Graeme Robson Email & Phone Number

Have you ever been told you have more potential? There is a 'but' on the way right.Imagine that you’d invited the feedback by asking trusted colleagues and customers about advancing your career. Well, that was me in 2012 and although It took a while to figure out, it proved the best advice ever. Their point was I offered them something very different, but I could offer more and should move myself to the next level.Now fast-forward to today after three very different, deliberately selected roles; one that may surprise. Enjoying key aspects of global strategy, driving growth and learning to win more effectively. Helping me create techniques that build strategy and generate growth:• Working early to fix a broken relationship and then win. While the competition ran we closed a third of the budget. We also helped them justify a doubling of the budget. • Invited late to fix a £5BN deal, increased the score >5% to win by just over 2%. • Supported negotiations to reduce price by 15% while increasing our technical score and win. In full sight of the customer, we removed gold plating to offer options (at higher margin); the contract was signed with the options.These techniques have been invaluable to 80% of the captures/bids I back, yet less than 20% of the teams understand or implement them. Here is a summary of the roles that provided the insight:Broader competence – three years on Shipley’s Board, the company that wrote the book. Learnt the full growth life-cycle and added market sectors to my experience. Real customer knowledge and intimacy – three years at Commerce Decisions who’ve supported thousands of complex Government procurements. Unique, immersive insight into what is really going on inside the customer. Helped me recognise where as their partners, we can both help them and ourselves to open new markets and profitable growth. Global experience making decisions that matter – Four years as QinetiQ’s Global Head of Strategic Capture to help underpin 50% growth. Helping a traditional engineering business that was unsure who a Growth Officer was. When we started help that wasn’t wanted and moved to a situation where, most of the time, my team and I were central to strategy, helping to uncover markets and then lead and close-out strategic deals. I’m currently studying at Said Business School (Oxford University) on the potential and impact of Artificial Intelligence. I’m learning that AI can augment a business and super-charge growth.

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  Saïd Business School, University Of Oxford

  Artificial Intelligence Programme