Brian Clark

Managing Director and Consultant

for

Maverick Media Services

With nearly 40 years experience in Broadcasting, Brian’s knowledge of the media market and technologies allow him to work all areas of the Broadcast chain, as the lead for a team or Project providing a direction and purpose, business and project management structures with well focused guidance.

For a business development needs he is well versed in seeking new opportunities for his clients or scoping their market needs. increasing market share and providing growth.

With a strong commercial background and proven Project Management skills (backed up by technical background), he can offer help with strategic planning and thought processes, enable the clients to tackle issues quickly and concisely and offer advice on a wide range of topics.

Challenging the “norm” and never looking for the easy or safe option but instead aiming for the best advice and solutions are a key part of the service offered by Brian Clark,   

More importantly, he enjoys what he does!

Experience

  • Global Commercial Officer responsible for Group growth and new business opportunities in the global market place

  • Owner and Industry Consultant

  • Positions

    - VP Global Sales

    - Director of Sales Major Events

    - Technical Projects & Commercial Director

    During his time at NEP, Key areas of responsibility (as listed below) to increase margins and overall sales across the Global group operations whilst retaining sales management responsibilities in the worldwide NEP Major Events Group. With experience in the technical delivery and technical Operations of Projects ranging from on site to Remote.

    • Focus on Global Group sales areas establish develop and implementing sales strategies that align with overall company goals for more Geographical cooperation and cross selling with our other divisions.

    • Identify new opportunities for selling services to new markets or customers. leading RFP responses and evaluations

    • Coordinating with other Lead members of the Geographical sales team to develop effective strategies for reaching target clients,

    • Developing and executing sales plans that increase revenue while creating long-term relationships with clients.

    • Liaison with the aspects of the company’s sales operations teams, with added emphasis on training of staff members and helping the teams creating performance metrics for individual sales representatives.

    • Development and management of relationships with key customers Strategic accounts to increase sales opportunities. Monitoring competitor activity to identify new business opportunities.

    • Increase market share in existing markets by increasing brand awareness, service provision and identifying new opportunities for growth.

    • Long term sales planning and additional management reporting to allow the group to pivot to new opportunities with accurate investment appraisals of the expected returns and the free cash position on the out turn of each project.

    Events / projects covering areas such as:

    • Summer and Winter Olympics Host and Unilateral coverage.

    • Sports Federations direct work world feed and Unilateral services.

    • European multi sports coverage.

    • Electric Sports projects ranging from eCars to eBoats.

    • World Athletics global events across the globe both remote and traditional coverage.

    • Southeast Asian & Asian Games Host and unilateral coverage.

    • Horse Racing events, exporting NEP expertise into different geographies.

    • Major Tennis events at all levels from Grand slams to tours.

    • Golf tournaments across the Globe.

    • International Motor Racing host and unilateral coverage.

    • Virtual Production Platforms for key clients offering remote commentary, centralised ingest, media management and post-production facilities.

    Other skills areas extend to

    • The establishment of Sales Operations to look after Training and coordination for sales teams.

    • Implementation of CRM through recommendations and scoping.

    • Sales reporting and tracking with Finance support.

    • Reorganisation of roles and responsibilities.

    • Focus of the knowledge in NEP Products.

    • Recommendations in Sales bonus reward systems.

    • Forecasting and planning and quote refinement and processing for longer term 5-year sales forecasts.

    • Focus on net margins for the group rather than Gross revenues.

    • Creation of working groups of key stakeholders both internal and external e.g., CTO Group and CFO Group.

    Key successes

    • Evolution from Major Event Contracts increase and new area growth to 3 – 8-year terms as strategic goal for the support of long-term growth in all aspects of sales.

    • Implementation of better management processes for key accounts and better financial tracking and performance indicators.

    • Understanding of the overall business metrics relating to EBITDA, Free cash and Investment returns

    • Implementation of key account financial reviews

    • Refocus on Net Margin reporting rather than Gross sales.

    • Cost v benefit analysis of projects with longer term aims.

    • Implementation of the previous Strategies and future development initiatives relating to customers on new technologies Remote Broadcasting & IP Workflows,

    Technology roadmaps for long term contracted clients, Increased Multi-platform delivery and media Tools, Increased Multi market penetration.

    • Increase Operating Margin on all key Major Events Client contracts

    • Increase Success of building long term Partnerships and relationships for future work with specific companies’ rights holders and federations both through production deals and facilities.

  • Positions Held at STV

    • Business Development and Resources Scottish Media Group

    • Head of Resources SMG

    • Head of Resources Grampian TV

    • Technical Resources Manager STV

    • Outside Broadcast Technical Manager

    • Studio Techncial Supervisor

    • VT Editor

    • Radio Links Engineer

    • Sat Uplink Engineer

    • VT Engineer