Don't waste your team's time - qualify!
Don’t waste time bidding if you have no real chance of winning – obvious but not always easy! Hear results from an APMP membership survey on qualification and learn through an interactive exercise.
Duncan has worked as a UK bid manager for ten years - with BT, Capita and currently Hewlett Packard. He has extensive practical experience of managing complex bids, especially into public sector clients; and of the challenges of complying with internal and client requirements while bringing Shipley and APMP best practice to create compelling proposals.
Prior to working in bid management, he worked in technical sales roles with commercial clients for BT. Duncan has a Diploma in Management from the Open University and is an active member of UK APMP.
Duncan brings this sales and bid experience, and the benefit of some career hindsight, to the topic of bid qualification and what sales and bid teams can do in practice to identify when “opportunities” are really worth pursuing – or not!
You will hear results from Duncan’s survey of APMP UK members to identify the most important elements of qualification that really reflect win chances, and will be able to share your own experience and to hear that of others.
The session includes sight of various bid qualification tools, and an opportunity for delegates, working in small teams, to qualify and re-qualify an example sales opportunity. The outcomes will be shared with the whole group, enabling attendees to learn from each other and providing the opportunity to identify new aspects of qualification that will be valuable for your own work.