June, 1990 to June, 1994
Pacific Bell Telephone, Information services.
Consultant for Sales and new business practices:
After deregulation, Pacific Bell was anxious to develop new business strategies. I was brought in to develop and implement new and unique sales practices. I created, implemented and managed a dealer program from start up to maturity. This was a four-year assignment and included the development of contracts, training and support systems. I designed several systems products using IVR, CTI, ACD and data communications technologies. In addition, I created and conducted co-promotional activities with Safeway stores and America West Airlines. I authored a article called “emerging strategies in the Telco industry which received industry wide attention. I developed a process for lead generation and deal incubation called Sales Navigation. This is a sophisticated concept utilizing traditional sales processes in conjunction with the Internet, telemarketing and data base management technologies. Major account sales were my responsibility. I created and managed a department called the California Consulting Group to sell to fortune class clients.
Hedman Company. June, 1986 to June, 1989
Vice President of Sales: I was recruited by the Hedman Company to manage and refine their sales of automated office and banking equipment. This was accomplished through personal sales to major accounts and dealers / distributors worldwide. I contributed greatly to the design, production; Sales and distribution of a new range of computer based products. I increased sales by 150%. I expanded western European operations and established a European office in France to work on EU specific business. I recruited 6 major distributors worldwide resulting in $3 million dollars in incremental sales over 18 months. I created numerous contests and shows to stimulate new business. This was a P&L based senior management position.
Murchison Enterprises. June 1982 to June. 1986
General Manager: Mr. Clint Murchison owner of the Dallas Cowboys, hired me to manage two of his computer companies EBS, of Denver, Colorado a $35 million public company and Optimum Systems Inc. of Burlingame, California. I created new applications, developed new business, recruited Var.’s, negotiated new contracts for old business and facilitated international technology exchanges with Mexico and Latin America. I sold large scale DEC systems and “turn key” systems solutions as well as service bureau data processing solutions to major accounts throughout the western hemisphere. I also developed and sold large-scale custom designed telephonic computers in the range of $1.2 Million to firms such as MCI. GE. and the City of Dallas. During this period I acted as a business strategist and consultant to the Murchison family as well as to companies affiliated with the Murchison enterprises directly and by acquaintance. These companies include Murexco,OSI, TBS, Roma Corp., PDS sports and others.