Reading Room

Strategic Network Referrals Programme

	Market Strategies
	New Business Acquisition
	Channel Partner Development

Detica is the UK’s leading specialist IT consultancy. As a 700 man operation with a turnover of £43.5 million, Detica helps major organisations manage and apply intelligence from large, enterprise-wide sources of information. Working in areas such as security & fraud, risk and financial management, marketing and operations, Detica delivers benefits of cost reduction, revenue growth, improved customer service, operational efficiency and regulatory compliance to its clients. The company provides services from business consulting through to software development and systems integration. Detica clients are major corporations and government departments, including Vodafone, Nationwide, Centrica, AstraZeneca, HM Customs& Excise, The Home Office and The Department for Trade & Industry. The company has 700 staff and a turnover of £43.5 million (FY: 2005/09). Detica is listed on the London Stock Exchange (LSE:DCA).

Detica was established more than 30 years ago as a specialist consultancy to the Government and National Security markets. The company has been building its commercial business over the past 10 years and established a financial services business unit in 2001. The unit targets the retail banking, insurance and capital markets sectors. To enter these new financial markets, Detica required access to senior decision makers in the UK’s largest financial institutions. The challenge was made more difficult by the fact that the company’s brand was not well known outside its traditional National Security client base. Furthermore, much of the company’s relevant experience was covered by government secrecy requirements. That is why they turned to Calleva to help develop market presence and brand recognition across the financial services sector. In particular, Detica wanted to take advantage of their existing skill set which is well positioned for regulatory work such as IAS and Basel II.

Calleva has considerable experience and a network of senior contacts in UK Financial Services organisations. Working with Calleva, Detica was quickly able to seek opportunities for their Basel II proposition. Calleva built a substantial pipeline through a series of targeted meetings with senior executives of some of the UK's leading banks. This quickly raised awareness amongst the financial community that Detica had the skills and expertise they needed. Within a short time Detica won two key assignments at Abbey National and Royal London. Furthermore, with a proposition centred on regulation, Calleva was able to facilitate introductions within the Financial Services Sector. Detica was quickly recognised and acknowledged by the FSA for their skills and expertise in the design and build of complex data management solutions. Adrian Colbrook, Business Unit Director of Financial Services at Detica said: “Calleva brings to the table an in-depth understanding of the financial services industry, and good contacts at the right level– a high, decision-making level– within major companies. They have a very good understanding of who to speak to, and are extremely successful at securing meetings with these people.”