My consulting business, Pioneering Consultancy, has a core focus on leading the way in Strategic Account Management of Clients’ Pipeline & Relationships. This includes exclusive Business Development Assignments within Australia & overseas. I also offer introductions to new clients or independent strategy and procurement advice as required.

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It is important to note with a diverse client base I will always ensure that by promoting a new client I do not generate any conflicts with my existing clients. My tagline for the company is ‘Relationships Inspiring Results’ generating strategic partnerships and infiltrating the development of key relationships in business to drive outcomes is what I do.

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A profile of my current client base and the services I provide can be found here. As the sole Director of the company, I provide one-on-one senior relationship management with a prospective business or customer (key account) that the company I am engaged by wishes to pursue. This will be a totally focused and tailored front-end collaborative sales approach to the key account to continually develop relationships, advocate for their capability and promote and develop strategic action plans to target opportunities in their growth pipeline to successfully bid and convert into a future project. 

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My approach to Strategic Selling is to use and develop a Miller Heiman Bluesheet to record all key drivers of stakeholders in the client, their ability to influence the outcome, their personal drivers and to develop actions in order to gain insight into the upcoming work which can be bid for in the area of interest plus any secondary services we may wish to offer. Then workshop the sales process using the Shipley work winning methods, which I tailor to the client, opportunity and approach discussed.

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As part of an exclusive arrangement, I can open doors to my clients in terms of my contacts and connections to leverage meetings with target customers and personnel in the key account and generate increase awareness in the market of my client’s capability to deliver works. This includes use of social media platforms for example, LinkedIn, to best leverage their market strategy and relationships with key stakeholders within their existing customer base.

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For the above to work also requires continuity of engagement and hence the majority of my clients are long term recurring work to continually develop the strategic growth journey with their nominated key accounts we develop. This, importantly allows time for relationships to form, develop and strengthen. I use myself as a catalyst to allow others to form or strengthen relationships to generate win/win outcomes for all parties. This translates to ongoing touch points within the internal team of my client but also providing guidance and support to them as they develop the relationships and interactions with often a variety of personnel across several key accounts.

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My view on strategic selling is that for it to be most powerful requires input from the complete collective team to achieve the best results and ensure alignment and buy-in of the strategy for the agreed key account. I often can help generating meetings, presentations and introductions to the client personnel or partners in the key account but will immediately look to involve and bring in key members of my client’s team to ensure they extract the maximum benefit from the meeting or customer interaction.

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​If the opportunity arises, Matt loves to be involved in the early development of win strategy to bring together and align the team on the value propositions which need to be articulated in the tender submission.