EXPERIENCE

Major Bid Managment - Nawras, Oman

Nawras, part of the Qtel Group, is a highly succesful 2/3G operator in Oman and is imlementing a new fixed network operation. Support was needed for a major bid for a replacement wireless network to support the national oil and gas production industry. Vitosha Consultants were engaged to manage the Comany's resources for the production of a tender involving a 2/3G, WiMAX and fixed network overlay for 55,000 square kilometres of production area in the most hostile of climatic conditions, and a potential value of $100 million+. Nawras was rated first out of twleve biddders in the technical evaluation of the tender.

Subsequently we managed bids for a number of similar initiatives, using an optimised mix of both fixed and mobile communications.

Subsequently we oversaw the start-up phase for a nationwide Wi-Fi network using IEE802.11n technology, as well as taking responsibility during the incubation phase for structured wiring projects in major new building complexes, as well as greenfield new city developments.

Chairman of the Board - TransTelecom Ltd Bulgaria

We were engaged to provide services to TransTelecom in a Board Chair role. TransTelecom is the leading provider of IEE 802.16e WiMAX services in Bulgaria, in addition to being an alternate fixed-line operator.  A business turnround solution was implemented involving company restructuring, change out of staff and negotiations of new supply contracts. A nationwide WiMAX footprint has been established and encouraging sales achieved. The company has been rebranded as "10ne". The Company was one of the first in Europe to bring WiMAX USB devices to the market, and ane of the first to commission a working ASN gateway complete with handoffs.

The company became the most attractive WiMAX business in Bulgaria as an acquisition target, and a strategic partner was succesfully introduced into the Company.

Director of Operations – Max Telecom Ltd Bulgaria

Management services have been provided into a start-up broadband wireless (WiMAX) company as follows:
• Assistance during licence acquisition process
• Recruitment of key start-up staff
• Negotiations with equipment suppliers for a 20 million € telecommunications infrastructure project
• Technical, financial and market planning

Director Wireless Division Bulgarian Telecommunications Company

• Responsible for a Group of 1,300 staff managing the national microwave, TV and radio broadcasting networks, together with a collocation business for other telecommunications operators.
• Downsized the operation by some 40%, including taking on the responsibilities of GSM and CDMA450 build out.
• Prime responsibility to oversee the roll-out of the 3rd GSM network in Bulgaria, which was Europe’s first NGN softswitch GSM using Huawei core and radio (60% of radio part) and Ericsson (40% radio part). Negotiated a highly attractive commercial deal for 3 MSC/Servers. 4 Media gateways, 10 BSCs and 800 RBS with some 4000SM/GPRS channels, plus in addition EDGE capability at every site for just some 30 million Euro. Negotiated service platforms in addition and organised hosted roaming. Recruited and trained local staff, established, commissioned the core, service platforms and the first 200 RBS in just 3 months. Contract value of some 60 million €.

Chief Executive Officer Macedonskii Telecom (FYROM), reporting to controlling owners Matav/Deutsche Telecom Group.

• Bottom line responsibility for a company of 3,700 employees with a turnover approaching 300 million Euro annually – and growing – with an anticipated EBITDA in 2002 of 160 million Euro.
• Reorganised Company products and services along the DT 4 pillars structure of Fixed (nearly 600,000 customers), Mobile (some 350,000 customers), Internet Service Provision and Business Solutions.
• Assumed control of the Company from pre-privatisation regime, and put in place management regime and structure which allowed the strategic owner to assume control over all activities.
• Took leading personal role in moving the company into a commercial operation to face telecoms liberalisation due shortly. Moved forward tariff rebalancing, controlled commercial negotiations with other operators and the regulatory authority. In particular took personal initiatives to initiate strategic projects such as the new business support system (billing and administration system), the accounting system, and establishment of customer facing agencies such as customer care and the provision of a modern call centre – all focussed towards a brand relaunch in 2003.
• Instituted new retail operations.
• Established new Collective Agreement with the Trade Union, and put in place downsizing and modern incentive schemes.
• Produced business strategy to harmonise and optimise all commercial activities for optimum profitability.
• Generated sufficient business confidence with a major International Finance Institution to allow a previously imposed penalty interest rate to be reduced by 2% to conventional rates for the region.
• Assumed “political” pressure from the local employees, thus allowing them to focus on the business.

Cable & Wireless PLC:

Managing Director Joint Venture Telecommunications Company in Bulgaria (Mobikom) (49% C&W owned; 39% Bulgaria Telecom Company; 12% other local partner – Interior Ministry).

• Bottom line responsibility for fast growth company. Designing and implementing start up of new company establishing Bulgaria's first modern public mobile telecommunications including cellular; paging; payphones, wireless local loop; voice messaging and other value added services. Undertook both Business Development and Business Start Up as a seamless implementation.
• Company grew to some 600 employees. Investment approached 100 million Euro. Developed cellular customer base of nearly 190,000 on analogue NMT450 network (the highest penetration ever achieved with this technology).
• Established bespoke distribution network for products and services tailored to the needs of an emerging market.
• Responsibilities have included negotiations at Ministerial level, lobbying activities, preparation of operating licences and interconnect agreements with other carriers, resolution of "different" technical issues resulting from the need to interconnect modern and archaic technologies, establishment of modern business information systems, presentation of initiatives to shareholders. Initiating market analysis and implementing competitive positioning in a fast-changing environment. Pricing and tariff policy.
• Tendering and negotiating with equipment suppliers; establishment of product distribution networks.
• Personal involvement in development of key accounts.
• Initiated acquisition, integration and modernisation of a payphone company into the portfolio.
• As an extra-mural activity President of the Bulgarian International Business Association (elected on three separate occasions), which provides a forum for the interests of over 150 international companies operating in Bulgaria. Now an honourary member.