The following compelling case studies, delve into the transformative work of Rob, who serves as a trusted partner to senior executives and teams, guiding them towards the realisation of both organisational goals and personal aspirations.
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With a wealth of experience, Rob's expertise extends across various domains, from empowering clients to deliver impactful presentations to navigating career transitions and overseeing change and transition projects. His coaching methods are firmly rooted in evidence-based practices, seamlessly blending insights from psychology and management principles.
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Rob's commitment to excellence is underscored by his adherence to the ethical standards set forth by the International Coaching Federation (ICF), ensuring that every client journey is characterised by integrity and dedication to their continual self-improvement.
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Case study 1 – “From Public Service to Passion: A Journey of Transformation and Entrepreneurship​”
Background
A seasoned public service executive was ignited with a desire to transform their life. They envisioned creating a consultancy of their own that would leverage their skills and experience, allowing them to rekindle their clinical skills, replace their income and, craft a lifestyle that harmonized with their passion for wellbeing and feed their competitive spirit. They had a single expressed objective – never to return to the position from which they had taken a sabbatical.
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THE Challenge
Initially sceptical and confined by a self-limiting belief, the client resisted engaging in dreaming and visioning, perceiving themselves primarily as pragmatic. However, as they progressed from planning to action in establishing their consultancy, their confidence flourished. They were astounded by the rapid emergence of job opportunities through sharing their plans and networking, challenging their initial expectations. Despite approaching coaching sessions with a narrow focus on gathering information, the client found an unexpected opportunity to confront fears and embrace aspirations in a supportive environment, ultimately transforming their perspective.
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Approach
Over a series of sessions, the client voiced their concerns, fears, challenges and doubts about their ability to transition into self-employment after a long and successful career in public service.
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The following issues emerged from these sessions as the client undertook this transformative journey:
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Growth Mindset: Emerging from a long and successful career required the development of a growth mindset to make the necessary shift to a new lifestyle.
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Vision Clarification: Through coaching, the executive defined a clear vision for their consultancy and personal life. Balancing professional goals, personal interests, and well-being became the guiding theme.
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Planning: Breaking down the “overwhelming” plan into manageable milestones and weekly tasks, allowed progress. The adage “one bite at a time” guided their approach.
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Skills Development: Acquiring essential business skills—management, marketing, networking—was critical. As was enlisting essential support from appropriate advisers including, legal, accounting and human resources.
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Work-life Balance: Recognising and leveraging past successes, the executive harmonised work and personal life. Well-being remained central to sustained achievement. This was crucial for maintaining their well-being and preventing burnout.
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Resilience Building: Equipping the executive with strategies and resources to cope with setbacks and stress. Resilience was key to navigating the ups and downs of entrepreneurship.
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Regular Check-ins: Regular coaching helped to monitor progress, provide feedback, and ensured alignment with goals and maintained motivation.
Results
In a remarkably short period, the client replaced their income and was on the verge of embarking upon a recreational adventure. They excitedly texted me from the airport departure lounge, attaching a picture of a book they had bought about “Ikigai: The Japanese secret to a long and happy life” the concept of finding one's purpose and passion. There had been a significant shift –dreams and visions were on the agenda!
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Almost immediately upon return from her adventure, she found herself boarding another flight, to see a client as part o her new consultancy business. The text message on this occasion exuded delight: “About to board a flight to Canberra for my first assessment!!! I’m so excited.”
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TestimonialS
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“You’re the best, thank you so much for your assistance and support. I couldn’t have done this without your help…”
“I get so tied up in my quest for results that sometimes I miss what is staring me in the face. Rob, you have the perfect capacity to distil thoughts and break down all the “noise” and just deal with the issue. It’s a rare talent you have … You have a brilliant way of centering someone. Thank you so much!”
Case study 2 – “From Vision to Venture: Transforming a Senior Executive's Dream into a Digital Innovation”
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THE Challenge
Navigating the arduous transformation of a senior executive's visionary dream into a global digital health application spanned several months, marked by relentless challenges and moments of profound uncertainty. Despite facing surrender on multiple occasions, resilience prevailed, driving forward this ambitious endeavour. With teamwork, innovation, and support, we secured a significant $250k fund, catalysing innovative research and a proof of concept to revolutionize psychological safety management. This project underscores the transformative impact of effective coaching, hard work, and the power of dreams.
