How to Win Public Sector Business
Objective
To prepare you to be effective in bidding for Public Sector work.
In particular, to enable to compete effectively in Competitive Dialogues and e-Auction opportunities.
One day facilitated course, 09:00 to 17:00 with breaks.
Approach
The key content aims will be to:
- Create the right environment to learn the key messages
- Make each module as interactive as possible
- Create some gentle competition amongst the delegates
Content
Learning Points
Procurement strategies and systems
- How best to respond throughout the process
- Clever things you can do to improve your win chances
Key messages
- Connecting with the decision makers and their process is key
- You must answer all questions, even those not asked
- Embrace and use the processes
- Never accept defeat
- Do not assume that the decision makers will understand the implications of your proposal
- Justify all your claims
- Prepare for delivery problems
Information Flow
Following the introductions we will look at the processes and strategies, with particular focus upon Competitive Dialogue and show how the processes work.
We will then look at a PQQ which will lead us to the problems of compliancy and some background on the “rejection” culture of the decision making process.
Moving to the decision making, we will look at Scoring and Weighting and the key influence this has, but then lead on to other criteria which will affect how the evaluators will score.
Knowing this background, we will then start to look at some of the ways in which we can take some control of the sales process.
Firstly we will look at how the questions process can be used to influence the evaluations and the competition.
Then we will look at giving the evaluators no room in which to mark down any score.
Finally, we will look at a couple of simple things we can do to prevent process failure.
To conclude the session we will discuss what can be done if it looks like someone else will win and then consolidate all the information we have covered during the day.
Essential event information
Date: Tuesday 20th April from 9am-5pm
Location: Guardian News & Media, Kings Place, 90 York Way, London, N1 9GU
Event fee per delegate place: £750 + VAT totalling £862.50
KableDIRECT subscribers event fee per delegate place (50% discount): £375 + VAT totalling £440.63
Please note that delegates will not be permitted entry to the workshop if the course fees have not been paid in full.
