Truliance Consulting

At Truliance, I lead business development efforts across North America, focused on helping construction and manufacturing companies solve complex growth challenges. I work closely with company leaders to uncover opportunities where Truliance’s strategic expertise can drive measurable impact, from revenue growth and market expansion to leadership development and operational efficiency.

My focus includes:

- Building partnerships with forward-thinking industrial and manufacturing firms
- Developing go-to-market strategies and unlocking hidden revenue potential
- Connecting clients with the right experts from the Truliance team to accelerate results

With a background in sales leadership, commercial strategy, and M&A integration, I bring a strategic yet practical approach to growth, one rooted in experience, not theory.

Director of Business Development

Invoiv

Built a SaaS-based platform allowing SMBs to create, track, and automatically follow up on estimates and invoices, while tracking their incoming bills and expenses to help optimize their business cash flow.

Industry: SMB Invoicing, Payments, Saas, Banking

Founder

BNA Ventures

Supporting companies with revenue strategy, business development, and go-to-market execution. Engagements have included:

Zoom Drain (Scarborough, ME / Fort Myers, FL) | Director of Business Development

• Increased inbound call volume to the Fort Myers franchise by 300% in 90 days.
• Implemented CRM system to track leads, jobs, and customer interactions.
• Built outreach sequences targeting plumbers, HOAs, restaurants, and property management firms.

Monite (Berlin, Germany) | Contract Head of Sales

• Helped position the embedded finance startup for North American expansion.
• Built sales processes and messaging for CFO-suite buyers.
• Established early partner pipeline with accounting platforms and fintechs.
• Instituted a new pricing model, refined the sales stage process, and streamlined deal desk approval.
• Created a pipeline of 30+ banks, credit unions, fintechs, and vertical SaaS app providers worth over $1.65M in less than five months.

SBD Technologies (Maine, USA) | Contract CRO

• Built a robust prospect and partner pipeline of over 1,500 contacts from scratch through LinkedIn and membership community outreach, securing new customers, and signing strategic partnerships.
• Prospected angel investors, EPs, and VCs, as well as writing grant responses to assist with fundraising efforts.
• Crafted a comprehensive marketing strategy to amplify brand reach and impact in the EV fleet management landscape.
• Created and optimized sales process, ICP, and CRM implementation, driving revenue growth for SBD Technologies.

Director of Business Development/Head of Sales/CRO

Justt

Recruited by a former WEX colleague to overhaul the sales team, correct forecasting errors, quadruple the sales pipeline, and fix a high-cost commission plan to double sales for this Series B-fund fintech startup quickly.

Grew start-up team of 3 sales professionals to 15 global sales professionals by recruiting "A-players" from the fintech and payment industries.

Led from the front, involved in all aspects of new business development, solution sales, pipeline development, account acquisition, and client relationship building.

Increased CARR by 300%+, ARR by 600%+, and sales funnel of engaged prospects by 500% in the first year, while growing company revenue from $2.3M to $9M. 

Created onboarding platform from scratch with new playbooks and more accurate forecasting, expanding global team by 400%.

Industry: SaaS, Fintech, Payments

Global Vice President – Sales

STARC Systems Inc.

Selected by the board of directors and CEO (after introduction through retained executive search) to turn around a low-performing sales unit, provide more accurate forecasts to help with raw material costs and onboard new talent.

Hired top-of-funnel SDR team, added new sales territories, and separated sales and account management functions to lower “cost to acquire” and position the company for new revenue and profit growth.

Grew YOY sales by 33% in 2020 over 2019 and helped business earn new record for retained cash by year-end 2020 with new pipeline management process to enhance forecasting and pipeline accuracy.

Redesigned sales territories and rewrote job descriptions and comp plans for all sales roles; also created three new sales positions to penetrate existing customer base more with better prospect qualification.

Industry: Construction, Manufacturing, Healthcare

Senior Vice President – Sales 

Asked by company leadership to take on management and rebuilding of 12 person sales and account management teams in WEX corporate payments (AP/AR/Payables/Virtual Card) line of business.

Established new structure to enable forecastable revenue, standardized implementations, and stabilized customer revenue for the Corporate Payments unit.

Effort reduced our cost-to-acquire by 50% YoY, expanded our prospect pipeline by 65%, and increase sales results 87% YoY through better sales/marketing outreach cadences, improved targeted messaging, standardized approach to pipeline management, and restructuring of territories.

Was instrumental in instituting new global sales/forecasting process to improve overall customer experience, while streamlining new customer onboarding across the global team.

Senior Vice President – Sales | Customer Expansion (Corporate Payments)

Personally selected by WEX CEO to be the point person to guide the $1.6B acquisition of EFS (Electronic Funds Source) through FTC review and subsequent second request, testifying on behalf of WEX at the FTC offices in Washington, DC.

Built business plans and revenue models for the two possible scenarios: 1) acquisition is approved (integrations) or 2) acquisition is blocked (resulting in the need for the business to invest in the OTR product to get it on par with our competition).

Upon receiving FTC approval, led a four-person team, running seven strategic work streams through newly created Integration Management Office.

Exceeded $25M synergy and integration target by 18% in under 18 months vs. planned 36 months.

Created a comprehensive blueprint for future integration with standardized work stream project plans, financial reporting, and board update templates – still in use today.

Senior Vice President – Corporate Development (M&A)

Led sales teams of over 150 sales associates and managers for the $650M line of business in North America, encompassing multiple go-to-market channels, brands, and sectors.

Drove 15-18% YoY growth for a line of business that had seen stagnant 3-5% growth for the prior decade.

Succeeded in lowering “cost to acquire” metric by 35% through standardized pipeline management.

Introduced new predictive sales model that empowered managers to individually coach representatives based on their individual performance in prospecting activity, sales meetings booked, new accounts closed, and revenue target achievement. This reduced sales rep turnover by 48%.

