Owners of knowledge-based firms invite me in when sales growth is a priority. They primarily want access to my experience and expertise. They value challenge, an outside perspective, and ideas which enable them to get better sales results.
If you decide to enquire, first understand that improving sales results will require your intense focus and execution. And your current level of success, and growth ambitions, must be enough to make a fee decision easy and obvious.
How I work
I work with clients to significantly improve sales performance and grow revenue. My approach is that of a trusted friend – candid and caring. Interventions include:
Regular strategic sessions: For Directors, with a focus on sales leadership; sales strategy; account development; and new business.
Structured group-coaching: For consultants in lead client roles, with a focus on relationship development, opportunity spotting, fee protection, and winning projects.
Situational (issue-based) mentoring: For guidance on specific “must win” opportunities, deal-limiting relationship / account challenges, or difficulties executing in sales situations.
Sales performance improvements
The clients that achieved these results were incredibly focused and worked extremely hard.
- Innovation consultancy multiply average project fees threefold;
- Agency added ‘secret sauce’ and double proposal win rates.
- Consultancy, with client-concentration issue, quickly land three significant new name deals.
- Experts package additional value, with £450,000 in windfall increases in just 3 months.
- Consultancy directors grew sales almost 7X in three years;
- IT Services lead team grew revenues 10X in under three years;
- Advisory firm. Single idea results in £100,000 windfall;
- Client Services Firm see a 20x ROI in first session;
- Technology Advisor takes £7M target to £22M actual performance in just 12-months;
- Consultancy grows 8X in three years;
- IT Services Firm. Single idea results in £150K windfall.
To benefit like this you need to own your own time, and business development must be a high priority for you.
My career started in IT, progressing through customer service, sales support, major account sales, new business sales, and management. During that time in corporate I developed a track record for consistently exceeding sales targets, building high-performance business development teams, and finding creative ways to sell conceptual solutions. Since 1989 I’ve worked with hundreds of consultants and sales professionals to better engage clients and sell more effectively.
Outside of work I enjoy nothing more than training my dogs, baking bread and wielding a chainsaw (I’m certified). I’m currently renovating a 150-year-old house with my wife Lynn.
Clive has mentored me for several years, and has completely transformed my understanding of, and approach to, sales. I’ve gone from finding the sales process slightly distasteful, to actually enjoying sales conversations, and being eager for my next one! Clive has a powerful ability to listen to my experiences, name what it is that I’m struggling with and why, and suggest what I can do as an alternative. And what he says works. If Clive is willing to work with you, you should just say yes.
Stuart Reid, Founder – Stuart Reid Consulting
“I would unreservedly recommend Clive’s services to anybody looking to make a serious step change in performance; either for themselves, their team or their organisation. He is one of only a few people I have met who can engage you in ‘real-time’ and ask the sort of questions that make you realise how good you really can be. Most people in Clive’s field talk a good game, Clive simply delivers results. I have Clive to ‘blame’ for many of my biggest achievements.”
Stuart Browne. Head of Service Delivery – EMEA. PricewaterhouseCoopers.
“Clive’s input will really make a difference. At times when external expenditure has to pay for itself quickly it is important to focus on delivery – something that Clive does naturally!”
Clive Taylor. Global Head of Measurement. Gartner Group.
“Clive is creative and passes ownership of outcomes and objectives to his clients. I’ve always achieved more and quicker than planned when working with Clive.”
David Muir. Partner. PricewaterhouseCoopers.
“We chose Clive for his in depth understanding of business and sales process. His unique style allowed our sales team to become creative, problem solvers. Average monthly gross margin order intake increased by 31%, as well as showing platform growth that will enable us to continue this level of achievement.”
Craig McCalley. Sales Director. Redstone.
“Clive is an excellent addition to any team development, both with his facilitation/ consulting expertise and his personal experience.”
Charles Bennett. Head of Alliances. SAP.
“Clive truly understands the challenges consultants face when they are working with, or selling to clients. I have always felt he is working on my agenda, not his. When he does offer advice it is insightful, without being prescriptive. ”
Frances Quigg. Head of Better Ways of Working. Vodafone.
“Clive facilitated a session which far exceed my expectations. He practices what he preaches. He is a trusted advisor.”
Richard Derham. Director. IdeA.
“Clive helped us stay on track, remain focused on the key issues … what’s more he left us with some powerful tools we can use back in the business.”
Paul Kennedy. Managing Director. Redstone Converged Solutions.
“I’ve often seen Clive use questions to open up new paths for others to take. His mentoring helps them avoid the desire to leap to solutions too quickly.”
Adrian Carr. Managing Director. Cambridge Technology Partners.
“Clive was perceptive, sensitive and always focused on getting us to a great outcome. I strongly recommend him.”
Tim Connolly. Managing Director. Partners For Change.