Approach
The coaching engagement was fluid and flexible focusing on helping the executive to stay the course and to build upon the many positive affirmations that experts pronounced to complete the wireframe expression of their vison and concept.
Here are some of ways in which I was able to provide the support needed to the senior executive facing such formidable challenges:
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Clarifying Vision: working with the executive to clarify and refine their vision, ensuring it remains clear and aligned with their values despite the hurdles encountered along the way.
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Building Confidence: providing encouragement and validation, bolstering the executive's confidence, helping them navigate doubts and uncertainties inherent in such a transformative journey.
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Strategy and Planning: assisting the executive in developing strategy, plans and contingency measures to overcome obstacles, ensuring the journey progresses methodically and effectively.
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Stakeholder Management: providing guidance on navigating relationships with stakeholders, offering insights into effective communication and negotiation strategies to garner support and resources.
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Emotional Resilience: During moments of doubt or setbacks, providing a supportive space for the executive to process emotions, maintain perspective, and reframe challenges as opportunities for growth.
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Accountability: Facilitating regular check-ins and accountability mechanisms, I was able to help keep the executive focused and committed to their goals, ensuring momentum is maintained even in the face of adversity.
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Skills Development: identifying areas where the executive may need to develop new skills or perspectives to overcome specific challenges, providing guidance and options for growth.
ResultS
Through a comprehensive coaching approach, the senior executive successfully navigated the formidable challenges of transforming their visionary dream into a “proof-of-concept” software solution which is now in the process of full development. Despite facing numerous hurdles and moments of uncertainty, the executive's resilience, combined with strategic support, culminated in significant achievements.
The coaching engagement served as a critical catalyst in supporting the executive's journey, resulting in the successful raising of $250k and the development of a proof-of-concept solution to revolutionise psychological safety management. This achievement underscores the transformative impact of effective coaching, teamwork, and the pursuit of visionary dreams.
SERVICES
Executive Coaching
Testimonials
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“At times I was terrified about starting this venture … I’m so glad that IP brought us together … This has been the highlight of my year; I have grown I so many ways...’' ​
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Management Consulting
Rob emerges as a seasoned professional management consultant, with a rich tapestry of experience spanning various pivotal roles. His career journey has seen him excel as a board director, chief executive, general manager, national account director, and project director, affording him a comprehensive understanding of diverse organisational landscapes.
Central to Rob's expertise lies his profound grasp of strategy formulation, meticulous planning, and adept management of large-scale projects. He is a talented facilitator, insightful coach, skilled negotiator, proficient transition manager, specialist bid manager, and expert presenter.
Leveraging this multifaceted background, Rob is adept at guiding senior executives through the intricacies of their challenges, offering nuanced solutions honed through years of hands-on experience. As a management consultant, Rob brings a blend of strategic vision, tactical acumen, and a commitment to delivering tangible results, making him an invaluable asset to any organization seeking transformative leadership.
Case Study 1 - Australia’s Largest Financial Services
Tender Response
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BackgrounD
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Traditionally, the provision of insurance services for the NSW public sector was solely managed by the Government Insurance Office (GIO), established explicitly for this purpose. However, in line with government reform initiatives, there was a fundamental shift in approach. The provision of insurance services was opened to competitive tender, inviting private sector insurance agencies to vie for the opportunity to serve the public sector. This represented a significant departure from established norms and introduced substantial risk, as such a process had never been undertaken before.
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In this transformative landscape, Rob was entrusted with the monumental responsibility of leading Australia's most significant financial services tender response on two separate occasions. His exemplary leadership acumen played a pivotal role in securing success each time, navigating the complexities and uncertainties inherent in this unprecedented shift.
