David Dingley

* Independent business and IT consultant.
* Sales coaching for IBM Global Sales School
* Part time analyst for Phocuswright - recommend, research and write analysis of technology for travel industry.

Leader for technical sales and negotiations between Amadeus and a major travel industry IT provider in the People's Republic of China. Initiated structured method for agreeing description of technology content of contract and so contributed to achieving exclusive negotiations with the client. Potential contract value $300m+

Engagements included -
- Created method and tool for structured analysis and evaluation of client internet sites. Used to define internet site improvements with clients such as Air France, Nouvelles Frontieres, Virgin Travel.
- Delivered comprehensive internet strategy for 7 members of the Arab Air Carriers' Organisation.
- Provided airline systems expertise for creation of business model supporting strategic outsourcing bids.
- Organise and deliver CRM improvement workshops for 2 Asian carriers.
- Defined and organised online process to create and evaluate RFP for passenger systems at VAA (Virgin Atlantic).
- Delivered analysis of the relationship between business model and IT systems of EU Low Cost Carriers on behalf of major Asian airline.

- Managed team developing marketing strategy and material for IBM's world wide Travel Industry unit. Devised and organised world wide customer events achieving outstanding customer feedback.
- 6 years direct sales quota responsibility. Achieved and exceeded sales targets. Assignments ranged from solutions sales to hardware sales (£1m+ contracts).
- IBM 100 Percent Club (annual sales achievement convention) - 4 times, Top Performer Club - once, Salesman of the Month Award - twice; 2 IBM Exceptional Achievement awards in 1997 and 98.

Founding member of UK systems integration team. Responsible for definition and negotiation of contract terms, working with customer and IBM legal team. Initiated structured method for developing work description contract appendices.

Responsible for operations, technical support, development and help desk for critical IBM operational system split between 2 locations in Europe. Introduced robotic support tools & quality management techniques. Improved service level to better than 99.999% of a 365 day, 24 hour operation. Reduced operations staff by half. 4 managers and 60 staff in 3 international locations.

Lead design and development of early online database system. Pioneered use of time sensitive database structures. Negotiated worldwide implementation schedules. Delivered system training. One year assignment to IBM Brazil to lead systems implementation in South America.