Win More Work From Existing Customers (Professional Development)

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Date: Tuesday, 30 May 2017 to Tuesday, 30 May 2017
Address: SYDNEY, NSW Australia
Place: Sydney CBD, provided to confirmed attendees
Total Price: $1,250.00

Registration price: Member $990.00, Government $1,100.00, Non-Member $1,250.00


If you are experiencing difficulty registering online, please email


CPD – Equivalent to 8 hours, please confirm with your provider first.



AILA members can book at members prices, by contracting or by calling 02 8252 6713.


Win More Work From Existing Customers


In the built environment, your current contract or project is a stepping stone to the next one. Doing great work and having great relationships with customers is important, but it isn’t enough.
Our environment is competitive, and others want the work too. Customers are demanding and they always have a choice.
How do you build on your great work and great relationships to fill your pipeline, and win the contracts and projects you deserve to win? What more can you do to secure future work for your firm?
This workshop is designed for customer-facing built environment specialists who are responsible for project delivery, customer relationships and winning ongoing work, including engineers, architects, project managers, planners, environmental scientists and quantity surveyors.
In this workshop you'll learn how to build strong long-term partnerships with clients that endure through the competitive project bidding cycle. We will cover how to:
1.     Understand what customers really expect from incumbent suppliers and ongoing commercial relationships
2.     Build a strategic plan and pipeline of work with your most important customers
3.     Demonstrate excellence in your existing projects and contracts
4.     Translate “lessons learned” from past work into a commercial strategy that positions you for new work
5.     Think commercially and make the connection between what you do, and what makes commercial sense for customers to buy
6.     Communicate effectively with customers in a way that positions you as a trusted advisor, and
7.     Sidestep competition and avoid being commoditised on price





About the Program Facilitator: Robyn Haydon


Robyn Haydon is a business development consultant whose customers have won hundreds of millions of dollars worth of business with many of Australia’s largest corporate and government buyers. Since 2001, Robyn has specialised in helping suppliers in complex services industries to navigate the treacherous waters of the competitive bidding and tendering system, and she works with firms in engineering, project management and construction, logistics, IT, and human services.


Robyn has trained hundreds of people in her Persuasive Tender and Proposal Writing Master Class program, including engineers, construction firm staff and project managers, and regularly runs workshops around Australia for members of The Executive Connection (TEC) on the topic of pursuits, proposals, and customer retention and growth.


She is also the author of three books on business development. Her first book The Shredder Test – a step-by-step guide to writing winning proposals, was an Institute of Management bestseller. Her second book,Winning Again, deals with the issue of how to retain and grow your most important contracts and customers when you are forced to compete for them again. Her latest book isValue: how to talk about what you do so customers want to buy it.




What others have had said about Robyn’s program:


"I used the bid strategy framework for a feasibility study kick off meeting to derive themes to carry throughout the document. The CEO said it was the first time in 3 years that anyone had understood what he was trying to achieve." Scott Jose, Premier Project Services


“A great course that I strongly recommend to others. I have learned the importance of content planning and creating a bid strategy, enabling me to write much stronger persuasive content, and in a shorter timeframe. My most recent proposal was well received by the reviewers, with a clear bid strategy, strong Purchaser Value Topics and concise evidence-based content.” Gareth McSweeney, Beca


“A very informative, enjoyable and well-structured course. I learned a lot, particularly about creating value propositions and writing Executive Summaries. I’m also thinking more about the client’s perspective and taking more time to plan proposals.” Ben Ferguson, Norman Disney & Young


“The course has been excellent. Working through the Bid Strategy development format for a larger engineering investigation proposal provided me with a good structure to approach the writing.” Robert Conaghan, CH2M Hill


“I have experienced many wins since starting the program and my bid writing style has changed markedly. I now have more confidence to focus on aspects outside of price.”  Anthony Emmerson, Operations Manager – Infrastructure, Taylors Development Solutions




Event details:


Tuesday 30 May

8:30am – 5:00pm (registrations open 8:00 am)

Sydney CBD, provided to confirmed attendees


$990 Members

$1,100 Government

$1,250 Non-Members


(All prices include GST)


Tea, coffee, a light breakfast, morning tea, lunch, and afternoon tea will be provided.  


Tickets also available on eventbrite with additional booking fee


National Strategic Partner





NSW Gold Sponsors











All event purchases are subject to the Consult Australia Refund Policy