James Frank

Company Overview: An Australian owned professional services organisation established in 2007

AJQ provides diversified business and technology services to corporate organisations of all different sizes and complexities

Responsibilities:

• Client Relationship lead, responsibility for ensuring end to end delivery and success for major programs of work within Tier 1 clients such as Macquarie Bank and Westpac
• End-to-end client and staff management responsibilities, including commercial/contractual negotiations, SOW and proposal design and development
• Growth of existing client base, focused on BSFI (Banking, Financial Services, and Insurance)

AJQ Client Development/Account Growth

Macquarie Bank

• Negotiated and signed a new MSA with Macquarie Bank
• Negotiated and signed an agreement with Macquarie Bank for AJQ to be onboarded into their Professional Services contract system EXARI
• Developed and delivered professional service capabilities across new lines of business/divisions within Macquarie – MAM (Macquarie Asset Management, CGM (Commodities and Global Markets, CPT (Corporate and Personal Technology)

Westpac

• Introduced a new partner SimplyAI to AJQ to deliver data services to a new division in Westpac (WIB)
• Negotiated and deployed a squad of data engineers to WIB to deliver Westpac One (Core), which is described as a cloud-based core banking platform aimed at providing Westpac Institutional Banking (WIB) clients with enhanced visibility and control over their cash flow

AJQ New Business Growth

AUSTRAC (Australian Transaction Reports and Analysis Centre) – Federal Client

• Successfully tendered and negotiated AJQ to provide Testing Services for AUTRAC’s PEGA upgrade over a 12-month period

RACP (Royal Australasian College of Physicians) – Education

• Successfully tendered and negotiated AJQ to provide end to end professional service capabilities across:
• Project Delivery (Project/Project Management, Business Analysis, Change Management, Data, Testing, IT support
• Successfully negotiated a 3-year MSA (Master Services Agreement) with RACP

BAE (British Aerospace) & JOSCAR – Defence

• Leveraged existing relationships within BAE which eventuated in AJQ being invited to join the JOSCAR (Joint Supply Chain Accreditation Register) by BAE
• Currently in MSA negotiations with BAE for a 3-year agreement for AJQ to provide full end to end professional services

Revenue grown from $0 to $1,466,670 (as of April 2025)

• Revenue for AUTRAC professional services contract has not been included in the above figure, the contract is due to start in 4/6 weeks’ time

Company Overview

Seisma is a 100% Australian owned professional services organisation which services clients across industries including banking and capital markets, energy, resources, health, aged care, government and not-for-profit

NSW State General Manager responsibilities

• End-to-end client and staff management responsibilities, including commercial/contractual negotiations, SOW and proposal design and development
• Led the establishment and oversight of governance forums with major business sponsors and C-level executives within Westpac for large transformational projects and programs
• Identify and execute revenue generating growth campaigns in Eastern Australia
• Built a strategic relationship with a Seisma sister company SimplyAi
• Competed against the Big 4 consultancies and won a significant program of work (CCMP - Corporate Cash Management Platform)
• The problem statement was to provide both strategic and delivery expertise to ensure delivery of critical milestones and go live dates
• The solution provided was to mobilise a squad of circa 6 data professionals to execute specific deliverables as set out in the SOW including uplifting and maturing CCMP’s overall data capability
• Competed against the Big 4 to provide delivery and an analysis solutions to aid with the establishment and build of Data Mesh (Teir 1 Bank)
• Examples of the Data Mesh objective are to:
• Establish a de-centralised Data mesh which can be leveraged by all LOB’s within the bank
• Provide Insights generation, machine learning and enterprise analytics workbench
• Provide domain aligned data products
• Client Relationship lead, responsibility for ensuring end to end delivery and success for major programs of work within Tier 1 clients such as Macquarie Bank and Westpac
• R (FI, FQ, FP) proposal design and development across all services lines within Seisma

Revenue growth within NSW within all service verticals such as;

Data and AI

• Major program of work within WIB (Westpac Institutional Bank) competing against the like of Accenture, Deloitte and EY
• James identified, tendered for and successfully selected as the vendor of choice
• Multiple data related project components successfully bid for and won within Macquarie Bank

Cloud and Infrastructure

• Successfully bid for and won multiple projects and programs to deliver both strategic and operational outcomes for clients within the C&I service line
• Overall client and consultant engagement responsibility for the delivery of Westpac AHT program circa $80 million

Digital Platforms (Salesforce)

• Identified and successfully won projects across education and government verticals

Engineering

• Multiple project components successfully bid for and won across various engineering technology stacks (Java, Microsoft, AWS etc)

Architecture

• Developed strategic relationships across NSW clients which resulted in the deployment of Seisma architecture team to solve complex challenges across (forex and futures trade markets and MDM (mobile device management) etc

Delivery

• Successfully business developed and won various projects to be delivered such as data mesh, workplace technology, cloud and infrastructure and Salesforce

Revenue grown from $1.66 million (FY22) to over $7.8 million in (FY 23)

Company Overview: Pro Coders was established to mobilise skilled teams of Microsoft developers with proven development methodology experience and knowledge in key technologies to develop high quality outcomes and solutions including MVP/Proof of Concept within short time frames.

