Richard is a Fellow of the Association of Proposal Management Professionals (APMP), a former CEO of APMP UK and a Director of Strategic Proposals. He has extensive experience of working on both sides of the business winning environment. His first 10 years in corporate life was as a Procurement Manager for British Airways, Orange and France Telecom – writing the Request for Proposals, evaluating the tender responses and the associated sales presentations, and negotiating the subsequent contracts.
For the past 15 years, he has used that wealth of procurement knowledge to good effect, helping sales and bid teams to significantly improve the quality and impact of their sales proposals and presentations. He has worked extensively across a wide range of sectors including IT, Telecoms, Finance, Insurance, Print, Travel, Energy, Health and Supply Chain/Logistics.
His particular interests include:
- Supporting live tender and pitch opportunities – from facilitating the win strategy to working with the subject matter experts to maximise their evaluation scores in every section of the sales proposal or the overall sales presentation
- Designing and delivering tailored improvement workshops to empower and energise bid teams to push the quality and impact of their sales proposals and presentations ever higher – and with it their win rates
- Benchmarking the quality and impact of existing proposal output and capabilities; recommending improvement programmes and leading the delivery of such programmes to help clients win more and win more easily
- Improving sales proposal management processes to drive both the effectiveness and efficiency of sales, bid and technical teams.
Richard holds the highest level of proposal certification – Professional.