| Price to Win? (PTW) (February 2010) |
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To download the slides from this and other events, please go to the following Concurrence hosted link: http://www.concurrence.com/UKAPMP2009HTML/structure/index.htm With Government budgets shrinking, there is no denying that price is now the most significant determinant for competitive contract awards. Notwithstanding, most bidders still focus their competitive efforts almost entirely on solution and proposal development with price being an afterthought… or simply a derivative of the solution. A price-driven marketplace demands that a winning price shapes the solution, not the other way around. Universally competitive landscapes are also changing; non-traditional players are shaking things up by offering better value solutions. The majority of large firms that vie for USA government contracts have reacted to change by refocusing their capture processes on price. More recently businesses operating in the UK, Europe and other major government markets have begun to recognise PTW’s value as the cornerstone of successful business development campaigns.
During this event, Tony Constable of CAI/SISCo, will provide insight into how successful capture teams are using PTW processes to shape competitive solutions that can be bid at winning, yet profitable, prices. Tony emigrated from the UK to the USA in 1968 and is the founder and President of CAI/SISCo. Since 1975, the firm has quietly assisted clients win more than 1,250 major competitions around the world in the aerospace, military, telecommunications, and IT fields. These opportunities, which have an aggregate value in excess of $1T, have involved most government activities and technologies. Tony devised CAI/SISCo's highly acclaimed Price To Win (PTW) and other business development training seminars and presents them regularly in the USA and more recently the UK and Europe. DATE: Wednesday 10th February 2010 TIME: 1800hrs refreshments for prompt 1830hrs start VENUE: IKON Office Solutions, Cowcross Street, London EC1M 6DQ - - - - - Whilst Tony Constable is in the UK he is also holding a One day Price-to-Win training seminar in London on 11th February 2010. This intensive training day provides the tools and guidance necessary for organisations to begin to establish PTW mechanisms within their companies. As a special offer, all UK APMP members are eligible for a 10% discount off of the standard price for this training. For full details regarding the training seminar, please call Mark Constable on +44 (0)7989 307651 or email: This e-mail address is being protected from spambots. You need JavaScript enabled to view it
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