Malcolm Nicholls
Managing Director
Enabling Success for Others
Globally well-networked, having worked (and lived) around the world for large aerospace, technology and telecoms companies, Malcolm has extensive international business experience gained solving problems with boards and business leaders in over 56 countries.
With entrepreneurial energy and a style that has proven to build trust inside and outside the boardroom, Malcolm brings people together to solve problems and deliver outstanding results in challenging situations.
With a career that started as an electronics engineer in defence systems R&D, he went on to hold many senior executive roles such as: P&L owner for a 22- country €500m global account, Head of Global Strategy ($500m business), Global Head of Sales Strategy & Operations (€12b business) and Leader for a $200m EMEA consulting business.
During his career, he established an Asia- Pacific start-up unit, closed complex €100m+ outsourcing deals, built and ran high-performance teams and headed the negotiation program for cost reduction in Nokia's €2b Chinese Joint Venture. In addition, he has designed and delivered over 25 critical profitability recovery, change and strategic growth programs globally for Nokia's €21b 95,000 employee business.
Today as a Non-Executive Director, Advisor and Business Mentor, he works with boards, business leaders and owners in organisations of all sizes, providing pragmatic advice that elevates performance, creates value and improves organisational maturity and governance.
In addition to his broad business knowledge, Malcolm has industry experience in aerospace, defence, manufacturing automation, telecoms, technology, outsourcing, consulting, support services, Cloud, IoT, and SaaS and is particularly expert in the areas of,
- Strategy: Go-to-Market, expansion, break-in or disruptive strategies, strategy-on-a-page, complex negotiation strategies, portfolio rationalisation, customer engagement strategy
- Growth: breaking barriers, creating differentiation, building value propositions, formulating pricing/discount structures, partner selection, M&A target selection, strategy execution and performance tracking, international markets, exporting, removing organisational barriers to growth
- Sales: pipeline management, win rate improvement, sales leadership, team recruitment, structure and development, performance improvement, multicultural sales team performance management
- Business: recovery/turnaround, cost reduction, business analytics & metrics, M&A process, M&A integration, Transformation/change design & implementation, organisational performance, leadership effectiveness, Mode-of-Operations, Management & Board performance
- International: Business expansion and contract negotiations in Asia-Pacific region, USA, Latin America and China
Malcolm has found a niche with companies that have a strong technology component where he combines his extensive business experience with a firm understanding of new technologies and the potential these have for opportunity, disruption and risk.
For me, the most satisfying aspect of my work is to see how enabling business owners to realise their potential and helping them build the confidence to succeed can be seen in the numbers.
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