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Winning New Business

This category contains 46 posts

Architecture PowerPoint Tips PPT


Talking to an architect today about refreshing the skills we had worked on last year set me to thinking about PowerPoint. Here is my advice for architects. Brochures and printed material are a totally different thing from images projected on a screen. It is not the images themselves that are different, but the way they … Continue reading

What business can learn from rugby


It’s the silly season so I’ve been indulging myself writing about things that inspire me beyond the narrow confines of real work. I wrote about Neil Armstrong, and The best training I ever had, and why, which is about work, but the subject was a rugby training course. Third son is now at pre-season training … Continue reading

The best training I ever had, and why.


Reflecting on learning after reading a really good blog from Gavin McMahon  led me to think of the best training course I have ever been on, and why it was so good. It was most of a decade ago – so it passes the memorability test 1000 times over. The course was called First Aid for … Continue reading

How to make a mistake – stop digging


We all make mistakes. Usain Bolt, Paul McCartney, Nelson Mandela, all of us. We have an inbuilt bias, The Self-Serving Fallacy, that makes us think that when I made a mistake I was unlucky, but you? You were stupid. But we all make them. What is important is what you do next. You have choices … Continue reading

Sales – playing the percentages


Ever tried. Ever failed. No matter. Try again. Fail again. Fail better. Is a famous line from Samuel Beckett’s penultimate novel Worstward Ho. Say a body. Where none. No mind. Where none. That at least. A place. Where none. For the body. To be in. Move in. Out of. Back into. No. No out. No … Continue reading

FM presentations – rehearse, rehearse, rehearse


Rehearse, rehearse, rehearse Lovely moment yesterday. We’ve done a lot of preparation for a big presentation (no details, sorry) and one of the team had struggled with nerves throughout. That is, had worried about nerves throughout. In reality he was really good at presenting, but couldn’t finally shift the worry to one side. After the … Continue reading

FM – How to structure a Facilities Management sales presentation


We come from TV, and that means we have spent an unatural amount of time thinking about something most people don’t have to think about – how to tell a story. What is a story? In business, a story is a joined-up series of messages. It’s not “Once upon a time” or “Three men walked … Continue reading

Construction Presentations – 4 Dos and 3 Don’ts


Presentation Tips for Constructors Our long experience of working with Constructors has taught us there are 4 key mistakes made in presentations. And 3 golden rules. The 4 key mistakes 1. TALKING ABOUT YOU Your clients don’t find you as interesting as you do. Change your mindset. Talk about them. Change “Let me tell you about … Continue reading

How to structure a Construction presentation


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Presentation Tips – How to structure a presentation


We come from TV, and that means we have spent an unatural amount of time thinking about something most people don’t have to think about – how to tell a story. What is a story? In business, a story is a joined-up series of messages. It’s not “Once upon a time” or “Three men walked … Continue reading

Who is Neil Mullarkey?


If you don’t know who Neil Mullarkey is, well you probably do actually. He’s been making people laugh for a long time. For those in the UK you can see him most Wednesday and Sunday nights at the Comedy Store near Leicester Square as part of the Comedy Store Players. You will also probably get … Continue reading

Presentation Tips – Can you learn to deliver great presentations in 60 seconds?


Well, maybe not. But we set ourselves that task of trying….. Perfect in a Minute from Grist Communications on Vimeo. What do you think? You can view direct on Vimeo – http://vimeo.com/user5849471/review/45314709/fef1eec69e

Presentation Tips – How a great speech can be improved.


Have you seen this: Sir Ken Robinson at TED It’s quite a famous speech. It’s been watched 11 million times. I only saw it for the first time about 10 days ago, which is odd because I’m fascinated by education theory, public speaking, and the encouragement of creativity in young people. When I watched it … Continue reading

Can the Private Sector Deliver Public Services?


Like most people who work with large companies we don’t want to get involved with politics in our working lives. So I’m not going to waste time talking about the philosophical issues here, but I do feel very strongly about one thing I have seen myself. We work for lots of companies who do deliver … Continue reading

Why do we learn?


Which may seem like a funny question, and I suppose it’s not actually the question I really want answered. The real question is Why don’t we learn? The Truth is Out There The world has changed in the last decade, and changed a great deal. Previously if you wanted to know things you had to … Continue reading

Client Engagement – When dealing with clients, don’t take “Yes” for an answer


I wrote a post recently called Architects – Don’t take “Yes” for an answer which was based on observation of many client engagements – and their outcomes. That is winning and losing in competitive bids. But yesterday I spend a day with a mixed team of constructors, Fm, finance and bid specialists and I started … Continue reading

Bidding – Who is winning new business in construction?


The excellent Builders Conference has a live league table for new work. What is really nice about it is that it covers all the 50 top winners, not just the big boys. See the league table for June, and the year here: The Builders Conference

Presentation Tips – Rehearse, rehearse, rehearse


“We’re terrible at presentations. We tend to do them in the train on the way down.” An un-named Architect. If you have to say something out loud, every time you rehearse it, the better it will get. Up to what number you ask? At least 10. So if you don’t rehearse enough, you are deliberately … Continue reading

Is “normal” distribution wrong? The end of the Bell Curve?


I came across some fascinating research this week which has huge implications for how we think about human performance. It challenges the deeply help belief that most human activities fit into a Bell Curve. This is true of heights and weights, but when it comes to performance maybe it isn’t true at all? Read a … Continue reading

Presentation Tips – Rehearsal


“We’re terrible at presentations. We tend to do them in the train on the way down.” An un-named Architect. If you have to say something out loud, every time you rehearse it, the better it will get. Up to what number you ask? At least 10. So if you don’t rehearse enough, you are deliberately … Continue reading

Client Engagement for Architects – Don’t take “Yes” for an answer


If you are an architect the hardest thing you do is create beautiful, inspiring buildings that  allow people to do what they want to do as easily as possible. That’s hard, and it’s why you spend so much of your career learning. In my world, which is helping architects sell new projects, the hardest thing … Continue reading

Selling in a recession – Strategy not Tactics


At Grist Towers something interesting has happened. It’s something that may be a coincidence, but is worth mentioning. We are talking to 4 different large organisations across 4 completely different sectors about creating a long-term strategy for winning new projects. Now you may not find that odd at all, but from where we sit this … Continue reading

Presentation Tips – The Rhetorical Question


Here’s a quick and dirty one – when speaking, use more rhetorical questions. Why? (You see what I did there?) Because as soon as you ask: “So how are we going to deliver on time and on budget?” Everyone in the room is thinking, “How are they going to deliver on time and on budget?” … Continue reading

Presentation Tips – The science of being memorable


Came across a wonderful blog by Eyeful Presentations BLOG which I’m going to summarise (steal) below. They found a truly excellent talk by Dr Chris Atherton, HERE, a psychologist which looks at the science behind presentations. She has done a lot of work on how effective different communication techniques are. The talk is 30 minutes, and … Continue reading

Proud to be in Sales


About a fortnight ago I changed the title of the blog and the strap, and for the first time used the word “sales” in any description of what we do. Is it perhaps uniquely British that we are nervous of the word? Perhaps a bit snobbish about it? (Maybe those reading this from abroad can … Continue reading