Keith Dugdale is one of the co-authors of Smarter Selling and a leading authority on Relationship Capital. Having spent over 20 years in professional services firms holding senior positions in training and business development, Keith is a co-founder of IOWEU International and now a Director of Related Vision (www.relatedvision.com), a pioneering consultancy that enables organisations to measurably improve the quality and value of their business relationships - their Relationship Capital.
Keith is accredited in Think on Your Feet®, Myers Briggs (MBTI), Life Styles Inventory (LSI), Group Styles Inventory (GSI), and the Octagon™ behavioural instrument. Keith’s main industry expertise is with legal and accounting firms, but he has also worked extensively with retailers, oil and gas and financial services.
Keith is based in Brisbane but spends most of his time travelling around the world making presentations, consulting to local, national and global organisations, delivering training programmes and coaching.
Kathryn has 15 years experience in strategic B2B marketing across the transport, financial services, energy and professional services sectors.
Formerly the Group Marketing Manager for AECOM in Australia and New Zealand (ANZ), Kathryn was responsible for introducing and driving the IOWEU/Related Vision materials into AECOM across ANZ, under the banner of a program called ‘Winning Client Conversations’ (WCC). This involved a seven-tier training program, identifying and accrediting WCC coaches, communications campaigns and developing a range of online and offline support tools. Rolled out to more than 1000 client-facing staff in three years, the change program resulted in millions of dollars of additional revenue for AECOM, increased staff confidence in sales, and was highly commended at the 2013 global AECOM Excellence Awards.
Kathryn is passionate about delivering exceptional outcomes and value for clients, and the ability of the IOWEU/Related Vision materials to be the foundation for companies to do this.
Together with Jennifer McAllister, Kathryn was one of only two coaches, from more than 100, to achieve the highest level of accreditation from IOWEU/Related Vision. Kathryn has experience training in Australia, New Zealand and South Africa.
‘Kathryn is completely focused on delivering exceptional outcomes for our clients, and this passion rubs off on those around her.”
A former partner with PricewaterhouseCoopers (PwC), Chris is a highly experienced professional and a certified trainer for IOWEU/Related Vision, Chris focuses on consulting and assisting clients with performance improvement, leadership development, professional skill training and career planning opportunities.
During his time with PwC, Chris co-founded and embedded PwC’s Young Leadership Team program in Australia – now in its 13th year.
Organisations value Chris’s input and programs because they are always tailored specifically for their needs and strategies. The results are measured and show enhanced performance through employee engagement, motivation and professional skill development. They are aligned to strategic and cultural imperatives.
Chris has found people respond to his emphasis on self-directed learning and a values-based approach to longer term goal setting and career planning. Participants are encouraged to take personal ownership for developing their career paths.
Alan has an established reputation as a trusted advisor to businesses in the SME and Middle Markets segments. For over 14 years he has maintained a consistent focus on producing exceptional results for his clients. Alan has experience across a wide range of industries and innumerous aspects of business operations and improvement including strategic planning, financial management & decision making, risk management, sales excellence, executive coaching/mentoring and project-based consultancy.
His direct management background also includes experience in new business startup, obtaining finance, team leadership, business growth strategies, financial analysis/modeling and process improvement.
In his role as State Manager of Business Advisory Services, Alan is responsible for ensuring that business are connected to the advice, tools, services and experts they need to grow their businesses and achieve their goals.
Sue-Ella specialises in the area of complex business-to-business service offerings primarily with accounting and law firms and also with engineering and property development organisations, finance and investment banking groups.
She has been instrumental in designing and implementing local, national and international projects which address ‘best practices’ in business mix analysis, fee and client analysis, target account strategies, client relationship management, brand development and market positioning.
In addition to her client responsibilities, Sue-Ella maintains her commitment to the services sector in her roles with the Asia-Pacific Professional Services Marketing Association (APSMA).
Sue-Ella is a Vice-Chancellor’s List student having received High Distinctions in her Bachelor of Commerce (Law and Marketing) degree.Her Post-Graduate qualifications are Honours in Marketing and an MBA from Macquarie Graduate School of Management.She is also a casual Academic Lecturer at UTS.
