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Many years as a customer has helped Malcolm develop his way of approaching marketing from a customer perspective. Prior to his first major marketing role in 1988 he worked in a range of functions such as HR, Purchasing and Training followed by Telecommunications and IT Management. Some of his major achievements include: installing one of the first large email systems in Europe, developing a data warehousing in 1983 and starting Digital’s first Telecoms Consulting Practice. He was one of the first to implement the strategy of “Use what we sell, sell what we use”. Malcolm’s marketing career covers a broad spectrum but is typified by creating and successfully implementing imaginative marketing strategies for new market segments. Examples include: Environment, Data Warehousing, CRM (Customer Relationship Management) and GIS (Geographic Information Systems). In every case, revenues were more than doubled. Having worked and lived in the USA and Switzerland as well as the UK, Malcolm has developed a feel for working with different cultures and an understanding of how to get decisions made. Prior to founding Three Step Consulting he was the Director of Enterprise Solutions Marketing for Compaq Europe. In this role he demonstrated his ability to get decisions made by cutting the number of marketing programs by 75% whilst raising revenues and lowering costs. Since founding Three Step Consulting, Malcolm has worked with companies from a wide range of industries from recruitment to restaurants and from IT to insurance. The common theme has been organisations who wanted to grow revenues by becoming more customer focused. Most companies have implemented Malcolm’s “DecisionDirector” methodology to ensure that consistent decisions were made and implemented and that results could be easily measured. Over the years, Malcolm has been a frequent speaker at events for organisations such Baptie and Henry Stewart, as well as customer and sales training events for major corporations such as HP, Microsoft and Oracle. His entertaining style has been applied to a range of topics from CRM to Strategic Marketing and from product launches to after-dinner speeches. If you would like Malcolm to present or speak at one of your events please contact him to discuss it.

 

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Website: http://www.3sc.co.uk/