GCI legal boss: How to manage the UK’s fastest-growing TMT provider

Managed IT services provider GCI has been on a bit of a journey since launching 15 years ago. The most significant recent milestone came in June this year when it acquired the asset base of cloud and unified communications (UC) solutions provider Outsourcery.

Managed IT services provider GCI has been on a bit of a journey since launching 15 years ago. The most significant recent milestone came in June this year when it acquired the asset base of cloud and unified communications (UC) solutions provider Outsourcery.

That deal was shortly followed, in September, by the acquisition of Stoke-on-Trent-based Packet Media, which offers an enterprise-grade SMS messaging platform and an associated management information reporting capability, for an undisclosed sum. This was GCI’s third acquisition so far this year.

The Outsourcery acquisition in particular means GCI, which already has partnerships with the likes of Microsoft, TalkTalk, Virgin Media Business and Vodafone, now has a nationwide presence from London to Glasgow along with a portfolio of managed IT services. Also, it now has customers across multiple sectors and spanning the spectrum from small businesses to 700-site organisations.

The deal not only extends GCI’s foundations but also raises its profile in the market – a market reported to be growing at five times the rate of traditional voice services.

GCI’s primary business activities now include the provision of managed information and communications technology including cloud, network, voice, PCI services, security and UC. And at the legal heart of all of the company’s recent acquisitions has been GCI’s head of legal Anna Clarke.

“[The Outsourcery] acquisition primes us to become a leader in the growing UC/Skype for Business space, and represents a further investment in our cloud and UC solutions portfolio,” says Clarke. “We acquired some talented people, a strong Skype for Business capability, an impressive customer base, some well-engineered platforms and lots of potential.”

Turning to Eversheds

As the Outsourcery acquisition was a pre-pack out of administration Clarke turned to a corporate recovery and restructuring specialist for external advice on the deal in the form of Eversheds partner Mark Wood and his team.

Indeed, Eversheds is Clarke’s preferred external adviser, which is understandable considering she spent time working as a corporate lawyer in firm’s Nottingham office. Similarly, Clarke confirms that as and when GCI has need of international legal advice the first port of call is likely to be her old firm.

“If we had need of external advisers overseas, we’d liaise with the relevant branches of Eversheds, most likely,” she says.

In sharp contrast to Eversheds, the team Clarke now works with is significantly smaller than that of the major international law firm. In fact, GCI’s legal department consists of just Clarke and two assistants. And, like most in-house teams, it’s not short of work.

“We’ve completed three acquisitions already this year and anticipate completing another three before the year is out,” says Clarke. “These are primarily dealt with in-house by the legal department, with external assistance provided in specialist areas where required, including tax and employment.

“General commercial work is dealt with by the in-house team and we get in external support where required, including in specialist IP or complex dispute resolution matters.”

Team building

It is a heavy workload, which explains why the team has grown significantly this year. Indeed, the biggest change made to the legal function in the past 12 months has been the hire of Clarke’s two assistants.

GCI’s growth trajectory since it was founded suggests that this team, despite being three times the size it was 12 months ago, is likely to be kept extremely busy in the coming months.

“General commercial work is dealt with by the in-house team and we get in external support where required”

“Since GCI was formed in 2005 we’ve grown through a number of acquisitions, making us one of the fastest growing managed telecommunications providers in the UK,” adds Clarke. “We continue to build our business through acquisitions, adding to our product and service portfolio to provide customers with an end-to-end IT and communications offering from a single supplier – we are acquisitive.”

Only about 5 per cent of GCI’s legal work is outsourced, with external support tending only to be sought for due diligence on acquisitions in specialist areas.

There is no formal legal panel and Clarke says there are no plans for one. Instead, she says she prefers to “work with people who have provided us with excellent service in the past, who are commercially minded and responsive to our needs, and who share our values”.

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