NAPIER TRAINING ASSOCIATES
Richard has been delivering effective, professional Mentoring and Training programmes for more than 25 years
and is still working with many of his original client base.
After a successful career in Sales and Sales Management, Richard made the move into Training Consultancy in
the late 1980s and joined a company focusing on the Financial Services sector. Utilising the experience he had
gained from working with 3 major US organisations, Xerox, IBM and NCR, he was able to transfer these skills
to many of his clients from the Corporate, Investment and Private Banking sectors.
Sales and Marketing was a relatively new subject for these institutions at that time and he spent the next 8 years, traveling the world, developing the sales skills of some of their top staff.
After the company was sold in 1993, he set up his on his own and has continued to work in the Professional Services sector. He has worked in more than 40 countries and can therefore bring an international flavour to his training
delivery. Spending time researching the Harvard approach to Negotiating - Principled Negotiations -
he has developed techniques for training on the subject which combine the theoretical with practical,
resulting in an easy to implement methodology for a win - win outcome.
Having been trained using a number of different sales models he can can combine the best element from each
one to produce an approach which is effective for most organisations. He is certified in Solution Selling from the
With the continued increase of competitive tendering and 'beauty parades', he works with a number of key clients, helping them produce a winning proposal or presentation.
Richard focuses on all aspects of Business Improvement and has recently developed an effective Coaching
workshop for Sales leaders.
Working at all levels of an organisation, Richard uses his wealth of practical experience to consult,
design and deliver effective training.
He is frequently asked to deliver key note speeches at corporate conferences, where his humour and pragmatism
are always well received.
Richard works with a number of individuals in an Executive Coaching capacity and is an external assessor on
Cardiff Business School's MBA programme.