Griffith University

Swinburne University of Technology

Kaplan Professional

The Coaching Institute Australia

Drake Training & Development

Financial Advisor Helping Expat Professionals Achieve A Well Funded Lifestyle  -  Author of 'Simplified Financial Independence for Expat Professionals'  -  10+ Years Financial Services Career

Commenced Masters pathway with graduation expected in June 2025.

Postgraduate Student: Masters - Financial Planning

As an Associate Adviser at Saward Dawson, who have dedicated nearly 20 years to helping individuals and families secure their financial futures, we specialize in comprehensive financial planning that adapts to your changing circumstances. Our mission is simple: to assist you in developing and maintaining a wealth portfolio that aligns with your financial life goals.

Financial planning is more than just investment advice; it's a holistic process. We take into account your current circumstances, help you define your goals, and put in place tailored financial strategies to achieve them. Our comprehensive approach covers everything from superannuation and retirement planning to tax and estate planning, regular savings plans, and risk management.

We help you navigate the complexities of retirement planning, from superannuation choices and tax-effective strategies to government benefits and tax liabilities. Whether you're approaching retirement or planning well in advance, we aim to maximize your outcomes for a comfortable and enjoyable retirement.

+61 3 9894 2500
www.sawarddawson.com.au

Saward Dawson

Associate Adviser

MartinLongden

Personal Financial Education

Advice preparation experience in paid internship for a specialist Retirement Planning and Investment practice.

Investment & Retirement Solutions

Advice Associate

Skills: Financial Planning · Risk Analysis · Investment Portfolios · Business Law · Behavioural Finance · Corporate Law · Investment Strategies · Retirement Planning · Professional Ethics · Income Tax Law

Postgraduate Graduate: GradDiploma - Financial Planning

Role:
Head of Sales

Function:
- Create and implement an end to end Sales Development system
- Acquire new clients using business analysis methods to design an ideal SDS 
- Source and implement resources for an integrated business development system

Project:	
The project stemming from the role contained 3 essential pillars that became clearly apparent within the first 30 days:
- Transition the business from long-term neglected legacy customer relationships
- Systemise the sales development process to achieve an end-to-end consistent new project experience
- Inform and educate senior management on modern digital marketing solutions and strategies

Achievements: ( in light of Covid19 )
★$180K+ of new business revenue was personally generated within a traditionally tight NFP market
★Role expenses were managed to be covered without the requirement of Job Keeper
★Job Keeper claimed by the business was redirected to maintain other dept's profitability
★Unresourceful legacy customer relationships were transitioned for out of date CMS licensing
★Increased website traffic and new outbound prospects improved by volume 20% YOY - in Covid19

Summary:
Covid19 catalysed the business to reveal an unbalanced expectation for business performance that invited senior leadership to consider a more productive business operations approach to grow.

Heartburst Digital

Head of Sales

The Chief Goal : The service delivered a design/redesign for a sales development strategy using LinkedIn and professional sales consulting approaches in a systemised manner to build a prospect development process leading to qualified sales conversations and new business discussions for your team / business.

Using a Business Analysis approach combined with the existing Sales Development System template developed by ReconVerge, a customised solution was designed and implemented for each client.

Skills training in key tactics supporting the SDS were developed to support implementation for clients.

ReconVerge

Business Consultant

Role:
Radio sponsorship solutions for businesses - FP and NFP organisations.

Function:
- Source new clients and engage them in the Value Proposition for market growth
- Improve the sales development function through business analysis development and solutions
- Standardise the salesdev function with documentation and training resources for the team

Project:	
New client and business growth over 12 months to achieve $350K new revenue.

Achievements:
★$400K of business revenue in first 12 months
★National partnership campaign with World Vision for their CSPON service - Nov/Dec 2019
★Negotiating a multi-year commitment with a long standing major sponsor to secure funding
★Business Listings with LightFM sponsored marketing initiatives across the 1.2M listeners each month

Summary:
The role leveraged my business development experience whilst rapidly gaining knowledge as a new media industry entrant, achieving a budget ahead of original projection in my first 12 months, and being recognised with several monthly awards during my tenure.

