Proven Results That Speak for Themselves
Real transformations, measurable outcomes, and sustainable growth for ambitious businesses.
Watson-Marlow Fluid Technology Solutions
Transformation Result
From £8M to £29M in Revenue Over 13 Years
The Challenge
When Andy took leadership of the UK sales division, the business was in decline. The sales team was embedded within factory operations, lacked focus, and operated with a transactional mindset. The prevailing belief was that decline was inevitable in a mature domestic market.
Sales team embedded within factory operations with no dedicated focus
Revenue declining in what was perceived as a mature, saturated domestic market
Transactional selling approach with low team engagement
Generalist sales team selling all products into all verticals without specialization
CRM system not fit for purpose, lacking proper sales processes
Shared support resources with global operations limiting UK market focus
The Solution
Created Standalone Sales OpCo
Separated the UK sales division from factory operations to establish a dedicated, focused sales organization with its own identity and accountability.
Sector Specialization
Transformed generalist sellers into sector specialists across BioPharma, OEM, Industrial, Food & Beverage, Water Treatment, and Mining - enabling deeper customer expertise and consultative selling.
Multi-Year Transformation Strategies
Led two comprehensive transformation programmes aligned to group objectives but tailored and owned by the UK division, ensuring local relevance and buy-in.
Sales Process & Systems Overhaul
Developed and implemented comprehensive sales processes, pipeline management frameworks, and upgraded CRM capabilities to drive accountability, visibility, and predictable revenue growth.
Product Acquisition Integration
Successfully assimilated new product acquisitions into the group, ensuring seamless integration of offerings, sales approaches, and go-to-market strategies.
New Product Launches
Led successful launches of new products into the UK market, developing launch strategies, training teams, and establishing market presence.
Global Transformation Contribution
Participated in several global teams whose work helped transform the broader group, sharing best practices and contributing UK division expertise to worldwide initiatives.
Cultural Shift to Consultative Selling
Developed team capability through training, coaching, and leadership development - moving from transactional order-takers to trusted advisors.
The Results
Reversed market decline to achieve sustained double-digit growth in a 'mature' market
Built highly engaged, consultative sales team from low-engagement transactional base
Established UK division as a standalone, profitable sales operation
Created sector specialization that deepened customer relationships and increased value delivery
Developed scalable processes and systems that supported 262% revenue growth
Successfully integrated new product acquisitions, expanding the division's offering and market reach
Led new product launches that contributed to revenue diversification and growth
Contributed to global transformation initiatives that improved group-wide performance
Proved that 'mature markets' can deliver exceptional growth with the right strategy and execution
The transformation of our UK sales division exceeded all expectations. By creating a dedicated, specialized team with the right processes and culture, we turned a declining business into our fastest-growing region.
Leadership Team
Watson-Marlow Fluid Technology Solutions
Key Takeaways
Mature Markets Can Grow
With the right strategy, even 'saturated' markets can deliver exceptional growth - it's about execution, not market conditions.
Culture Drives Performance
Transforming from transactional to consultative selling requires cultural change, not just process change.
Sustainable Transformation Takes Time
10.7% CAGR over 13 years shows that real transformation is a journey, not a quick fix - but the results compound.
Ready to Write Your Success Story?
Let's discuss how we can help you achieve similar transformational results in your business.
Start the Conversation