Experience

Dell Hines

Business Consultant, Strategic Sourcing and Procurement

 

Successful at improving corporate purchasing operations, structuring and negotiating competitive purchase arrangements, and collaborating with business partners to bring new products/services to market

 

Axiom Capital Services, Inc. (Greenwich, CT)

Founder & Managing Director

2006 - Present    

      

Launched Axiom in response to clients (at XM Radio) who requested I advise them as an independent consultant. Helped XM transform their procurement function. Subsequently, organized a network of delivery resources to help serve clients, including: a pool of procurement specialists available to fill clients’ personnel vacancies; pre-screened marketing and IT providers to introduce qualified, low-cost solution alternatives; and financing sources with $30 billion of funding capacity. Also diversified Axiom's client-base into the mid-market:  

 

Private Holding Company (’08 – '10): A special purpose entity formed to acquire 114 retail properties (sales of $460 million) from a global oil company had difficulty raising cost-effective acquisition financing (due to the credit crisis). Working with the CFO, Axiom implemented a competitive sourcing process to identify alternative lenders with greater appetite for the investment story. Also planned a new shared service organization to reduce purchasing costs post-acquisition.

 

  • Result: Attracted the interest of an institutional lender and secured a $175 million private placement commitment...which over 5 years will reduce cost of capital by $51 million…Also identified $7.6 million in purchasing savings. Slated to implement the purchasing plan after acquisition closing.

 

IT Services Company (’09 – ’09): a $20 million provider of IT Services to the Federal Government won a contract increasing its sales to $30 million. The company sought a $10 million facility to finance its accounts receivable. An existing lender proposed a facility with a capital cost of 18%. Working with the CEO and CFO, I secured competitive proposals at costs of 14% and 11.25%, respectively.

 

  • Result: savings of $675,000, based on the lower cost alternative.

 

New Business Development for Axiom Capital Services (’09 – ‘10): Financial market turmoil and the ensuing credit crisis drove a lack of credit and high financing costs for mid-market companies. Recognizing the market opportunity, put in place partnerships with alternative financing sources with $30 billion of lending capacity and a willingness to selectively lend despite the financing environment. As a sales channel, incorporated the lenders’ products into Axiom’s offering portfolio…enabling the lenders to grow their market share, while enabling Axiom to capture new revenue streams.

 

Results:

 

  • Grew financing pipeline from $0 to $440 million during the first quarter of product launch
  • Secured lending commitments totaling $418 million by the fourth quarter

 

XM Satellite Radio (’07 – ’08): This then 6-year old Satellite Radio operator had grown to $1 billion in sales; yet was losing money. Building on my prior work at CGI to save XM $7 million, I was retained by the CFO to upgrade the procurement function to better support the business.

 

Results:

 

  • Analyzed spending and performance metrics revealing opportunities to reduce the number of vendors by 60% and cut purchasing and equipment leasing cost by $35 million.

 

  • Enabled the function to manage its $1.2 billion of spend with a team of 15–half the recommended size for that level of spend–by implementing a new procurement operating model and systems, and recruiting key personnel.

 

  • Captured the savings by leading cross-functional teams in renegotiating pricing for marketing services, IT, satellite systems, shipping, office products, equipment leasing, and staffing services.

 

  • Developed a procurement-related M&A integration plan for the eventual merger with Sirius. Identified $58 million of additional savings opportunities for the combined company. 

 

  • Due to success negotiating market contracts, was invited by the chief marketing officer to sit on the new product introduction team...a first for XM procurement. Evaluated partnership proposals for the “XM Inside” strategy to deliver XM content over the iPhone.

 

CGI Group, Inc. (New York, NY)

(2006) Senior Director, Consulting Services (Partner) Promoted in ‘06

(2005) Director, Consulting

2005 – 2007    

 

Recruited into CGI’s Spend Management Solutions practice (SMS), a $19 million, 100-person division of CGI, a $3 billion Canadian IT Services company. Led consulting projects at XM Satellite Radio (‘05 – ’07). Worked with the new procurement director to lead a team (of 4) in implementing a strategic sourcing program for POS displays, telecom, printing, IT, and call center services.

 

  • Result: Delivered savings of $7M…and identified process/systems improvements. Became a trusted resource to XM’s procurement director and their SVP of supply chain. As result, increased account revenue from $400 thousand to $1.6 million, providing revenue lift of 8% to SMS. Consequently, promoted to the SMS leadership team, and invited by the client to advise them as an independent consultant. Upon announcing my intention to leave CGI, was offered a retention package involving another promotion and broader leadership responsibility to run the (U.S.) SMS practice.

 

Accenture (New York, NY)

Senior Manager (promoted in ’02)

Manager

2002 – 2005

                                         

Rejoined this $20 billion consulting firm after returning from a 1-year leave to launch a start-up. As a manager, led a US team (of 4)–as part of a global business development effort–to commercialize a first of its kind solution to offshore and run Deutsche Bank’s global procurement and accounts payable functions. Played a key role in selling the solution–a $250 million 7-year service arrangement. Was promoted as result.

 

As a senior manager, led a project team (of 20) to transform KeySpan Energy’s strategic sourcing function (’03–’05).

 

  • Result: $11 million of cost savings (during a period of rising inflation)…by renegotiating purchase contracts for MRO, temporary labor, IT, leasing services, and collection services.

 

At Rogers Communications (‘05), renegotiated contracts for marketing and printing services and helped the CPO redesign the procurement function to support the company’s M&A strategy.

 

  • Result: cost savings of $2.5 million and secured board approval to double purchasing headcount to 70.

 

Enginica (London, UK and Dubai, UAE)

Procurement Outsourcing Advisor / Interim COO / Board Member

2001 – 2002

 

Took a paid leave from Accenture to launch a start-up to manage the procurement spend for a consortium of mid-market construction companies. Raised $250 thousand of financing, launched the company, and hired key personnel.

 

Accenture (Palo Alto, CA)

Manager

1997 – 2001

                                                                                                                     

Recruited into the firm’s eBusiness R&D Center. Became a specialist in building procurement services companies. Developed the operating model to launch Quadrem, the metals and mining industry emarketplace–one of the few to survive the dot-com era. Invited to share my point of view with clients globally including Swiss-Com, Telstra, Goldman Sachs, Fininvest, and Citigroup. Led an eProcurement system implementation team (of 5) at Eastman Chemical, and achieved savings of $21 million on spend of $422 million.

 

Prior

 

Began my career at 3M, a leading “training ground” for innovation professionals. As a manufacturing improvement engineer (’91), reengineered plant operations for adhesive tapes, industrial abrasives, packaging, and medical devices. Promoted to advanced manufacturing engineer responsible for medical device production (’93). Delivered $1.2 million in sourcing and operating cost savings. Left 3M to attend business school. Subsequently managed a manufacturing program at Jabil Circuit (’96 – ’97).

                                   

PERSONAL:    

 

Born in 1969    Married, 2 children

 

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