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Why did you start working for Arthur D. Little?
After a very positive experience in Arthur Andersen (Rome/London), I was seeking a business consultancy focused on developing strategies for the Utilities Sector. At that time (year 2000), Arthur D. Little Italy was in the process of selling important strategic projects to some Italian Utilities; moreover, small and medium Italian Utilities were in the process of IPOs. I immediately sensed a positive chemistry with the Partners and we scoped the market by targeting Utilities focused upon value maximization.
Arthur D. Little was able to differentiate itself from other consultancies by pursuing industrial plans focused on diversification (TLC), efficiency on cost-to-serve, and energy services. The approach was quite innovative for the Italian market, and we were therefore able to acquire many contracts.

What was fantastic about Arthur D. Little?
I must say that everything was fantastic. First, I was able to acquire a good comprehension and integration in ADL's culture by meeting colleagues from all over Europe and by breathing international atmosphere also through the training sessions. I witnessed a tremendous commitment on the projects, a desire to differentiate ADL from competition by impressing customers on value creation concepts, wonderful support by the staff, and also had an enjoyable experience throughout, even during stressful situations and those which required our maximum effort.
Another positive factor that I discovered about ADL was the desire to be unique. ADL differentiated itself thanks to its leverage on strong competences (very often some colleagues were treated as "scientists"), projects that were very focused on specific problems to solve, and people who loved the company for which they were working.

What did you bring with you from Arthur D. Little?
I certainly brought with me a good balance between analytical and creative skills. In my job as a strategic planner, I need to be very pragmatic with quantitative data and analyses, as well as creative when, for example, I develop scenario planning.
ADL gave me all of the necessary tools to be able to use both brain hemispheres and to be optimally effective in the short/medium/long-term actions to be taken.

What have been the highlights of your career after Arthur D. Little?
I joined Amps SpA (Multiutility of the Parma area) as Strategy Director. The company's Ebitda grew from 30 to 50 Million Euros in 3 years while the Ebitda/Net Invested Capital Ratio reached the first quartile in the Italian utility sector. So my first achievement was really given by the Business/Value performance of the company. Then, I had the opportunity to create small teams of high potential people and work together (as an "internal Consultancy") to solve operational problems. My satisfaction here comes from the awareness to have transferred a methodology that will allow the people to work more effectively than in the past.
Last year Amps merged with other Italian utilities (I was in charge of the project from the Amps side), and I have been appointed as Strategy Director of the new company (1 billion Euros in turnover, 2,200 employees), directly reporting to the Managing Director and responsible for four areas: strategic planning, merger & acquisitions, management of participation (54 companies), and energy services (renewables, energy savings, etc).
In the first step of the new company we became a shareholder of Edison (the second Italian player in the gas and electricity markets) through a non-hostile takeover organized by EdF and Aem Milan.

What are your interests besides work?
I very much like to read everything about strategy (business, military, geopolitical, life, etc.), and to write and play music (non military...). Other things can not be mentioned...

What advice would you give to a young consultant at Arthur D. Little?
My advice would be to be always committed to what you do. Be prepared at your best when you have to provide your opinion and if you are not prepared... be prepared to improvise! Make an investment: sacrifice a portion of your free time to study and identify an area in which you feel you can be excellent and work on that. Constantly consolidate your strong points and try to improve upon your weak points, but don't look for 360° excellence (that is only for Harvard-like business books). Never say to your superior: "this is not my job" or "this is impossible to do"; when your manager or partners ask you to do something, the answer must always be "yes". Do the same within your team.