• Develop and communicate a clear vision for the company
• Define the overall strategy and goals to achieve the vision
• Build and lead a strong, motivated team
• Foster a positive company culture
• Develop and execute marketing and sales strategies
• Build and maintain relationships with customers and clients
• Manage the company's finances, including budgeting and financial planning
• Ensure the company remains financially sustainable and responsible
• Oversee day-to-day operations and ensure efficiency
• Implement systems and processes to improve operational effectiveness
• Build a strong network within the industry
• Attend conferences, events, and networking opportunities
• Stay informed about industry trends and technological advancements
• Adapt the company's strategies to changing market conditions
• Recruit and retain top talent
• Prioritize customer satisfaction and address customer concerns

Company Overview: Sonit Group was founded in April 2018 to provide capability augmentation and executive recruitment across BFS, Utilities, FMCG and NFP

• Business start-up and initiation and negotiation of all commercial agreements with clients, such as Ausgrid, Sydney Water and Winc etc
• Establish & operationalize all operations (IT systems & processes)
• Business Development (Software and capability)
• Consultant/Client Management (~ 20 consultants)
• Establish strategic partnerships with
• Achievements:
• Built business from ground up with Revenue in excess of AUD $1M in first year of operating
• Established as prime Plutora channel partner with one major logo acquire (Origin Energy)
• 3 x MSAs with large organisations and accepted onto Government panel (Advanced 0020 ICT Services)

Company Overview: Plutora, headquartered in Silicon Valley is the market leader in Continuous Delivery Management (CDM) for Enterprise IT

The Platform combines the strength of its release, test environment and test management solutions with the orchestration of automated and manual software release pipelines to provide a single view of releases and associated metrics

• Drive sales for the Plutora software platform in the APAC region
• Work collaboratively with sales people to be a subject matter expert for customers
• Meet with prospective clients to discover challenges, needs and translate into a technical solution
• Establish value path for clients in consultation with technical pre-sales and customer success teams
• Conduct customer demonstrations (tailored if required), produce appropriate slide decks
• Establish and enable channel partners and drive key strategic partnerships in the region
• Relationship management of 14 large enterprise clients
• Work closely with product team to drive key product enhancements
• Respond to RFI’s and RFPs
• Achievements:
• Assumed full responsibility for sales in the APAC region
• 7 new logos achieved included TAL, ASX, Foxtel, Rumble Asia, QBE
• Establish and enable channel partners and drive key strategic partnerships in the region

Company Overview: Intégrité Consulting was established by four Directors/Partners all of whom are passionate about project and change management and producing great project outcomes for customers and people

The primary focus was on establishing a footprint within the NSW market, however, assignments were conducted across other states in Australia

• Business Development – end to end business development from RFI to contract execution (all new business)
• Examples below:
• NSW Government Panel Set Up – 0020 IT Services and 0005 Consulting Panel
• SunSuper – panel supplier agreement
• StatePlus – panel supplier agreement
• Department of Education and Communities – primary change management service supplier
• Project/Services Engagements
• Property NSW – Enterprise PMO Set Up - a service-based project to from Oct 2016 – May 2017 to establish a new PMO function – $240k revenue approx
• Department of Finance and Services – Office Accommodation Program (OAP) and staff augmentation – change and communications strategy from September 2016 – December 2016 - $90k revenue approx
• State Plus/First State Super – Business Integration of State Plus and First State Super (Operating Model Design) from March 2017 September 2017 – 250k revenue approx
• Central Coast Council – amalgamation of Gosford and Wyong Councils across business and IT from March 2017 – ongoing
• $700k revenue approx
• Department of Planning and Environment – negotiated and won to be the primary change management services supplier from October 2017 – Ongoing – PEGA Implementation Project (4 phase program)
• Landcom – Finance Transformation (Oracle) staff augmentation – ongoing
• Other responsibilities and duties include:
• Build Intégrités’ client contracts other collateral and templates
• Marketing and brand awareness – attend regular conferences and breakfast seminars
• RFI and proposal writing –
• James was responsible for creating a tailored proposal for all large projects
• Intégrité Partner contribution was around SME content (primary change management) final review and sign off
• Identification, recruitment, qualification and remuneration negotiation for new consultants
• Client and consultant contract negotiation and management
• Client Services Manager – James was the Client Services Manager on engagements which meant regular update meetings with clients to ensure a level of high-quality delivery was maintained
• This also aided in reducing/mitigating any challenges associated with the delivery of projects/programs
• Consultant Management – James was responsible for regular face to face or telephone check ins to ensure consultants were happy and had everything they needed to be successful

Company Overview: Established in 2004, Avocado has grown organically into a mid-sized professional services consultancy providing business and IT services for some of Australia’s largest blue-chip companies and government departments\

• Business Development - end to end business development from RFI to contract negotiation and execution

Examples Below:

• Panel arrangements
• Transport for NSW (TFNSW) change management panel - Developed and set up Avocado Consulting to be one of 5 consultancies to be able to provide both consulting and professional services to TFNSW within the change management domain
• Commonwealth Bank – James developed relationships with tier one bank suppliers, negotiated and agreed on a back to back contract to allow Avocado Consulting to supply resources to the bank
• James placed five contract professionals within the bank (Cyber Security)
• Project/Services Engagements

Fuji Xerox (BPS) – end to end business development and execution of a $1.5 million approx

• Cheque digitisation program
• Avocado were engaged to take over from a previous service provider, set up a development team and project manage the delivery of the software solution
• The solution was based around OCR technology and was due to be on-sold to two of the major banks
• Introduction and set up in conjunction with (Technical Services Manager – Marc Coughlan) of Plutora
• Avocado Consulting were positioned as an implementation partner due to their extensive background in test management and delivery

Dexus – end to end business development and execution of a $2 million approx

• Services contract with Dexus to provide outsourced development services
• Avocado Consulting were also engaged to provide business analysis and project management services

Other responsibilities and duties include:

• Marketing and brand awareness – attend regular conferences and breakfast seminars
• RFI and proposal writing –
• James was responsible for creating a tailored proposal for all large projects
• Identification, recruitment, qualification and remuneration negotiation for new consultants
• Client and consultant contract negotiation and management
• Consultant Management – James was responsible for regular face to face or telephone check ins to ensure consultants were happy and had everything they needed to be successful