Martin Hurych
Business Accelerator | External Director | Mentor and Coach
I specialise in engineering, technology and manufacturing companies. I know how to lead and improve the effectiveness of B2B sales teams. I am adept at devising and implementing business strategies, complex sales strategies and customer-driven innovation on a day-to-day basis. At the same time, I can help make you or your grey mice stars and your team great at treading water.
23 countries
where I have gained experience
1000+
Projects I've sold, managed and coached
20+
Years in complex sales, innovation and corporate training
Awards that confirm my work
I don't like to stand still. I like to learn new things. And I am constantly expanding my horizons. I am the fourth person in Europe and the first in Central Europe to be a certified Blue Ocean Strategy Coach. I can manage individuals and teams, I've got an MBA and I've even been trained in negotiation by the head of British counter-intelligence.
Blue Ocean Strategy Practitioner Program
Master of Business Administration – Prague International Business School
90'S OF THE 20TH CENTURY
I'm on the road as a technician
After graduating from high school in 1990, I joined CTU like many others. I chose environmental engineering. To be honest, I probably couldn't have done it any other way. Both my parents worked in the field, so my future was clear, at least for the moment.
After the requisite first few years of general mechanical engineering, I began to realise how much I enjoyed my chosen field and what a 'competitive' advantage I had in being able to work in my parents' small family design business.
2ND HALF OF THE 1990S
I'm starting to learn from the best
In addition to design, I quickly came to enjoy working with people. I like meeting people, trying to understand their problems and then solving them. Whether through training, advice or selling a product. So I left my family business and joined a company that was and is the best in its field.
There was still a lot to learn. I was put in charge of a third of the Czech Republic and began to work my way up to the main players in the market. Slowly, my products made their way into the biggest projects in Prague and the whole country.
THE BEGINNING OF THE MILLENNIUM
I lead the first team and I have the responsibility
After the company was bought and reorganised, I managed my first team of technical consultants and business development. That was when I first heard about complex sales and decided to put it into practice. Soon we had a sales team of engineers talking to engineers and salespeople talking to salespeople.
Our unique sales approach (at the time) was a huge success and was soon copied by direct and indirect competitors. But I was also pursuing my other passion - educating the business community through seminars. It was a great school for presentation skills and stress management.
BEFORE 2010
Experience the world
The success of the Czech branch led me to Central Asia, to the countries of the former USSR. The task was simple: Train people and set up a business. But how? Different culture, undeveloped market, different climate. I bumped my nose a few times. I had to start from scratch. But I enjoyed it immensely.
It was when I took over new countries or regions that I learnt all the possibilities of the complex sales and business development method. I learned what influences our business, shared my knowledge and met different people, cultures and customs.
ABOUT 2010
Policy management not working
My responsibilities grew rapidly. I was responsible for the entire CEE region, including direct management of the business in Russia and Kazakhstan. I then took over the emerging markets (Baltics, Poland, Russia and CIS, ME, Asia Pacific, Australia). It was the university of a lifetime and I would love to do it again.
I've learnt that when the team is spread across several time zones, there's nothing I can do about directing them. The only option is to show people the way, so that they take it as their own and, after a brief escort, continue on their own.
ABOUT 2012
I'm being trained by MI5 negotiators.
A review of what was happening in the world markets led me to another dream. I was given the opportunity to look for acquisition targets that would give our company access to new technologies or products. I worked with financial specialists, contacted the owners of various companies and negotiated.
I was trained by former MI5 negotiators. The move to Director of Strategic Alliances has taken me back to what I do best - understanding the needs of others combined with my own and building long term partnerships. Not just on a business level.
HALF OF 2015
I finish the second half
It had to come at some point. A change of CEO and a change of strategy. There's no more room for me in the team. After 17 years, I got the call on my mobile phone. I don't want to criticise corporate life. It gave me the chance to build a career and taught me a lot of things that would have taken much longer to learn elsewhere, or that I wouldn't have "taken" at all.
I'm changing my jersey. I took a look under the bonnet of a store in the US. The enthusiasm of my colleagues on the divisional board was contagious. With a global team, we were building a new B2B channel and bringing innovative products to life. We wanted to connect everything from the ground up.
ABOUT 2018
I want to give back what I've learned.
And then suddenly I didn't feel like fighting against the stacked sled, the matrix and the dotted line. Anyone who has been through a company will understand. My priorities changed. I feel more and more that it's time to give something back. To be involved in what's going on back home. To try and pass on a little of what I have learnt 'in the world'.
If we want to get better, it's hard work. And I'm not afraid to roll up my sleeves. I'll continue to learn, teach others and have a lot of fun doing it.
CURRENT CHAPTER
Restarting the tradition of self-confident technical disciplines in the Czech Republic
I show owners of engineering, technology and industrial businesses with long sales cycles how to build a confident and long term prosperous business. I help start-ups get their idea to market. Medium-sized companies to find their place in the market, build an effective business and charge a fair price. Much more than they thought they deserved. For large companies, I build high performing sales teams and help manage them.
With all of them I look for their blue ocean of business opportunities. I am working to contribute to the resumption of the tradition of self-confident technical fields in the Czech Republic. And I'm having a lot of fun doing it.
What drives me
My business is built on 5 core values
The right wrench for every nut
I don't blindly apply general procedures. I don't follow a book, but tried and tested interpersonal principles. I always choose a tailored solution.
Good is not good enough
I'm obsessed with the highest quality. I hate mediocrity. 90% is not enough. 100% is the minimum standard of work. But I'm aiming for 120%.
He who stood a while is now standing by
Innovation is my brother. Proven solutions are for pancakes. I'm not afraid to go against the grain and try new methods. I push the boundaries of what's possible. Mine and my clients'.
We pull together
The priority is to get there. I won't get there alone. That's why I'm building a team culture where we help each other, inspire each other and push each other out of our comfort zones.
An enthusiastic customer is my reward
An enthusiastic customer is more than satisfied. Only such a person is my best fan and ambassador. I apologise to the satisfied and let them decide my fate.