An extraordinary insight for bidders

As Bid Professionals, we create punchy, focused and compelling text to convince the evaluators that our solution is the best.  We try to wow them with benefits and differentiators.  We add beautiful graphics and persuasive testimonials.  Then our experts add every detail they can think of to show how good our solution is and how very much better it is than any competing offering ….

…And then we lose the bid!

No one can understand it.  Senior management calls for blood and the Bid Manager is perplexed.  After all, we know our solution was the best and we had given it everything we could think of to show this to the evaluators.

Perhaps, the evaluators saw things differently?  In our experience, it is very rare that bidders have experienced what it is like from the evaluators point of view, and that is where this Masterclass can give you a substantial advantage.

For half a day, we turn you and your bid team into evaluators and demonstrate how the bid and the competition looks from this viewpoint.  The session will give you an insight that will change the way you prepare every bid you submit from that point onwards.  Then it will improve your customer focus and ultimately your bid win rate.

Will it work for you?  Yes – it will!  Here are some comments from seasoned bid professionals who attended “The Evaluator’s Perspective” Masterclass recently:

• ‘Evaluation section – eye opening, informative, worthwhile. Really useful exercise to do the evaluating.‘
• ‘Very insightful and thought provoking. Found the evaluation exercise very useful and helped us look at the responses in a different way and really highlights some of the obvious ‘errors’ or things that may annoy the evaluators.’
• ‘Really valued the evaluation task. Some great takeaways.’
• ‘Great idea putting us in the evaluators shoes and bring us back to basics. I like the idea of going to lessons learnt at the end of the task.  Thought it was extremely relevant to our job and lessons learned can be passed on to SMEs.’

This masterclass will be led by a professional who has experience of working in both sales and purchasing.  It will include the latest feedback from recent procurement competitions illustrated by experience of large Public Sector bids.

Typical Duration: One half day

Suitable for: Bid Managers, Sales Managers, Account managers and their teams who wish to exceed current performance by better connecting with the evaluators.

For more details about this memorable event, please contact Andy Haigh or ring us on 01227 860375

Improve your Win Rate for your large bids

If you are mainly engaged with Public Sector bidding and tendering you will know how different from commercial proposals this all is.  You have to have all the same good bid communication skills, but you also have to respond to the Public Sector’s counter intuitive bidding rules.

Sixfold is a specialist consultancy helping its clients win Public Sector contracts.  We work closely with the  Association of Proposal Management Professionals (APMP), which is the professional association for people working in any sales environment where formal bidding and tendering takes place.  APMP certification is the global standard for developing and demonstrating proposal management competency.  As an Authorised Training Organisation, Sixfold can help you prepare for and take the Foundation level examination as part of a training event which looks at the ways to win in Public Sector bidding competitions and then relates them to the APMP foundation level syllabus.

From this event you will learn:

• How to prepare a winning bid response
• How to finesse the rules in a Public Sector competition to get a competitive advantage
• Best practice in any formal bidding situation, including persuasive writing and knowledge management
• Insight into the bid evaluation processes, so that you can create responses which score highly
• Everything you need to prepare for the APMP Foundation level examination

Your organisation will see an increase in win rate as a result of your increased abilities.  However, there are significant personal benefits too.

The APMP accredits its members at three levels of increasing competence; Foundation, Practitioner and Professional.  Once certified, recent UK salary surveys have shown that these members earn an average of 15% more than their peers.

These survey results are very compelling.  For specific levels of accreditation, progressing from Foundation to Practitioner level typically attracts a 14% pay rise, whilst advancing to Professional level leads to a further 30% increase.

To start you down this road, we will show you how the Public Sector processes work and how to best respond to them.  Then, we will guide you through the Foundation level syllabus and the examination itself, maximising your chances of passing first time.  Should you wish, you can choose to attend the course and then take the APMP Foundation level examination online, at a later date.

The entire event will be illustrated with real examples of previous bids and what occurred, and delivered by a team who have many years experience in Public Sector bidding.

Suitable for: Experienced (one year plus) bid and sales professionals who wish to enhance their ability to succeed at winning public sector bids.

Duration: One day.

Price: £990 (ex VAT) inclusive of the examination fee, APMP study guide and Sixfold quick-reference guide (discounts available for in-house events and/or multiple bookings).

Prerequisites: APMP membership is required and is a prerequisite for the examination (higher charges apply for non-members).  Click here for the APMP membership registration information.

For more information about this course please contact Andy Haigh

Testimonials to our instructors’ ability to deliver engaging and effective courses

“Not only was it of enormous value to me, it was delivered in a very relaxed manner that made it easy to absorb. I have taken away a number of very important actions to implement that will make a real difference to our business. Truly stimulating”

Nick Pinkney – Manager Bid Support

“I enjoyed a super day led by you last Thursday… I have the ultimate solution for successful bid teams- delegate to you and your company!”

Mary Fielding – Bid Director

“Our bid win rate was about 1:5.  As a direct result of Sixfold’s intervention our win rate has increased to better than 1:2.  This significant improvement has made a real and substantial difference to the MidlandHR bottom line. We no longer strive to get ‘quality bids’ out on time, but to get winning bids out (on time of course).”

Jamie Colville – Bid Team Manager

“Thank you again for holding your session here at Aviva last night. It was a huge success and I learnt lots about Public Sector bidding.”

Jane Matthews – Bids and Tenders Manager Aviva

“I thoroughly enjoyed my day and felt I came away with lots of new ideas for my team and for future bids across the business – thank you!’

