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Testimonials for Paul Allen
Paul gives frontline staff a platform and a safe environment to share their wisdom, insights and experience in managing their daily interactions with customers. He identifies where and why value is being unintentionally given up and, most importantly, engages the same people so that they develop the means to get it back. Paul’s approach is positively unique. I’ve witnessed him grow margin on multiple occasions.
Chairman, Healthcare Insurance
Throughout the years I have witnessed Paul routinely work towards ensuring stakeholders get what they’re after, but on terms that are agreeable to all parties. He works with a commercial tenacity and focus that is tempered by a genuine care for the wellbeing of people. Paul consistently displays a desire to ensure that strategies enacted generated broader benefits for all stakeholders. He succeeds in his capacity to do this whilst remaining grounded and consistent with the commercial needs of whomever he represents.
Chief Executive Officer - FSC Australia
Take Back Your Margin is the book Paul Allen was destined to write. Over many years, I have seen him courageously initiate tough conversations with professionalism and sensitivity. He has an innate sense for deciphering where value can be lost and found. More importantly, Paul’s approach to value recovery engenders respect, empowerment and unity amongst those he works with.
Plant Manager - Downer EDI
Fee Range: POA
Paul Allen's Biography
Negotiating global supply agreements with some of the worlds largest FMCG companies, Paul Allen draws on over 30 years of front line Sales experience to demonstrate what B2B Suppliers can do to protect and grow their Customer profitability – within 90 Days!
Using case studies and principles from his book Take Back Your Margin! he conducts interactive presentations that give audiences immediate methods to ignite profit improvement.
You should be accepting of one very important key principle before even considering having Paul Allen speak at your forthcoming event - The Customer is not always Right!
In fact, the Customer is rarely right but for some inexplicable reason, Suppliers have come to believe that they should be!
Paul will break open how this myth costs business millions of dollars every year in over servicing, profit erosion and unfair squeezing of their heard earned margins.
It’s time to re-set expectations and take back the margin that is rightfully yours. The guiding principle needs to be – “The Customer is only always Right, if they are willing to pay for the privilege!”
Paul know this as a fact because for 30 years he has worked with in and around some of the most well know Consumer brands in the Asia Pacific region. As a General Manager and Sale Director he has negotiated with some of the most aggressive Procurement teams going around and been privy to their exceptionally practised forms of margin eroding purchasing.
In one career defining instance he was asked by a Customer to provide a $5m value-engineering payment as an act of good-will, and to ensure his business in other countries wasn’t interrupted. This prompted him to investigate and value every single point of service his company was providing to the Customer, only to discover that they were already providing some $10m of extra non-contracted services that were not being formally accounted for!
This loss of value took place routinely through the daily coercion of additional services across multiple points of contact and functions. Worst of all it was hitting the P&L statement as a non-defined “Operational Variance!”
Needless to say, the positive outcome of this story continues to inspire and captivate audiences to re-think the way they service their customers and underpins his key participant takeaways.
Either through a keynote address or a combined presentation and interactive workshop, Paul’s presentations will empower Businesses to increase their margin and “Supplier Self-Respect”.
They will learn how to “Give Customers everything they want on your terms, not theirs!” and see material gains within 90 days!
Speaking Topics Include
Take Back your Margin - A keynote that demonstrates how Suppliers can overcome & reverse the 10 Key Customer Pitfalls that erode Margin.
Taking Back your Margin in 90 Days - 1 day interactive workshop that educates Sales team on how to increase Customer Profitability by >10%, within 90 days
No More Silos - An interactive workshop that literally converts cross-functional staff into high performing and profit focused Key Account Management Teams.
The Customer Service Revolution - Presentation and Workshop that empowers Customer Service teams to “Teach their Customers how to treat them”.