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CAPTURE & BUSINESS DEVELOPMENT | Intermediate/Advanced

Wednesday, May 27, 2015 | 2:20 PM - 3:20 PM
Cirrus


You Know Your Client! Does Your Client Know You?

Neil Philipson, CP APMP
Technical Director - Proposals, Mott MacDonald PDNA


We as business development professionals are always confident that we know our clients, but how well do our clients really know us? Let’s get back to basics by understanding and analysing our existing client database, who produces the majority of our turnover and profitability, are they client’s we would want to continue doing business with? How well do we know them, who do we know in their business, do we have all the bases covered? I will discuss the "zipper” effect and how organisations should try and ensure that all levels of engagement are managed in one strategic, all-encompassing key client plan. The plan must be smart, measurable, achievable, responsibility allocated and time bound. How do we identify new prospective clients and best position ourselves to win their confidence? Let’s focus our efforts and resources on those clients we identify as producing the best returns.



Neil Phillipson, CPP APMP: Qualified Proposal Management Practitioner in the service sector, currently with Mott MacDonald PDNA - an International Engineering and Management consultancy. Responsible for business development initiatives, lead generation and capture planning in Africa. Expertise in managing large EPCM bids. Dynamic proposal leader with excellent record on large multi-disciplinary infrastructure bids including strong Donor Funded bids. Responsible for 8 national branches and Sub-Saharan International African offices tenders.  A Director of the South African Chapter of the Association of Proposal Management Professionals (APMP). Recently chaired the association for a period of two years.

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Neil Philipson
Neil Philipson


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