Harnessing the politics and relationships to make a difference
The Public Sector procurement processes go to extraordinary lengths to prevent relationships and direct contact with the decision makers influencing the outcome of a procurement competition. The outcome is that the process can get in the way of our ability to communicate those things which would allow the competition to get the best result.
The procurement processes, by their nature, set up the public sector procurement team as the experts when, of course, they cannot have as much knowledge and experience as those organisations who make their living with this expertise. So is it any wonder then that the ITT requirements are tilted towards solutions which are sub optimum?
About the masterclass
The Sixfold team has 20 years of tackling these problems and presents a masterclass which will lead you through some simple strategies to improve your ability to get the decisions made on the best information. It will look at all the routes to communicate with the decision making team, how to get the messages through despite the procurement restrictions and what someone in the Public Sector can do to "legitimately" skew the results.
This masterclass will explore the most common political and communication problems in the bidding environment and you will use your own real examples to develop a pragmatic approach to dealing with them.
Key elements the masterclass will focus on:
• When politics helps
• The place for gifts and inducements
• An introduction to Political Analysis based upon:
- Knowing what you want them to understand
- Knowing who needs to understand it
- Knowing how to the messages across
• Coping with bias in the decision making team
• Leveraging politics in the competitor's business
Objectives
This half day will show you:
• How to use the political structure to improve win chances
• Understanding of the ways in which the public sector decision can be manipulated
• How to watch out for bias and then deal with it effectively
• Challenging the process if it is being used unfairly
Why attend
What you will learn on the day:
• The ways in which the competition outcome can be influenced
• A simple tool to map the political power structure and how to use it
• Clever things you can do to improve your win chances
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 15 June 2010
Location: SmartGov Live 2010, ExCeL Centre
Event fees:
Non-subscribers £249 + VAT
Subscribers £199 + VAT
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:
This masterclass is located within our SmartGov Live exhibition and you will need to register for this to gain entry to the masterclass. Register for free at www.smartgovlive.com
