Approaches to Winning Work
- Not everyone in your organisation is client facing, but they can support in other ways that aren’t direct. Building teams with different skills and abilities is the best way forward. Build different teams with different people with different skills for different clients.
- You don’t need to recruit for the senior position because you think it will unlock a relationship, going for the big sales person isn’t always the best way to win bids. Instead, it’s about building a team and building the people from graduate roles and up. Mike prefers to look for organic growth rather than trying to recruit someone established.
- The first step in winning bids is building relationships across the organisation. By doing this you’ll understand what their drivers are and their concerns. You’ll find out more by getting to know someone than you will from a business proposal. Listen to find out what the other steps are.
- “Clients are multifaceted”
- “Building momentum is finding some quick wins for the team”
- “You can be more successful with a team rather than just a heavy hitting individual”
ABOUT THE HOST
Gary Williams has been in sales and marketing his entire career. The past 10 years have been dedicated to helping technically minded non-salespeople become skilled and confident in selling themselves and their services.
ABOUT THE GUEST
With over 15 years in the industry Mike has had the opportunity to work with designers, project and cost managers, surveyors and specialists across the sector, supporting clients as varied as local government, energy and utilities companies, complex private sector organisations and contractors.
He has a passion for business strategy, which leverages his skill sets and interests in business development, team leadership, organisational design and marketing.
Through Mike’s role at Mace, and through activities outside the work place, he is able to explore his interest in the theory and practical examples of what makes some projects and people successful and others less so.
Mike is driven by the belief that everyone has a part to play in the modernisation of our sector, and that only by trying new things, learning from our mistakes, and working together as one industry, we will meet the global challenges the world faces today.
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