Detailed Professional Work History
October 2006 - February 2007:
Business Development Manager
3 Axes
Graphic design industry
Objectives:
Development of the Medical & Pharmaceutical Department.
3 Axes, operating in numerous sectors:
Alcoholic beverages
Healthcare
Luxury Textiles
Banking & Insurance
Industrial Hygiene
Maintenance
Energy company
Institutional
Multimedia
Hotels
Luxury Cosmetology
Petrochemicals
As I was not bound by prior non-competition clauses, 3 Axes and I counted on being able to continue working with those clients I had previously acquired.
The majority of my contacts were not satisfied by 3 Axes know-how with the medical support material for sales in their area of activity: the need for models and illustrations of the activity, for example. Further, a number of them already had PR contracts.
The Health sector has also changed dramatically over the last few years, in terms of laboratory mergers and draconian product referencing, mainly with International Agencies. Laboratories are starting to absorb more and more freelance workers and graphic studios, or these latter are being transferred abroad (e.g: MSD, Servier).
The appearance of generic drugs and sales strategies has had the effect of reducing the number of medical visitors and therefore limiting promotional expenditures and sales support, such as Elims, visit supports, dosage forms, rebates, object publicity, banners, posters, etc.
I therefore tried to work with some of my oldest clients again in different sectors, sectors I had explored during my time managing Clairvoyance Communication®.
Personal contributions & achievements:
I brought 3 new clients. I was project manager through to the manufacturing phase.
Despite a tangible personal result of approximately 80 K€ in a short period, several meetings scheduled with potential clients in different sectors, and thirty potential clients awaiting confirmation, my work was not confirmed at the end of my probation period.
January 2002 - September 2007:
Marketing & Development Manager
Réflexion Santé, Compliance, Saveurs & Vie
Independent General & Healthcare Communication Agencies.
My CEO and his associates instructed me to develop a start up Saveurs & Vie. My CEO, to whom I reported directly, also asked me to get involved in two companies operating in the Healthcare sector.
Because of my past experience, I was also entrusted with the management of the Graphic Studio.
Sectors:
Healthcare, Surgical Instrumentation, Services.
Therapeutic areas:
Cardiology, Rheumatology, Vasodilator, Infectious Diseases, Dermatology, Psychiatry, Ophthalmology, Gastroenterology, Gynaecology, Allergology, Diabetology, Over-The-Counter.
Personal contributions and achievements:
Dealing with Major Pharmaceutical Laboratories, France and International Accounts. Contacts, Marketing, Buyer and General Management.
Prospecting and winning new business. Building international networks & development of business contacts.
Customer follow-up and building loyalty. Branch presentation, internal medical and creative briefing and debriefing.
Business, strategic and competition intelligence. Product management, market and target client studies.
Strategic and operational recommendations:
France / International /Francophone Africa, North Africa, French Overseas Territories pre-launch and launch Communication Campaigns. Media and Public Relations, Media and non-media support design.
Sale of faxed magazines under the Compliance brand in Cardiology, Paediatrics, Allergology. Organisation of PR, Symposiums, Leaderboard management, media relations and press conferences.
(Please, refer to Healthcare clients, blog left-hand).
Total staff: 10 people
Compliance Turnover: approximately 3 5 M€
Personal results: 40 %, gross margin ≥ 60 %
From January 2002 - September 2007:
Marketing & Development Manager
Réflexion Santé
Healthcare graphic studio
Personal results & achievements:
Management of the studio and production schedule.
Project & manufacturing monitoring.
Reintegration of external studio purchases, budget 305 K€
Total staff: 4 people
Exact Turnover unknown.
Personal results: 60 %
January 2002 - April 2003:
Marketing & Development Manager
Saveurs & vie®
“Eat well to live well”
The leading medical home catering service
(Nutritionists & Dieticians).
Agro-food, Medical and Catering professionals are behind Saveurs & Vie.
Saveurs & Vie is a company offering a (tax-deductible) home dietetic cold-line catering service for seniors who have restricted movement or loss of independence.
Personal contributions & achievements:
One of the recommendations I made after briefly researching and analysing the market was to develop the Saveurs & Vie service with Local Councils, Charitable Associations, Community Support Centres, Retirement Homes, Hospital complexes and private clinics.
I systematised my approach in anticipation of our public contract tenders by developing a personal network of targeted French decision-makers, especially in the towns of Versailles, Viroflay, le Chesnay, Courbevoie, la Celle-Saint Cloud, Rueil-Malmaison, Chaville, Clichy, and La Garenne Colombes.
The approach to sales, involving product tasting, closely matched the approach to key accounts in terms of speed of transformation. The financial investment was too much given the uncertain medium-and long-term results, which did not encourage the Chairman, who decided to divest himself of his shares.
As I had been hired specifically to develop the two brands, I felt obliged to end my relationship with Saveurs & Vie, a company which is still very much operational to this day.
Personal results: around 300 K€
18 June 1998 - July 2001:
Marketing & Development Manager
CJC SA Group
Independent General & Healthcare Communication Agencies
Integrated graphic studio.
With the takeover of Clairvoyance, the CEO, his associate and I agreed to maintain and develop the brand’s client base. They asked me to become involved in the other two Group brands, essentially in the Health sector.
CJC had lost a number of client references over the previous years. In taking over the company, they hoped to diversify and to quickly develop their turnover.