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The Challenge
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This unrivalled project posed a myriad of challenges, necessitating the orchestration of efforts from multiple fronts. Coordinating the activities of three project managers and rallying the expertise of nearly 70 subject matter experts, both internal and external to the organization, was no small feat. Operating within a bid budget of $2 million also presented a formidable financial constraint. However, the challenge extended beyond mere monetary concerns. The project was bound by stringent time constraints dictated by a meticulously outlined government-prescribed process. Furthermore, the decision to segment the contract for financial services introduced an additional layer of complexity, opening the field to competition from numerous suppliers.
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Rob's role surpassed conventional project management responsibilities. In addition to overseeing the creation of a comprehensive four-volume, 2000-page response, he played a pivotal role in providing invaluable guidance to the Executive Leadership Team throughout a detailed post-submission presentation. His strategic insights and coaching prowess were instrumental during the negotiation phase of the management services contract. This multifaceted role underscored the depth of complexity inherent in the project and emphasised Rob’s unwavering commitment to achieving success.
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Throughout the project, Rob's adept leadership, resilience, and strategic acumen were put to the test. His ability to navigate through these challenges highlighted the critical importance of effective leadership in overcoming obstacles and securing favourable outcomes in high-pressure environments.
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​ApproacH
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The approach to a major tender responses is complex. Once you have mapped out all of the elements of submitting a successful, or at least compliant bid, the rest of the process is the subject of meticulous planning and execution.
The planning and coordination of resources including, major stakeholders (internal and external), 70 subject matter experts, internal and external agencies, third-party suppliers, legal compliance, design and graphics, writers, print (where necessary), digital tools such as websites and such requires a mammoth effort by numerous individuals and services. It tests project management skills and necessitates a collective mindset that overcomes obstacles to complete the job within the allocated time and budget. The following graphic describes, at a high level, some of the complexity of crafting a compliant and compelling tender response.
Leadership plays a crucial role in the approach to a major tender. Effective leadership was needed to inspire and guide the team through the complex and demanding process of preparing and submitting the bid. Here are several ways in which leadership supported the bid response:
· Visionary Guidance: The presentation of a clear vision of the desired outcome and the alignment the team's efforts toward achieving that goal. The articulation of the importance of winning the tender and the ability to inspire confidence in the team's capabilities.
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· Strategic Decision-Making: Making strategic decisions regarding resource allocation, team composition, timelines, and risk management. Prioritising tasks and allocating responsibilities based on each team member's strengths and expertise.
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· Empowering Teams: Empowering teams to take ownership of their responsibilities and make decisions within their areas of expertise by fostering a sense of ownership and accountability among team members.
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· Communication and Collaboration: Facilitating open communication channels and collaboration among team members, subject matter experts, agencies, suppliers, and other stakeholders. Ensuring that everyone is aligned with the project goals and working towards a common purpose.
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Results
Against all odds, the client achieved an exceptional outcome by securing 100% of the portfolios outlined in the tender document. This remarkable success is particularly noteworthy considering the pressure on the state government to engage the private sector for insurance provision in the public sector.
The client's tender response was extraordinarily comprehensive, positioning them as the sole bidder capable of assuring the government of their ability to deliver on commitments and align with the public sector's risk profile. This accomplishment underscores the client's expertise and reliability in meeting critical requirements and exceeding expectations.
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Postscript
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Following the remarkable success of winning 100% of the portfolios in the previous financial services tender, the same tender underwent market competition five years later in accordance with state government procurement policy. This time, the state government announced its intent to involve the private sector in insurance services, specifying that no single provider could secure more than 68% of the portfolios.
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Once again, Rob was entrusted with leading this pivotal Financial Services Tender Response. Rob is pleased to share that his client achieved significant success, winning 68% of the portfolios on offer.
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This outcome reflects a continued dedication to excellence and an ability to navigate complex challenges in the competitive market landscape.
Testimonials
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“Robert consulted to our organisation helping to provide clear strategic focus to what was a very large, complex and strategically critical contract renewal bid. His experience in bid management and an extensive tool bag of techniques helped us to develop a winning proposal in what was a short and highly pressured response period. Robert has ability to cut through; to identify the key strategies; the critical decisions needed and was a key component in us proposing and ultimately negotiating a successful bid response.”