Senior Vice President – Customer Acquisition (North America Fleet)

Led and grew a $300M line of business, comprised of 300 employees in field sales, inside sales, channel development, and partner relationships for the company’s “Over the Road” fuel card program. Increased customer acquisition by 38% YOY and size of average account revenue by 42% YOY; also revised go-to-market efforts to transition upmarket, reducing the cost to serve by 40%.

Senior Vice President, General Manager of Partner and OTR

Managed the mid- to large-market line of business, representing $65M in annual revenue with 60 staff involved in all aspects of sales, marketing, account management, customer service, budgeting, and go-to-market strategy. Successfully exceeded sales targets by 22% in year one in this role.

Vice President of Sales and Marketing (Fleetone)

EARLIER EXPERIENCE: 

Vice President of Sales (WEX Fleet)
Director of Sales (Eastern U.S.)
Division Sales Manager (Central Division)
National Account Manager
Senior District Sales Manager (New England)
District Sales Manager (New England)

Led Eastern Division (12 regional sales managers) to 157% of annual sales target.

Recipient of the elite “President’s Club” in 2006 and ranked as “National Account Manager of the Year” in 2005 for outstanding revenue performance, regional growth, and team leadership.

As NAM, achieved 100% retention for 42 “blue chip” accounts while expanding portfolio revenue by 142% in very challenging markets.

Accountable for 20% higher sales quotas as DSM than peer group and elevated to Coach and Mentor status to develop other managers and staff in the sales division.

Various

Enterprise

ACCOUNT EXECUTIVE
LOCAL CORPORATE ACCOUNT MANAGER (LCAM)
ASSISTANT MANAGER
MANAGEMENT TRAINEE

Recruited by top management as one of the first two LCAMs in company history to identify new market opportunities for “in town” corporate rentals for business travel vs. airport rentals, yielding three new downtown branches. Acquired expertise in branch management, major account deals, staff development, multisite operations, market entry, and overall new business growth.

I am a dynamic Executive Sales Leader who drives top and bottom-line growth through innovative strategies that optimize sales teams, processes, and systems while leading from the front.

Throughout my career, I’ve been sought out and recruited to roles based on my success as a committed leader and coach capable of fostering a culture of excellence, helping individuals reach their full potential while contributing to the organization’s growth and success.

I’m passionate about delivering results, building high-performing sales organizations that consistently exceed aggressive targets, and leveraging critical data and CRM tools to enhance sales effectiveness. 

I have extensive experience launching new solutions and expanding market share in the fintech and payment sectors. 

I’m respected for thriving in turning around underperforming accounts and sales teams to achieve sustainable success. 

Specialties include:

Sales | Business Development | Go-To-Market | Consultative Selling | Partner and Channel Development | Pipeline Development | Relationship Building | Go-To-Market Strategies | Data Analytics | Startup Operations | Strategic Alliances | Mentoring | Coaching | Sales Funnel Analytics | Continuous Process Improvement

Bill Cooper

Territory management isn’t just about drawing lines on a map. It’s about using time and resources wisely.

When reps chase opportunities scattered across too wide an area, travel costs go up, time with customers goes down, and deals take longer to close. A well-structured territory plan fixes that.

Good territory management keeps reps close to their prospects and customers. It clusters accounts in a way that builds relationships faster and reduces the waste that comes from chasing too many directions at once.

It also brings accountability. When a rep truly owns a territory, they know the players, the competitors, and the opportunities inside it. That ownership drives better results with less effort.

The outcome is simple. Lower costs. Stronger coverage. Better sales performance.

#TerritoryManagement #SalesLeadership #SalesStrategy #RevenueGrowth #CommercialExcellence

Retention is the clearest reflection of how well a commercial team delivers on its promises.

Every company tracks revenue and new business wins, but too few set real benchmarks for keeping customers. When you don’t measure retention, you can’t manage it.

Benchmarks bring clarity. They define what good looks like, reveal where customers may be at risk, and force teams to think beyond the initial sale. A strong retention goal isn’t just about preventing churn. It’s about deepening relationships, expanding within accounts, and earning the right to renew year after year.

When leaders make retention a visible metric, behavior changes. Account managers stay closer to clients. Sales teams qualify with more care. Service teams feel part of the revenue story.

Growth that comes from both winning new business and keeping existing customers is the most stable kind there is.

#CustomerRetention #SalesLeadership #RevenueOperations #ClientSuccess #CommercialStrategy

Building a pipeline in a new market starts with accepting that you are starting at zero. No brand recognition, no warm introductions, no shortcuts. Just disciplined activity and a clear plan.

The first wins usually come from conversations, not campaigns. You learn who the real buyers are, what matters in that market, and which problems line up with the strengths of your offering. Those early insights shape everything that follows.

Momentum builds when you focus on quality over volume. A handful of well-qualified prospects teaches you more than a spreadsheet full of names that will never convert. As you refine your message and understand the market’s rhythm, each outreach becomes more targeted and each conversation becomes more productive.

Pipeline creation in new markets is not about brute force. It is about learning fast, adjusting quickly, and staying consistent long enough for the market to take you seriously. When you do that, the early trickle of opportunities turns into something you can scale.

#BusinessDevelopment #MarketExpansion #SalesLeadership #PipelineGeneration #RevenueGrowth

The handoff from sales to account management is one of the most important moments in the customer journey. It sets the tone for everything that comes next.

If the transition is rushed or unclear, customers feel it. They start to question who owns what, who to go to for support, and whether the company is as aligned internally as it sounds externally. That uncertainty can undo a lot of the trust the sales process worked hard to build.

A strong transition is intentional. Sales frames the relationship, the goals, and the expectations. Account management steps in with clarity, introduces their plan, and shows the customer they are not starting over; they are building on momentum.

When both teams stay connected after the handoff, the customer sees continuity instead of a gap. They feel supported, understood, and confident in the partnership moving forward.

