This is Focus Group
Founded in 2003 by Chris Goodman and Ralph Gilbert, Focus Group has grown from a tiny but aspirational start-up, into one of the UK’s largest providers of essential business technology with a brilliant team of over 1100 talented people and 20 offices across the UK. If you’re new to the Group, or just fancy brushing up on our history, Our ‘Story’ is a great place to start!
Our story
From the humble beginnings of a trade estate in Hove, to one of the UK’s largest resellers of essential business technology. Aged just 24 and 22, Chris and Ralph were both extremely ambitious and after passing leads back and forth over several months, they spotted a gap in the market – one supplier, selling a suite of products and services direct to business customers. And so, with the help of SCS and Cavendish Communication’s Paul Tolhurst, Focus Group was born!
Where it all began
This is a story of chance meetings, boundless ambition, and a shared dream that ignited two separate paths towards the same destination. Picture the scene back in 2002: Chris, the B2B mobile phone aficionado meets Ralph, the fixed line fanatic with the gift of the gab. A dynamic duo with a passion for telecoms. Their worlds converged in the most unexpected place – a pub just outside Lewes. It wasn’t a rendezvous for the ages; it started out as a humble discussion over pints about how they could exchange leads. But sometimes, it’s the unassuming moments that lead to the most significant changes. It was love at first sight—or perhaps it was just a mutual understanding of the vast potential that lay ahead.
The early days
A simple idea started it all: passing leads to each other to support their drive to smash sales targets. However, the partnership quickly grew stronger and Chris made a move that changed everything – he joined Ralph at Cavendish. Ralph and Chris shared a deep ambition to grow and evolve within the ever-changing tech landscape so were soon presenting the business with opportunities to broaden their product offering, increase sales and profitability, and create stronger customer relationships.
They were soaring high, selling left, right and centre, but capped earnings at Cavendish and a reluctance to support the pair’s vision for diversification soon pushed Chris and Ralph to take a leap of faith to venture out on their own.
A leap of faith
The decision was driven by several factors, but they knew they couldn’t do it alone. They had the sales patter and a limitless supply of entrepreneurial energy but lacked expertise in many areas. So, when Ralph’s old business contact offered a helping hand together with financial support, access to his operations team and buying power, they jumped at the chance.
Their initial vision as a newly established business was simple: get out there to start selling, growing, and outperforming the competition! With a firm focus on delivering the highest level of customer experience, Chris and Ralph were soon accomplishing their goals. Yet, the journey was far from smooth.
Team Spirit
They faced challenges at every turn, from cash flow woes to the need to drive sales cost-effectively and the need to expand the team to enable growth. But they tackled them head-on and in late-2004 at a mutual friends BBQ, Vicki Rishbeth got chatting to Chris about how he had recently started a new business. And being a woman who knows what she wants- she promptly told him that he should employ her… so he did!
As Focus’ first official employee, Vicki threw herself into telesales – contacting local businesses and setting up appointments for Ralph and Chris. Cash flow concerns were tackled by billing customers a month in advance, and they mitigated the risks of building the business cost-effectively by growing both direct and indirect sales through resellers.
Tech Innovation
A key turning point in the quest for success was the launch of Wholesale Line Rental later that same year. This enabled the team to capitalise on a huge spike in demand from customers for cheaper calls and lines. In turn, this key development lay the foundation for the Focus Group reseller community.
As business continued to boom, Vicki began working with a newly established operations team, selling interesting solutions and innovative technologies. The team were ahead of the curve in recognising that attracting and retaining the best people on the team was crucial, so set about creating a culture that rewarded hard work, success, and loyalty – fostering respect among team members at every level is a trait that continues to this day.
Chris and Ralph take immense pride in the journey they’ve embarked upon over the years. Starting with a firm grounding in the Telco sector, advancing to Mobiles in 2007 to venturing into the realms of Data and Energy in 2011, and expanding their horizons into IT through the acquisition of Aztech Systems, they have consistently evolved to meet the ever-changing needs of our valued customers.
Our most recent product milestone in 2020 with the introduction of Infosec Cloud in the Cyber domain, underscores our commitment to innovation and excellence. Always looking ahead, we are excited to continue our growth and add even more cutting-edge solutions.
Thank you for being part of our remarkable journey, and we look forward to a future filled with exciting possibilities. Throughout the 20-year journey, the team have learned lots of important lessons. One being that no matter how hard you try, you can’t please everyone all the time. However, with honourable intentions, the best people, and relentless efforts, you can do your best.
#thisisfocus
Future Focus
Earlier this year we welcomed Neil Hall to the business who, as our CEO, leads the day-to-day operation of the business, builds our development strategy, and has responsibility for the continued expansion of the business through M&A activity.
“I’m excited to join Focus Group at this pivotal moment in its evolution. The company has built an impressive foundation in business technology solutions, and I see tremendous opportunities to accelerate our growth while deepening the value we deliver to customers. With our strengthened board and talented team, we are well-positioned to become the partner of choice for organisations navigating their digital journeys.”
So, what is the key to Focus Group’s long-term success?
Chris Goodman
Co-Founder
It’s about staying humble enough to accept that you can do better and determined enough to overcome challenges. Reputation played a significant role too. Our ethical business practices established Focus Group as a fair and reliable company in the eyes of our partners and clients.
Maintaining a strong company culture was essential. We believed in treating people as we would want to be treated, creating an environment where fairness, respect, recognition, rewards, lasting friendships, and successful careers were the norm.
Ralph Gilbert
Co-Founder
Everyone that knows Chris and I recognises we are very different people. We have different skills and personalities, and this has definitely contributed to our success. We have never wanted to let the other person down, and while we have not always agreed on everything, our goals, vision and ethics have always been aligned- not many people would have been able to put up with me for what is now 23 years!
