- Kable, Tuesday 15 September 2009 10.10 BST
While the private sector is cutting back on investment, the public sector is maintaining, and in some areas even increasing its spend. How well are you positioned to take advantage of this? The art of public procurement is a time consuming and costly experience – but it doesn't have to be painful. With the help of this unique session you can learn how to get a bigger piece of the action. This is your opportunity to learn from specialists who will show you how to prepare winning bids whilst avoiding the many hidden traps.
Why attend?
• Do you want to win more public sector business?
• Have you found that offering the best value does not always lead to a contract?
• Do you need to hone your public sector procurement skills?
• Do you have team members that are relatively new to the whys and wherefores of public sector procurement?
• Do you find it's hard to know what the public sector buyer is really after?
• Do you want to increase your win rate?
If any of the above apply to you then this event will provide you with the skills and advice to ensure your company avoids coming second when the bids are decided. The intricate procurement procedures imposed on government users and their suppliers mean even the best sales people don't automatically succeed in the public sector. They need a rich understanding of the tools at their disposal and how to exploit them.
Who should attend?
Anyone involved or who will become involved in attempting to win public sector business, including:
• Bid Managers
• Marketers
• Sales Managers
• Business Development Managers
• Account Managers
Objectives
This one-day event will:
• Exploit the process: Give you the tools and techniques to influence the final decision in spite of the bidding process
• Improve your bid efficiency: Outline strategies to ensure you only bid when you can win and therefore avoid resource wastage
• Maximise your win chance: Show how to gain competitive advantage and maximise evaluation scores despite the 'level playing field'
• Change your organisation: Take away a frame work of success for all future government bidding in your business
Note: This event is intended for people with moderate to intermediate experience in this area. A master class for Public Sector bidding is planned for a future date; alternatively contact us if you are interested in bespoke masterclasses.
Key benefits
By the end of the day you will be able to:
• Win more contracts
• Reduce the cost of bidding for public sector business
• Be crucial steps ahead of your competitors
• Understand the UK procurement process, the European Journal, and other international bid regulations
• Get on the long list - discover how to be invited to bid for business. Get on the short list - know what makes the difference for successful bids
• Understand and allow for political factors
• Use professional techniques to make your bids interesting and compelling to read
• Understand what is really happening in presentations and negotiation meetings and what you can do to influence the decision
• Discover how you can still win, even after you have been told that you have lost
About the session leader
Andy Haigh is a former Royal Air Force engineering officer, specialising in telecommunications, who moved into the private sector in 1987 and has compiled a highly impressive portfolio of successes in bid management. Andy's clients include the Home Office, Unisys and Royal Mail, with whom he has worked to improve their sales performance and win bid rates.
Andy has achieved the highest level "Professional" of APMP (Association of Proposal Management Professionals) qualification to practitioner level. There are very few such highly qualified people in the UK.
Essential event information
Date: Tuesday 20 April 2010
Location: Scott Room, Guardian News & Media, Kings Place, 90 York Way, London, N1 9GU
Event fees:
Non-subscribers £750 + VAT
Subscribers £375 + VAT
Early bird for non-subscribers: £650 if booked before 26 February 2010
Booking information
If you are a KableDIRECT subscriber please either email customerservices@kable.co.uk or call 020 3353 4890 for further information.
If you are a non-subscriber please either call 0845 463 1465 or use the button below to be directed to the booking form on our partner, Sixfold's, website:
Client testimonials
"It has saved a great deal of time by helping us to focus on the bids we can win. Besides sales staff, I consider the course is also entirely appropriate for bid managers and authors"
Sales Manager, PDMS Limited
"Excellent course, fully tailored and relevant to our area. Excellent delivery with interesting experience to share."
Sarah Knight, Royal Mail
"Thank you for the professionalism and insight you brought to the training sessions last week. Through direct action as a result of your training, we secured a $700K project today!"
Frank Hickman Principal, Unisys
