Hamish McKenzie

Background

About Hamish McKenzie

Winning business can be difficult. It takes preparation, and the ability to solve real business problems with tact and finesse. Over the last 20 years, I have helped my clients collectively win over $1 Billion in business from companies like Google, Bank of America, Microsoft and many others. Here's how:I help condition my clients to focus on what they are not doing so that they can win more business. Typically, we assist in winning high stakes, competitive and "must-win" RFP situations & /or pitching culture to ensure sales teams are always optimal. There are 3 areas I focus on to help my clients win business:SIMPLICITYAs Leonardo ds Vinci said, simplicity is the ultimate in sophistication. Often simplicity is the answer – stop and think, they put man on the moon before wheels on suitcases. Simple things can greatly assist in winning. Do you consider the following simple facts when pitching to win business-Individuals make decisions not companies-Always have an explicit answer to for why individuals should to select you-Individuals will select you for rational reasons and importantly emotional reasonsWHAT YOU’RE NOT DOINGAs you are reading this, my experience tells me over 50 to 80% of organizations-Do not have a process that their sales teams can easily articulate – consider this a game plan that champion teams operate to and determines culture-Do not stop & think it is all about what their individual clients hear – instead they prepare on the basis of what they want to say-Do not develop habit around the skills that matters most – we promote being brilliant at the fundamentals like sports championsRESULTSWe have collectively helped clients win $1B+ from the likes of Google, Microsoft, Bank of America, AT & T, RBC, TD Bank, IBM, Ratheyon, GlaxoSmithKiline and Brookfield (to name a few).The key wins come from our ability to-Help clients retain & grow strategic accounts who have a policy to go to bid upon maturity of their contracts-Provide leaders with a winning formula to recruit, coach and develop winning sales teams-Increase motivation & confidence in not only the sales team, but also operational individuals who need to be part of the pitch processEmail me (Hamish@mckenziepitch.com) and let me help you to stop & think about what you’re not doing that makes all the difference.