The one-day course briefly covers the processes for engaging the public sector in contract competitions. It then goes on to deal with how you can work the processes and the bidding environment to get a competitive advantage, even if you are new to this type of bidding. The tools and techniques covered will surprise and delight the experienced bid and sales team, whilst explaining why those "certain to win" go on to lose. Then it will show you how not to get caught in the same traps.
The day will finish with a review of the traps and the tips on winning, assembled over many bids (won and lost) by some of the most experienced and successful bid teams in the UK.
Why attend?
You should attend if you want to go beyond an understanding of the public sector procurement processes. If you want to know how to exploit the bidding environment (and stop your team from becoming exploited by others), then this is the event for you.
At the end of the workshop you will have an entirely new perspective on the bidding process and the confidence to challenge the process when it is being misused. Ultimately it will increase you bid win rate and reduce your sales costs.
What will I learn?
From the event you will learn:
• How the process is supposed to work, the choices the public sector has to make and where they go wrong.
• How to deal with issues in compliancy with the requirements
• How to exploit market intelligence to get an advantage
• How the decision making process works and how to use this knowledge to get better scores
• How to get copies of your competitor's proposals and prevent them getting yours
• How to deal with bribes and incentives
• How to get your competitors to waste their proposal generation time
• How to avoid delivery issues
• How to get the best from framework contracts
• What to do if you think someone else is going to win
Who should attend?
This event covers ground applicable to both experienced bid professionals who have worked on many public sector bids and sales professionals who may have little knowledge of the public sector. It is specifically targeted at:
• Commercial directors and managers
• Bid qualification team members
• Sales directors
• Bid directors
• Sales directors
• Bid managers
• Bid authors
• Technical bid team members who may be on a presentation team
• Anyone who is involved in deciding the strategy and content of the bid documents, including partner managers and procurement staff
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: Thursday 21 October 2010
Location: Kings Place, 90 York Way, London, N1 9GU
Event fees:
Non-subscribers £750 + VAT
Kable ICT subscribers £375 + VAT
Special offer: Non-subscribers save £100 when booking before Friday 3 September.
Booking information
If you are a KableICT 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
