Adrian Howland - Associate, Proposals Coach
Adrian is a proposal consultant advising professional service sector organisations. His clients include accountants, lawyers, property agents and management consultants. Prior to that, Adrian led the proposals team at KPMG for 13 years. He advised the firm's senior management on opportunities ranging from a few £1,000s to many millions. He has seen many unusual and complex situations and devised innovative and unique solutions necessary to win.
Specific activities include
- Proposal strategy and tactics - winning the hearts and minds of clients on individual proposals
- Document preparation - advising on document construction and positioning
- Proposals skills workshops - for small and large groups
- Impact skills - making the right impression in the meetings that count
- Presentations - preparing and delivering the winning pitch
Have you ever walked away from an exchange with a client and thought that they were totally unreasonable and unrealistic? Did the conversation end on a negative note? Did it have a knock on effect on your relationship and your ability to draw continued revenue from it?
Winning work in a competitive environment is time consuming and does not guarantee a return. Rather than using all your resources to chase new customers, it can be more economical to obtain work from existing clients, especially if you once had a good relationship with them. However, this is easier said than done. Organisations often lose contact with clients and find it tough to “get back in”.
The influence Business shares 6 simple steps to help you re-establish the relationship.
The Art of Good Communications
For practical tips around the benefits of good communications skills, Click here to read our latest featured article published in CFOworld.
The Apprentice - What can we learn?
Click here to read Jack's Accountancy Age article. See which useful skills we can take away from this popular TV programme.