Great customer experiences are built in moments like this.

#CustomerSuccess #SalesLeadership #AccountManagement #CustomerExperience #RevenueOperations

Accountability is what turns a group of salespeople into a team.

It starts with clarity.

Everyone needs to know what’s expected, how success is measured, and where they stand. But accountability isn’t just about metrics. It’s about mindset.

The best sales cultures make accountability a shared value, not a top-down demand. Reps take ownership because they see their leaders doing the same. They know results matter, but so does how those results are achieved.

When people trust that goals are fair, feedback is consistent, and leadership has their back, accountability becomes empowering. It builds confidence, not fear.

In a culture like that, people push themselves and each other to perform at a higher level. Not because they have to, but because they want to.

#SalesLeadership #Accountability #TeamCulture #LeadershipDevelopment #SalesPerformance

Scaling a sales organization requires more than hiring quickly. It requires hiring intentionally.

The pressure to grow can lead companies to prioritize headcount over fit, assuming more people will automatically mean more revenue. But when hiring outpaces training, the result is churn, inconsistency, and lost momentum.

Growth-ready organizations focus first on the profile of success. They know which traits drive performance in their market, their model, and their culture. They build structured onboarding programs that ramp new hires quickly without overwhelming them. And they train continuously, not just at the start.

The best companies view sales enablement as an investment, not a cost. They create environments where learning never stops, where coaching is part of the rhythm, and where performance is measured not just by numbers, but by progress.

When hiring and training work in sync, growth becomes sustainable. The team doesn’t just expand. It strengthens.

#SalesLeadership #TalentDevelopment #SalesEnablement #HiringStrategy #RevenueGrowth

JSESSIONID

li_at

Talks about #sales, #fintech, #chargebacks, #insidesales, and #salesdevelopmentrepresentative

Kooner Fleet Management Solutions is hiring a mobile diesel technician in Atlanta, GA!

#hiring #mechanic #dieseltechnician #fleetjob #nowhiring

Kooner Fleet Management Solutions

I recently had the chance to talk with Fleet Management Weekly about the work we are doing at Kooner Fleet Management Solutions and how we partner with fleets to keep their vehicles on the road and their operations moving forward.

We walk through why on-site and mobile maintenance matters, how fleets can reduce downtime with the right partner, and what it means to deliver maintenance the right way every time.

If you have a moment, check out the interview below.

https://lnkd.in/ggSPZmFN

#FleetManagementWeekly #fleetmanagement #onsitemobilemaintenance #fleetvehicles #fleetoperations #fleetmaintenance #transportationindustry

https://lnkd.in/ggSPZmFN
Bill Cooper at Kooner Fleet Management Solutions:
Kooner Fleet Management Solutions partners with fleets to provide a single source for on-site and mobile maintenance that’s done the right way to ensure vehicle uptime.
#FleetManagementWeekly #fleetmanagement #onsitemobilemaintenance #fleetvehicles
Janice Sutton

Open article: Finding the Right Partner for Onsite & Mobile Maintenance by fleetmanagementweekly.com

Finding the Right Partner for Onsite & Mobile Maintenance

A "can-do" culture is not about blind optimism. It is about creating an environment where people believe progress is always possible.

In revenue organizations, that mindset matters. Targets rise, markets shift, and challenges show up without warning. Teams that succeed are the ones that approach those challenges with confidence instead of hesitation.

Fostering this type of culture starts with leadership. People watch how you respond when things get tough. If you stay steady, look for solutions, and keep the team focused on what they can control, they will follow that example.

It also comes from celebrating effort and resilience, not just results. When people feel supported while they push through setbacks, they develop the belief that they can figure things out. That belief becomes contagious.

A can-do culture does not eliminate obstacles. It gives teams the power to overcome them.

#SalesLeadership #TeamCulture #RevenueOrganization #HighPerformance #LeadershipDevelopment

Predictability in business development doesn’t happen by accident. It’s built through consistency.

Every team wants steady pipeline growth, but most rely too heavily on individual effort. Someone has a great month, another hits a dry spell, and leadership is left guessing what next quarter will look like. That’s not a framework. That’s luck.

A predictable business development system starts with clear activity standards, solid messaging, and a follow-up rhythm everyone can stick to. It’s about defining the process so that great results don’t depend on one or two people crushing it.

When the team knows exactly how to fill the funnel, nurture prospects, and convert opportunities, the business becomes easier to forecast, easier to manage, and easier to scale.

Consistency may not be flashy, but it’s what turns potential into performance.

#BusinessDevelopment #SalesLeadership #PipelineManagement #SalesProcess #RevenueGrowth

Mixed fleets bring a unique set of challenges. Different makes, models, asset types, duty cycles, and usage patterns can create blind spots that make it harder for teams to stay ahead of maintenance needs. What we are seeing now is a turning point. On-board technology and telematics are finally giving fleet leaders the visibility they have needed for years.

This is where platforms like Kooner Fleet Management Solutions' FleetIQ are proving their value. Real time health tracking, route-aware scheduling, and predictive diagnostics give teams the information needed to prevent costly downtime and protect every asset in the fleet.

When managers can see what is happening across their trucks, vans, and pickups in one place, they can move from guessing to knowing.

The fleets that embrace this shift will have a competitive advantage for years to come. The ones that wait will continue to fight the same fires that smart data can now prevent.

Proud to be part of the team bringing intelligence to mixed fleet maintenance.

#FleetManagement #Telematics #MixedFleet #VehicleMaintenance #KoonerFMS #FleetTech #LogisticsSolutions #TelematicsTechnology #VehicleHealthTracking #FleetMaintenance #SmartFleet #PredictiveMaintenance #FleetOptimization #LogisticsTech

View company: Kooner Fleet Management Solutions

🚛 🚙 🛻 Managing a mixed fleet? Telematics and other on-board technologies are changing the game for fleet maintenance.