EGM, Head of Insurance, Major Australian Bank-Insurer​
“Rob facilitated strategic workshops to develop innovative solutions that yielded positive results for the organisation that stretched beyond the tender outcome itself. I am glad to say that not only did we achieve successful outcomes, but also to this day I continue to use a number of the project management, stakeholder engagement and leadership techniques learned"
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Commercial Manager LLB, Asia-Pacific - Johnson & Johnson
Case Study 2 - Australia’s National Health Call Centre Network (NHCCN) Tender Response
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Background
The National Health Call Centre Network (NHCCN), now trading as Healthdirect Australia, was a COAG initiative to establish and coordinate integrated national telephone helplines and electronic health information services. The Company is jointly owned by the Commonwealth Government and participating States and Territories, with the intent to improve the Australian healthcare system by enabling access to high quality health advice, triage, referral and health information.
Robert was engaged as project manager for one of Australia’s largest online call centres to respond to a federal government tender to consolidate all health call centres across Australia into a unified network. This was a crucial tender, for Rob’s client as the winning bidder would take over the entire ANZ call centre network, effectively outcompeting all other bidders.
The Challenge
The challenge for Rob’s client was stark: win or lose. The client had established a healthcare call centre in partnership with a longstanding American healthcare provider. This call centre was privately established and part foreign owned. It had an innovative call centre network where more than 75% of call centre seats were situated in private homes, clinics and offices of clinicians, nurses, counsellors, psychologists and psychiatrists.
In essence, the intricate challenge was to compete for the national tender, facilitate the transition of the private healthcare call centre for integration into the government-owned national network, and secure the winning bid to oversee the management of the National Health Call Centre Network (NHCCN).
Approach
Using an established and time-tested methodology a Tender Response Project Plan was created to manage the bid and all stakeholder input as described in the summary for case study #1 above.
This was unique tender response in that it was to provide a new nationally based call centre service that was previously fragmented and provided on a state-wide basis by numerous providers. It not only involved the amalgamation of different call centres but also the need to provide a plan and financial estimation of expanding to call centre service to meet the needs of healthcare service Australia-wide.
Results
Rob's client successfully bid for and won the contract to implement and manage the National Health Call Centre Network (NHCCN).valued at $750 million.
Testimonials
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"Thank you for your commitment to getting our bid finished & looking so professional within extremely tight timeframes. Your patience & good humour was notable. It was a pleasure working with you …"
Relationship Director, McKesson, Asia Pacific (now Medibank Health Solutions)
" We couldn’t have done it without you, I learned such a lot from you.”
Chief Executive, McKesson, Asia Pacific (now Director, Medibank Private)
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​"The Response was the clearest and highest quality submission received out of more than 90"
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Deloitte Consulting
pitching, presenting & Negotiating
For over twenty years, Rob has honed expertise in executive coaching, mentoring, bid management, presentations, negotiation, and strategic planning. His impressive track record includes spearheading business development projects exceeding $20 billion, showcasing his ability to achieve substantial results.
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Rob's innovative approach blends relationship management, proposal development, bid presentation, and winning negotiation tactics. Notably, he navigated a single $6 billion transaction with finesse.
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In presentations, Rob excels at preparing executive teams across diverse sectors, ensuring impactful deliveries, securing vital contracts.
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Rob's negotiation skills range from privatizing public facilities to securing multimillion-dollar contracts, consistently delivering substantial outcomes. His blend of presentation acumen and negotiation prowess makes him a trusted advisor for companies excelling in competitive environments.
Unlocking Presentation Success
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The challenges suppliers face in winning bids are significant, requiring substantial resources and detailed tender responses. However, this initial phase is just the start of a consultative sales process. Presenting to potential clients during the shortlisting phase is crucial, as it marks the first face-to-face interaction to gauge compatibility and assess capabilities.
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The presentation stage becomes more intricate with the involvement of the client's Evaluation Committee, requiring proof of capability, assurance of capacity to exceed expectations, and innovative solutions tailored to the client's needs.
