Not a market researcher. Not a strategy consultant. A sales director who built markets from zero to multi-million revenue in environments where most foreign companies fail to close a single contract.
I've spent 30 years in industrial B2B sales. Not studying it. Doing it. Building markets from scratch in environments where the procurement rules are different, the relationships are deep, and a European sales playbook gets you nowhere.
At Gilbert Gilkes and Gordon, I managed global key accounts — BAE Systems, GE, Siemens, Caterpillar, Volvo — achieving 508% revenue growth through specification-led sales across 50+ countries.
At S. Brannan and Sons as Global BD Director, I built the GCC market from zero to £6.2M. From the first distributor conversation to the first contract award — I built the entire commercial infrastructure, and it's still generating revenue today.
As Export Sales Director at Hughes Safety Showers, I secured ADNOC Offshore technology approval for Zero Power Cooling in 11 months (typical: 24). Revenue grew 77% in year one. That engagement is the direct origin of Z358 One.
At Lansmont, I won a £650K Saab Naval Defence contract and a £500K Nammos Raufoss contract through direct specification influence and sustained procurement relationship management.
After 30 years watching capable UK and European manufacturers fail in GCC markets — not because their products weren't good, but because their commercial approach was entirely wrong — I built the consultancy I wished had existed for the businesses I worked for.
The GCC doesn't reward the best product. It rewards the supplier who was inside the specification process before procurement began.