From real-time engine diagnostics to GPS-based service scheduling, smart tech (like FleetIQ™!) gives fleet managers the tools to reduce downtime, catch issues early, and extend asset life across heavy-duty trucks, cargo vans, and pickups.

🔧 Real-time vehicle health tracking
📍 Route-based maintenance scheduling
📊 Predictive diagnostics & fault code monitoring
🧠 Smarter decisions with driver behavior data

💡 Read how these tools can transform your maintenance strategy here: https://lnkd.in/gduURaSq
 
#FleetManagement #Telematics #MixedFleet #VehicleMaintenance #KoonerFMS #B2B #FleetTech #LogisticsSolutions #TelematicsTechnology #MixedFleetSolutions #VehicleHealthTracking #FleetMaintenance #LogisticsTech #SmartFleet #PredictiveMaintenance #FleetOptimization #B2BLogistics

Open article: How On-Board Technologies Are Transforming Mixed Fleet Maintenance by koonerfms.com

How On-Board Technologies Are Transforming Mixed Fleet Maintenance

When the industry starts paying attention, it usually means one thing. Real change is happening.

Seeing Kooner Fleet Management Solutions’s FleetIQ highlighted across so many respected publications is not a surprise to anyone who has watched fleets struggle with outdated maintenance models. The shift from reactive work to predictive intelligence has been talked about for years, but very few platforms have delivered a practical path forward.

What excites me most is not the coverage. It is the early results our customers are already seeing. Faster response times, fewer unnecessary work orders, and a measurable reduction in downtime are the outcomes every fleet leader wants, and they are happening because FleetIQ gives teams clarity, alignment, and real time decision support.

This is the type of innovation that actually moves the industry. Proud of our team and proud of the partners who are leaning in and proving what is possible.

The future of connected maintenance is here. The data is confirming it and the market is responding.

#FleetIQ #FleetManagement #FleetTech #MaintenanceIntelligence #FleetEfficiency #PredictiveMaintenance #ConnectedFleet #TransportationTech #SmartFleet #MaintenanceSolutions #LogisticsInnovation #KoonerFMS

The industry is buzzing and FleetIQ™ is leading the conversation. 🐝

From Fleet Maintenance magazine to Fleet Equipment Magazine, FleetOwner, CCJ — Commercial Carrier Journal, Work Truck, Supply & Demand Chain Executive, ForConstructionPros, Heavy Duty Trucking, Government Fleet and more, top publications across transportation and logistics are talking about how FleetIQ is redefining maintenance intelligence.

Why? Because early adopters are already seeing:

✅ 40% faster response times
✅ 30% less vehicle downtime
✅ 25% fewer unnecessary work orders

FleetIQ is helping fleets shift from reactive to proactive with predictive maintenance, intelligent dispatching, and real-time communication, all in one platform.

As our COO Michael Quimby puts it: “FleetIQ helps fleets make smarter, faster decisions while keeping teams aligned.”

The future of connected maintenance is here and the industry has taken notice!

#FleetIQ #FleetManagement #FleetTech #PredictiveMaintenance #TransportationTech #SmartFleet #LogisticsInnovation #MaintenanceTech #TransportationIndustry #KoonerFMS #FleetTechnology #TransportationInnovation #SmartFleetSolutions #LogisticsTech #MaintenanceSolutions #ConnectedFleet #FleetEfficiency #MaintenanceIntelligence

Faster conversion rarely comes from working harder. It comes from removing the friction that slows deals down.

Refining a sales process starts with understanding where prospects hesitate. Long response times, unclear next steps, inconsistent messaging, or internal bottlenecks can all add days or weeks to a sales cycle. When teams take the time to study those moments, patterns appear quickly.

The real progress comes from tightening the handoffs, clarifying the milestones, and aligning the team on how each stage should look and feel. Small adjustments like standardizing discovery questions, simplifying proposals, or speeding up approvals can change the entire rhythm of the funnel.

When a process is clear, reps move with more confidence, prospects feel greater momentum, and conversion speeds up naturally. Structure is not the enemy of agility. It is what makes agility possible.

#SalesProcess #SalesLeadership #RevenueOperations #ConversionRateOptimization #CommercialExcellence

Pricing models shape how customers buy and how teams sell. When they’re unclear, everything slows down.

Reps hesitate to quote. Managers get pulled into endless approval loops. Customers lose confidence.

Revenue stalls not because of the market, but because of internal confusion.

Clear contract pricing changes that. It gives salespeople confidence in their proposals and customers confidence in the value they’re getting. It also creates consistency in margins and forecasting, which leadership depends on to make smart decisions.

The key is balance. Pricing needs enough flexibility to fit different deal sizes and situations, but enough structure to keep everyone aligned. When that balance is right, deals close faster, renewals come easier, and your revenue becomes more predictable.

Clarity isn’t just good for operations. It’s good for growth.

#SalesLeadership #PricingStrategy #RevenueOperations #ContractManagement #BusinessGrowth

Say it louder for the people in the back!

The pipeline is the responsibility of sales AND marketing.

When I first started as an sales rep at one company, Joseph Murtha told me his secret:

“Fulfill your quota with your efforts. Then what marketing delivers to you is bonus.”

He went on to win President’s Club and got to take his whole family to Ireland for a two week tour of ancestral towns.

Joe’s recipe will never do you wrong.

Thanks for the reminder, Meguire!

And thanks for the timeless advice, Joseph (aka: Joe)!

Marketing strategies that stick. Growth that scales.

“We need more leads from marketing.” 

“Cool. Say more.” 

“Pipeline isn’t where it needs to be.” 

“I saw that, too. How many outbound calls so far this month?” 

🦗🦗🦗

Every marketer at every startup. 👇

I get it. You only want to call warm leads. I’d love to only market to people who are ready to buy. But that’s not the job. And if we share a pipeline problem, chances are we’ve got 1/ a fuzzy brand message, 2/ an inadequate sales methodology, or 3/ misaligned goals (or likely, a combo of these three). 

