David Gollancz

Public procurement - rules and reality

What contracting authorities have to do, and what to do when they don’t.

About David

David Gollancz is widely recognised as a leading procurement lawyer and specialises all aspects of public/private transactions, including state aid, employment, pensions and commercial law. In addition to his wide-ranging experience in public contracts in general, David has a extensive background in public law, particularly as it affects local authorities and non-departmental public bodies, and an in-depth understanding of the working of public sector authorities.

Formerly a solicitor, David led the Treasury Solicitor’s public procurement and commercial team and the public procurement group at City solicitors Field Fisher Waterhouse. He is licensed for public access, meaning that he is able to take instructions direct from lay clients as well as from solicitors.

David’s reputation in procurement is recognised in Chambers & Partners Guide to the Legal Profession and the Legal 500. References include:

“Sharp, reliable and pragmatic”
“Years of experience in procurement and commercial contracts law”
“Someone solicitors can count on”
“Lofty reputation”

Dr Janet Curran

Winning the everyday negotiation battles

Janet-CurranBid professionals engage in negotiations of one kind or another every day: with internal colleagues as well as customers and prospects. Understand the processes and behaviours that achieve win-win outcomes.

About Janet

Dr Janet Curran is Head of Thought Leadership at Huthwaite International.

With a PhD in retail marketing, Janet brings extensive experience of academic research in applying Huthwaite’s unique methodology. The author of our latest study "Creating and Capturing Value", she works with bid teams to help them develop their internal relationships and influence. She also develops sales competency frameworks and implements effective coaching strategies to support behaviour change, as well as measuring the impact of training interventions.

Before joining Huthwaite, Janet worked as a consultant in the banking, retail and public sectors. She speaks fluent Spanish and has a diploma in Spanish and Latin American studies.

Duncan Gowing

Don't waste your team's time - qualify!

Duncan GowingDon’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.

About Duncan

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!

Fela Hughes

Centralising bid teams for fun & profit!

Fela HughesFind out the pros & cons of centralised bid teams and gain valuable insights into how to actually deliver them without your colleagues and customers hating you - and you losing your mind and job.

About Fela

Fela Hughes is the Managing Director of Quadrigal, a Barcelona based consultancy specialising in bid process optimisation. Prior to that he was bid process owner for Europe, Middle East and Africa for Hewlett-Packard, latterly responsible for building its centralised document management hub in Spain. With more than 10 years’ experience in improving sales processes in environments as diverse as Bracknell, Barcelona and Bucharest, he recognises the pitfalls that make many a well-intentioned project fail – and the practical steps needed to ensure a centralised bid team delivers on its promises of excellence and efficiency.

Graham Hutchinson & Martin Kaye

APMP benefits, communications and social media

Graham-HutchinsonEnsure you maximise membership benefits and information resources available at your disposal.

About Martin and Graham

Martin joined APMP in 2005 and currently serves on APMP UK board as Membership Director.

Graham joined APMP in 2004. A presentation to an APMP UK Chapter Meeting in September 2010 inspired the then Chapter Secretary to seek a volunteer to develop the Chapter’s promotion through social media. As a result, Graham has developing a LinkedIn following for the Chapter of nearly 1,000 and has subsequently taken-on responsibility for the content of the APMP UK web site.