Commercial Director: First 90 Days & 12-Month Vision
Braden Lang
Welcome. I'm excited to discuss the Commercial Director opportunity at Schrole Develop. This presentation outlines my proposed priorities for the first 90 days and a vision for success over the initial 12 months.
Context Snapshot: Schrole Develop
Schrole Develop is an established training provider with deep expertise, particularly in mining-sector training, now strategically positioned for growth under TES Global. The 17+ year partnership with Rio Tinto and a history of delivering accredited on-the-job training courses since 2007 demonstrate strong credibility. This heritage also highlights an urgent strategic imperative: the diversification of both product offerings and the customer base to ensure sustainable, robust growth.
Current State & Key Challenges
Heavy Client Concentration
Approximately 90% of Schrole Develop’s training revenue is derived from Rio Tinto. While this long-term relationship signifies high standards and trust, it presents a significant business risk due to over-reliance on a single customer. Any cutbacks or changes in Rio Tinto's strategy could dramatically impact revenues.
Narrow Product Portfolio
Current offerings include high-quality, contextualized accredited programs like Certificate IV in Training & Assessment, Leadership & Management, and mining safety supervisor courses. These are largely tailored to the mining sector, indicating substantial room for growth by expanding into new course areas and industry sectors.
Illustrative: Revenue Contribution
Strong Operational Foundation
Operationally, Schrole Develop is sound, possessing "strong operational foundations but limited commercial infrastructure." The core delivery team (3 in-house trainers, ~6 contract trainers) and compliance staff ensure quality training delivery, evidenced by high completion rates and rigorous standards. However, dedicated sales and marketing capabilities have been minimal – a key gap this role will fill.
Support from TES Global
As a TES Global company, Schrole Develop now has access to greater resources, technology, and a broader network. TES’s platform connects with over 19,000 schools worldwide, indicating strong backing and opportunities for collaboration and growth beyond the traditional client base.
First 90 Days: Key Priorities
1. Immediate Goal – Diversify Revenue Streams & Reduce Client Concentration Risk
Initiate targeted business development to win new clients in new sectors, while meticulously maintaining Rio Tinto’s satisfaction. This involves balancing new sales efforts with exceptional account management for our cornerstone client.
2. Stakeholder Engagement (Month 1)
Conduct thorough meetings:
- Internally: Schrole Develop team, key TES stakeholders (Max, Rod, Marketing, Tech) for alignment and resource mapping.
- Externally: Rio Tinto training leads (reassurance of continued excellence), and introductory meetings with prospective clients in new sectors. Gather feedback to inform quick wins.
3. Market Analysis & Target Segments (By Day 90)
Initiate a rapid market scan of WA: adjacent sectors like infrastructure, construction, energy/utilities, and government. Leverage Schrole’s experience with WA Police and Border Force. Aim for a clear list of target industries and a pipeline of at least a few qualified leads in each.
4. Team Alignment & Commercial Infrastructure Setup
Rally the team around a growth vision. Establish regular sales meetings, introduce a simple CRM process for pipeline tracking, and align with the RTO Manager on capacity planning. Build basic sales infrastructure and cultivate a commercial mindset early.
5. Quick Wins (Within 90 Days)
Identify "low-hanging fruit": follow up on dormant contacts or past clients (e.g., BHP, Fortescue). Leverage TES’s network for introductions. Aim for a small pilot project from a new client in Q1 as a proof-of-concept.
Product & Course Diversification Strategy
Assess Current Offerings & RTO Scope
- Undertake a portfolio review of Schrole’s existing courses and full RTO scope (TAE, BSB, WHS, RII etc.).
- Identify high-demand skills or qualifications on scope that can be quickly activated or broadened to serve new sectors.
New Course Development & Contextualization
- Propose developing/acquiring additional accredited courses aligned with growth industries (e.g., project management for infrastructure, digital skills for mining tech, renewable energy safety).
- Maintain Schrole’s hallmark of contextualizing training to each client’s specific workplace and industry needs – a key differentiator.
Blended Learning, Innovation & TES Synergy
- Introduce plans to modernize delivery: explore blended learning models (online theory via aXcelerate LMS + high-contact practical sessions) to improve scalability and accessibility.
- Investigate synergy with TES’s existing platforms and content (e.g., Tes Institute). Adapt leadership/assessment courses for broader audiences or use TES expertise for new e-learning materials.
- Align product development with TES’s vision of delivering world-class, tech-enabled educational solutions.
Customer Diversification Strategy
Expand Mining & Resources Client Base
Target other major miners (BHP, Fortescue, etc.) and large contractors. Leverage Schrole’s Tier-1 track record and remote delivery capability. Aim to re-engage and showcase premium outcomes to at least one new major mining client within 90 days.
Target Infrastructure & Utilities
Pursue opportunities in major infrastructure projects and utility companies. Leverage Schrole’s credibility in high-compliance environments (e.g., Western Power, Horizon Power). Develop sector-specific value propositions (safety leadership, technical upskilling). Engage industry associations.
Engage Government and Public Sector
Build on experience with WA Police and Border Force. Pursue government tenders for vocational training (leadership, compliance). Highlight Schrole’s compliance record and custom approach.
Explore Selective International Markets
With TES’s global footprint, consider targeted international expansion. Leverage Schrole’s proven capability in delivering training in diverse countries (Asia, Africa). Identify 1-2 initial international opportunities (e.g., mining in SE Asia, leveraging TES school connections for PD).
Implement Robust Client Relationship Management (CRM)
Diversification will be supported by exceptional account management for all clients. Implement structured client feedback loops and account review processes. Ensure Rio Tinto remains a satisfied reference client, leveraging their success story to win new business.
Conceptual: Target Customer Mix by Year 1
Vision of Success at 12 Months
Diversified Revenue
>10% YoY Growth
Rio Tinto reliance reduced (e.g., to ~50%)
New Major Clients
2-3+ Secured
Each >$50k/year contribution
Expanded Course Portfolio
2-3 New Courses
Launched or in successful pilot
Strategic Impact:
- Stronger Market Position: Schrole Develop recognized as a leading vocational training provider in target niches, not just "Rio Tinto’s RTO." Higher profile through case studies, conference presence.
- Effective TES Integration: Clear synergies realized. Leveraging TES technology and network for improved delivery and reach. Schrole contributing to TES's broader educational solutions.
- Foundation for Scalable Growth: Robust commercial engine established (sales processes, marketing collateral, CRM data). Poised for accelerated growth in Years 2-3.
- KPI Dashboard Active: Tracking new client acquisitions, repeat business, revenue diversification, course completion rates (>95%), and customer satisfaction, all showing positive trends.
Conclusion & Commitment
My focus in the first 90 days will be on executing quick wins and establishing the foundations for diversification. By 12 months, the vision is a transformed Schrole Develop with a broader product suite, a more diverse client base, and clear alignment with TES Global’s growth objectives.
I thrive in building businesses and have a proven track record of driving growth and successful turnarounds in the vocational training sector. I am confident that with my leadership, the team’s expertise, and TES Global's support, these ambitious yet realistic goals are achievable.
Thank You
I welcome your questions and further discussion on how we can make this vision a reality.