Insight into industry masterclass

Ever wondered what’s really driving suppliers and stakeholders from the private sector?

How do companies respond to opportunities and tenders? How do sales targets work? What drives company and personal behaviours when dealing with the public sector?

Understanding their perspective will change yours. You will know how to better approach the market, engage, negotiate and get better value. It will help minimise the risk of stalled projects, budget blowouts and damage to reputation.

During this interactive 40-minute masterclass you’ll take a journey to the other side and gain an insight into what drives the behaviours of companies that deal with the public sector.

We will explore:

  • making money—individual and corporate
  • a view of corporate governance and risk
  • responding to opportunities and RFQs
  • pricing and profit models
  • strategic selling.

Masterclass facilitator, Kiah MD John Glenn, draws upon his three decades of experience in negotiation, mediation, recovery and business to share the secret recipe that has led him and Kiah to resolve some of the most challenging disputes between the private and public sectors.

Join us for coffee at 9am for a 9.30am start.


Kiah Offices, Level 9, 224 Bunda St, Canberra 2600