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Dealing With Unwritten Rules

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Bernard (Benno) Christiaan Peter Pieters.
26 years Sales, Marketing & General Management experience.
Co-Founder/owner of TC-One bv (Commercial Counsellors), www.tc-one.com .

Strengths:
  • General & Change Management Experience
    (Quick Turnarounds & Trouble shooting)
  • Extensive Sales & Marketing experience B to B
  • Direct & Indirect Channel Management
  • Setting up Sales organisations
  • Entrepreneurial Leadership

Motto: "See, Plan & Make it Happen"
Amsterdam, May  2006
the Netherlands
 
CURRICULUM VITAE

Name : PIETERS
First name(s)  : Bernard (Benno), Christiaan, Peter
Date of Birth   : 23rd July, 1956 (Gouda, the Netherlands)
Nationality  : Dutch
Profession : Entrepreneur (TC-One bv)
Job title : Director
Status : Married, two daughters
Ac. Title(s) : Ing. (Mech. Eng.);
: DMS (Diploma of Management Studies);
: MBA (Master of Business Administration).

Overview Work experience:
  • (Co-)Founder TC-One bv, 2001  Present.
  • Director Compuware bv
    - Managing Director Professional Services, 2000-2001.
  • EDS (Unigraphics Solutions) bv
    - Business Unit Manager, 1998 -2000.
  • Intergraph Benelux bv:
    - Business Unit Manager, 1995-1998.
    Other positions:
    - Account Manager, 1993-1995.
    - Business Process Re-engineering (6 mth), 1993-1993.
    - Product Marketing & Support Manager, 1988-1992.
    - Marketing Support Consultant, 1986-1988.
  • Prime Computer CAD/CAM bv,  1984-1986:
    - Senior CAD/CAM Consultant
  • Boskalis Westminster Construction bv, 1980-1984:
    - Designer/Engineer.
    - Acquisition Calculator.
    - Foundation Engineer.

Detailed Overview Work Experience 1980 - Present.
August 2001 - Present : TC-One bv a Sales Consultancy Company
Co-Founder & Director

- TC-One generated over 100 customers.
- Own TeleSales department.
- Own Trainings department.
- Own Executive search department.

Interim Management Positions:
Trisdon Inc. (STP software)

Vice President - Operations
Responsible for Sales, Marketing & Project Implementations

Examples TC-One interim/outsourcing assigments from customers:
Virtual Proteins; Business Development

ATO MP: Business Development
Kothe Clinics: Business Development
Wolters Kluwer: Change Plan
Exact Software: Change Plan
Varoius campaigns throughout Western Europe in bringing companies from one country to another.

Other projects:
Numerous Outbound Sales and Sales Training Projects. See also www.tc-one.com

For Progress, Exact, SolidWorks, Verity, Every Angle etc.

2000 - August 2001: Compuware bv
Managing Director
150 people in IT Services.
Restoring company to profit.
Downsizing (220 people to 150) company till profitability was regained
Recruitment of new sales team (5 people - replacing 4 non performing salespeople)
Developing new Service Offering (Legacy renewal, E-Business Services for Europe, System integration with ERP systems)
Roll out of Performance Measurement system
Development of Back Office System (Contracts, timesheets, customers, forecasting)
Start up Marketing Program including Telesales
Business Development

1998 - 2000: EDS Unigraphics Solutions bv
Sales Manager Solid Edge Business Unit. (Business Unit Manager)
Built team and channel to $2 million licenses and services
A continuation of the same position at Intergraph. The Mechanical Business Unit of Intergraph worldwide has been sold to EDS and merged into a new company Unigraphics Solutions bv. Responsibilities are Sales, Marketing, Dealer network, and bottom line contribution. Key words:
Reseller recruitment & programs
Set up European Call centre for outbound telemarketing
E-business Website
Joint Marketing program with Partners

1986 - 1998:  Intergraph  Benelux  BV.
Various Sales positions resulting in Business Unit Manager:
Built a team and growing the business from Fl. 1 mln to 9.5 mln.
Responsibility of the Manufacturing Business Unit in the Benelux (from 1995 till 1998) selling SW & HW Systems, Consultancy & Services.
Building a sales machine for the new CAD Software products.
Making Business, Marketing  & Sales plans.
Setting up a Telemarketing department using Telemagic to follow up leads.
Setting up a forecasting and lead tracking system.
Further responsibilities were setting up the dealer channel in the Benelux, introducing new products, and large account management.

