Steve Hay and Alan McCarthy have collaborated in writing three books to date, based on the extensive training material of the Resource Development Centre (RDC). Alan founded RDC in 1987 and began training, developing and consulting in: Negotiating; Relationship Selling; Target Account Management; and Sales Team Direction. For the past 15 years Alan has focused on training, developing and coaching experienced negotiators and their executives. RDC has conducted over 530 assignments in 30 countries plus 20 of the American states.
Steve Hay has been an associate of RDC since 1987. He began his career as a commercially oriented Accountant then developed a proven record of success in risk management and across a variety of projects and roles in banking; governance; audit; and supply chain management. Steve has been successful in both the private and public sectors. His consultancy work in the UK and overseas has benefitted from his track record of driving value creation through continuous improvement and change management – dealing with negotiation, outsourcing, cultural leadership, development and motivation of teams, and helping many senior managers to build successful careers.
Our joint projects have mainly been in the following areas:
~ Negotiation Techniques
~ Finance for Sales Managers
~ Proposal Writing
~ Sales Management Audits
These projects included negotiation workshops for sellers – and for buyers of specialised services such as Information Technology.
We have provided training and development for Sales Managers; improving their skills and self-confidence in Finance and increasing their success in selling to people from a financial background.
We have also provided specialist advice and development for Sales Managers in proposal writing; resulting in increased sales by building and communicating compelling business cases and presenting their real benefits to clients.
Our consultancy projects included overall reviews of Sales Organisations; using the RDC Sales Audit Blueprint to verify and provide reassurance of best practice – and to highlight areas for improvement, helping to deliver change that assures success in meeting sales targets.
Alan McCarthy has a refreshingly realistic style of delivery and his wide range of training material is firmly based on experience to encourage the development of pragmatic skills. His unique style and experiences in high-stake negotiations has resulted in his clients securing 'Win-Win' results in sales, key purchases and other types of deals. Alan excels in his chosen profession and continues to deliver successful programmes to a wide variety of clients including Microsoft, Oracle, BT and Siemens plus a large number of smaller companies in a variety of industries. A few clients have used our techniques outside the business environment altogether – in such areas as international diplomatic services. Alongside many other projects, RDC has recently achieved the following:
~ Provided negotiation techniques and skills to commercial teams to deliver higher profit deals in spite of their difficult prevailing circumstances.
~ Created and delivered a programme of Value Added Selling to 150 Key Account Managers to deliver global sales of $500 million+
~ Worked as a strategist with a global sales team to over-achieve their annual sales target by 20%
~ Coached a CEO and his Sales Director to over-deliver profits 15% higher than forecasted in a difficult and changing automotive market
~ Assisted a CEO and Sales Director to realise the sales potential from newly emerging opportunities in Eastern Europe.
Advanced Negotiation Techniques
by Steve Hay
Approx. 51,480 words.
Published on February 13, 2013.
With a winning combination of practical experience and good research, this book gives you a series of tools, techniques and real life examples to help you achieve your negotiation objectives continually and assuredly. For 25 years across 30 countries plus 20 of the American states, the Resource Development Centre has helped thousands of people to conduct successful negotiations of every type.
Finance for Sales Managers
by Steve Hay
Approx. 32,010 words.
Published on June 22, 2012.
This book enables salespeople to be more familiar with financial concepts and language so they can be fully confident and effective in selling from a financial perspective. It also guides sales managers to master the relevant essentials of finance. This book helps the whole team to build compelling business cases and present their benefits to Finance Directors, VPs and economic buyers.
Sales Target Assurance Planning
by Steve Hay
Approx. 13,530 words.
Published on May 11, 2012.
This book enables salespeople to continually and consistently hit sales targets. For over 20 years across 30 countries plus 20 of the American states, the Resource Development Centre has helped thousands of sales people to meet their target on a regular basis. This book combines a series of tools and techniques to give you the edge – and the ability to hit your targets continually and assuredly.
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