Diana has 20 years’ experience in business development, client facing sales, bid writing / management and marketing. She has held director level business development roles at two professional services PLC’s - global property firm Savills Commercial and public sector consultancy Tribal. Her recent role, before moving into BID training was as a director of bids at a large multi-national building, consultancy and property company.
She has a successful business development record in both the private and public sectors, achieved by ensuring that client approaches and responses to tenders show evidence backed, value propositions and appropriate customer engagement. She also ensures that information, materials and systems are in place centrally that support local initiatives.
She works both directly and by developing teams’ capabilities to secure work in the Public Sector, particularly in education, health, social housing, transport and local authorities for individual projects and frameworks. She understands UK government agendas and legislation and the key issues that affect buying decisions. On the Private side she has worked to secure business from property companies, funds and asset management clients, as well as through architects and other third parties.
She has achieved ambitious targets through a mix of tactics, from strategic identification through to developing colleagues’ awareness of opportunities and the benefits of collaboration in targeted approaches. She been professionally trained in account management, project management and sales techniques such as NLP and this background is invaluable when identifying development and training needs for colleagues looking to build long term, sustainable, and profitable relationships with key clients.
In preparing formal bids and proposals, she works with teams to ensure there is an effective balance between the technical / commercial proposal and the emotive pain points / company politics. She writes and edits technical construction and property copy and ensure a high-quality document appearance and has formal bid project management and InDesign graphics training. She has the experience and gravitas to keep bid team members contributing on time with good quality input and encourages teams to be proactive and astute in their pricing strategies.
She understands the challenges incurred in developing BD skills and support in professional services firms and how these can be overcome by implementing practical solutions, overcoming barriers and demonstrating success.
- track record of winning high value and complex bids and presentations
- project management of process and seniority to manage bid teams
- developing and managing client interaction
- client buying behaviour profiling
- proposition and key message copywriting
- graphics software for document design and production
- bid management and presentations
- developing effective centralised support services, information and materials
- bid support team management, training and mentoring
- bid performance, ROI analysis, client feedback and continuous improvement activities