The CEO assigned new clients to CJC, Clairvoyance and Organisation Santé Cancérologie.
CJC
Sectors:
Healthcare, Surgical Instrumentations, Services, Professional Academic Society, oncology care.
Therapeutic areas:
Oncology, Rheumatology, Vasodilator, Infectious Diseases, Dermatology, Psychiatry, Ophthalmology, Gastroenterology, Gynaecology, Allergology, Antioxidants, Tropical Diseases, Malaria, OTC
Personal contributions & achievements:
Dealing with Major Pharmaceuticals Laboratories, France and International. Accounts, Marketing, Buyer and general management.
Business development. Developing international networks & contacts. Branch presentation, medical and creative internal briefing and debriefing.
Customer follow-up and developing loyalty.
Business, strategic and competition intelligence.
Strategic and operational recommendations:
France / International /Francophone Africa, North Africa, French Overseas Territories pre-launch and launch Communication Campaigns. Media and Public Relations, Media and non-media support design.
Product management, market and target client studies.
Project & manufacturing monitoring.
Clairvoyance Communication®
Same personal contributions & achievements as for CJC above:
I also continued to work with my previous clients I had before the takeover of my label.
(Please refer to Healthcare and others Clients, blog left-hand).
Organisation Santé Cancérologie
Specialised press in the fields of oncology care.
Quarterly edition by subscription (5000 subscribers)
Personal contributions & achievements:
Sale of press adverts.
Laboratories & homecare services:
Janssen Cilag
Novartis pharma
Astra Zeneca
Auxigem
Alliance Health
Aventis
Smithkline Beecham
Ligue essonne
Janssen Cilag
Total staff: 15 people
CJC Group SA: General Turnover of 2 M€
Personal results 80 %, gross margin ≥ 60 %
Marketing Purchasing Budget: around 3% of turnover
January 1993 - June 1998:
General Manager
Clairvoyance Communication® SARL
Independent General & Healthcare Communication Agencies
Integrated graphic studio.
With the experience I had acquired, I felt ready to start my own company.
Sector: General communication consultancy.
Personal contributions & achievements:
Company creation.
Loan of starting capital of 7622 € (under French law at the time).
Start-up.
Positioning of Clairvoyance Communication® with respect to other generalist communication consultancies.
Creation of graphic elements: logo, sales pack, etc.
Drafting of mission statement, strategic market positioning, drafting of corporate commitments.
Set up of accounting and sales management documents using File maker Pro.
Estimates, margin, invoicing.
January 1993 - February 1995:
General Manager
Clairvoyance Communication® SARL
Activity: Communication consultancy.
Personal contributions & achievements:
Strategic and operational recommendations: France / International /Francophone Africa, North Africa, French Overseas Territories pre-launch and launch Communication Campaigns.
Media and Public Relations, Media and non-media support design, translation, creation and production. B2B, B2C direct marketing campaigns, invitations, direct sales.
Advertising purchase (e.g.: Le Moniteur, Linéaires, Points de Vente, Produits Frais, Art & Décoration, Ma Maison, Elle, Vogue). Manufacturing of a stand for SIAL at the Villepinte Convention Centre. 4 x 3m poster campaign in the Paris subway.
Development of Clairvoyance® alone, in my home office.
Assisted by an accountant and a freelance secretary.
I did sales work, sent out targeted mail, took out press adverts and used the direct approach to present my Agency, briefed and debriefed external consultants and suppliers e.g. consultants, doctors, art directors, etc.
I monitored those accounts I had contracted out during the day, and at night drafted estimates and invoices.
Accounts were entirely sub-contracted, negotiated and purchased with special attention, as Clairvoyance® depended on it.
My clients accepted the principle of 30% payment up front and the rest on delivery.
March 1995 - June 1998:
With encouraging turnover, to maintain commitments to my clients and to ensure client their satisfaction, I rented offices and recruited a team of 10 people.
Description:
An MD (me)
A secretary/receptionist,
An Advertising Manager,
Two Assistants, as part of a work & study programme,
A Sale, Purchasing and Economy Manager,
A part-time accountant, backed up by a CCA and Audit firm, and a legal firm.
Once fully equipped, Clairvoyance Communication could continue to meet its customer commitments and pursue development based on the solid foundations of the first few years.
Creation of a studio including the printing process and integrated in the Agency, with 3 contributors.
Introduction of a show-room for prospective clients.
Positioning of Clairvoyance Communication®
“The Worldwide Communication Partner”
Activity:
Independent General Agency
Personal contributions & achievements:
Agency Management.
Dealing with Major Accounts & Pharmaceutical Laboratories, France and International.
Contacts: Marketing, buyer and general management.
Business development. Developing international networks & business contacts.
Customer follow-up and developing loyalty. Agency presentation, external contributor and consultant creative briefing and debriefing. Project and manufacturing monitoring.
Business, strategic and competition intelligence.
850 K€ turnover
Gross margin ≥ 60 %
I decided to sell my Agency in May 1998.
From among the 12 potential buyers I decided on CJC Consultancy, whose CEO, a doctor and ex-surgeon, brought the support required for continued sales development in the Health sector. I also felt his scientific skills would prove very useful for recommendations in a medical context.
I sold Clairvoyance Communication® and my portfolio of clients to CJC in June 1998 for 95 K€.
My company was legally closed without debt in December 1999.
I set about out-placing all of my personnel and paying all of my creditors.
