"Fay is more than a business associate, she is a friend and team member. Her commitment to her clients' success underpins everything she teaches. I have been responsible for the growth and profitability and subsequent sale of several organisations. I ‘take’ Fay into each new organisation as her contribution is, literally, measurable and in my business that counts. We met in '98 and long may our association continue."
Gehan Talwatte
CEO. Ascendworldwide Ltd - London, New York, Asia
www.ascendworldwide.com
The aviation industry relies on Ascend for the most reliable and up-to-date information and insight available. For almost five decades, Ascend’s international team of experts has delivered independent and trusted advice to help companies achieve results and drive profitable performance.
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"We needed a concerted focus on business development, not just to drive new business but to grow existing accounts and profitability. Fay influenced our people and helped me to lay some crucial strategic foundations.
From the early days of Oyster to our current global footprint as LBi - Fay is part of our evolution."
Luke Taylor CEO,
LBi International AB - Global
www.lbi.com
LBi base their full service claim on their heritage, which lies in the pioneering early years of digital communications. Lost Boys, IconMediaLab, Framfab, Oyster, Wheel, Syrup and Special Ops in New York and latterly Bigmouthmedia have all brought their own areas of expertise from creativity, to consulting and media. The result is a vertically integrated digital agency with innovation at its heart and management teams in each market whose understanding of digital surpasses that of perhaps any other company.
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"Within the first week of engagement Fay identified that we had been selling to the wrong market, helped us redesign our value proposition and consequently our marketing collateral, taught us how to sell and in the middle of the training programme I closed a contract for 30% more than I thought possible simply by applying Fay's principles. All this with a client who would never have considered us as a suitable provider before."
Rob Lewis Senior Director,
Mission Performance. United Kingdom
www.missionperformance.com
Mission Performance is a business consultancy specialising in transfering the leadership and team working lessons and skills from extreme events and operations to teams in business as well as personal and professional development.
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"Fay is one of the best sales process consultants I have worked with. Everyone talks about "client-centric" techniques and approaches, but Fay gave me a practical and invaluable roadmap that cuts down on cycle time and increases win rates.
Her approach and down-to-earth advice gave me the tools and language I needed to improve our engagement with our clients - to understand the client's decision process, and to get to the core of their business needs."
John L’Ecuyer. Head of US Sales
Smart Analyst Inc. - New York
"I was introduced to Fay Kelly through a mutual work colleague. I worked with Fay over a period of time with the sole intention of improving my sales knowledge and increasing the probability of closing deals. Fay’s approach to sales was well structured and thought out. Gone were the typical techniques learnt straight out of sales school and I was faced with a strong emphasis on linguistics and drilling down to the real key aspect of any engagement. Fay’s style and process were very thorough, supportive and logical. Through learning specific language and personalising it, I was better able to counter the reality of the sales engagement. My ability to cut through the "fluff" of client discussions quickly and get to the nub of the issue and in doing so identify the resources needed, the budget required and the critical financial persons involved, was much improved. My sales increased multi-fold and the effort-sales ratio changed for the better. I would thoroughly recommend Fay from both a personal and professional stance."
Adrian Walford, Head of Europe
Smart Analyst UK Ltd. - London
www.smartanalyst.com
Smart Analyst consultants' scientific and deep market expertise drive disease strategy, asset commercialization, market development, and portfolio management decisions for their clients in Life Science and Consumer Healthcare.
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"Companies our size don't usually have time or money for consultants so the fact that we engaged Fay in 2008 and are still working together, speaks volumes. I should mention, our sales growth during the last 2 years is 50% (during a minor recession ! 2010-1011 ).
Her contributions to our success are varied and numerous - I'd be delighted to list them if you want to contact me through Fay."
Sebastian Crawshaw, Chairman
OATS Ltd. - United Kingdom
www.oats.co.uk
OATS, the lubricants database expert, helps leading lubricants companies to streamline their marketing and technical support.
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"Fay Kelly is a steady, experienced hand who can not only explain a more rational and consistent sales process to the team but who also proved exceptionally capable at training our sales team on each individual step and technique they need to implement and "own" the new process.
I recommend her services most highly."
Vytas Kisielius, CEO
CMC, developers of FlexCollect®
www.cmcagile.com
Lending is risky - the borrower might not be able to pay back for all kinds of reasons. CMC works with lenders such as credit card companies and banks to make sure the debt is repaid without huge costs to them and, importantly, to maintain a trusting relationship with their customer. CMC - formidable new technology furthering the traditional values that customers really care about.