89.9 LightFM

Business Development Executive

Martin is an accomplished business leader with a strong background in leadership, business development, business analysis, and sales marketing. With over 15 years of experience in the industry, he has a proven track record of driving growth and success for businesses of all sizes.

Business Growth Specialist

Role:
Business Owner

Function:
Deliver leadership and sales development solutions for small business sale leaders to grow their client and revenue base.

Project:
- Design and create sales and business development online membership programs and courses
- Implement an end to end sales development architecture to promote LPT and secure new clients
- Business Analysis work with clients to improve their sales development architecture for better results
- Deliver BA implementation, training and coaching for sales individuals, sales managers, and teams

Key Offerings:		
➤ Team Leadership development and coaching strategies to improve team engagement 
➤ Comprehensive prospecting systems using offline and social strategies
➤ Email marketing strategies and lead generation automation campaigns
➤ Sales Development systems to build interest and client conversion
➤ CRM pipeline management and proposal tracking
➤ Sales activity management systems
➤ Sales Training and Coaching

Achievements:
★Achieved first $100K within 6 months of operations
★Worked with peak of 27 clients at one time ( personal 1:1 coaching )
★Exceeded 1,000 new client sales in online programs
★Developed 4 proprietary sales training programs

Summary:
The business challenge was to start, grow, and operate a professional training and coaching business whilst maintaining consistent service delivery to offline and online clients and cap growth to support lifestyle balance with a young family at the time.

LeadingPOINT

Executive Leadership and Business Coaching Systems

Role:
National Claims Project Manager ( 1 of 7 ) - Order to Cash, Dairy & Drinks

Function:
- Improve Order to Cash through a BA approach on process efficiency and cost throughput reduction
- Engage key stakeholders responsible for the O2C areas (sales, finance, pricing, accounts, logistics)
- Assist implementing new O2C process with stakeholders through change and training initiatives

Project:	
Order to Cash Process Efficiency by 20% in costs - approx $122M p.a.		
- Improve time efficiency of collections by 70% (87 days to 28 days)
- Reduce and improve Claims receivables by reducing $90M in 30+ days debt
- Coordinate national logistics reporting on inventory management
- Coordinate national distributor reporting on claims management
- Redesign process mapping to coordinate IT system integration 
- Redesign business processes across all Order to Cash stakeholders nationally
- Train/coach over 300 staff nationally in new claims and reporting procedures

Financial Achievements:
★Reduction in Days Sales Outstanding (DSO) from 87 days to 28 days
★Development and coordination of reporting systems for major stakeholders
★Leadership and project management coordination of 4 major change teams
★Specification and coordinated implementation of custom SAP IT functionality
★Overall cost reduction in expense of approx $480M
★Overall cost reduction in corporate finance interest of $22M

Summary:
The project challenged our teams to coordinate our technical financial skills, combined with our people change leadership skills, in the midst of an ongoing organisational culture change.

LION Dairy & Drinks - Assistant Project BA | Team Coach

Business Consulting Specialist | Executive Coaching

Role:
VIC State Business Development Specialist - Cubic Consulting

Function:
BA to review and redesign business development system to improve prospect engagement leading to better new client conversion outcomes

Project:	
Deliver Business Development Strategy Plan and Implement for 20% Revenue Improvement
- BA review on business development process to improve prospect engagement and new clients
- Execute BAU business development operations in role to prove BA recommendation as a pilot
- Create documentation and training resources to support the BD team to engage new approach

BDM Achievements:
★Implemented a consistent relationship management strategy to identify new business cases
★Established root cause in change leadership resistance for BDM Strategy implementation
★Re-Engineered the CRM reporting and management capabilities in design for production
★Assisted the successful tender acquisition for Victoria Police HR SAP = $12Mn approx
★Identified root cause of hitherto unsustainable BDM sales culture and attrition

Summary:
The project invited a clear design and structure to align to core business vision and mission with a strong sales process for cultural development. Unfortunately, the project was retired early due to unsustainable misaligned executive leadership focus.