September 1990 - October 1992:
Customer Marketing Manager
Intel Corporation
CSO Customer support operations
(Single contributor, level 6)
Management of 1 assistant
Activity:
Sales support for France, Spain, Portugal, and Italy.
Matrix reporting UK and France.
Management by objectives, monthly and weekly reports.
Description:
Electronic components, micro-processors.
PC maintenance, hotline, network and training.
Personal contributions & achievements:
Development of sales-support tools for direct clients and resellers OEM such as Métrologie, PC integrator.
Successful launch of the 1st Windows symposium, co-marketed with Microsoft and Axys.
Direct-mail advertising for training with sub-contracted telephone follow-up (development of telephone scripts)
1-week training course, Porte de Versailles.
Suppliers purchasing: Agencies, Graphic Studio, Photographers, Reception Hostess Casting, Printers, Mailing List, Reception venue negotiation and rental for participants and students with catering. Located at the Porte de Versailles, Paris, Exhibition Centre.
Intel turnover: $6.5 billion
Marketing Purchasing Budget / Country: around 700 K€
1988- August 1990:
Marketing, Communication & Buyer Manager
Donatec Group
“The technology demon”
Management of two assistants.
Matrix reporting to the CEO, MD and Departments Directors.
1st Sector :
Leading Independent French Manufacturer of PC microcomputers (OEM), with an R&D department.
Personal contributions & achievements:
1988: Clientele of HW & SW resellers.
Providing all sales support for a team of 5 field representatives (brochures, price lists)...
Organisation of all communication and PR.
R&D support: Production of DOS technical manuals, French, English, German, Italian and Spanish user manuals.
Design of front casing of prototypes, which were used as a basis for the manufacturing (in Taiwan).
Product packaging, conditioning and shipping.
Launch of the PC Donatec range (desktop, tower, slim PC, approximately 3 product references per product family).
Invitation to the campaign launch by mail, with telephone follow-up.
Prototype presentation evening for 600 guests (journalists, IT professionals, users and companies, at the Eiffel Tower).
From 1989 on, arrival of two major competitors in direct-to-end-user sales: IPC & Dell Computer.
I set up the direct sales of Donatec products.
Set-up of a Minitel ordering site,
Introduction of prospective client address management software (Performer).
Recruitment and organisation of a team of 5 telephone sales agents.
Introduction of mail-ordering and delivery, purchase of advertising space in the specialised press e.g.: 01 Informatique, PC Informatique, L’express.
Matrix reporting to the CEO and the Department Director.
2nd Sector :
Leading independent French producer of satellite material, receivers, dishes and decoders.
Customers:
Resellers, retailers and department store distribution.
Providing all sales support (catalogues, sales and technical guides, product packaging for sale in department stores e.g. Métro) for a team of 3 sales representatives and 2 R&D technicians.
PR, Press advertising purchase, Paris and Médiavision Fair stands with more than 100 M² and video walls.
3rd Sector :
APPLE-approved concession for major accounts and education.
Providing of all sales support for a team of 5 sales representatives.
Co-partnership with Apple.
PR, Press advertising purchase, Apple Expo Stand at CNIT in La Défense more than 50 M².
Donatec Turnover: 10 M€
Marketing Purchasing Budget / around 3 M€
Supplier purchases for the Donatec Group:
Translators, technical illustrators, writers, Agencies, Graphic Studios, Photographers, Printers, box-makers, address brokers, Personalised database developers and specialists. Negotiation for the purchase of press advertising space, space with the organisers of the Paris Fair, with the Médiavision Exhibition at the Porte de Versailles and with Apple Expo at the CNIT, Paris at the Défense, stand manufacturers, Reception Hostess casting, transporters.
Regular contact with Taiwan for conditioning and manufacturing including printing Donatec products.
1986-1988:
B2B Customer Service Director
Diathème Department
Bayard Presse Group- BSI IT subsidiary for management of the database of subscribers to Bayard Presse Group publications (several million subscribers).
(News, youth, seniors, religious, nature and countryside, family).
Pocket book and comic printing, Internet, e.g. La Croix, Le Pèlerin, Okapi, Pomme D’Aapi, Astrapi…
Sector :
B2B Direct Marketing Service.
Personal contributions & achievements:
Rental of target files.
IT processing of address data.
Targeting, geographic classification, first and last names.
Merging and purging of addresses.
File sorting (multiple criteria).
File rental.
Ongoing processing and printing of direct mail-order sales and marketing letters with addressed coupons.
Address overprinting and personalisation of letters and envelopes.
Corporate Clients ( France & Europe e.g. Les 3 Suisses, La Redoute, Savour Club, Communication consultancies, brokers, etc...).
Turnover: 5 M €
Personal results: 1M € gross margin ≥ 80 %
1984 - 1986:
International Sales Manager
DAMETEX (automatic telex messages)
SPI-Pechiney Group
Sector :
B2B Direct Marketing.
Personal contributions & achievements:
Rental of target files.
One telex could be sent to 2500 different destinations / hour.
New mailing concept for short messages, broad, immediate, direct.
European key accounts (e.g. Automobile, MPSA, Catering: Malakoff Bernard Joulie Group, Bank traders).
Rental of targeted telex addresses,
Drafting and layout of messages,
Response management.
I was a founding member of the Direct Marketing Business Club, DMBC.