The pointing fingers approach is a gag. I’m so bored of it. Sales and marketing is the same team.

VP Commercial APAC

Business Expert Press

Coming soon! Summer 2025

In today’s hyper-competitive job market, it is no longer enough to navigate the traditional recruitment processes or conventional HR gatekeepers. The key lies in prioritizing direct engagement with hiring decision-makers. Achieving this requires a paradigm shift, embracing the art of self-promotion, developing a personal brand, and strategically networking to uncover and create opportunities. Success in today’s job market belongs to those willing to play a different game than the one presented to us. Those who adapt, innovate, and take charge of their career trajectories with confidence and intentionality will create better results for themselves.

Mastering Networking: Forging Your Own Career Opportunities to Create the Future You Deserve

Bestselling Author of: The Cultural Business Leader: Sustaining People, Attaining Results. Winner of Axiom Business Book Awards 2025. 

"Behaviors Form Culture, Leading to Results."

Coming in 2025: Mastering Networking: Forging Your Own Career Opportunities to Create the Future You Deserve.

Author

Axiom Business Book of the Year 2025 - Gold Medalist, Sales. 
The Cultural Sales Leader is about sales leadership, creating a performance culture, and followership. It is about creating a vision and then building an organization and approach which will make that vision a reality. It’s about building a people-first culture that is bound to the mission you have set out and it is about thinking beyond the present to where you
want to be as an organization in three to five years’ time.

This book is for anyone interested in business, sales, sales leadership, or organizational culture building—no matter the level of experience or seniority. It contains the templates and approaches to help you shape the way you identify, create, analyze, and execute on your people-first strategy, while bringing the entire organization along with you to attain
sustainable, transformational results.

The author outlines a layering process to becoming an expert in your business and identifying the key growth areas to allow you to get beyond the pure focus of your current financial year. It is about how you build a growth engine. The pathway to achieving this most effectively is through your people and culture. Get the people element right and the results will come….

The Cultural Sales Leader: Sustaining People, Attaining Results

Tigerhall

As a ‘Thinkfluencer’ for Tigerhall I’m contributing insights into leadership, sales and transformative mission led culture building. 

Find my Tigerhall profile here; Explore Richard Cogswell's professional insights on Tigerhall! https://app.tigerhall.com/profile/2edf7cbf-f4c0-4cf7-89ff-f9604ec46125

Thinkfluencer

CEOWORLD magazine

Find my articles on CEOWORLD Magazine
Author profile; 
https://ceoworld.biz/author/richard-cogswell/#google_vignette

Executive Council Member =

PayDocker

Leveraging blockchain to solve for B2B cross border frictions in the Travel supply chain. 
- Cross border payments 
- Closed loop payments 
- Supply chain solutions and Cash Management

Commercial Director APAC

Nium

My role at Nium is to develop new business opportunity within the APAC and ME regions focused around our B2B Accounts Payable Virtual Credit Card issuance, (VCC,) core Pay In, Pay Out and Card Issuance capabilities. Enterprise B2B Payments, Accounts Payable, Virtual Credit Cards, Efficient Payments Processes.

•	First hire in APAC building a B2B Travel Payments Business focusing on Virtual Credit Card (VCC) payments & acceptance to Hotels & Airlines 
•	Built a direct business from scratch to US$1bn Total Transactional Volume
•	Directly signed numerous $100m + clients.
•	2022 winner of “Simply better together” award for collaborative selling and team building. 
•	Running Commercial Strategy & Customer approaches across APAC for NIUM Travel’s VCC Business 
•	Building out go to market approach and team in ME, SEA, HK/China, Japan & ANZ
•	Key role in determining and aligning product & license priorities for the APAC region
•	Owning card scheme relationships for APAC – MasterCard, VISA and UATP 
•	Hiring a team within Singapore’s 1st Fintech Unicorn

Vice President Business Development APAC & ME

Commercial General Manager, leading sales and support functions across EMEA & APAC for WEX Corporate Payments.

Products & Services; Virtual Credit Card, B2B Accounts Payable, Merchant of Record, Bank Transfer.

Achievements; Reset APAC team, created commercial agenda focus and culture. Trebled the business in under 3 years to US$3bn TTV. Grew a customer obsessed winning culture. Built APAC & ME go-to-market plan. Contributed to Roadmap. 

Builder of winning teams - Behaviours => Culture => Results

General Manager (EMEA/APAC)

Leading the WEX commercial function across APAC partnering our customers for all things payments related. 

At WEX we are re-inventing the way payments serve you, no matter the industry or the continent. Our unique team of experts is focused on building simple, easy-to-use solutions tailored to helping your business win. Efficiencies, cost savings and reduction of risk to create lasting growth & opportunity.

General Management of APAC region.  
Commercial Leader - Created new culture and results focused commercial agenda. Doubled size of business in under 2 years. 
Entrepreneurial leader of new revenue initiatives.

