Areas of Work and Case Studies
Roy Newey helps all businesses not only to reach but exceed their goals. My experience helps me lay out a strategy that perfectly fits my clients. This collaboration is essential for successfully transitioning from strategy to plan to action. Learn about some of our past projects below, and get in touch to see what we can do for you.
Accountability in a Family Businesses
Running a business can be challenging at the best of times. A lack of accountability is often a constraint to effective leadership, and this can be heightened in a family business. However, simple basic processes, transparency, clear targets and reporting structures can quickly resolve these barriers.
Clear business plans, defined roles, visual numerical targets, improved communication coaching customer feedback systems and string governance through a well-run board can quickly get a business working towards accelerated growth.
​
I work with business senior leaders to conduct an Accountability Audit. Then, an action plan can be developed and executed to improve productivity and governance and accelerate the business's growth.
​
​
Constant Improvement
Unique Selling Points (USPs) enable a business to earn its place in a competitive market. However, what is unique today can often be tired in a very short space of time. Businesses and their leadership teams must constantly seek improvements to every aspect of their business model. There can be no resting on laurels; every day is a battle for competitive advantage.
​
Performance improvements for the senior team need constant focus and energy. In Formula 1 in 1951, a pit stop took 67 seconds. Today, the record stands at 1.80 seconds—a remarkable improvement. However, I can guarantee that the record will be beaten again and again. To stay competitive, a sports team must seek constant and perpetual improvement to win.
​
Likewise, businesses must never rest on yesterday's glory. I work with leadership teams to understand the business fully. Where must improvements be focused? What are customers' needs? How do we benchmark against the competition? A plan to Defend The Core must be developed and executed with relentless passion.
Senior Leadership Development
Managers manage, and leaders lead. The business world needs managers and leaders who do very different jobs. When I am allowed to support a business, I always start by getting alongside the senior leadership team. A business can only ever be as good as its leader.
The conundrum is where leaders learn to lead: by reading a book, taking a two-day off-site leadership course, or taking a leadership exam. Inevitably, most leaders learn on the job, through trial and error, and by watching and mimicking peers.
​
I support leaders through hand-to-hand coaching, role-play, in situ experimentation, trusted feedback, review of best practices, assessments, 1:1 training, and online support and encouragement
.
Sales Restructuring and Accelerated Growth
As a business coach, I often get this call to action: "Sales are flat, leads are down, the sales team is not hitting their KPIs, and we have tried everything." The first thing I tell my clients is, "We are going to sort this."
​
This is the plan to build sales sustainably
-
Undertake a complete audit.
-
Review customer feedback
-
Analyse competition
-
Establish PESTLE
-
Refocus marketing and MQL generation
-
Agree on the sales plan
-
Train staff
-
Agree on a sales management system and plan
-
Establish visible targets and reporting.
-
Establish accountability structure
-
Announce incentives and penalties
-
Enact the plan with a huge amount of energy and tweak
​
This area of my work is really satisfying.
​
​
​
Case Studies
St Georges House, Windsor Castle
I have been attending St Georges House within Windsor Castle since 1993, it is a very special place to unpack your thoughts and elevate your leadership. I was delighted to be invited to take on the role of a founding Leadership Fellow and support the work of the house. I have led many sessions at St Georges House with a focus on accountability, leadership, technology, trust and growth. The international businesses who attended my sessions were able to develop a step change in their growth as a result of this investment.
Sales & Marketing Alignment
.
A UK SME specialising in high-quality artisanal products saw its sales drop by 30% over the past year. Misalignment between the sales and marketing departments was a critical issue. The company enlisted Roy Newey, a renowned business growth consultant, to address the problem.
Challenge
The sales and marketing teams lacked synergy, leading to ineffective campaigns and a weak brand message. This misalignment resulted in underutilized resources and customer confusion.
Solution
Roy Newey conducted workshops and interviews to understand the perspectives and challenges of both teams. He then facilitated strategic alignment sessions to unify their efforts:
-
Strategic Alignment: Unified the brand message and ensured both teams worked towards common goals.
-
Integrated Campaigns: Designed targeted, measurable marketing campaigns supporting sales initiatives, leveraging data analytics for insights.
-
Training and Development: Provided training on CRM tools for sales and funnel optimization for marketing.
Results
Within six months, sales increased by 25%, surpassing previous levels. The alignment between sales and marketing led to more effective campaigns, boosting customer engagement and conversion rates.
​
Structure Form and Governance
This company has traded for 41 years. As a family business, the structure was loose, and many roles were overlapping. Waste, duplication and confusion cost shareholders dearly. We agreed to clarify all team members' roles, refine reporting lines, develop the leadership of the senior team and facilitate a business plan.
Establishing board and governance structures enabled appropriate accountability, and the business accelerated its growth and sustained profits while benefiting from the strong governance structures.
Companies I work for
TATA Consultancy Services
Intercontinental Hotels Group
ASDA