(Organisation of monthly work meetings with key accounts at the Tennis Country club in
Rueil- Malmaison, Ile de France).
Guest of honour at the French Society of Direct Marketing (SFMD).
Paris Convention Centre (exhibitor), Lyon, Montreux.
Founding Partners:
Publicis,
Phone Marketing, Téléperformance,
Routage plus,
Dametex.
Turnover: 2.5 M €
Personal results from 80 to 100 %, gross margin ≥ 80 %
April 1982-1984:
Remote and facilities management sales engineer
Pechiney Group
IT subsidiary (SPI).
Sector:
Software and computing company: development of personalisable, remote and facilities management software packages.
Sales management products: Progesco, Sygeco, Gesper, accounting, human resources (career and salary management).
Key account clients in France:
e.g.: Cogema, Elf, Snecma, Total, Volkswagen, etc.
Turnover: 800 M €
Personal results: 1.5 M €
Business Development Manager
3 Axes
Graphic design industry
Objectives:
Development of the Medical & Pharmaceutical Department.
3 Axes, operating in numerous sectors:
Alcoholic beverages
Healthcare
Luxury Textiles
Banking & Insurance
Industrial Hygiene
Maintenance
Energy company
Institutional
Multimedia
Hotels
Luxury Cosmetology
Petrochemicals
As I was not bound by prior non-competition clauses, 3 Axes and I counted on being able to continue working with those clients I had previously acquired.
The majority of my contacts were not satisfied by 3 Axes know-how with the medical support material for sales in their area of activity: the need for models and illustrations of the activity, for example. Further, a number of them already had PR contracts.
The Health sector has also changed dramatically over the last few years, in terms of laboratory mergers and draconian product referencing, mainly with International Agencies. Laboratories are starting to absorb more and more freelance workers and graphic studios, or these latter are being transferred abroad (e.g: MSD, Servier).
The appearance of generic drugs and sales strategies has had the effect of reducing the number of medical visitors and therefore limiting promotional expenditures and sales support, such as Elims, visit supports, dosage forms, rebates, object publicity, banners, posters, etc.
I therefore tried to work with some of my oldest clients again in different sectors, sectors I had explored during my time managing Clairvoyance Communication®.
Personal contributions & achievements:
I brought 3 new clients. I was project manager through to the manufacturing phase.
Despite a tangible personal result of approximately 80 K€ in a short period, several meetings scheduled with potential clients in different sectors, and thirty potential clients awaiting confirmation, my work was not confirmed at the end of my probation period.
January 2002 - September 2007:
Marketing & Development Manager
Réflexion Santé, Compliance, Saveurs & Vie
Independent General & Healthcare Communication Agencies.
My CEO and his associates instructed me to develop a start up Saveurs & Vie. My CEO, to whom I reported directly, also asked me to get involved in two companies operating in the Healthcare sector.
Because of my past experience, I was also entrusted with the management of the Graphic Studio.
Sectors:
Healthcare, Surgical Instrumentation, Services.
Therapeutic areas:
Cardiology, Rheumatology, Vasodilator, Infectious Diseases, Dermatology, Psychiatry, Ophthalmology, Gastroenterology, Gynaecology, Allergology, Diabetology, Over-The-Counter.
Personal contributions and achievements:
Dealing with Major Pharmaceutical Laboratories, France and International Accounts. Contacts, Marketing, Buyer and General Management.
Prospecting and winning new business. Building international networks & development of business contacts.
Customer follow-up and building loyalty. Branch presentation, internal medical and creative briefing and debriefing.
Business, strategic and competition intelligence. Product management, market and target client studies.
Strategic and operational recommendations:
France / International /Francophone Africa, North Africa, French Overseas Territories pre-launch and launch Communication Campaigns. Media and Public Relations, Media and non-media support design.
Sale of faxed magazines under the Compliance brand in Cardiology, Paediatrics, Allergology. Organisation of PR, Symposiums, Leaderboard management, media relations and press conferences.
(Please, refer to Healthcare clients, blog left-hand).
Total staff: 10 people
Compliance Turnover: approximately 3 5 M€
Personal results: 40 %, gross margin ≥ 60 %
From January 2002 - September 2007:
Marketing & Development Manager
Réflexion Santé
Healthcare graphic studio
Personal results & achievements:
Management of the studio and production schedule.
Project & manufacturing monitoring.
Reintegration of external studio purchases, budget 305 K€
Total staff: 4 people
Exact Turnover unknown.
Personal results: 60 %
January 2002 - April 2003:
Marketing & Development Manager
Saveurs & vie®
“Eat well to live well”
The leading medical home catering service
(Nutritionists & Dieticians).
Agro-food, Medical and Catering professionals are behind Saveurs & Vie.
Saveurs & Vie is a company offering a (tax-deductible) home dietetic cold-line catering service for seniors who have restricted movement or loss of independence.
Personal contributions & achievements:
One of the recommendations I made after briefly researching and analysing the market was to develop the Saveurs & Vie service with Local Councils, Charitable Associations, Community Support Centres, Retirement Homes, Hospital complexes and private clinics.
I systematised my approach in anticipation of our public contract tenders by developing a personal network of targeted French decision-makers, especially in the towns of Versailles, Viroflay, le Chesnay, Courbevoie, la Celle-Saint Cloud, Rueil-Malmaison, Chaville, Clichy, and La Garenne Colombes.