Commercial Director APAC 

WellteQ

Singaporean Insurtech Startup | Corporate Wellness | Employee Engagement | Integrated Wearables | Employee Data Analytics | Mobile | Digital | App

•	Advised on & executed go to market approach for WellteQ in APAC
•	Set up sales processes, sales collateral, pricing, reporting & sales cadence
•	Delivered analysis, SWOT & recommendations for leadership team

Regional Sales Director

Ballr.com

Head of Partnerships

Randstad Singapore

Leading Regional Global Key Client Team in APAC. Custodian Creator & Champion of new strategic consultative sales approach. Focus on industries of expertise; Banking, FinTech & IT industries 

•	Developing and uncovering new revenue opportunities in Global Key Accounts and Regional Business Development targets
•	Developing approaches to new and existing accounts across Banking, Finance, IT, CPE & Retail, representing some $65mio in revenue
•	APJ Regional Key Account Leadership of Dell, Bayer, Ebay, Cisco and many others
•	Development of ‘TTA’ Total Talent Architecture, a strategic challenger sale approach to developing sales opportunities strategically in order to differentiate and uncover new cross department sales opportunity/revenue
•	Mentoring, developing and coaching Sales teams within country operations to ‘elevate’ client approaches 
•	Developing solutions and sales approaches; providing training, mentoring and thought leadership
•	Supporting and developing reporting and business insights derived from Salesforce.com implementation
•	Created and ran Sales Training Courses (Challenger & Solution Selling, Client Research, Public Speaking)

Global Client Solutions Director - APAC - Key Accounts, SaaS Software & Business process outsourcing

B2B Payments Expert | People First Leader | Builder of Winning Cultures | General Manager | Commercial Leader | Turnaround Specialist | Award Winning Best Selling Author | eInvoicing | Card Issuance | Coach & Mentor

Global payments expert with extensive B2B domestic and cross border payments expertise, including eInvoicing, eBilling and card issuance. A career spent at the nexus of Payments, Data and Technology. 

WEX, Finastra, Bottomline, Barclays, Nium. Deep networks at both Visa and Mastercard. Extensive Banking, Payments & Fintech experience.

Sales team leadership and turnaround specialist. Creator of well aligned, winning go-to-market strategies. Key Account & New Business professional with strong commercial acumen & awareness delivered through P&L management with consistent delivery against set targets. Passionately focused on underpinning client success & strategy through tailored, co-authored solutions. Experienced culture and go to market builder. Skilled in hiring, motivating and guiding cross functional teams. Experienced networker & social seller. Proven in leading diverse & multi-cultural teams. Over 15 year’s experience of APAC markets. 

Award winning, best selling author; “The Cultural Sales Leader; Sustaining People, Attaining Results, and coming soon in 2025, "Mastering Networking: Forging Your Own Career Opportunities to Create the Future You Deserve. Winner of the Axiom Business Book Awards 2025. 

Proven in leading diverse & multi cultural teams delivering exceptional results through driving performance of direct & indirect reports, teams and partners. Multi-national & Start-up experience. 

Specialities:
•	Can build and execute directly on go-to-market plans - a sales practitioner at heart.
•	B2B Enterprise Payments & eInvoicing experience. 
•	Sales leader, consultant & advisor. 
•	Client centric specialist practitioner of solution, challenger, strategic selling approaches.
•	Enterprise level solution specialist – Effective when working with cross functional teams to service clients.
•	Key Account Management & Development of strategic partnerships.
•	Sales Team Management, Motivation & Development to achieve exceptional performance.
•	Coach & mentor - Highly effective at transforming sales environments.
•	Articulate, confident and persuasive communicator & public speaker.
•	Strong networker, global experience, culturally aware, worked across all APJ countries for over 15 years.
•	Created and ran Sales Training at Fundtech/DHL/Randstad (Sales, Cold Calling, How to Differentiate, Solution, Challenger & Value Sales, Social Selling & Client Research, Public Speaking & Presenting.

Richard Cogswell

Last weekend was special. Travel & Payments held their first Payments Network Offsite in wonderful Bangkok, and I had the privilege of delivering a #Keynote to the 40+ payments professionals drawn from our rich ecosystem. 

I always enjoy delivering keynotes to groups who are connected by purpose, but don’t necessarily know each other well. Together we explored themes that  many people quietly postpone or even avoid:

💡Networking.
💡Self-promotion.
💡Owning your relationship with “sales.”
💡Cross functional alignment in the pursuit of a well co-ordinated and aligned go-to-market plan. (Let's be honest, how many companies have we worked for with zero sense of a GTM plan at all?) 

What struck me was how many people; brilliant operators, technologists, product leaders, finance experts, openly identified as introverts, or admitted they have a tension with the idea of networking or “selling themselves.”

So we tested a simple idea:

👉 Networking works best when it’s authentically human, not rehearsed.
To prove it, we ran a 5-minute free-talk exercise. No job titles, no “where are you from?” "who do you work for?" no transactional interrogation. Just two people asking better questions and listening for the human behind the business card. The “music of the room” was unmistakable, energy, laughter, curiosity, and genuine discovery. Those conversations continued long after the keynote, and into the rest of the retreat. That’s networking at its best creating, sustained, meaningful connection.

From the feedback I received topics which resonated most strongly:

⭐ “Everyone is in sales.” Sales as service. Sales as helping, influencing outcomes, creating clarity, and building trust, regardless of your function.
⭐ “Networking is a life skill, not an event.” It should not be something we only activate when job hunting for example. It’s how we build ecosystems, cultures, and opportunities, for ourselves and for others.
⭐ “Authenticity and Curiosity always wins.” Most networking anxiety stems from thinking you must perform. In reality, you just need to be curious, ask real questions, and listen. The group proved it, when people drop the transactional scripts, connection is faster, deeper, and with that opportunity expands. 

I left energised and grateful for the engagement in the room, and for the personal stories people shared about overcoming hesitation and finding confidence in how they show up. Thanks to everyone who leaned in and thanks to Travel&Payments for the opportunity 🙌

If any of these topics resonate for your organization or next company meeting, drop me a DM! 

#MasteringNetworking
#TheCulturalSalesLeader
#Travel #Payments

Thank you so much to #TravelandPayments for
trusting me with your #Keynote session, it was so much fun and produced so many #Networking and collaborative moments. 

- Networking is a life skill, not an event 
- Networking is the business form of curiosity
- The impulse should be to help others be more successful and to dig the well before you thirst

Because when we do this, in our teams, in our companies, within our industry, and for ourselves; 

- We don’t just move money
- We move people
- We move possibilities 
- We move the world forward. 

#MasteringNetworking

We network all the time, but how often do we realise that it's much more than asking "so, what do you do?"

