professional background
Summary
Hans is a seasoned management consultant who has advised organizations, both large and small, all over the world. His practice focuses on assisting clients to increase the impact of strategy execution. With over 16 years of global experience as a management consultant, including A.T. Kearney, Hans brings powerful thinking and expertise, along with practical frameworks to remove execution barriers. He currently leads the France Telecom global consulting practice for channels and emerging markets.
Over the years, Hans as been engaged by organizations in North and South America, Africa, Europe, Asia and the Middle East to address strategic issues. He gets results.
Hans's consulting skills are complemented by a decade as an operations executive and completion of the formal curriculum of the Coaches Training Institute (the premier Coaching organization in the world). His 'real world' experience and the 'Coactive Coaching' model enable him to assist his clients in some unique ways to identify the root cause of barriers, develop a simple roadmap for change, and use a number of proven tools and techniques to implement it.
Specialties
• Strategic Planning, Change Management and Execution
• Strategic sourcing and Operational improvements
• General and Project Management
• Organizational Design and Behavior
• Facilitation and Executive Counseling
• Business Transformation & Outsourcing
• Strategic Cost Management
• Strategic pricing strategies
PROFESSIONAL EXPERIENCE
FRANCE TELECOM / ORANGE 2004-Present
Global Head, Consulting (present)
Global Head, Vertical Markets Strategy
Principal, Healthcare Practice and Innovation Center
Recruited in 2004 to establish a global consulting practice serving Fortune 1000 clients on IT strategy, communications, operational improvements and innovation.
Sales Enablement –Developed key alliances to enhance pipeline and build industry value propositions. Partnered with sales, delivery executives and other service leaders to identify and address market opportunities.
Practice Development – Expanded Supply Chain practice resources, revenue and profit by over 500%. Improved utilization from 35% to 88%, revenues from $3,300,000 to $18,000,000 and resources from 45 to 125. Led and managed global teams of professionals delivering supply chain solutions in the areas of technology evaluation, procurement, tier II ERP and Enterprise Asset Management, communications and convergence.
Key Achievements and Selected Projects:
• Led the creation of a new business line, IT and Corporate strategy, and organizational realignment for France Telecom, Europe’s largest Communications provider
• Directed the competitive assessment and strategy development for one of the two largest global airline reservation and distribution services (GDS); recommendations led to product enhancement, revised pricing structure and more flexibly tailored applications generating a 22% improvement in pre-tax profit
• Led the development of a dedicated global consulting practice, and developed new market entry strategies for the Air Transportation Community as a provider channel partner. Focus on IT strategy in alignment with corporate objectives
• Developed new market entry strategy for one of the world’s largest institutional food service providers; new business is expected to generate over $85 million in incremental revenue in second year of operation
• Led the development and market entry strategy for France Telecom’s Healthcare vertical, in France and then Globally
• Led the development of France Telecom’s vertical market strategy, focusing on consumer packaged goods and manufacturing / supply chain. Led the due diligence activities on a $55M outsourcing contract
• Recovered a failed Global ERP Implementation for a $2B Auto Parts Manufacturer by establishing the appropriate strategy, operational framework and goals for the program.
• Reduced operating budget by 55% and improved SLA performance by 80% while responsible for applications and project services of a $350M dollar outsourcing contract.
SWISSRISK– Zurich, Switzerland (Interim) 2002-2004
Developer of financial risk management software for commodities, derivatives and personal wealth management
Interim CEO / Turnaround
Recruited on an interim basis to manage this company for profitability and position it for allowance of exit strategy execution.
A. T. KEARNEY– New York, NY 1997-2002
Top ten global consulting firm founded in 1945. Serves senior management in development and implementation of strategies which deliver tangible results and distinctive competitive advantage
Principal - Strategic Sourcing and Pricing Strategies
Strategic Sourcing:
- Led multi-functional strategic sourcing and supply chain strategy teams in designing and executing strategies, capturing increased bottom-line results and organizational improvement for clients spanning diverse industries. Built trust based relationships with CEO's and business unit presidents.
- Managed some of the largest A.T. Kearney clients in North America.
- Personal billings and bookings ranged from $12-$30 million per year.
Strategic Pricing:
- Lead multiple strategic pricing and value/market segmentation strategy initiatives for a variety of clients from pharmaceutical to equipment manufacturing and utilities companies, typically with global scope
- Author of the “Strategic Game of Pricing and Branding”
Key Achievements & Projects:
• Led multiple global strategic sourcing and branding strategy consulting teams for a number of global companies leading to significant spend reduction and margin increase realization
• Directed a 55-member client and A.T. Kearney task force which designed and implemented a new international service adding $300 million in incremental revenue for a multi-billion dollar express shipping company
• Directed client and A.T. Kearney teams in identifying $650-million incremental growth opportunities for a $5-billion diversified food and medical services LBO (client subsequently over 75% of identified new revenue)
• Led a cross-functional team in developing a new distribution channel which reduced costs by 25% and increased contribution margin by $300+ million for a $2-billion division of a global telecommunications company
• Designed international market expansion strategy for Europe, South America, and Asia resulting in capture of $120+ million for a European packaged food manufacturer
CANADA 3000 AIRLINES / AIR 2000 – London, UK and Toronto, Canada 1987-1997
Start-up executive in two airlines, grew them to be their segment market leader in the UK and in Canada
Vice President, Contracts and Services
Vice President, Strategy and IT
Director, In-flight Services and Contracts
EDUCATION
Master of Economics, Oxford University 1984
Honors
Teaching Assistantship Marketing
Teaching Assistantship, Financial Accounting & Analysis
Summer Associate, McKinsey & Company
B.A., cum laude in Economics, Oxford University, 1979
Honors
PUBLICATIONS
“Aligning Sales Organization and Strategy", Velocity, Quarterly Journal of the Strategic Account Management Association – 2/2001
“The New Competitive Landscape in Express Shipping", Traffic World – 6/2000
“Purchasing Power", Sales & Marketing Management 6/1998 (Quoted Extensively)
“Tough Sell", Selling Power – 2/1998 (Quoted Extensively)
“Computer ROI Models", Business Marketing – 12/1997
“Strategic Account Management", Journal of Supply Chain Management – 1998
“Strategic Account Management Selling in the New Procurement Environment", A. T. Kearney Monograph – 1998
“Monitoring Competitors’ Pricing", Fortune – 1/1997 (Quoted Extensively)
“The Game of Pricing and Branding” - 2003
ASSOCIATIONS
Council of Supply Chain Management Professionals • American Economic Association •
Strategic Account Management Association