andy syms associates

I’ve been in sales for my entire career, nearly 40 years, from lowly sales rep selling direct to customers to VP Sales leading both internal and external sales teams in the UK and overseas. I spent a number of years as a Sales Trainer, subsequently forming my own company to coach and produce 'big pitch’ presentation projects for clients around the world (see below), principally in the Professional Services Sector majoring in Engineering and Construction.

I have three key service offerings: 

1. 'Big Pitch' Presentation Coaching and Production:  input to multi-disciplinary technical teams who are pitching for major capital expenditure projects that are likely to last for several years and provide several millions in fee income. 

2. ‘Present to Win!' – a personalised in-house training workshop that develop the skills and techniques of individuals that are required to deliver pitch presentations.

3. Snap-Shots: an online video platform that enables presentation messages to be segmented for maximum effect and client recall, often used as a ‘leave behind’ post bid presentation interview,

This is an easy answer! 

There are plenty of coaches who teach people to speak in public, and plenty of studios that can produce cool graphics. My USP is that I bring these two elements together with a total focus on the ‘pitch’ presentation. 

I understand how sales works, it’s in my DNA! I've been in the trenches winning ‘big ticket’ work around the world for major organisations and know how the bidding process works (and often the pain that goes with it!). 

I know how to get the best out of technical people, senior leaders and delivery teams in a stressful environment! 

I have traditionally worked with clients right across the ‘built environment’ including Architects, Design Consultant/ Engineers, Construction, AM/FM and Real Estate) however I can work with businesses in any sector that are pitching for major projects. 

In the last two decades I've worked on presentation coaching and production assignments with some of the world’s best known firms including AECOM, Allies & Morrison, CH2M (now Jacobs), Atkins (now Atkins Realis), Arup, Balfour Beatty, John McAslan + Partners, Grimshaw, Hill International, May Gurney, Morgan Sindall, Vinci Construction, Vinci Grand Projets and Volker Group.

Over the last decade I have delivered a variety of ‘big pitch’ presentations, including:

· Program Management & Supervision – Hamad International Airport - Qatar

· Major Program Management – Various Government Departments in KSA (NPMO). 

· Program Management – EXPO 2020 - Dubai 

· Olympic Games Integrator – Rio 2016

· Stadium Design and Supervision – FIFA 2022 – Qatar

· Design Development – Etihad Rail - UAE

· National Master Plan – Kuwait

· Light Rail Design & Development – Doha Metro

· New City Master Plan and Design Oversight – Kuwait

· Military Base new build – India

· Program Management – Abu Dhabi Ports

· Program Management – Jeddah Metro- KSA

· An integrated station development for Hong Kong’s MTR.

· USAID Water Utilities Upgrade Project - Gaza 

· Light Rail Design Consulting - Denmark 

· Runway extensions at London’s Heathrow Airport – UK

· Construction of iconic building in Central London - UK 

· Architectural led design and build for a major London Hospital - UK

· Tunnel Construction for London’s Crossrail -UK

· GRIP 4 station design for Network Rail - UK

· A Radio Integration design project for a major Airport - UK

· A new civic centre for Brent County Council - UK

· A ‘Dive Under’ design for Network Rail - UK

· Station Design and construction projects for London’s Crossrail - UK

· ‘Bored Tunnel’ design for London’s Crossrail - UK

· A new campus architectural design for Glasgow University - UK

· A major delivery partner project for Network Rail in the UK.

· Master planning, architectural, design and construction supervision for a major sports city - KSA

· A major road link project in the North of England - UK

· Architectural design for a new building at Glasgow’s School of Art – UK 

· An international defence and security project - confidential

· Water upgrade program (AMP 6) - UK

· A new rail viaduct engineering design (GRP4) - UK.

I focus on three key areas:

1. Content: I ensure that content is focused, competitive and relevant to the real needs of the project procurer not simply a ‘show and tell’ of our client’s technical ability (I aim to get involved with a pitch at the earliest possible opportunity to help craft winning messages). 

2. Structure: I instill a simple but powerful structure that enables the solution to be imparted clearly and powerfully (with strong accompanying visuals as applicable). 

3. Delivery: I work with the Delivery Team on the ‘words, music and dance’ of the presentation ensuring that the performance of individuals and teams is engaging, compelling and memorable.

For a ‘big pitch’ project I normally require five working days (depending on the size of the project) for early engagement and ‘boot camp’ Delivery Team coaching. 

The key is early involvement, ideally by the 30% completion stage of bid development. This enables me to understand the strategic direction of travel regarding technical and tactical solutions and to contribute using our experience if helpful. 

Early engagement is also vital to begin the process of developing relevant models or animation if required (some BIM real time construction animation can take up to 12 weeks to produce). 

My prime vehicle for coaching is the ‘boot camp’ which usually accounts for 2-3 days (consecutively and full time). 

 “Boot Camp’ is the term that I use for the 2-3 day intensive coaching workshop that I run immediately prior to a ‘big pitch’ interview. 

The full Delivery Team is assembled at the same location, all are required to attend in person, and the process of finalising content and practicing delivery goes into full swing. 

Each member of the team is engaged prior to attending the workshop and once the team has assembled personal attention is still given to ensure each presenter is clear and cohesive as the team begins to come together to practice as a whole using new visual aids. Instant video feedback is always made available. 

Ongoing practice and coaching ensures each component of the message is coherent and the team as a whole is engaging and compelling within the time allowed by the End User client. 

Extensive practice of each component, the whole presentation and the Q&A session is an essential element of ‘Boot Camp’.

I principally work with the presentation team (often at least 5 individuals; invariably the people responsible for delivering the project, including the Project Director and those representing various disciplines or delivery roles e.g. Engineering Manager, Construction Manager, HSE Manager, Stakeholder Manager, etc.).

Other senior figures may also be required to open or close the presentation as the company’s representatives, these are included later in the coaching process and may also be called on, along with senior Bid or Line Management to create a ‘Q & A role-play practice panel. 

Absolutely! From many years spent in Bid Management I recognise the enormous efforts and hard work of In-House Bid & Proposal Teams. I work closely with Bid Managers, particularly in the early phases of the assignment, and very often work with in-house graphic teams throughout..  

No thanks! Major Bid RFP responses can take weeks or even months. I'm happy to offer my strategic sales experience if helpful to define and capture winning messages during the early elements of the bid writing phase, particularly to help focus on the potential benefits to the end user client, but I never write content of a technical nature as I prefer to leave that to our client’s expertise!

Yes, wherever possible. It’s important to do so well before ‘Boot Camp’ as this gives me the best possible run at a high impact outcome. 

You won’t be surprised that there are 3 aspects to our involvement (funny how 3’s keeps popping up!);

1. Around the 30% review mark (Pink review) – developing relationship with the BD Lead, the Bid Team Lead and the Project Delivery Director (if the latter is identified and available) supporting the development of tactical win themes (principally highlighting key issues that will resonate with End User clients). Critical to begin the process of identifying the visual aspects of the message that will deliver highest impact. 

2. Around the 80% mark (Red review) – continuing to offer support in ‘road testing’ win themes, and beginning the process of engaging with members of the final Presentation Team (usually via Skype if overseas). Ongoing oversight / development of presentation visual aids, plus cataloguing useful visuals from the bid document.  

3. Post Bid – Review of the final RFP response document and discussion with key members of the Bid Team including BD Lead and Project Delivery Director. 

Then on to ‘Boot Camp’! 

I have a clearly defined process that covers development of the presentation content, structure and delivery:

1: Focus on Presentation Content: Early ‘storyboard’ sessions confirm and distil content key messages, client benefits [end user], and ‘easy added value’. Review of visual platforms for each presenter and personal powerful introductions.

2: Focus on Presentation Structure: Powerful yet simple presentation structure that enables key messages to be presented clearly and simply within the context of compelling client benefits. Work on the flow of the piece including individual and team roles.

The structure of the presentation remains constant to include opening remarks (including personal introductions, signposting of what’s coming, explanation of the solution, reinforcement of client benefits, and powerful close). Additionally a series of ‘critical question’ points are inserted to ensure that the team have not wandered away from what the client wants to see and hear.

3: Focus on Delivery: Instant video playback provides an opportunity to improve personal delivery styles and practice group handovers. Practice Q&A session with a neutral audience to hone the team’s responses to potential End User client questions.

As often as possible. Excellent visuals have often been created by internal graphic teams before I get there which can be integrated into the pitch presentation. Having internal teams supporting the work is a great help and keeps the cost down, however I also work with a range of Graphic Designers, Film Makers, Model Makers and so on.

Slides are not the only option when presenting ‘big pitch’ solutions, animation or other physical visual aids can work equally well, but PowerPoint often remains the easiest format to work with (primarily for the inevitable last minute edits!). I can also work with Keynote or Prezzi if required. 

Using our five part presentation process as a basic template I take full control of developing the skeletal presentation into a finished product working with our Creative Partners and / or Client’s In-house graphic teams. 

Yes. I specifically insert this into the process. Having covered the ‘exam question’ in detail we also prepare the team by collating as many ‘nasty bastard’ questions that we can think of!   

The answering of questions covers the same ‘diamond model’ process as the main presentation, something that presenters will have become very familiar with during the preparation process.    

1. Limiting presenter’s natural urges to use extensive wordage on slide

2. Separating presenters from their written notes comfort blanket.

3. Getting everyone to turn up on time.

4, Managing and supporting nervous people to get up and perform!

Yes. The process is essentially the same as each individual within the pitch presentation group is working to an individual set of processes and skills. 

Yes. Exactly the same. 

Max three people for one day or max. five people over two days. The course has lots of elements that require development and delivery to the group which is vey time consuming.     

For projects, it depends on the work. I usually charge by the project but can charge by the day or even by the hour if that suits the client, plus any project related expenses that are incurred.  Additional physical material or additional creative requirements are charged separately.  For the workshop it's a flat fee for the two days plus any related expenses.

Anywhere in the world.

Yes. 

Two benefits: First , increasing your chances of winning. Second: taking the sting out of a intensely stressful and pressured experience. I know what I'm doing, I've done it many times before all around the world, I'm not phased by the challenge, the project or the people involved however senior.