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Highly experienced sales and pursuits consultant
Matthew Gilbert
,
Wivelsfield, United Kingdom
Experience
Other titles
Skills
I'm offering
I help firms win new business and grow.
I conduct full sales capability reviews and then improve end to end sales processes.
I also lead large deals for my clients, to improve the win probability.
I conduct full sales capability reviews and then improve end to end sales processes.
I also lead large deals for my clients, to improve the win probability.
Language
English
Fluently
Ready for
Larger project
Ongoing relation / part-time
Full time contractor
Available
My experience
2017 - 2019
job
Head of Global Tax Pursuits
KPMG International.
London and Stockholm
• Led Pursuits team within the global tax function
• Generate and target 'new name' clients
• Build structure and process for growing existing clients
• Develop structured pursuits and account growth programme
• Develop focused marketing campaigns for specific clients and sectors
• Build Winning Work Portal to share pursuits best practice globally
• Write best practice pursuit processes
• Take the Pursuit Lead role for the most important and strategic pursuits
• Project management where required, along with proposal writing
• Responsibility for a pursuit team of 5 others
• Develop pursuits training programmes for all levels
• Reporting to Global Tax Steering Group
• Develop compelling commercial propositions
• Ensure limited pursuit support allocated to the right pursuits
• Drive pursuit activity before the RFP is issued
• Conduct win/loss debriefs and revise processes according to lessons learned
This role included a 12-month secondment to Stockholm to grow KPMG's tax practice in
Sweden. The Nordic region is a growth market for KPMG, but they have a low maturity in terms of pursuits. I was shipped out there to; give structure to their targeting, drive more
pursuit activity to earlier in the sales cycle, build processes to reduce fee earner involvement in pursuits, and increase their own in-house pursuit capability
• Led Pursuits team within the global tax function
• Generate and target 'new name' clients
• Build structure and process for growing existing clients
• Develop structured pursuits and account growth programme
• Develop focused marketing campaigns for specific clients and sectors
• Build Winning Work Portal to share pursuits best practice globally
• Write best practice pursuit processes
• Take the Pursuit Lead role for the most important and strategic pursuits
• Project management where required, along with proposal writing
• Responsibility for a pursuit team of 5 others
• Develop pursuits training programmes for all levels
• Reporting to Global Tax Steering Group
• Develop compelling commercial propositions
• Ensure limited pursuit support allocated to the right pursuits
• Drive pursuit activity before the RFP is issued
• Conduct win/loss debriefs and revise processes according to lessons learned
This role included a 12-month secondment to Stockholm to grow KPMG's tax practice in
Sweden. The Nordic region is a growth market for KPMG, but they have a low maturity in terms of pursuits. I was shipped out there to; give structure to their targeting, drive more
pursuit activity to earlier in the sales cycle, build processes to reduce fee earner involvement in pursuits, and increase their own in-house pursuit capability
Marketing, Project Management, Writing, Training, Management, Sales, RFP, Growth, Support, Portal, Processes, Winning, LED
2016 - 2017
job
Pursuit Director
KPMG UK.
• Lead the largest and most strategically desirable pursuits in the UK firm
• Included acting as Head of UK Tax Pursuits, which sat on the tax leadership team
• Also included audit and advisory pursuits
• Leadership role within the UK Pursuits Team
• Included acting as Head of UK Tax Pursuits, which sat on the tax leadership team
• Also included audit and advisory pursuits
• Leadership role within the UK Pursuits Team
Audit, Leadership, Audit
2008 - 2010
job
Communications and Pursuits Strategist, Ernst &Young
More London Place.
London
• Focused specifically with the ICM sector
• Pursuit project management
• Proposal writing
• Tax, audit and advisory proposals
• Focused on Financial Services pursuits
• Focused specifically with the ICM sector
• Pursuit project management
• Proposal writing
• Tax, audit and advisory proposals
• Focused on Financial Services pursuits
Project Management, Writing, Audit, Management, Audit
2003 - 2008
job
Sales and Client Service Advisor
BDO Stoy Hayward.
• Marketing planning and delivery for the Southampton office
• Event management
• Sponsorship of local branch of IoD
• Proposal support and proposal writing
• Lead generation and telemarketing
• Event management
• Sponsorship of local branch of IoD
• Proposal support and proposal writing
• Lead generation and telemarketing
Marketing, Writing, Event, Telemarketing, Management, Sales, Service, Marketing Planning, Support, Sponsorship, Office
1996 - 2003
job
Account Director
Skybridge Group.
• Leading account teams
• Chasing leads
• Writing proposals and making pitches
• Chasing leads
• Writing proposals and making pitches
Writing
My education
1993
-
1996
n/a
Bachelors, Business Studies 2 (Minor in Marketing)
Bachelors, Business Studies 2 (Minor in Marketing)
1991
-
1993
n/a
Hndhncorequivalent, Business and Finance
Hndhncorequivalent, Business and Finance
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