The approach to sales, involving product tasting, closely matched the approach to key accounts in terms of speed of transformation. The financial investment was too much given the uncertain medium-and long-term results, which did not encourage the Chairman, who decided to divest himself of his shares.
As I had been hired specifically to develop the two brands, I felt obliged to end my relationship with Saveurs & Vie, a company which is still very much operational to this day.
Personal results: around 300 K€
18 June 1998 - July 2001:
Marketing & Development Manager
CJC SA Group
Independent General & Healthcare Communication Agencies
Integrated graphic studio.
With the takeover of Clairvoyance, the CEO, his associate and I agreed to maintain and develop the brand’s client base. They asked me to become involved in the other two Group brands, essentially in the Health sector.
CJC had lost a number of client references over the previous years. In taking over the company, they hoped to diversify and to quickly develop their turnover.
The CEO assigned new clients to CJC, Clairvoyance and Organisation Santé Cancérologie.
CJC
Sectors:
Healthcare, Surgical Instrumentations, Services, Professional Academic Society, oncology care.
Therapeutic areas:
Oncology, Rheumatology, Vasodilator, Infectious Diseases, Dermatology, Psychiatry, Ophthalmology, Gastroenterology, Gynaecology, Allergology, Antioxidants, Tropical Diseases, Malaria, OTC
Personal contributions & achievements:
Dealing with Major Pharmaceuticals Laboratories, France and International. Accounts, Marketing, Buyer and general management.
Business development. Developing international networks & contacts. Branch presentation, medical and creative internal briefing and debriefing.
Customer follow-up and developing loyalty.
Business, strategic and competition intelligence.
Strategic and operational recommendations:
France / International /Francophone Africa, North Africa, French Overseas Territories pre-launch and launch Communication Campaigns. Media and Public Relations, Media and non-media support design.
Product management, market and target client studies.
Project & manufacturing monitoring.
Clairvoyance Communication®
Same personal contributions & achievements as for CJC above:
I also continued to work with my previous clients I had before the takeover of my label.
(Please refer to Healthcare and others Clients, blog left-hand).
Organisation Santé Cancérologie
Specialised press in the fields of oncology care.
Quarterly edition by subscription (5000 subscribers)
Personal contributions & achievements:
Sale of press adverts.
Laboratories & homecare services:
Janssen Cilag
Novartis pharma
Astra Zeneca
Auxigem
Alliance Health
Aventis
Smithkline Beecham
Ligue essonne
Janssen Cilag
Total staff: 15 people
CJC Group SA: General Turnover of 2 M€
Personal results 80 %, gross margin ≥ 60 %
Marketing Purchasing Budget: around 3% of turnover
January 1993 - June 1998:
General Manager
Clairvoyance Communication® SARL
Independent General & Healthcare Communication Agencies
Integrated graphic studio.
With the experience I had acquired, I felt ready to start my own company.
Sector: General communication consultancy.
Personal contributions & achievements:
Company creation.
Loan of starting capital of 7622 € (under French law at the time).
Start-up.
Positioning of Clairvoyance Communication® with respect to other generalist communication consultancies.
Creation of graphic elements: logo, sales pack, etc.
Drafting of mission statement, strategic market positioning, drafting of corporate commitments.
Set up of accounting and sales management documents using File maker Pro.
Estimates, margin, invoicing.
January 1993 - February 1995:
General Manager
Clairvoyance Communication® SARL
Activity: Communication consultancy.
Personal contributions & achievements:
Strategic and operational recommendations: France / International /Francophone Africa, North Africa, French Overseas Territories pre-launch and launch Communication Campaigns.
Media and Public Relations, Media and non-media support design, translation, creation and production. B2B, B2C direct marketing campaigns, invitations, direct sales.
Advertising purchase (e.g.: Le Moniteur, Linéaires, Points de Vente, Produits Frais, Art & Décoration, Ma Maison, Elle, Vogue). Manufacturing of a stand for SIAL at the Villepinte Convention Centre. 4 x 3m poster campaign in the Paris subway.
Development of Clairvoyance® alone, in my home office.
Assisted by an accountant and a freelance secretary.
I did sales work, sent out targeted mail, took out press adverts and used the direct approach to present my Agency, briefed and debriefed external consultants and suppliers e.g. consultants, doctors, art directors, etc.
I monitored those accounts I had contracted out during the day, and at night drafted estimates and invoices.
Accounts were entirely sub-contracted, negotiated and purchased with special attention, as Clairvoyance® depended on it.
My clients accepted the principle of 30% payment up front and the rest on delivery.
March 1995 - June 1998:
With encouraging turnover, to maintain commitments to my clients and to ensure client their satisfaction, I rented offices and recruited a team of 10 people.
Description:
An MD (me)
A secretary/receptionist,
An Advertising Manager,
Two Assistants, as part of a work & study programme,
A Sale, Purchasing and Economy Manager,
A part-time accountant, backed up by a CCA and Audit firm, and a legal firm.
Once fully equipped, Clairvoyance Communication could continue to meet its customer commitments and pursue development based on the solid foundations of the first few years.
Creation of a studio including the printing process and integrated in the Agency, with 3 contributors.
Introduction of a show-room for prospective clients.
Positioning of Clairvoyance Communication®
“The Worldwide Communication Partner”
Activity:
Independent General Agency
Personal contributions & achievements:
Agency Management.
Dealing with Major Accounts & Pharmaceutical Laboratories, France and International.
