Fiona Evans

1. Tender response preparation
2. Proposal template development
3. New business assessment
4. Integration plan development
5. Market & customer segmentation

In Practice

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1. Minimising rework

   No systematic approach or consistency to preparation of new business proposals.

   Actions

   • Created and implemented a new proposal process.
   • Developed and provided training to all staff on new process.

   Outcomes

   • Reduced response time on proposals to 3 hour turnaround time.
   • Standardised proposal presentation and proposal tracking process.
   • Increased success rate by 20%.
   • Increased number of proposals tracked by 50%.

   Testimonial

   Fiona undertook a six month assignment to strategically review all of our marketing material and processes. Her commitment and passion to achieving the best outcome for Davidson Recruitment was refreshing and ensured she delivered. Fiona is one of the few marketing professionals I have encountered who is commercially savvy and delivers absolute value for money.

   Peter MurphyPartner Davidson Recruitment

   Fiona conducted a six month assignment with us in 2011. The outcome of this process was most beneficial to Davidson Recruitment. In particular, the work Fiona did in reworking our tender and proposal process has already yielded a significant return, in that clients now tell us our documentation in this area is amongst the best that they receive. Fiona’s background as an accountant comes through strongly in her work. It is refreshing to work with a marketing consultant who is focussed on return on investment and value for money.

   Rob DavidsonPartner and Managing Director Davidson Recruitment

2. Negotiating win win scenarios

   Despite successful on field performance Brisbane Lions was not maximising sponsorship opportunities and there was a lack of clarity around specific sponsors’ entitlements.

   Actions

   • Implemented sponsorship strategic review.
   • Determined optimum number of sponsors.
   • Created sponsor succession plan and prospect list.
   • Determined sponsors’ key objectives.
   • Renegotiated existing sponsorship deals.
   • Ensured sponsors entitlements clearly defined.

   Outcomes

   • Negotiated the most lucrative sponsorship in the AFL (as reported in the Australian)
   • Increasing major sponsor revenue 38% and profitability 54%.
   • Eliminated potential overlap between sponsors’ entitlements.
   • Brisbane Lions became one of top 3 clubs in total sponsorship income.

   Testimonial

   Fiona played an integral role in securing sponsorship for the Club including the handling of the contractual negotiations. I was impressed with her commercial ability and her understanding of the legalities. As a director (and a lawyer) it was reassuring to be presented with such a comprehensive and concise risk/reward/cost analysis

   Paul WilliamsDirector Brisbane Lions

3. Understanding your customers’ needs

   London office of international organisation had not won a local pitch in over 2 years and was heavily reliant on its global clients.

   Actions

   • Developed a new business strategy and process.
   • Implemented once approved.

   Outcomes

   • Delivered $2.5 million incremental revenue in the first year.
   • Achieved pitch success rate of 75%.
   • Delivered new business profitability 10% above target and 14% above existing business average.
   • Process rolled out across whole of Europe.