Cubic Consulting SARL

B2B Business Development Manager - Change Project

Role:
Regional Business Development Specialist - BankVic Member Services

Function:
BA review on the business development system for acquiring new members to document and develop business process and training resources to assist implementing a new business development approach

Project:	
A new BD strategy to engage EMS Support Vocations for 10% increase in membership in 12 months

Brief:		
- Establish territory management plan to coordinate and categorise sites in member number bands
- Develop communication plan to Member Services executive on BD strategy on training plan
- Assess and design the CRM system to manage members and relational sales planning
- Design and implement 'site personalised' membership marketing plans to engage staff
- Deliver CTA opportunities in presentations and group Q&As to close interest
- Provide territory feedback in data and meetings for marketing campaigns
- Train/coach regional VIC BDMs in relationship sales influence strategies

Achievements:
★Identified root cause on sales ineffectiveness in skills and site relationship management
★Designed the CRM architecture and mapping to support sales and marketing processes
★Designed and implemented territorial sales and marketing plan to engage new sites
★Assisted the Bank to exceed 10% growth in new members ( approx 1100 )

Summary:
The project invited the membership executive committee to adopt an improved direct sales model into a relational sales model, emphasizing engagement on relationship marketing, through the recommendation of a forced succession change of the Member Services executive.

BankVic - Business Development Specialist

B2C Business Development Manager - Change Project

Role:
National Business Development Manager - TRS Ltd

Function:
BA review the existing business development strategy to improve prospect volume and new client number outcomes through redesigning the process

Project:	
Grow the RTO Product revenue within the ASX1000 business listing by $500k p.a YOY		
- Map the existing client base on revenue potential to results and grade by opportunity 'ABC'
- Strengthen existing account relationships and network to build decision influencer depth
- Define ideal marketing and sales processes to engage new ASX business opportunities
- Collaborate with clients seeking solutions to assist in the development of ideal services
- Develop marketing formats to engage new contacts to build and nurture relationship
- Provide marketing and sales guidance and reporting to state manager operations
- Develop a comprehensive BD plan with marketing and sales process detail

Achievements:
★Secured a national client for $120k revenue in first 60 days of project tenure from new contact
★Implemented a marketing process to engage, nurture and convert into new sales opportunities
★Introduced new marketing and sales conversion format for product and service developments
★Managed to maintain strong sales and marketing momentum with management change Q3
★Influenced CEO to adjust our direct sales strategy to include a content marketing strategy
★Enabled the business to be sold profitably at the end of project tenure

Summary:
The project invited a clear opportunity to grow the business with methodical systems in marketing and sales. Improving the existing direct sales approach with a content marketing approach to aid in the relationship nurturing efforts, assisting in us exceeding target to effect a business sale on highly favourable terms for our NZL stock exchange investors.

Training Solutions Plus LTD

National Business Development Manager - Business Improvement Project

Role:
National Business Development Manager

Function:
Deliver an improved business development function nationally on behalf of the Melbourne Head Office and assist each State Office representative to benefit from the improved business development strategy. 

Project:
Redesign and deliver the 'training and development' business development strategy for all state office representatives nationally.

Brief:
- BA review and establish the baseline for existing business development operations
- Create marketing strategy for direct business development within new target markets
- Designed and delivered training, process improvement, and reference documentation
- Develop sales processes to unify recruiting and training teams to cross identify and refer
- Plan and deliver seminar schedule on relevant professional development training topics

Achievements:
★Secured $1.2M in new business over 3 years through new clients and recruiting service lines
★Implemented a marketing process to engage, nurture and convert into new sales prospects
★Instrumental role in moving from state to national schedule to reach multi-state clients
★Developed, designed, and delivered new program delivering coaching services for sales leadership
★Established new national role to coordinate referral sources from 9 service lines
★Influenced introducing a Consultive Sales Method to elevate capabilities for all sales teams

Summary:
The project BA work to redesign, restructure, and deliver a new business development strategy to connect, share client information for mutual benefit, and coordinate existing state training offices to schedule nationally for better service outcomes translating into more closed business.

Martin Longden