Contacts: Marketing, buyer and general management.
Business development. Developing international networks & business contacts.
Customer follow-up and developing loyalty. Agency presentation, external contributor and consultant creative briefing and debriefing. Project and manufacturing monitoring.
Business, strategic and competition intelligence.
850 K€ turnover
Gross margin ≥ 60 %
I decided to sell my Agency in May 1998.
From among the 12 potential buyers I decided on CJC Consultancy, whose CEO, a doctor and ex-surgeon, brought the support required for continued sales development in the Health sector. I also felt his scientific skills would prove very useful for recommendations in a medical context.
I sold Clairvoyance Communication® and my portfolio of clients to CJC in June 1998 for 95 K€.
My company was legally closed without debt in December 1999.
I set about out-placing all of my personnel and paying all of my creditors.
September 1990 - October 1992:
Customer Marketing Manager
Intel Corporation
CSO Customer support operations
(Single contributor, level 6)
Management of 1 assistant
Activity:
Sales support for France, Spain, Portugal, and Italy.
Matrix reporting UK and France.
Management by objectives, monthly and weekly reports.
Description:
Electronic components, micro-processors.
PC maintenance, hotline, network and training.
Personal contributions & achievements:
Development of sales-support tools for direct clients and resellers OEM such as Métrologie, PC integrator.
Successful launch of the 1st Windows symposium, co-marketed with Microsoft and Axys.
Direct-mail advertising for training with sub-contracted telephone follow-up (development of telephone scripts)
1-week training course, Porte de Versailles.
Suppliers purchasing: Agencies, Graphic Studio, Photographers, Reception Hostess Casting, Printers, Mailing List, Reception venue negotiation and rental for participants and students with catering. Located at the Porte de Versailles, Paris, Exhibition Centre.
Intel turnover: $6.5 billion
Marketing Purchasing Budget / Country: around 700 K€
1988- August 1990:
Marketing, Communication & Buyer Manager
Donatec Group
“The technology demon”
Management of two assistants.
Matrix reporting to the CEO, MD and Departments Directors.
1st Sector :
Leading Independent French Manufacturer of PC microcomputers (OEM), with an R&D department.
Personal contributions & achievements:
1988: Clientele of HW & SW resellers.
Providing all sales support for a team of 5 field representatives (brochures, price lists)...
Organisation of all communication and PR.
R&D support: Production of DOS technical manuals, French, English, German, Italian and Spanish user manuals.
Design of front casing of prototypes, which were used as a basis for the manufacturing (in Taiwan).
Product packaging, conditioning and shipping.
Launch of the PC Donatec range (desktop, tower, slim PC, approximately 3 product references per product family).
Invitation to the campaign launch by mail, with telephone follow-up.
Prototype presentation evening for 600 guests (journalists, IT professionals, users and companies, at the Eiffel Tower).
From 1989 on, arrival of two major competitors in direct-to-end-user sales: IPC & Dell Computer.
I set up the direct sales of Donatec products.
Set-up of a Minitel ordering site,
Introduction of prospective client address management software (Performer).
Recruitment and organisation of a team of 5 telephone sales agents.
Introduction of mail-ordering and delivery, purchase of advertising space in the specialised press e.g.: 01 Informatique, PC Informatique, L’express.
Matrix reporting to the CEO and the Department Director.
2nd Sector :
Leading independent French producer of satellite material, receivers, dishes and decoders.
Customers:
Resellers, retailers and department store distribution.
Providing all sales support (catalogues, sales and technical guides, product packaging for sale in department stores e.g. Métro) for a team of 3 sales representatives and 2 R&D technicians.
PR, Press advertising purchase, Paris and Médiavision Fair stands with more than 100 M² and video walls.
3rd Sector :
APPLE-approved concession for major accounts and education.
Providing of all sales support for a team of 5 sales representatives.
Co-partnership with Apple.
PR, Press advertising purchase, Apple Expo Stand at CNIT in La Défense more than 50 M².
Donatec Turnover: 10 M€
Marketing Purchasing Budget / around 3 M€
Supplier purchases for the Donatec Group:
Translators, technical illustrators, writers, Agencies, Graphic Studios, Photographers, Printers, box-makers, address brokers, Personalised database developers and specialists. Negotiation for the purchase of press advertising space, space with the organisers of the Paris Fair, with the Médiavision Exhibition at the Porte de Versailles and with Apple Expo at the CNIT, Paris at the Défense, stand manufacturers, Reception Hostess casting, transporters.
Regular contact with Taiwan for conditioning and manufacturing including printing Donatec products.
1986-1988:
B2B Customer Service Director
Diathème Department
Bayard Presse Group- BSI IT subsidiary for management of the database of subscribers to Bayard Presse Group publications (several million subscribers).
(News, youth, seniors, religious, nature and countryside, family).
Pocket book and comic printing, Internet, e.g. La Croix, Le Pèlerin, Okapi, Pomme D’Aapi, Astrapi…
Sector :
B2B Direct Marketing Service.
Personal contributions & achievements:
Rental of target files.
IT processing of address data.
Targeting, geographic classification, first and last names.
Merging and purging of addresses.
File sorting (multiple criteria).
File rental.
Ongoing processing and printing of direct mail-order sales and marketing letters with addressed coupons.
Address overprinting and personalisation of letters and envelopes.
