Hugh Graham

Hugh-GrahamHow the laws of physics can help you win more bids

  • Communication obeys the fundamental laws of the universe
  • Why face to face communications are so important in this high tech age
  • The role of rapport, trust & credibility in decision making

About Hugh

Hugh has many years’ experience in senior sales, marketing and account management positions, working for well-known brands such a Coca Cola, Kellogg’s, SC Johnson and Littlewoods.

The Bid Coach delivers communications support based solely around new business opportunities that you are working towards winning.

This means we most often work with your team when they are shortlisted for a “must win” project and the client asks to interview the operational operations team as part of the selection process.

We work with them to develop their communication skills and techniques, team-working skills and awareness of non-verbal communication signals.

Joby Blume

Winning value propositions

Joby-Blume-HeadshotCreate compelling and persuasive value propositions that articulate why your prospect should choose you. Use these to structure your bid communication and pitch.

About Joby

Joby is co-founder of BrightCarbon, the specialist sales presentation agency.

Joby has helped to write 1000s of sales presentations and coached hundreds of bid teams to success, in fields as diverse as construction, medical diagnostics, insurance, financial services, IT, and FM. He’s helped his clients to win £bns of new business. He has also worked as a speechwriter and editor.

Joby has a BA in PPE from Oxford, an MA in Education from the Hebrew University and an MBA from Manchester Business School.

John de Forte

The anatomy of persuasion

JdforteGut feel may tell you that the message is unconvincing, but it may be hard to put your finger on the reason. Introducing a simple framework to help you ensure your proposals are persuasive.

About John De Forte

John de Forte has helped a wide range of organisations and consortia to win flagship contracts in the public and private sector. This has included acting as editor in chief on major proposals involving multiple author teams in the UK and abroad. His training workshops provide bidders with frameworks to bolster persuasiveness and improve their writing skills.

The principal of de Forte Associates, a consultancy which has advised on proposals for over 20 years, he is author of Proposals Pitches & Beauty Parades (published by the FT/Pitman) and speaks frequently on procurement-related topics. He is a regular presenter at the APMP conference, where according to feedback from participants his sessions have consistently been among the best received.

Jon Williams

Fifty Shades of Great

Jon WilliamsIs proposal development a pleasure - or is it painful for you? Are your proposals compelling, creative and dynamic - or merely grey? Does your organisation take a disciplined approach to proposal development - or does your team need to be whipped into shape?

About Jon

A Fellow of APMP, Jon Williams served as UKAPMP’s first Chief Executive in 2001/2. He has spoken at over twenty APMP events worldwide and is recognised as one of our profession's most entertaining and informative presenters.

Jon started his career in procurement, and served as a board director of Europe's leading strategic purchasing consultancy. He set up and managed Compaq’s Strategic Bid Centre, increasing win rates to over 80%, before founding Strategic Proposals’ UK business in 2001. He has since worked with sales organisations in over thirty countries – helping them to benchmark and improve their capabilities and to capture must-win deals, and delivering acclaimed training courses.

Jon is co-author of ‘The Proposal Guys' blog and of the forthcoming book 'Proposal Essentials'.

Mark Whitley

Delivering collaborative capture skills

Mark WhitleyHow Arqiva used up-skilling of multi-disciplinary capture teams to win business transforming opportunities and deliver a sustainable capacity to win good business

About Mark

Mark is a proposal manager within Arqiva’s the telecoms business unit. He leads virtual and physical teams managing all aspects of the business development lifecycle and targeted at every sector in which Arqiva operates. Passionate about developing himself and others, his career has centred on understanding customers and meeting their needs.