01 / Strategic account development
Growing a global technology account
From an initial workplace technology project to a broader, multi-solution partnership.
I identified opportunities beyond the original request by understanding the customer's international growth plans and the need for a consistent user experience across locations. I developed a service-led proposition combining standardisation, hosted infrastructure and ongoing support.
I led the customer dialogue, sales process and negotiations, then continued to develop the relationship as new needs emerged across workplace technology and digital communications.
Strategic account growthService-led commercial modelMulti-solution expansion
02 / Competitive tender
Winning without the lowest price
Building a compelling proposition in a competitive executive technology tender.
Starting without an established customer relationship, I built trust through focused dialogue, clarified the desired outcome and worked closely with a technology partner to shape a solution against a strong incumbent competitor.
The result demonstrated the value of customer understanding, solution fit and partner collaboration—not price alone.
Competitive tender strategyExecutive technologyPartner collaboration
03 / Public sector & education
Developing an education technology platform
Aligning an integrated solution with procurement, privacy and classroom needs.
I developed a public-sector account over time and helped shape a proposition around the customer's existing environment, stringent data-protection requirements and the practical needs of teachers and pupils.
The approach combined product, software and implementation considerations to compete on the overall fit of the solution rather than purchase price alone.
Public-sector procurementPrivacy-aware solution designIntegrated platform
04 / Complex commercial agreement
Building the opportunity before the tender
Developing credibility and customer insight ahead of a major headquarters project.
I worked on the account well before the formal tender, using an initial proof of concept to test the technology, understand requirements and establish trust. During the formal process, I mapped stakeholders, adapted to changes in the buying group and kept the proposition focused on quality and commercial value.
Proof-of-concept approachStakeholder managementQuality-led tender strategy
Detailed customer names and commercial figures are reserved for the private case-study area below.