Corporate Clients ( France & Europe e.g. Les 3 Suisses, La Redoute, Savour Club, Communication consultancies, brokers, etc...).
Turnover: 5 M €
Personal results: 1M € gross margin ≥ 80 %
1984 - 1986:
International Sales Manager
DAMETEX (automatic telex messages)
SPI-Pechiney Group
Sector :
B2B Direct Marketing.
Personal contributions & achievements:
Rental of target files.
One telex could be sent to 2500 different destinations / hour.
New mailing concept for short messages, broad, immediate, direct.
European key accounts (e.g. Automobile, MPSA, Catering: Malakoff Bernard Joulie Group, Bank traders).
Rental of targeted telex addresses,
Drafting and layout of messages,
Response management.
I was a founding member of the Direct Marketing Business Club, DMBC.
(Organisation of monthly work meetings with key accounts at the Tennis Country club in
Rueil- Malmaison, Ile de France).
Guest of honour at the French Society of Direct Marketing (SFMD).
Paris Convention Centre (exhibitor), Lyon, Montreux.
Founding Partners:
Publicis,
Phone Marketing, Téléperformance,
Routage plus,
Dametex.
Turnover: 2.5 M €
Personal results from 80 to 100 %, gross margin ≥ 80 %
April 1982-1984:
Remote and facilities management sales engineer
Pechiney Group
IT subsidiary (SPI).
Sector:
Software and computing company: development of personalisable, remote and facilities management software packages.
Sales management products: Progesco, Sygeco, Gesper, accounting, human resources (career and salary management).
Key account clients in France:
e.g.: Cogema, Elf, Snecma, Total, Volkswagen, etc.
Turnover: 800 M €
Personal results: 1.5 M €
Colleagues,customers,suppliers,recommendations.
“I had the opportunity to work with Philippe on several projects in the area of Web communication. In particular, I appreciated his rigour and creativity, while still managing to emphasize human relations. He is a serious and committed professional I could always count on and who always contributed to the projects we worked on together, throughout their life spans. I therefore personally recommend him.”
Alain TORDJMAN – Manager - TP Conseil
“Two years of intense work together, during which he imparted his knowledge of relationships, his enthusiasm and his dynamism. Philippe blends two essential qualities, perseverance and knowledge of the Health sector.He is willing and able, and ready, to listen to the client and those who have suggestions to make, as well as being a source of advice and action. He is confident and comfortable with himself, knows where he is going and what he wants!”
Valérie THOREUX – Account Director - Discovery-Cascade
“Philippe is not just a work colleague, he is also a friend. We met at the "Compliance" health communication agency in Paris. We worked together on a number of projects for clients in the healthcare sector (pharmaceutical laboratories, usually). I myself did the medical design/editing for these projects, using the very clear briefs he provided equal a perfect partnership/ client interface and creativity equal same. Very few client queries. He is easygoing, with an appreciable perspective on work, establishing a good atmosphere (and it was needed) in the company. I can only speak highly of him.”
Maryse BLAQUIERES - Medical Editor
“Philippe Cordier was Sales and Art Director at Compliance, the communication agency that provided most of the advertising campaigns for the main products of the Menarini, Alteis and Alteis Duo laboratory. His role consisted of drawing up recommendations, and ensuring product promotional tools were monitored. Philippe Cordier’s creativity and professionalism were always obvious. His different artistic approaches contributed to the development of the brand image. The marketing tools he proposed (sales supports, mass-mailing for direct marketing, etc.) always had an impact, and his recommendations were in perfect harmony with the laboratory’s strategy.”
Salem ABI NEHME – Pharmacist - Consultant Simon Culture
“I worked with Philippe Cordier at the CJC group.He was Director of Development for the 3 brands. Whatever the sector, he was in his element, his briefs were always very precise and he was always available when we needed additional information. He had charisma and a natural way with people that made me, and the other writers and project managers, want to work with him, sharing his good humour despite the stress in the Agency and the deadlines imposed by the clients. I work alone today, but I am still in touch with Philippe, who does not hesitate to call on me when needed. I am always willing to answer, just as he has always respected his commitments in turn.
Quite apart from his sales results, Philippe knows the Agency business inside out. He knows who to develop loyalty and keep his clients and suppliers. I heartily recommend Philippe Cordier to you”
Béatrice COUSTERE - Art Director - Ikomanias
“I met Philippe Cordier at CJC, health communication agency, (where I was advertising manager) and where Philippe was Director of the 3 group brands: CJC, Clairvoyance Communication (the company he himself had started up and then sold to CJC) and Organisation Santé. Because of this, and in particular due to him being a former founder of an agency (Clairvoyance Communication), Philippe "brought" numerous clients to CJC; he had an incredible ability to win bids in every sector, both in France and abroad. His personal results in the group represented 80 %. Philippe is at ease with every aspect of the agency, and was completely versatile, starting with the client brief, to the development of strategic recommendations, to the monitoring of the different recommended courses of action with the different parts of the agency (medical editor, artistic director and advertising manager).
He is very rigorous in his work ("the iron fist in the velvet glove"), but was a very approachable manager and above all extremely human.
Philippe taught me a lot, and is someone I greatly enjoyed working with, and I sincerely hope that one day our professional paths will cross again and I will once again have the immense pleasure of working with him.”
