Kelvin delivers workshops, seminars and keynote presentations on a range of topics that are designed to educate, inform and occasionally entertain your audience. These can be tailored to meet the specific needs of your audience and the format of the event.
Selling to the Public Sector
The death of public sector IT has been greatly exaggerated. Even in the days of austerity there were IT companies growing their public sector business successfully. But for many businesses selling to the public sector remains a mystery. They expend enormous amounts of time and energy, but get nowhere.
Stop wasting time. Kelvin uses real examples from his 15 years of selling to, and buying on behalf of, a range of public bodies, to reveal the secret formula for long term sales success.
Contracting for Agile Projects
Many procurement professionals find Agile Development to be incompatible with good commercial practice. How can a contract be awarded without a fixed requirements specification? How can I hold the supplier to account for their performance, if the development process is inherently a collaboration between my team and theirs?
This thought provoking session explores some of the myths and mysteries of agile projects, and proposes a series of simple commercial principles (with examples) that demonstrate that it is possible to be BOTH agile and commercially robust.
Closing the Deal
Kelvin has negotiated some of the largest IT deals in the UK (£3.2BN is the current single deal record), an experience that led one of his clients to declare “he’s a great consultant, with one of the best swear vocabularies that I have ever encountered”. In this highly entertaining exploration of the theory and practice of negotiations, he goes beyond “Getting to Yes” and looks at how emotion, time pressure and personality can create some unlikely sources of agreement.
Contact Kelvin now to discuss your audiences interests and requirements for your next event