Over the years I’ve been fortunate to work for some well-known companies such as M&S, BP Oil, and Logica; I’ve also worked in the SME arena for a management consultancy and a local catering equipment company and there’s one thing that’s been constant for all of these organisations – they all need the clients to buy from them to keep going and my job has been to help make that happen.
Beginning my working life at M&S helped develop my passion for customer service; at BP Oil I helped run a programme to “Put People First” – helping delivery and distribution staff to understand the impact of their behaviour on others in the company and our customers; at Logica I introduced the first Proposal Centre, a custom-built environment with a coaching and support service for teams working on the strategically important opportunities in the UK; in other companies I worked in sales and business development roles and I’ve used that accumulated experience and passion to hone the way in which I work with teams to develop proposals and bids today. For me it’s all about putting yourself in the customer’s place and thinking “what would I want to read or hear".
From feedback I’ve gathered and discussions I’ve had over the years it’s been confirmed to me that all business or buying decisions start with the heart and are guided by the head. I always believe in challenging my clients to try and think laterally not just literally, so that when you come to trying to persuade your customers to buy from you, the proposal you write talks to the needs of your customers’ business not just what they say they want.