Management consultants love talking about cutting costs. They have a point and a place. But the Top-Line is where the action is, where businesses win or lose, where they flourish or where they die.

Bad Top-Line = Bad Bottom Line.

Whether it's the big pitch to win that balance-sheet-altering client or to improve the general responsiveness and quality of the sales team with a "back to basics" session, successful companies invest regularly in industry-focused training with company specific materials.

Which is where bonuses come from.

SAP 

During the phenomenal growth of SAP in the early 90's I was part of a tiny team of around 10 people brought in to train those responsible for Technical Roll-Outs and Sales Pitches world wide. All courses were bespoke with company specific material and focus. This ranged from 2.5 day group sessions for up to 12 participants to 1-2-1 senior level training. This developed and I later acted as a personal adviser and pitch coach to some of the second level Board Directors.

Siemens Nixdorf 

My job was pitch training the senior sales team on a 1-2-1 basis over a 6 month period. The work was bespoke with company material, real business situations and role-plays designed to produce bullet-proof presentations. 

"Thanks a million Peter - or should I say $400 million?" 

Rainer Hettinger from Siemens Nixdorf - after he won a large US contract

Investment Banks, PR and Strategy Houses

The top line is all-important. I train pitch teams throughout Europe. Evenings and weekends are normal - the day after the pitch is WAY too late. All my work is bespoke with company specific material and focus. 

"Cost is not my favourite word, but you are my favourite trainer!" 

MD of a leading London investment bank after winning the £200 million pitch we prepared with his team.

Distancing this support from the company improves the rigour and candour of training, feedback and results.