Steve Gerlach CF APMP

Trailblazer
DISC Type : DI

Bid Catalyst at Aurora Marketing - Tenders, Bids, Proposals, Submissions

Carlton, Victoria, Australia

Overview

Steve Gerlach is a Melbourne-based Bid and AI Catalyst at Aurora Marketing with over 30 years of experience in tendering and proposals. With expertise across construction, defence, and healthcare, he holds a CF APMP certification. Colleagues describe him as incisive, creative, and a joy to work with.

He recently warned of a "$200M opportunity" being lost due to the misuse of ChatGPT, emphasizing the need to balance AI tools with essential human insight.

Personality Overview

Achievement-Oriented

Informal

Assertive

They will bat for you if they come to believe in you.  They respond better to a combination of speed and relationship. They do not mind taking risks and can make hard decisions, if necessary.

Topics They Care About

AI in Tendering
As an "AI Catalyst, " he actively explores and discusses the impact of AI on the bid and proposal industry, including both its potential and its significant pitfalls.
Tender Strategy
With over 30 years of experience, he is a specialist in managing complex submissions and developing winning bid strategies for large corporations across numerous sectors.
AI Adoption
He participates in an AI Practitioner Network, exploring how different sectors like government, banking, and consulting are approaching AI implementation and integration.

Media Appearances

Steve has no verified media appearances

Work History

1-2022
Bid Catalyst at Aurora Marketing - Tenders, Bids, Proposals, Submissions
7-2013
Founder at CI5 Consulting
5-2018 - 1-2022
Senior Proposal Manager - Commercial Excellence at ISS Facility Services Australia and New Zealand
2-2015 - 1-2022
Bid Manager - Strategic Projects at ISS Facility Services Australia and New Zealand
4-2014 - 1-2015
National Bid Manager at ISS Facility Services Australia and New Zealand

Education

1984 - 1989
Education details unavailable from Whitefriars College
CF APMP from APMP International

More Information

Social Presence :

Prographics :

Exp : N/A Location : Carlton, Victoria, Australia Job Level : N/A Designation : Bid Catalyst at Aurora Marketing - Tenders, Bids, Proposals, Submissions
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • Give them control of the sales process
  • Showcase existing customers and use case-studies to grab their attention
  • Help them visualize the impact of their decision

DONT's

  • Don’t force involvement of other stakeholders unless it is critical
  • Don't make any commitments that you might not be able to fulfill
  • Don’t hesitate from asking them how they truly feel about your product

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steve is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from Steve

  • If they are not convinced, they will say no albeit in a friendly manner.


Insights For Deal Planning

    How fast (or slow) will Steve move?

  • They can make decisions quickly if they develop trust in you and conviction in the product.
  • Can Steve take some risk or not?

  • They can take risks if necessary.

You And Steve

Personality Compatibility


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