Steve Hay

Steve Hay and Alan McCarthy have collaborated in writing four 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 20 years Alan has focused on training, developing and coaching experienced negotiators and their executives. RDC has conducted over 600 assignments in 40 countries plus 26 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 clie...

account management    actions    assurance    balance sheet    budgeting    cash flow    depreciation    finance    gearing    goals    gospa    objectives    planning    plans    presenting    profit and loss    rdc    sales    sales development    sales leadership    sales marketing    sales organization    sales planning    sales process improvement    strategies    target    transformational sales