For the last ten years Ben has been engaged in global interventions, enabling people managers and sales leaders to explore better practices that lead to greater outcomes.
Currently working with Microsoft, SAP and a host of local and international companies, Ben has seen and experienced the shift in mindsets and outcomes for scores of individuals from applying the approaches in Smarter Selling. He has delivered sales and leadership interventions in over 23 countries, including the BRICS countires, ANZ, Asia, North and South America and Europe. Ben lives and breathes the Smarter Selling approaches and accredits his own success with a multitude of organisations to the enhanced mindset and focus on better outcomes for clients that sees him consistently requested to deliver programs in all parts of the world.
A natural salesman, Anthony is an MBA qualified veteran of the construction industry who has been using the IOWEU tools: Octagon™, I We U, Value Sheet, SHAPE questions and CC Notes in the field since 2006.
Through practical application he has learnt how to flex his behaviours to better match his clients preferences; to have incredible confidence cold calling; to shape customer conversations towards value and executable actions; and ultimately, to develop courteous, professional partner relationships with clients.
He has more than 20 years of experience across the residential construction, building materials, commercial building, and manufacturing industries. After starting out as an apprentice at the Port Kembla Steelworks in 1986, he worked his way through the engineering, and later the supply chain management ranks to become General Manager of a $26 million national business in the United States with a large sales force.
Today, through his passion for freeing up both salespeople and buying customers from painful and often inappropriate sales processes, he can help to turn your sales team into a service-orientated practice that people love to buy from.
Paul has over 16 years' experience in assisting major companies, SMEs, government, community and research institutions, particularly in terms of R&D, innovation, marketing, sustainability and community engagement.His past clients have included Suncorp Bank and Bank of Queensland and he was also Deputy Chairman of the Bendigo Bank Springfield Community Bank Steering Committee.
For the past 4 years, Paul has been Co-Founder and Managing Director of Sustainnovation Pty Ltd, a consultancy aimed at helping organisations develop and implement longer term and bigger picture visions and strategies.In addition to his sustainable business focus at Sustainnovation, he has also been Global Business Development Director and an Accredited Facilitator for the Better Buyer Relationships program, developed by IOWEU International Limited, and an Ideas2Market Facilitator for the Australian Institute for Commercialisation.
Previously Paul was Director, Innovation Strategy and Incentives at PricewaterhouseCoopers, responsible for assisting the firm's innovative clients in the biotechnology, information technology & communications, construction & engineering, energy & mining and manufacturing sectors. He was also a member of the firm’s national sustainability team. Prior to this, Paul spent over 8 years in the Australian Government, leaving as Deputy Queensland Regional Director, AusIndustry in August 2000.
Following a number of years in senior consulting roles with chartered accounting firms, Jim Wilson established his own consultancy in 1992. Jim works principally on business strategy, marketing and management development assignments for both private and public sector clients, particularly professional service firms.
He has worked with several hundred SMEs on a range of assignments, particularly business planning. He also has considerable experience with designing and implementing organisation development interventions that are typically built around the principles of customer-focused, quality management. Jim is an experienced workshop facilitator and also delivers workshops in the areas of communications (verbal and written), thinking preferences, business simulations and commercial management.
Jim has worked extensively with financial institutions and lectured for the Financial Services Institute of Australia. He was voted Best Public Presenter in 2006 for his work delivering workshops on communications and thinking skills.
Dennis Hall has more than 30 years experience in sales, marketing and training encompassing both tangibles (goods) and intangibles (services) at retail and wholesale levels. He has managed teams from as small as two to as large as sixty.
Dennis is an accredited IOWEU facilitator and coach, holds an MBA in Marketing Management and a certificate IV in Workplace Training and Assessment.
With over 15 years focused on the tourism and hospitality industries, Dennis has developed an acute awareness of the importance of consistent delivery of high levels of service at all levels of an organisation.
Dennis is based in Noosa on Queensland’s Sunshine Coast and spends most of his time travelling throughout Australia assisting businesses to establish, maintain and build better relationships both internally and externally.
