Tony Small FLPI

Approved Accreditation Mentor
Role: Learning and Performance Consultant
Specialities: Blended Learning, Business Development/Sales Strategy/Business Alignment/Client Relationship Management, Classroom-based delivery/ Instructor led Training and Facilitation, Coaching/Mentoring, Digital Transformation, elearning, Employee Engagement, Executive Coaching, Impact Measurement/ROI Analysis, Learning Strategy and Implementation, Live online learning/Virtual Classroom Delivery, Organisational Change/Development, Performance Management/Improvement/Performance Metrics, Project Management, Mergers and Acquisitions, Resource Management and Outsourcing, Transition Coaching for Managers and Leaders, Performance Consulting
Industry Expertise: Energy and Utilities, Food and beverage, Government (local, central), Healthcare, Hospitality, Insurance, Telecommunications, Transport and Travel
Experience: 25 years

Professional Profile:

A strategic and articulate Commercial Business Leader renowned for devising creative solutions to complex problems that increase ROI and maximise performance. Has a track record for delivery, and an appetite for sales, client management and consulting, coupled with the commitment to stay ahead of the curve to add value immediately to any forward thinking organisation. Rapidly builds meaningful and credible relationships with colleagues and clients alike through his easy going nature, high emotional intelligence, open communication style and strong facilitation skills. His professional expertise is supported by post‐graduate qualifications in business (MBA), Information Management (MSc) and Climate Change (MSc) and he has undertaken vocational studies to become a professional sales & training practitioner.

Currently LPI Learning and Performance Consultant with an interest in auditing learning providers. A Fellow of the Learning and Performance Institute (LPI) since 2003 and instrumental in achieving and maintaining Afiniti’s Gold Accredited status and for implementing the LPI’s Training Performance Monitoring & Assessment process. Highly committed to introducing best practice and innovation in all areas of learning, people development and business management.

Previously Managing Director of Inova Training Consultants Ltd, Learn‐IT International Ltd and Business Development Director of Afiniti Ltd and currently involved as the Business Development Consultant for Digital Salad, a digital learning and communications consultancy. Experienced in the sale, design and management of large scale learning programmes in a range of market sectors including energy, financial services, hotels & leisure, information & media, pharma and transport.

Recent Projects:

Strategic Management
Developed a brand new, go‐to‐market, client value proposition to successfully re‐position the company as a credible player in the change management consulting space. Resulting in an effective sales proposition and pitch well accepted by the target corporate market. Designed, developed, implemented, coached and governed a structured sales and dashboard reporting process and system. Resulting in a sustained 300% increase in new client sales appointments within 3 months of go‐live. Researched, evaluated, selected and implemented a new client account development process and system resulting in the production of evidenced‐based key client action plans with clear accountability, visibility and traceability.
Business Development
Coached and developed an underperforming and demotivated critical sales person. Resulting in a visible turnaround in his personal performance within 3 months and recognition as a rising star within the company after a year.  Developed, evolved and delivered the sales pitch for the first appointment with new prospects. Resulting in cross‐industry new client wins including business services, charity, manufacturing and oil & gas.  Led bid management, developed the proposal and client presentation for a strategically important £1m+ competitive tender. Awarded the tender against strong competition from incumbent suppliers. Client feedback was that our response was far superior in all respects.  Co‐crafted, co‐produced and co‐presented submissions for LPI annual industry awards, resulting in top three placing (including Gold) in three consecutive years. Resulting in significant PR including a Daily Telegraph on‐line company profile.
Start Ups and Turnarounds
Built the Strategic client relationships as an Interim MD of a newly acquired and heavy loss making business generating immediate revenue streams. Resulting in a turnaround to double digit profitability within six months.  Led a newly acquired business with a highly demotivated workforce and rebuilt staff confidence, loyalty, energy and pride, such that all staff remained in post 12 months later in a profitable and well respected business unit.  Founded my own B2B training business from a back‐bedroom start with no clients or prospects and won several strategic long‐term competitive tenders, successfully establishing the business as a serious player in the market sector.
Programme Management
Successfully managed the delivery of a major global client learning and communications programme, despite mounting resistance from the client’s outsource partner. Resulting in an effective and practical solution delivered on time, to budget and to the total satisfaction of the client.  Successfully managed the design and execution of a data‐challenged yet critical business analysis stage of a £1m+ client business transformation contract to the full satisfaction of the client sponsors and in full readiness for the execute stage.  Lead the disaster recovery, ensured the businesses survival with no loss of fee earning days and continued success, following the total loss of all company offices, assets and information, resulting from the Buncefield oil depot explosion.
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