

• Joined WHSmith Do-It-All as Store Director

• Learned how to project manage

• Introduced selling skills to workforce which resulted in exceeding targets set

• Headhunted by Salford University in an academic/commercial role

Moved to B.U.

• Set up the highly successful B.A. Hons Retail Management course

• Worked closely with the undergraduates, fostering a networking mentality

• Arranged placements with leading retail companies for them

• Enhanced their C.V.’s• Arranged graduate employment with leading

retailers

Enterprise experience

• From day one I was involved with commercial business e.g. set up a distance

learning course for Somerfield which lasted

for 5 years. Taught Gerry Marwood who

later became Chief Executive of Spar U.K.

• Have undertaken an applied research

project for Gerry and Spar (power of

networking)

Enterprise experience

• Although I was not officially in an enterprise role I have always engaged in business development activities every year at B.U since 1989

• I also realised that networks needed to be built and have kept in touch with over 300 ex retail graduates, 4 of whom are Ceo’s/M.D’s and 38 are Directors

• Benefits of this approach are many and varied

Education/Enterprise interface

• Graduates with enterprise experience achieve better graduate jobs and rise the corporate ladder more quickly

• I set up the Consultancy Project in 1991

• Benefits of this approach-great experience for finalists, builds good relationships with client companies, increases graduate employment rates, leads to paid for interventions

• Former graduates become clients

The power of networking

• How big is your personal network?• It is never too late to start building networks –

graduates, academics in other universities, business contacts, conferences, business events, etc.

• Always carry business cards with you even in leisure time

• Consider being part of online business networks, such as Linked in, Plaxo Pulse and Xing

The power of networking

David,I have just received my alumni magazine andsaw your ‘Networking ‘ article and thought I woulddrop you a line to say hello and let you know whatI am up these days.After having my placement with MercuryCommunications (Cable and Wireless owned) I was able to stay in contact with a number of excellent people who were poached to the newly formedCOLT Telecom. I then slipped into their Product Marketing department in January 1997 and then spent the next 5 years moving upwards in various roles, eventually taking on management responsibility and looking after staff and about $100m of revenue! A lot of fun for a 26 year old!!!

The power of networking

After about 5 years though (March 2002) things were getting a little stagnant so our owner FidelityInvestments transferred me to head a new division in Japan at their new telecoms start up.Since coming in as Commercial Manager, I have now built a successful business looking after about $20m of revenue a year. Thanks to this I have now been made up to Marketing Director and had my revenue targets upped to about 70%of the business, $70m! Overall though my time here hasbeen excellent and whilst challenging, the rewards are worth it.

The power of networking

Coming back to your article though and the

reason I am writing is that I totally agree with your

strategy of the unadvertised job markets and

networking. Without these and my network of

contacts that all started from my placement year,

I would be in a very different place to where I am

now, and certainly not as senior. It is very easy to

get despondent as a graduate worrying that you

do not get a job off the bat with some of the big

blue chips. My contacts helped me get in places that

The power of networking

recruiters and graduate training courses would

not allow. Also, as COLT did not offer me any

graduate training as such, I was able to carve a

niche for myself. Something large firms often do

not allow.

To sum up, my time at Bournemouth was totally

essential to my growth over the last few years.

The decision at 18 to go there based on flexible

placement opportunities and the live Consultancy

The power of networking

Project was the correct one. Even though I

focused on a retail degree, it still gave me the

core skills of Marketing and Sales and that was

easily transferred outside of the traditional retail

market. Glad to see the University is going from

Strength to strength. I wish you a happy

Christmas.

Sayonara!

James Bohan-Pitt, Marketing Director,

Fidelity Investments

The power of networking

• Retail Management degree – recent examples• Last week is a typical scenario• I had a call from a 1993 graduate who is a Store Manager in the

latest IKEA store in Manchester – Fast Track Graduate scheme• I received another call from a 1990 graduate who works for BP

who needed a senior merchandiser – I was able to put him in touch with another BARM graduate who was looking to move up a level

• I received a call from Tesco saying that they wanted as many people from the final year as possible to take part in an assessment centre at the Royal Bath

• I spoke to a 1997 graduate who wanted to get back in to retailing after taking a short break and was able to enhance her CV and give her valuable contacts.

The power of networking

• The retail network is very powerful and people ask for favours and also give them

• It is an unwritten rule, once you are in the network anything is possible

• Everyone in this room can create the same type of network

• Benefits to the University

• Links to Learning and Teaching, Enterprise and applied research

Managing clients

• Clients are the life blood of any business

• Treat them with respect and be professional at all times

• Commercial clients have expectations which are a few gears up from the normal expectations within a university setting

• Raise your game when dealing with external clients otherwise once respect is lost it is lost forever

Managing clients

• Keep them regularly informed of progress – do not imagine they will accept lack of communication

• Go the extra mile and delight the client

• If there is an issue with the client, meet it head on, do not avoid it as it will come back to haunt you

• Always be honest about what you can or can’t do and if anything, under promise and over deliver

Closing the deal

• Closing the deal is the most important part of the sales process

• You can do everything right up to this point but if you are unable to close the deal you have wasted your efforts and it is very frustrating

• Do not be afraid to close the deal and negotiate on the price. After all we have something that the client wants and needs

• The client will respect your commercial instincts and professionalism

Pricing the work- ensuring profitability

• There is little point carrying out consultancy/applied research without making a good profit

• The trick is to charge consultants out at £500 per day minimum and charge higher figures for Principal Consultants

• It is also wise to keep a tight control of costs by ensuring that projects are well planned and each visit to the research area maximises staff time

Business Tips

• Anyone in this room can do it

• You have to make your own choices

• Have a mission

• Don’t be happy with the status quo

• Understand your business

• Don’t spend money unnecessarily

Business Tips

• Surround yourself with people who share your ambition and business philosophy

• Be proud of yourself

• Network vigorously

• Never give up