It was my pleasure to watch Adrian provide senior sales strategy and change leadership, as well as provide extensive global operations experience (US, Europe and Asia). Additionally Adrian has a very strong technology background and can easily convey this to clients in simple, convincing business terms. It was my pleasure to work with Adrian on several projects that spanned the US and Asia and I would gladly do it again.
Kirsten VanRiper, Infosys
Here's what people say about working with Deal Shaper...
testimonials
Adrian is intelligent and insightful in putting together commercial and service solutions. His wit and optimism make working with him a pleasure and I would not hesitate to recommend him.
Eleanor Winn, MD EMEA, Sourcing Industry Group
Every time [I have worked with Adrian] I really admired his creative and controversial input, which always gave substantial contributions to the deal shaping process. With his years of experience and track record, he is one of the living examples of someone who can put his own ego aside and adapt himself to the team dynamics, whatever kind of team set-up it is.
Edwin Kerkmeester, EY
Intive wished to re-energise and broaden the skills of its sales team, and engaged Deal Shaper to deliver a two-day workshop. This focused on sharing experiences and reference stories, and on developing and practising new structured ways to engage potential and existing clients in dialogue. The results have been better quality leads, faster qualification, improved win rates and larger deals.
“I would recommend Adrian and Deal Shaper to anyone looking to enhance their sales team’s capabilities and performance”
Gurdeep Grewal, CEO, intive
Adrian is a very professional guy to work with, He manages complex multi-cultural opportunities to help build the winning team and has a vast experience in solutioning outsourcing deals which lead to successful delivery for both client and service provider.
Pete Carlile, Owner at Pro Negotium
Adrian was critical to winning a major deal with a global oil company. He created a compelling initial value proposition from scratch in his first 36 hours on the deal, and proceeded to lead the commercial, financial and technical solution sub-teams to close a deal worth over US$200M over the subsequent 7 months. The deal covered provision of service to client organisations across the globe from key delivery centres in US, UK, Netherlands, India and the Philippines. A key part of the solution was to transform the delivery model from a resource consumption basis to a true SLA-based service. The deal was won during the integration period following CGI's acquisition of Logica. This produced some specific commercial and governance challenges which Adrian helped to resolve internally, while maintaining a single face to the client.
Mike Whitchurch, SVP, CGI
Working (and winning) large deals with Adrian is a real pleasure. I worked with him on several €200Mio+ deals and know that Adrian has excellent skills in creative outsourcing deal shaping and commercial writing. Adrian is very productive and delivers hi-class propositions. He goes the extra mile, is a real member of the team and always gets respect for the way he works and what he delivers.
Marcel Sommeling, VP at CGI
From the biggest ideas to the smallest details
Adrian is a seasoned professional who has the capability to swiftly work through the clutter and get to the win story. His leadership in some of the most challenging client situations has been inspiring and has won him many accolades. A people's person, Adrian is a great colleague to work with.
Akash Chander, DiSC and Strategy Facilitator
There are various strands to Adrian's role as Business Development Director. He has worked with smaller units to attract and win good proposals. In this role he coaches and develops the sales teams in the verticals, and ensures they have the best collateral for their market. He has also supported bid teams on large complex deals. In this capacity he performs to a high professional standard, bridging solutioning and business objectives with deal making skills to secure good wins.
Jon Rudman, Ceaselez
Adrian is the kind of person every (sales) team needs. On one hand fun to work with, and on the other hand a creative thinker that also manages loads of work. I have had the pleasure of working with Adrian on several occasions over a long period of time. Always shaping major deals together, creating the straw man approach, painting the picture and then convincing the rest of the team and the customer, where Adrian’s focus is the solution design and the high level story. I always look forward to working with Adrian again.
Feiko Hollander, IBM
We engaged Deal Shaper to draft a managed service value proposition. We have been delighted with the results – Adrian has been responsive and collaborative throughout the engagement. He asks the right questions and applies considerable intelligence in structuring complex information and telling a compelling story clearly and simply. He has delivered exactly what we needed on time and on budget, as well as contributing suggestions and ideas beyond his brief. I would be very happy to work with Adrian again. I would strongly recommend any organisation looking for support in proposition development and high-value marketing collateral to contact Deal Shaper.
Norman Frankel, CEO, iCyber-Security Group Ltd
I worked very closely with Adrian Cole on multiple outsourcing opportunities for major clients. These opportunities' values exceeded $150M and entailed multiple Information Technology disciplines. Adrian was absolutely critical to our success in winning the business and startup of the services. He is disciplined in his approach, innovative in creating client value propositions, and truly professional in building client trust. I sincerely hope I have the chance to work with Adrian in the future. There aren't many better working on large, complex, outsourcing pursuits.
Jim Kolodgie, Principal at Booz Allen Hamilton
I have worked with Adrian on a number of large opportunities where he mostly had the role of overall Solution Architect. Adrian is a great guy to work with. He knows his stuff, he has a lot of IT knowledge and experience, and he understands (the needs of) business and business change. He can design the top down high level solutions that customers are looking for. He is a fast and flexible thinker, who thinks in opportunities/solutions instead of in risks and threads. He is a good team player, loyal, always with positive drive and focus on the agreed commitments, and one of the solution architects I most like to work with.
Anton Martens, MD at AbzeSolar SA
Adrian is a pleasure to work with, he is proactive and pragmatic. He is a creative strategic thinker, and can always be relied upon. Adrian has always delivered everything that was asked of him.
Maria Ashton, Destrier Communications