Case Study
Mace: The Pitchmaker
I tell the most senior people in my team to listen to what Russell at KWC Global has to say. There is no question we would not be where we are in the HE sector without the work they have done on our pitches.
Terry Spraggett, Director
Over six years we have helped Mace win £1.5billion in contracts in the HE and Life Sciences.
The hardest thing in the biggest pitches is deciding how robust to be, agreeing the line, then holding that line consistently from beginning to end. There is always a lot of debate but Russell facilitates that effortlessly, dealing assertively with the biggest of egos.
The next challenge is not doing the same boring stuff: charts and data and pictures of buildings. Russell doesn’t allow that by questioning everything as well as coming up with creative ideas that make us memorable.
Then there is the skill in putting it all together, with an arm round the shoulder for some and a kick up the backside for others. Russell reaches out to everyone and makes them believe, especially those tasked with opening and closing.
Get them in but be aware what you get is not vanilla: you will always get a view.
There is no question we would not be where we are today as a business without the work Russell has done on our pitches. The results speak volumes. There is a process, but it’s more than that. By the end of the session there is clarity, confidence and creativity.
Terry Spraggett, Director
