How do you ensure you get to the next round?
The response to the Pre Qualification Questionnaire (PQQ) is very often a knee jerk response to the questionnaire arriving on the desk. However, if the opportunity is not eventually bid for and won, any effort expended against the PQQ is wasted. On the other hand, if the PQQ is not completed, you cannot bid for the contract – even though you are the best organisation on the planet to supply what is wanted!
So how do you, with your limited resources, get the balance right? After all, you are now in a process which seeks any reason to "legitimately" reject your submission. This is your opportunity to learn from specialists who will show you how to prepare your response in the way that is most likely take you through to the next stage.
The "Responding to the PQQ" masterclass will explore the most common PQQ problems and we will use your own real examples to develop a pragmatic approach dealing with them. Together we will cover such strategies as:
• Making Senior Management part of the team
• Qualifying the opportunity
• Nailing the compliancy issues
• Harnessing the Market Intelligence
• Priming your references
• Articulation of the benefits
• Storing all the reusable information
By the end of the session you will have a solid understanding of the issues most likely to be encountered and methods to deal with them. You will understand how to leverage the evaluation system to your best advantage and what to do when you cannot fully answer the questions.
Why attend?
• Do you want to win more public sector business?
• Have you found that having the market leading offering does not always lead to the opportunity to demonstrate this?
• Do you have team members that are relatively new to the whys and wherefores of public sector decision making?
• Do you find it's hard to know what the public sector buyer is really after?
• Do you want to increase your PQQ conversion rate?
If you answer "yes" to any of these, then this will give you what you need.
Who should attend?
Anyone involved or who will become involved in attempting to win public sector business, including:
• Those responsible for managing the client relationship or who have direct control over the bidding process
• Senior sales staff and marketeers
• Senior executive project sponsors
• Internal experts who have responsibility for compiling the PQQ response
Note: You should only attend the masterclass if you are willing to participate fully and wish to sharpen your skills in order to enhance your future performance.
Objectives
This half day event will let you:
• Exploit the process: Give you the tools and techniques to influence get through to the next round, despite the attempts by the evaluators to reduce their workload by rejecting your application
• Improve your response efficiency: Outline strategies to ensure you only respond 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 engaging the first stage of government bidding in your business
Note: This event is intended for people with some previous experience in this area.
Key benefits
By the end of the day you will be able to:
• Win more opportunities to submit a full proposal
• Get on the long list - discover how to be invited to bid for business. Get on the short list - know how to set up successful bids
• Reduce the cost of bidding for public sector business
• Understand the key elements of the UK procurement process and the applicable bid regulations
• Use professional techniques to make your bids interesting and compelling to read
• Discover how you may be able to get through, 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: Wednesday 17 February 2010
Location: Guardian Professional, 3-7 Herbal Hill, London, EC1R 5EJ
Event fees:
Non-subscriber £249 + VAT
Subscriber £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:
