Name: Nathan Davis
Title: Head of business development, Pulse Fibre
What I do: I am head of business development at Pulse Fibre and in this role, I develop and set the direction for client relationships, including identifying suitable client partners, based on size, ethical values, and strategic vision. I build relationships with clients for mutually beneficial business growth, with a view to ensuring that the end users (our homeowners) have the best fibre broadband infrastructure they can.
Why I got into the property industry: In a former life, I served in the British Army, and the property industry shares similarities. Teamwork is paramount to achieving anything, collaborations and partnerships are essential to success and the variety of people is incredible. I’m drawn to a challenge and working in collaboration to achieve a goal. The property industry forms part of the bedrock of the UK economy, so I feel that playing my part and doing a good job, is contributing to a bigger picture. If we can build more homes that are future-proofed with next generation connectivity, we’re not only directly contributing to the financial economy, but also the health and wellbeing of the families and first-time buyers enjoying them.
How I did it: A great plan will take you so far, but a bit of serendipity goes a long way! After my time in the British Army, a combination of preparation (me understanding what I wanted to do, and then doing it), and the opportunity presenting itself (my first job after leaving the army), led me to a position where I was an influential team member on a small housing development. With some previous experience in telecommunications from my time in the army, I led on utilities. It’s a complicated but critical element to developing, but it allowed me to engage with external stakeholders, building knowledge understanding and importantly, confidence. When the time was right, an opportunity arose again, this time to add value at Pulse Fibre. With my prior experience leading on utilities in a previous development, I believed that concentrating on one element of utilities, and with my understanding of the developer’s perspective would mean that Pulse Fibre could deliver an unrivalled service to our developer partners. We do.
My first proper job: The British Army, although I never really considered it a job. It’s a way of life, with unique opportunities that are life enhancing. I joined in 1997 as a soldier in the Royal Signals. Nine years into my career I decided to apply and attend the Royal Military Academy Sandhurst. I started training in 2005 and commissioned as an officer into the Adjutant Generals Corps, where I completed a further 11 years understanding HR, business and finance.
My first big break: That first step out of the army is a daunting one for all service personnel. I was fortunate enough to get an opportunity for a role in a private family office. I didn’t know a huge amount about family office’s and the world of wealth management but the principal’s were willing to give me a chance. It proved to be a lifechanging experience.
My inspiration(s): Everyone around me inspires me. I see people everyday at odds with something or riding the wave of good fortune. I’m an eternal optimist, and don’t see much point being anything else.
The biggest challenge I’ve encountered to date: Sales. It’s not something I’m naturally gifted in, nor do I have any specific experience in as you’ve seen in my past. I have a high level of personal integrity and need to believe in the product or service I’m offering to clients. Fortunately, there isn’t a conflict at Pulse Fibre. When I say it’s the best option, I mean it. Also, sales is target driven and can be counted! It’s challenging because of the external factors that affect our ability to offer our services. I can’t install our full-fibre broadband if developers aren’t building, and developers build rates will fall if they can’t sell the houses they’re building, which means buyers won’t buy houses if interest rates are high. So, you see the butterfly affect in action.
My greatest achievement/proudest moment to date: Writing and publishing my first book. Decision Point, by Nathan John, is the cumulation of 20 years’ worth of my best lessons for success, distilled for everyone to share.
The biggest misconception people have about the property industry: One of the biggest is the belief that developers are only interested in maximising profits and don’t care about the communities they build in. Most developers want their projects to have a positive impact and are often motivated by more than just financial gain. Success is measured in more ways than just profits, just ask the communities that live in the developments.
My biggest bugbear about the industry/the one thing I would change about the industry: The planning process. It’s too restrictive and decentralised decision-making harms national development strategies. I would centralise strategic development planning at central government and make it apolitical. Targets could be set over a 10-year period and delivered by the civil service in conjunction with the private sector. There’s so much innovation in the industry from modern methods of construction to disruption within support services to development. At Pulse Fibre, we’ve innovated with a reduction in material usage on when we deploy our infrastructure, as well as construction mode. Activating FTTP broadband at second fix, allows developers to connect and test IoT devices, such as doorbells, heating systems and EV chargers. It’s going down very well with our developer partners.
Why I’m so passionate about DE&I: DE&I fosters increased innovation and problem solving. The reason why, is decision making is often quicker and more considered because the range of experiences among individuals is broader. There’s also likely to be less bias to any specific individual or group and mitigation against group think and it’s more reflective of the society we live in. I’d recommend all boards and teams look at the makeup of their groups.
Where I’d like to be in five years’ time career-wise: I’d like to grow with Pulse Fibre into the leading fibre broadband provider in the UK. I’d like to be the first person leading PLC house builder calls when they have a new development that needs futureproofed fibre broadband.
Who I’d invite, living or dead, to a dinner party: That’s a great one. Living: Dave Chappelle. Dead: John Candy. I think I’d belly laugh all night.
What I do in my downtime: I tend to try as many new things as I can, from painting, gardening, and recently a bee-keeping course. I think diversity in your activities leads to a broader experience in life in general.
The job I’d be doing if I was not doing this: I’d either be a chocolatier or I’d own an art gallery.
My advice for someone just starting out: Find a mentor as soon as possible. There’s a lot to learn in every and any industry, so why not skip a few years by leveraging somebody else’s experiences.
My motto/mantra: Nothing changes if nothing changes.
