Keith Dugdale Email & Phone Number

The Business of Trust (BOFT) works globally with companies such as VWR, Deloitte, Calibre Consulting, PwC, Aurecon, ARUP, Adidas, Minter Ellison and AECOM to help them improve the trust they have with their clients and internally within their own teams in order to build strong client relationships, and win more of the work they want.The work we do never sits in isolation, and is usually part of a broader sales culture change program. In recent years, I have worked with a number of engineering firms who have increased their profitability by up to 200%, law firms who have increased their market share by up to 30% in 12 months, and accounting firms who have managed to increase their bid success from 21% to 69%. Our work has been credited for significantly contributing to these successes.Alongside international speaking and consultancy engagements, I deliver the ENGAGE sales training program, which I co-developed with David Lambert after observing what the best-of-the-best professional services sellers did and essentially 'decoding' it. The two-day program has now been delivered to more than 10,000 people worldwide, directly resulting in hundreds of millions of dollars in sales.I am the co-author of the best-selling ‘Smarter Selling: How to grow sales by building trusted relationships’, now in it’s second edition published by Financial Times Prentice Hall, which has been translated into 5 languages including Chinese and Russian.I am also a certified trainer of Think on Your Feet, and a member of the Sales Masterminds Australasia group.

Brisbane, Australia

The Academy of Trust is an interactive, online learning program for B2B and professional services sellers to help them learn how to grow sales by building trusted relationships. I co-developed the Academy with Kathryn Koch, a professional services and B2B marketing specialist, based on the proven tools and techniques from my book 'Smarter Selling' which I co-authored with David Lambert. The Academy of Trust consists of two main courses:The Meeting Magnet - a-three week course focused on how to get meetings with senior decision makers that they actually want to come to.The Client Magnet - a six-week course which teaches a range of proven skills and techniques to make selling easier and more enjoyable - for both the seller and the buyer.In 2018, the Academy of Trust was named a finalist in the Future of Learning Award at the Australian Learning Institute Awards.www.academtyoftrust.com

Brisbane

IOWEU International Limited was established in 2007 by Keith Dugdale and David Lambert, the author’s of the best selling book, 'Smarter Selling'​. It coordinates the delivery of workshops across the globe and promotes the application of the IOWEU approaches as detailed in 'Smarter Selling'.Keith worked with David to set up a global network of franchisees to help consult, coach and train organisations in building trust with clients and customers. The initial focus was developing the internal network and developing the skills of the team. The first 12 months led to a network of over 90 people in 20 countries. The ultimate aim for the business is and remains “to change the way the world sells”. Keith left I Owe U to establish his own independent business in 2010, but still works closely with David who continues to run I Owe U.

Keith started his working life as a Tax Consultant, but with his natural big picture and opportunistic nature it didn't take long for him to determine tax wasn't quite the right fit, and he moved into a training role. After a brief intermission in PNG (see below), Keith took up roles responsible for learning and development in PwC's Hong Kong, Singapore and China offices, before moving to Australia in 1999. Through that period Keith was responsible for developing learning curricula at national and Asia-Pacific levels, helping the various PwC firms achieve and innovate their strategies.In 2002, Keith instigated the shift from training to learning in the business by introducing sales coaches, a role he decided to take up as well. After a couple of years Keith realised this was his passion, and so after nearly 23 years working with PwC globally, he took the biggest step yet and set up his own boutique consultancy.

Responsible for helping inbound investment into Papua New Guinea. Working with local and international businesses to help understand financial and cultural needs of a new country.