Effective presentations go beyond repeating bid contents; they analyse the client's needs, past shortcomings, and offer transformative solutions. They also showcase the supplier's personality, empathetic approach, and commitment to driving positive change for the client.
How to Prepare for a Successful Presentation
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There are two clearly defined elements to a stand-out presentation: firstly, the content and secondly, the form of the presentation (se rehearsal below). Here are some critical factors to keep in mind:
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Presentations serve multiple critical functions:
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Clarity and Understanding: Presentations clarify complex ideas, ensuring audience comprehension and appreciation.
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Engagement and Persuasion: Engaging visuals and persuasive arguments enhance the submission's impact and persuade the audience of its value.
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Demonstration of Expertise: Well-prepared presentations showcase expertise, instilling confidence in the audience.
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Building Relationships: Presentations establish rapport and trust with stakeholders, crucial for ongoing collaborations.
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Highlighting Key Points: They emphasize achievements and unique selling propositions, making submissions memorable.
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Addressing Concerns: Presentations address objections in real-time, showcasing problem-solving abilities.
Conversely, poorly executed presentations can hinder submissions by:
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Confusing or Overwhelming the Audience: Disorganized presentations lead to misunderstandings.
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Lack of Engagement: Boring presentations result in disinterest and scepticism.
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Undermining Credibility: Unprofessional presentations diminish credibility.
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Missed Opportunities: Ineffective presentations fail to showcase strengths, leading to missed opportunities.
Presentation Rehearsal – a Critical Success Factor
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Thorough rehearsal is essential for a successful presentation or pitch. After finalizing content, decisions about the presentation team's roles are crucial. Anticipating and addressing challenging questions, such as past failures or regulatory changes, is vital. The team must practice together to tackle potential obstacles and worst-case scenarios. Incumbents should transparently address past failings and provide durable solutions upfront to avoid surprises during the presentation.
Rehearsing presentations provide numerous advantages:
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Boosted Confidence: Familiarity with the material enhances presenter confidence, positively affecting delivery, engagement, and persuasiveness.
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Refined Delivery: Practice refines delivery style, including tone, pace, gestures, and body language, allowing presenters to make necessary adjustments for a polished and professional delivery.
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Improved Clarity: Rehearsals ensure clear, concise, and effective communication of content, enabling presenters to fine-tune explanations, transitions, and key messages for better audience understanding and retention.
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Effective Time Management: Practice helps presenters manage time effectively, adjusting section durations and staying within allotted time frames.
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Anticipation of Challenges: Rehearsals allow presenters to anticipate and prepare for potential challenges, such as difficult questions or technical issues, ensuring they can handle them calmly and confidently during the actual presentation.
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Enhanced Team Coordination: For group presentations, rehearsals facilitate coordination among team members, enabling synchronized content delivery, transitions, and interactions for a seamless and cohesive presentation.
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Increased Audience Engagement: Practicing presentations enables presenters to focus on engaging the audience through interactive elements, storytelling techniques, visuals, and other strategies that capture and maintain audience attention.
Conclusion
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Rob's extensive experience and exceptional skills in executive coaching, mentoring, bid management, presentations, negotiation, and strategic planning have been proven in successful pursuit of business development projects worth well over $20 billion. His innovative approach, blending relationship management, proposal development, and winning negotiation tactics, sets the stage for remarkable results.
The key to successful presentations lies in, among other things, thorough rehearsal. By meticulously preparing for potential challenges, addressing critical questions, and showcasing expertise, presenters can boost confidence, refine delivery, and effectively engage their audience. This level of preparation not only enhances clarity and understanding but also builds credibility, strengthens relationships, and maximizes impact, ultimately unlocking success in competitive environments.
Testimonials
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“I get so tied up in my quest for results sometimes I miss what is staring me in the face. You have a perfect capacity to distil thoughts and break down all the noise and deal with just the issue. It's a rare talent that you have Rob”
Business Principal & Consumer Advocate
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“There wasn’t a single issue raised or question asked that we hadn’t considered and to which we didn’t have a robust response. We owe you a lot Rob”
Chief Executive, Australian Bank