Large Account Management:
from  1993 until  1998  Account Management of large customers in the Manufacturing Industry in the Netherlands. The customers are Philips, ASM Lithography, TNO, KLM, Holec, Rank Xerox and SKF.

Business Process Re-engineering
Reorganisation of the Intergraph Supply Chain. Reduction of costs.
In 1993 member of the Business Process Re-engineering project for Intergraph Europe. It involved redesigning the European Supply Chain. The project had as target reducing the costs through identifying the processes and eliminating duplication and waste by redesigning the processes and organisation. Definition of ERP requirements. Selection of SAP system.

Special Software Development and Worldwide Sales:
The specification and development of a Graphical Aircraft Maintenance System with the name Vehicle Repair and Maintenance Information System (VERAMIS). It is in full operation at KLM and Virgin Atlantic Airways and the US Safety Committee. Later worldwide responsibility for Marketing and Sales. Setting up a Joint Marketing Agreement with KLM.

1984 - 1986: Prime Computer CAD/CAM bv.
* As a Senior CAD/CAM Consultant doing demo's and Benchmarks for 2D drafting products.
* Advising the Sales department about sales opportunities and new products.
* Helping with the creation of a Mechanical CAD department
* Market analysis for new products; training & Consultancy

1980 -1984: Boskalis Westminster Construction bv.
* Engineer/consultant doing complex calculations and draughting work. Experience with Strudl, Nastran and
  Ansys Finite Element Calculations.
* As Foundation Engineer doing Piling Analysis for production prediction (Numerical Mathematics).
* Making quotes for piling work and selection of sub-contractors. Project leader work on construction sites.
* Design and building of a new Dynamic Piling Test

Education
Salisbury Jr. High school, London, 1968-1970.
Kilburn Sr. High school  London, 1970-1974.
Higher Technical College, Mech. Engineering, 1976-1980
(The Hague; HTS Den Haag).
Electronics Course (NIRIA Utrecht), 1978-1979.
Dynamics + Process Control, 1981-1983.
Higher Business Studies, 1983-1985.
(Institute of Business Studies, Utrecht).
Investment & Portfolio Management, 1985-1986.
Diploma of Management Studies (Univ. of Teesside), 1992-1993
(MBA Phase 1).
Master of Business Admin. (MBA Phase 2), 1993-1995.

Company courses at Prime Computer:
In total 6 courses covering:
Office Automation & Operating system, system implementation & management,
draughting office CAD systems, GNC CAM system, 1984-1985.

In total 6 courses covering:
Office Automation & Operating system, system implementation & management,
draughting office CAD systems, GNC CAM system, 1984-1985.

Company Courses at Intergraph Benelux:
Operating systems for Digital VAX, UNIX Workstations,
PC's (DOS & Windows ); CAD, FEM,
Project & Data Management, 1986-1989.
Sales Techniques & Strategies, 1986-1988.
Management training, Negotiating techniques, 1989-1990.
Utilising Human Resources (TMI), 1992-1992.

Hobbies:
Networking, Business Research, Politics, Guitar, Indonesian food.
Languages:
English : Fluently
Dutch : Fluently
German: High School level
French : High School level

Other Activities:
Member of the Industrieele Groote Club
- committee delegate of the Entrepreneur Table
- committee delegate of ICT Table
Chairman of the Hague Masters Alumni Society