“Since our mentoring session I’ve been working more strategically ‘on’ my business and less tactically ‘in’ it. The results have been fantastic.”
Steve Hart. Business Development. A4e.
“Clive is a great coach and mentor. He is results driven and creative in his approach, whilst being completely focussed on your organisational objectives. His level of knowledge and expertise is considerable.”
Elsa Cheshire. Owner, Poulsen Selleck.
“One of the best things about working with Clive is his ability to help me overcome the obstacles in my own mind that prevent me achieving my ambitions. Working with Clive on a one-to-one basis has had a phenomenal impact on my personal success.”
Kim Gravell. Marketing Communication Manager. PriceWaterhouseCoopers.
“Clive is an exceptional listener and gets to the essence of what’s going on. More importantly knows how to move things to a decision point. He sees issues from both a technical and business perspective and uses this to align people to a common agenda.”
Beejal Chande. IT Business Partner. GlaxoSmithKline.
“Clive is excellent at understanding the requirements and then producing a session/sessions with content that delivers a positive learning experience.”
Dave Hardcastle. Technical & Operations Director. Redstone.
“I found Clive’s style constructively challenging; prepared to ask the questions that others often avoid and probing you enough to get you to really consider matters.”
Stuart Beech. Consultant. AtosOrigin.
“His experience of different business models, sales and marketing and executive coaching means that Clive consistently provides well thought out and excellently delivered programmes.”
Steve Barksfield. Supply Chain Process Head. GlaxoSmithKline.
“I found Clive’s personal input during the 12 month process invaluable. I would recommend Clive without hesitation.”
David Newell. Business Development Manager. AtosOrigin.
“Clive is brilliant. A true exponent of the art of consultancy/facilitation. He is extremely knowledgeable and experienced … by far the best business consultant/facilitator I know.”
Kevin Charlesworth. Chief Executive. Lindley Educational Trust.
“Our 2-day off site strategy meeting was a great success.”
Janice Miller. CEO. Raleigh International, Youth Development Charity.
“Clive was able to apply his extensive knowledge and experience to our particular circumstances and deliver content that was easy to understand and put into practice.”
Bob Finn. Shared Services and Sourcing Practice Leader. Catalise.
“Clive always leaves you with a process to take things forward. The thing I have found most valuable has been his delivery of the combination of training and coaching.”
Roy Bardon. Director. Catalise & Partners for Change.
“Clive understood the strategic issues and delivered exactly what we needed. His facilitation helped us to work together and focus our attention on what we needed to do next.”
Patricia Fitzgerald. EMEA Sales Force Development Cisco Systems.
“Clive is an inspirational coach and mentor. He has the knack of taking you out of your comfort zone yet providing just enough support for you to flourish.”
Tim Davidson. Practice Leader. AtosOrigin.
“Developing internal consultants so that they get their expertise used is an art. Clive shows people how to make meetings work, facilitate creative collaboration and build trusted advisor partnerships.”
Denis Spiller. Business Manager. Hewlett Packard Education Services.
“I’ve worked with Clive on many occasions. His facilitation and executive mentoring has made a positive impact on real business issues.”
Liz Maloney. Sales Director. Hays-IMS.
“What sets Clive apart is his ability to understand real business issues. He helps leaders make change happen and achieve things beyond what they thought were possible.”
Jane Henderson. Leadership Development. AtosOrigin.
“Clive’s advice was and continues to be hugely valuable to our business. Our discussions on pricing alone will pay for the advice itself very quickly. I expect the long term value of having his business development mentoring for our business to be at least x20 in the first year.”
Matt Collins. MD. Platypus Digital
“As well as strong facilitation skills, Clive brings a range of experience to these sessions which helps put in context the issues to be resolved. Coupled with his personable style, Clive engages all participants positively in the decision process. Thoroughly recommended.”
John Crawley. Therapy Supply Chain Director. GlaxoSmithKline.
I’ve worked with Clive on several occasions across several industry sectors and he always bring energy and ideas to his consulting work. He has an engaging yet challenging coaching and mentoring style which I really enjoyed.
Derek Greenly. European Business Development Manager. Hewlett Packard.
“In a hyper-connected world it’s more important than ever to make face-to-face encounters as productive as possible and Clive has the real-world experience and techniques to make them count.”
Ross Coundon. Business Development Consultant. Vodafone.
“I was looking less for coaching and more for ideas generation in my work. Clive and I conducted the sessions over Skype as we had an existing relationship to build on. This worked very well and ensured great value for my investment.”
Paul Marley. Pack Artwork Regional Service Centre Director. GSK.
“Clive is an inspiration. His style often offered the unexpected but most importantly got the best out of the team. During this period Clive provided many insights which I continue to reflect and act on 3 years after our sessions. I look forward to working with him again.”
Nikki Ratcliffe. Director of Marketing. Redstone Plc.
*Job titles and organisations are those where referees worked at the time of engagement.