Over the past 17 years Michael Schiffner has accumulated a wealth of knowledge in the areas of sales training, mentoring and sales management. As Managing Director with Collective Intelligence, Michael facilitates sales training workshops, sales conferences and provides one-on-one sales mentoring.
Michael has consulted at a senior level to a range of private and public sector companies to increase their sales revenues by improving the effectiveness and professionalism of their sales teams.Michael also facilitates for the Australian Institute of Management on a regular basis.
Michael’s trust-based relationship selling methodology helps his participants to avoid the price-driven sale and create partnerships with their clients resulting in willing purchases, repeat business and referrals.
During his career Michael has worked with four of the world’s largest pharmaceutical companies: Pfizer (Australia), GlaxoSmithKline (UK), Novartis (Canada) and Schering Plough (Canada).Michael has also worked with multinational companies in the telecommunications and financial services industries.
Michael is able to share real-life experience and hands-on knowledge with workshop participants because he is a seasoned international sales professional with a successful sales track record. Michael delivers highly interactive and enjoyable adult learning in the form of practical hands-on activities and real life role-play scenarios.
Jean began her career as a lawyer at Freehills before heading the Corporations and Securities publishing unit at LexisNexis.Since 1997 she has been Director of Personal Brand Management Pty Ltd, working with business and professional people to increase their credibility and visibility with their target audiences.
Jean’s primary industry expertise is with legal and accounting firms, but she has also worked with clients in the financial services and hospitality sectors.
Clients have included Insurance Australia Group (Australia’s largest insurer), Servcorp (staff from over 70 international offices), and HIH Insurance (facilitating in national rollout of Transition Program).
Karen has an extensive corporate background as a line manager and team leader with over 28 years experience in both government and the private sector, especially financial industry and professional service firms.
Her industry experience in corporate training and development, group facilitation, individual and team coaching, counselling and therapy, provides a strong platform for developing individual and group performance.
She is passionate about assisting individuals and corporations create more success, balanced and fulfilling futures. Key focus areas include developing high performance teams and leaders; transitioning managers into leadership, as well as strengthening their “soft skills” in delivering “hard results”.
Karen has coached and partnered with senior executives from some of Australia’s largest corporations including AGFA, American Express, PricewaterhouseCoopers, NAB, MLC, Thiess, Westpac, Newell Rubbermaid, QR & Dept Main Roads.
Camille specialises in the areas of Leadership, Management, Sales & People Development. Camille is involved with facilitating workshops that bring people together from many different industry sectors. She also facilitates corporate events, planning sessions and strategy meetings for various organisations.
Camille began her career as a sales person in Australia with Elanco Animal Health, a division of Eli Lilly Pty Ltd, a U.S.A. based pharmaceutical company. She worked with this company for 15 years in various sales and marketing roles and finally as a Sales Manager and member of the Leadership Team.
Tim has been involved in the corporate training industry for over 15 years. He holds a Graduate Diploma (Psych/Couns), a Master’s Degree in Cultural Psychology and a Bachelor’s degree in Business, giving him a unique theoretical backdrop for understanding human performance in the workplace. This compliments his actual experience of working within the corporate sector and owning and running a small business.
Originally working in sales and marketing culminating in his managing and training in this area as well, he then retrained as a psychologist and ran a successful clinical practice on the Northern Beaches of Sydney.
Having worked with individuals and groups in both a clinical and business setting, Tim has a fantastic insight into human behaviour, motivation and the issue of human change. Tim brings this understanding to the various spaces he trains in: providing a great blend of business experience, theoretical knowledge and human understanding for participants.
Tim also holds a Certificate IV in Training and Workplace Assessment (40104) and was assessed by Unilever in Britain as one of the top three Executive Coaches in Australasia. As the Professional Development (PD) Portfolio Manager for New Horizons in Sydney, Tim currently consults to all areas of the business community in Australia in the area of training solutions. He works specifically with organisations seeking to increase the skill and productivity levels of their workforce through the provision of seminars and appropriately designed learning programs. Clients include: DHL, TCN 9, Hoyts, Lexis Nexis, Department of Education and Training.