Dominique GLOAGUEN - Project Manager - Boz
“I had the opportunity to work with Philippe on a number of occasions at both Clairvoyance and CJC, on a variety of communication campaigns. He always demonstrated great professionalism, pro-activity and initiative.”
Christine CAUCHETIER - Pharmacist - Schering Plough
“I was impressed to see the enthusiasm with which Philippe started and managed his company over the years. The energy he invested in finding new clients and partners, his acquisition of expertise in diverse sectors (in particular health) and his tenacity when faced with difficulty were particularly striking. A model I kept in mind when I started my own company.”
Isabelle RUSSIER - Manager Aptifind - International Executive Search
“I worked with Philippe while he was in Marketing and I was in Sales at Intel-CSO. I admired his efficiency and reactivity when I asked for assistance. I took note of his demanding nature (to the point of stubbornness) with service providers, so he could guarantee the respect of costs and deadlines for the various operations.
He is without equal in terms of energy and efficiency. You just have to give him a project in his area of expertise and he is immediately on top of things. He is invaluable”.
Isabelle RUSSIER - Manager Aptifind - International Executive Search
Alain TORDJMAN – Manager - TP Conseil
“Two years of intense work together, during which he imparted his knowledge of relationships, his enthusiasm and his dynamism. Philippe blends two essential qualities, perseverance and knowledge of the Health sector.He is willing and able, and ready, to listen to the client and those who have suggestions to make, as well as being a source of advice and action. He is confident and comfortable with himself, knows where he is going and what he wants!”
Valérie THOREUX – Account Director - Discovery-Cascade
“Philippe is not just a work colleague, he is also a friend. We met at the "Compliance" health communication agency in Paris. We worked together on a number of projects for clients in the healthcare sector (pharmaceutical laboratories, usually). I myself did the medical design/editing for these projects, using the very clear briefs he provided equal a perfect partnership/ client interface and creativity equal same. Very few client queries. He is easygoing, with an appreciable perspective on work, establishing a good atmosphere (and it was needed) in the company. I can only speak highly of him.”
Maryse BLAQUIERES - Medical Editor
“Philippe Cordier was Sales and Art Director at Compliance, the communication agency that provided most of the advertising campaigns for the main products of the Menarini, Alteis and Alteis Duo laboratory. His role consisted of drawing up recommendations, and ensuring product promotional tools were monitored. Philippe Cordier’s creativity and professionalism were always obvious. His different artistic approaches contributed to the development of the brand image. The marketing tools he proposed (sales supports, mass-mailing for direct marketing, etc.) always had an impact, and his recommendations were in perfect harmony with the laboratory’s strategy.”
Salem ABI NEHME – Pharmacist - Consultant Simon Culture
“I worked with Philippe Cordier at the CJC group.He was Director of Development for the 3 brands. Whatever the sector, he was in his element, his briefs were always very precise and he was always available when we needed additional information. He had charisma and a natural way with people that made me, and the other writers and project managers, want to work with him, sharing his good humour despite the stress in the Agency and the deadlines imposed by the clients. I work alone today, but I am still in touch with Philippe, who does not hesitate to call on me when needed. I am always willing to answer, just as he has always respected his commitments in turn.
Quite apart from his sales results, Philippe knows the Agency business inside out. He knows who to develop loyalty and keep his clients and suppliers. I heartily recommend Philippe Cordier to you”
Béatrice COUSTERE - Art Director - Ikomanias
“I met Philippe Cordier at CJC, health communication agency, (where I was advertising manager) and where Philippe was Director of the 3 group brands: CJC, Clairvoyance Communication (the company he himself had started up and then sold to CJC) and Organisation Santé. Because of this, and in particular due to him being a former founder of an agency (Clairvoyance Communication), Philippe "brought" numerous clients to CJC; he had an incredible ability to win bids in every sector, both in France and abroad. His personal results in the group represented 80 %. Philippe is at ease with every aspect of the agency, and was completely versatile, starting with the client brief, to the development of strategic recommendations, to the monitoring of the different recommended courses of action with the different parts of the agency (medical editor, artistic director and advertising manager).
He is very rigorous in his work ("the iron fist in the velvet glove"), but was a very approachable manager and above all extremely human.
Philippe taught me a lot, and is someone I greatly enjoyed working with, and I sincerely hope that one day our professional paths will cross again and I will once again have the immense pleasure of working with him.”
Dominique GLOAGUEN - Project Manager - Boz
“I had the opportunity to work with Philippe on a number of occasions at both Clairvoyance and CJC, on a variety of communication campaigns. He always demonstrated great professionalism, pro-activity and initiative.”
Christine CAUCHETIER - Pharmacist - Schering Plough
“I was impressed to see the enthusiasm with which Philippe started and managed his company over the years. The energy he invested in finding new clients and partners, his acquisition of expertise in diverse sectors (in particular health) and his tenacity when faced with difficulty were particularly striking. A model I kept in mind when I started my own company.”
Isabelle RUSSIER - Manager Aptifind - International Executive Search
“I worked with Philippe while he was in Marketing and I was in Sales at Intel-CSO. I admired his efficiency and reactivity when I asked for assistance. I took note of his demanding nature (to the point of stubbornness) with service providers, so he could guarantee the respect of costs and deadlines for the various operations.
He is without equal in terms of energy and efficiency. You just have to give him a project in his area of expertise and he is immediately on top of things. He is invaluable”.
Isabelle RUSSIER - Manager Aptifind - International Executive Search
