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
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How to build good client relationships
In the great majority of cases, clients do not need to engage or instruct you. They have a choice, so your challenge is to make them want to instruct you. Your relationship with them can really make the difference because your technical expertise alone is unlikely to be a differentiator. The Influence Business provides you with useful pointers to build good client relationships.
Fred Goodwin: was his 'assertive' management style a factor in RBS's downfall?
Jack Downton from The Influence Business discusses leadership in this month’s HR Magazine. The article looks at how Fred Goodwin’s tenure as RBS boss was influenced by his ‘assertive’ leadership style. Let us know your thoughts.
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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.