Virgin’s success at overturning the government decision to award the West Coast mainline franchise to FirstGroup demonstrated something Sixfold has long been preaching: the best bidders in the public sector use the government’s own rules to give themselves competitive advantage.
In our experience, most companies don’t understand how to exploit these rules. Instead they regard them at best as a cumbersome necessity or at worst as a reason not to go for government business at all.
Bid teams need to understand how to use these rules to give themselves every possible advantage when planning a bid strategy.
This session shows some of the ways the most successful bidders prepare themselves and their team to exploit the nuances of a public sector bid.
This is a rare opportunity to gain winning knowledge and even if you are not currently engaged in public sector business, it is essential insight for anyone following a career as a bid professional.
About our speakers
Peter Lobl – After a successful 22 year career of high value sales working for Unisys and IBM, Peter has spent the last 10 years helping major organisations improve their sales performance. He has worked on both sides of the Public Sector procurement process which has helped develop the insights and methods that help his clients exploit the process for competitive advantage.
Peter has worked with commercial organisations including Unisys, Glaxo Smithkline, T-Systems and Royal Mail. His Public Sector clients include the Ministry of Justice and Kent County Council. For Sixfold, Peter has developed a variety of ‘Mastering Public Sector Bidding’ events, delivered under the Kable brand. As well as developing and delivering events focused on successful bidding, Peter has rolled out the course ‘Selling Complex Services’ across Europe, a workshop that showed senior sales people how to secure high value BPO outsourcing contracts (£25m +). The focus of the course was on the preparation and presentation of key bid messages for issues that resonated at C-Level. As well as being an APMP practitioner, Peter is an expert reviewer for the EU, and a director of a number of small local businesses.
Andy Haigh is expert in the processes of bidding and tendering, specialising in competitive formal bids into EU Public Sector organisations. He has developed tools and techniques for every aspect of the procurement process whilst working with both private and public sector clients. He is an authority on EU procurement legislation and brings all these capabilities together to initiate and then drive major complex bids through to a successful completion.
He has bid management experience from working in both the private and public sectors, including responsibility at Director level in several large multinational companies. His recent clients include Alcatel Lucent, Ericsson, Balfour Beatty, The Guardian News and Media, Kent County Council and Steria.
As an APMP “Professional”, Andy’s book, “Winning Public Sector Contracts” has been published by the Guardian as part of its Guardian Professional book series.
Attendance at this event will earn five Continuing Education Units (CEUs) towards the Continuing Professional Development (CPD) requirement of the APMP Accreditation Programme. Bring your paper ticket for signature if you need proof of attendance.
Venue: We are very grateful for the hospitality extended to APMP UK by Aviva in York.
No car parking is available at the office but you can use the public car park: Esplanade car park, West Esplanade, York, YO1 6F. This is a two minute walk from the Aviva office along the riverside.
Train: If travelling by train (station also shown on the above map) the walk to the office is less than five minutes.
You are welcome to invite guests.
Schedule
18:00 – 18:30 – Welcome, refreshments and networking
18:30 – 20:00 – Workshop and questions
20:00 – 20:30 – Networking