That’s exactly what Richard Cogswell, the best-selling, award-winning author of books “Mastering Networking” and “The Cultural Sales Leader”, spoke about at the Bangkok Payments Retreat.

Day 2 started off with his keynote, where he reminded us of something simple but powerful: people first, technology second.

Because at the end of the day, human behaviour and connection are what open up new opportunities, chances to learn, grow, and work better together.

But honestly, most of us don’t really know how to connect.

Networking feels awkward.

Self-promotion feels uncomfortable.

And teams often end up misaligned because people aren’t truly connected.

That’s why Richard Cogswell said networking shouldn’t feel like a performance or an event that you “prepare for.” It works best when it flows naturally, when it’s curiosity-driven, easy, and simply human.

To show us what he meant, he gave us the 5-minute free-talk activity:

Just walk up to anyone in the room and talk about anything, no prompts, no scripts, and definitely no “Where do you work?” or “What’s your job title?”

And honestly… that’s exactly what networking should be. People having real conversations, like actual humans.

Those five minutes became the highlight of the session.

We loved how we got to know people beyond their job titles, and how quickly the room went from quiet to full of stories, laughter, and curiosity.

That’s the kind of networking he wanted us to experience. Simple, human, and actually enjoyable.

We’re grateful for the clarity and warmth he brought to the room.

More retreat highlights coming soon. Follow us and stay tuned!

Vishal Mehta Chee (SheueChee) Beh Janet Tan Arvin Singh Shobhit Mehra Divyank Jain Grace Wu Jinnee Lim Kennie Ong Joshua San Arun Pandey Nopavan (Jue) Vivatanaprasert Peter S Pornprayuth Charles Wang, MBA. Dianyi Zhu Debbie Wong Brian Clark Akshat Madhogaria Livia Ang Xander Hastings Sirirat Thiengtham Panita Prasongkij Avi Ben-Galil Richard Healy Ms Nan @maduri @kimkim @zhe liu

#paymentsretreat #bangkok #travelandpayments

The recent #Newsweek report on Goldman Sachs cautioning employees about potential mass layoffs is another reminder of a truth too many professionals still underestimate:

👉 Your career is far more vulnerable than you think if you rely solely on the traditional job market.

If we are to enter a period where:

- Companies are tightening headcount due to downturns 

- “Restructuring” is becoming a corporate reflex

- AI is accelerating role consolidation

- And opportunities are often filled long before they’re advertised

And your strategy if layoffs hit is to start applying online, you’re already in trouble. Here’s how to proactively build your brand for #Networking visibility to proactively create opportunity for yourself:

1️⃣ Build your visibility — not as a job seeker, but as a value creator. Comment, post, share insight. Become known before you need to be remembered. Become known for what you know and the value you can bring. 

2️⃣ Invest in relationships when you’re safe, not scared. Most people wait until the letter lands. The strongest networks are built years before that.

3️⃣ Get comfortable with self-promotion (the authentic kind.) It’s not about bragging. It’s about helping others understand the problems you can solve.

4️⃣ Bypass the black hole of online applications
The return rate is shrinking. The referral rate is skyrocketing on the other hand. 

5️⃣ Create your own opportunities. Almost every major move in my career and many I’ve coached others through happened outside the formal recruitment process.

#MasteringNetworking

Leading Consultant in Workforce Development & Skills Policy

Singapore is about to catch a cold. And "SkillsFuture" won't cure this one.

Too many people in the CBD are sleeping on the news coming out of the US this morning.

Goldman Sachs just reported that mass layoff warnings (WARN notices) in the US have hit a near-decade high. Why should a Singaporean care?

Because when US HQs panic, the "Regional Hub" gets hit 60 days later.

We need to stop pretending that Asia’s growth story protects us. The "Low Hire, Low Fire" safety net is gone. We are entering a "No Hire, Mass Fire" cycle, and Singapore is dangerously exposed.

The uncomfortable truth no one brings up at the town hall:

* We are the "High Cost" Center. 
When a US Boardroom decides to cut 15% of OPEX to appease Wall Street, they don’t look at the cheap labor markets first. They look at the expensive ones. Singapore is one of the most expensive places in the world to employ talent. We are first on the chopping block, not last.

* The "Lag" Effect.
These US WARN notices are a 2-month leading indicator. That means the retrenchment emails hitting US inboxes today will hit Changi Business Park and Marina Bay Financial Centre in January 2026 - right before CNY.

* The AI Reality Check. 
The report explicitly states 50% of tech cuts are now linked to AI. We pride ourselves on being a "Smart Nation", but we are training the very algorithms that are being used to justify our own redundancy.

To the Regional VPs:
Stop telling your teams "We are insulated because APAC is a growth engine." If your headcount budget comes from San Francisco or New York, you aren't insulated. You're just in the queue.

To the Talent:
The "Iron Rice Bowl" of the MNC career is shattered. If you are banking on your loyalty or your 2024 performance review to save you, you are playing a dangerous game.

The US just rang the alarm bell. Don’t wait until you’re carrying a cardboard box out of the office to hear it.

Open article: Mass layoff warnings climb to highest level in nearly a decade by newsweek.com

Mass layoff warnings climb to highest level in nearly a decade - Newsweek featured image

Mass layoff warnings climb to highest level in nearly a decade

Fantastic speaker, fantastic subject - looking forwards to the insights! iOL sits in the flow of massive volumes in this space Faisal Memon will offer both insights and solutions!  

#Travel
#Payments

💡 Our Founder & CEO, Faisal Memon, will be a keynote speaker at the HSMAI  Commercial Strategy Conference MEA next week.

On Wed 26 Nov, 3:30–3:55 pm, he’ll share insights into “The Hidden Cost of Hospitality Payments” and why payment flows should enhance the guest experience and hotel profitability, while reducing manual work and unnecessary fees.

The session will be followed by a short Q&A.

