What Makes a Successful Bid Strategy ... and some even more interesting thoughts from the Delivery folksUKAPMP seminar delivered by James Thorburn, MD of de la Rue Identity Systems, Frimley, 20 Jan 2011By John Seaman and Martin Kaye

And so, the first UKAPMP North meeting of 2011 convened at the prestigious offices
of Huthwaite International, expertly hosted and facilitated by Huthwaite's CEO, Tony
Hughes.

Billed as an event that would provide insights into the world of procurement by giving
attendees direct access to three senior procurement leaders, I was looking forward to
seeing how the buyer versus seller conversation might unfold.

Bidding and the Big Society
UKAPMP Event:

Liz Brooks-Allen, The Connectives: “Using CSR as a differentiator in bids”,
London, 17th February 2010.

‘We do well by doing good’ says Liz Brooks-Allen of The Connectives. This is a
reference both to her own company’s mission and to a philosophy everyone can
embrace. As social entrepreneurs, she and her colleagues are working to help
businesses contribute to society as a whole. And the benefits of creating social
value are commercial as well as philanthropic....

Social Impact Assessment

Working for Us and Our Clients

Ten top tips proven to bring about an immediate step change in the knowledge, skills and capability to develop winning proposals.

Seemingly everyday events could mean that the content of the current bid you are working on could be stolen. Awareness of potential threats, anecdotes to illustrate them and advice on protecting our bid environment by Luke Smith of Pentura.

Paul Mallory presented research carried out by the International Association for Contract & Commercial Management (IACCM) into what makes some companies the most admired in pre-contract and post-contract phases. This reveals best practice in contract management, and has lessons for the interfaces between bid and contract management which can be crucial in closing the deal and in managing the deal for value, as well as for sustainable long term client relationships.

Download Slides here

Killer Presentations

Rico Pegasiou, m62 visualcommunications: Killer Presentations, Bracknell, 26^th May 2011-06-17

A memorable presentation can make the difference between winning and losing an order, gaining acceptance of an idea or failing, or creating a meaningful exchange of information rather than misunderstanding. It's one of the keys to sales effectiveness.

Brian Mayne, Lift International : Goal Mapping, Summer Barbecue at Manor Park Golf Club, 30^th June 2011

Born into a travelling funfair family, Brian had to discover a way of succeeding when he lost everything at the age of 29. Goal Mapping is the master skill for achievement in every area of life and is easy to apply to the world of bidding.

A second review  of Goal mapping.

David Freedman spoke about the increased involvement of procurement departments in the bid cycle and explored the behaviour of corporate procurement departments, strategies for working with them, not against them plus trends in procurement practices and how to deal with them.

Rear Admiral Simon Williams relates the laws of ‘chemistry, physics and engineering‘ as applied to alliances and coalitions under pressure. 

As useful models for studying power balances and structures such as virtual teams, partnerships with other companies, consortia and indeed the ‘new partnerships’ with customers, you can’t beat military alliances between individual countries – or to be more accurate, their governments.

Most larger organisations have trained their buyers and senior managers in how to deal with suppliers during the negotiation process. Salespeople, however, are largely unaware of the strategies being used against them...