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 AuditsThese 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...
Alan McCarthy is an award winning career salesman and negotiator, contracted at different times with Rank Xerox, Exxon, Dun and Bradstreet, US Lines and ICL. In a career spanning more than 30 years, Alan has managed sales teams and personally sold into Financial Services, Logistics, Automotive, IT and Consultancy Sectors.
Alan founded the Resource Development Centre Ltd (RDC) in 1987 and began training, developing and consulting in sales related subjects: Relationship Selling; Negotiating; Target Account Management; and Sales Team Direction. For the past 20 years Alan has focused on training, developing and coaching experienced sales teams and their executives. He has conducted over 600 assignments in 40 countries plus 26 of the American states.
Alan 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 competitive selling strategies for high value sales propositions has resulted in his clients winning hundreds of millions of dollars of business, in highly competitive arenas. 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.
Alongside many other projects, Alan has recently achieved the following:~ 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~ Provided negotiation techniques and skills to sales teams to deliver higher profit deals in spite of their difficult prevailing circumstances.