Register here: https://lnkd.in/d83Z_hUM

Thank you so much Siddharth Addy amazing to meet you also! 

Was super fun to deliver a #keynote 🎤to such a diverse yet connected group of #Payments professionals!

Congrats to #TravelandPayments too for such a successful event! Here’s to 2026!

Legal Counsel @ Travel & Payments | Data Privacy, Contracts, Due Diligence| IIT Kharagpur

What an incredible experience at the Bangkok Payments Retreat! 🇹🇭✨

It was more than just an industry gathering; it was a masterclass in connection, learning, and the future of payments.

One of the biggest highlights was Richard Cogswell's exceptional session on building a winning sales culture and mastering the art of networking. He reminded us of the importance of  genuine relationships and the importance of "digging the well before you need it"

We also dove into high-energy debates led by Chee (SheueChee) Beh, who turned a classic HBS case study into a full-blown payments strategy showdown. There were strong opinions, sharp insights, and more than a few hilarious battle-scar stories.
Another exciting moment was getting a first look at PEM, the world’s first marketplace built exclusively for payments expertise, a platform where anyone can tap into real payment experts and nuanced insights instantly. Can’t wait to see how this evolves and transforms how the ecosystem learns and collaborates.
It was also lovely meeting Arvin Singh and learning about his journey & his jolly energy truly sparkled throughout the event.
Beyond this, the retreat was filled with amazing conversations, new friendships, and an unforgettable Thai culinary journey. Grateful for every moment.

A huge thank you to Vishal Mehta and Chee (SheueChee) Beh for the opportunity and for curating such an enriching experience.
More power to Travel & Payments — onwards and upwards! 🚀

Thank you Jinnee Lim and thank you @TravelandPayments fabulous offsite with many connections and leanings! #Travel #Payments

Helping scale-ups & SMEs make smarter decisions -> Strategic Advisory | Strategy & Growth | Business Transformation

How do you bring together 40+ people who barely know each other and somehow create a retreat that checks the box on Fun 👯, Learning 💡, and Real Connections 🖇️? Take a page from Travel & Payments’ playbook.

The inaugural Payments Retreat 2025 in Bangkok last weekend was honestly one of the best run events I’ve ever attended. With people from all corners of the payments ecosystem coming from Southeast Asia, India, China, Korea, Australia, UK and US, T&P managed to make the retreat feel intimate and energising.

What worked?
𝗔 𝗸𝗲𝘆𝗻𝗼𝘁𝗲 𝘁𝗵𝗮𝘁’𝘀 𝗻𝗼𝘁 𝗳𝗹𝘂𝗳𝗳 -> Richard Cogswell delivered a masterclass on building winning sales culture and mastering networking because. As he said, “𝘌𝘷𝘦𝘳𝘺𝘰𝘯𝘦 𝘪𝘴 𝘪𝘯 𝘴𝘢𝘭𝘦𝘴” and “𝘕𝘦𝘵𝘸𝘰𝘳𝘬𝘪𝘯𝘨 𝘪𝘴 𝘢 𝘭𝘪𝘧𝘦 𝘴𝘬𝘪𝘭𝘭, 𝘯𝘰𝘵 𝘢𝘯 𝘦𝘷𝘦𝘯𝘵”.

𝗜𝗻𝘁𝗲𝗿𝗮𝗰𝘁𝗶𝘃𝗲 𝗱𝗲𝗯𝗮𝘁𝗲𝘀 𝘁𝗵𝗮𝘁 𝗴𝗼𝘁 𝗽𝗲𝗼𝗽𝗹𝗲 𝘁𝗵𝗶𝗻𝗸𝗶𝗻𝗴 (𝗵𝗮𝗿𝗱) -> Chee (SheueChee) Beh turned a HBS case study into a lively payments strategy showdown. Lots of “Aha” moments, strong opinions and hilarious battle scar stories. Apparently, nothing divides a room of payment experts faster than stablecoins and payment orchestrators.

𝗔 “𝗺𝗶𝗻𝗱𝗹𝗲𝘀𝘀” 𝗴𝗮𝗺𝗲 𝘁𝗵𝗮𝘁 𝘄𝗮𝘀𝗻’𝘁 𝗺𝗶𝗻𝗱𝗹𝗲𝘀𝘀 𝗮𝘁 𝗮𝗹𝗹 -> Who knew bingo could be this fun? Gamemaster Shobhit Mehra turned up a notch and made a classic game full-on entertainment experience with payment twists. Quite a few folks got competitive to win the mysterious “box” prizes courtesy of BoxPay.

𝗔 𝘄𝗶𝗻𝗱𝗼𝘄 𝗶𝗻𝘁𝗼 𝘁𝗵𝗲 𝗙𝘂𝘁𝘂𝗿𝗲 𝗼𝗳 𝗪𝗼𝗿𝗸 -> Grateful for the opportunity to share my thoughts as part of the panel, alongside Vishal Mehta, Arvin Singh, Grace Wu and Divyank Jain, talking about what it really takes to build and thrive in fractional careers.

𝗦𝗻𝗲𝗮𝗸 𝗽𝗲𝗮𝗸 𝗶𝗻𝘁𝗼 𝗣𝗮𝘆𝗺𝗲𝗻𝘁𝘀 𝗘𝘅𝗽𝗲𝗿𝘁 𝗠𝗮𝗿𝗸𝗲𝘁𝗽𝗹𝗮𝗰𝗲 (𝗣𝗘𝗠) -> A first look at PEM, the world’s first marketplace built exclusively for payments expertise, enabling users to tap into insights and payment experts quickly. Excited to see where this platform goes.

Brilliant effort to the organizing team for the hard work put into the retreat, from logistics to personalized T-shirts, to the small touches that made everyone feel included. You’ve set a new bar for what a community event should feel like. 

See you in 2026!

#payments #fintech #strategicadvisory #fractionalleadership

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