Jo Massey – Head of Bid Service, BAE Systems

“Many thanks for an enlightening seminar”

William Gray – Managing Director

With the growing complexity of business today, many organisations are finding it difficult to fully exploit all client interactions to maximise revenues from their existing customers. This workshop guides a team through the process of creating a plan that will mobilise resources to make the most of all your new client opportunities.

Often delivery focused personnel are reluctant to develop relationships outside their current contacts and clients have an incomplete view of what you could do for them. Although sales people will be crucially aware of the need to attack these issues, many of your people who are focused on delivery will not consider it a vital part of their remit to seek new opportunities.

In addition sales people often lack the skills to effectively martial all resources by drawing up effective plans. This is a facilitated workshop, based upon your own business opportunities, that will change the way your sales and bid teams work. Teams will leave with a documented Account and Opportunity Strategy, plus a detailed action plan.

– Increase revenue growth through the identification and successful closing of new opportunities within current accounts

– More effectively use resources through better qualification and improved opportunity management

– Improve client retention through better relationships and value creation

-Make use of all client facing staff to boost your sales resource

This workshop will be led by a seasoned sales professional who has “been there and done it!”.  It will include the latest thinking from the CSO’s sales insights surveys and the new APMP Body of Knowledge, illustrated by recent large procurement competitions.

Typical Duration: One Day

Suitable for: Sales Managers, Account managers and their teams who wish to exceed current performance by creating more value for their clients.

For more details about this course please contact Andy Haigh

Harnessing the politics and relationships to make a difference.

The Public Sector procurement processes go to extraordinary lengths to prevent relationships and direct contact with the decision makers influencing the outcome of a procurement competition. The outcome is that the process can get in the way of our ability to communicate those things which would allow the competition to get the best result.

The procurement processes, by their nature, set up the Public Sector procurement team as the experts when, of course, they cannot have as much knowledge and experience as those organisations who make their living with this expertise. So is it any wonder when the ITT requirements are tilted towards solutions which are sub optimum?

The Sixfold team has 20 years of tackling these problems and presents a workshop which will lead you through some simple strategies to improve your ability to get the decisions made on the best information. It will look at all the routes to communicate with the decision making team, how to get the messages through despite the procurement restrictions and what someone in the Public Sector can do to “legitimately” skew the results.

This workshop will explore the most common political and communication problems in the bidding environment and you will use your own real examples to develop a pragmatic approach dealing with them.

Who Should Attend?

– Those responsible for managing the client relationship

– Senior staff who have direct control over the bidding process

– Senior executive project sponsors

– Internal experts who have responsibility for compiling the Selection Questionnaire response.

You should attend the masterclass if you are willing to participate fully, already have some experience in this area and wish to sharpen your skills in order to enhance your future performance.

Objective

To prepare you to use the politics to assist your win chances.

One half day facilitated workshop, 09:30 to 1:30 with breaks.

Approach

The key content aims will be to:

– Find out how the evaluators and decision makers can be encouraged to alter the outcome

– Make the session as interactive as possible

– Draw upon the experience of all the delegates

Content

Learning Points

– The ways in which the competition outcome can be influenced

– A simple tool to map the political power structure and how to use it

– Clever things you can do to improve your win chances

Key messages

– Use the political structure to improve win chances

– Understand the ways in which the public sector decision can be manipulated

– Embrace and use the processes

– Watch out for bias and then deal with it effectively

– Do not assume that the decision makers will understand the implications of your proposal

– Challenge the process if it is being used unfairly

For dates when this course is to be run please contact Andy Haigh (LINK)

This one day workshop briefly covers the processes for engaging the Public Sector in contract competitions. It then goes on to deal with how you can work the processes and the bidding environment to get a competitive advantage, even if you are new to this type of bidding. The tools and techniques covered will surprise and delight the experienced bid and sales team, whilst explaining why those “certain to win” go on to lose. Then it will show you how not to get caught in the same traps.

The day will finish with a review of the traps and the tips on winning, assembled over many bids (won and lost) by some of the most experienced and successful bid teams in the UK.

Why should I attend?

What are the benefits of attending – how will it benefit me personally (increased knowledge/confidence etc) and how will it benefit my company (making them more competitive etc)

You should attend if you want to go beyond an understanding of the Public Sector procurement processes. If you want to know how to exploit the bidding environment (and stop your team from becoming exploited by others), then this is the event for you. At the end of the day you will have an entirely new perspective on the bidding process and the confidence to challenge the process when it is being misused. Ultimately it will increase you bid win rate and reduce your sales costs.

What will I learn?

What topics will be covered/ what questions will be answered if I attend

From the event you will learn:

– How the process is supposed to work, the choices the Public Sector has to make and where they go wrong.

– How to deal with issues in compliancy with the requirements

– How to exploit Market Intelligence to get an advantage

– How the decision making process works and how to use this knowledge to get better scores

– How to get copies of your competitor’s proposals and prevent them getting yours.

– How to deal with bribes and incentives

– How to get your competitors to waste their proposal generation time.

– How to avoid delivery issues.

– How to get the best from framework contracts.

– What to do if you think someone else is going to win.

Who should attend – job titles/ departments/ ‘anyone involved in…’

This event covers ground applicable to both experienced bid professionals who have worked on many Public Sector bids and sales professionals who may have little knowledge of the Public Sector. It is specifically targeted at:

– Commercial Directors and Managers.

– Bid Qualification team members.

– Sales Directors.

– Bid Directors.

– Sales Directors.

– Bid Managers.

– Bid Authors.

Technical bid team members who may be on a presentation team.

Anyone who is involved in deciding the strategy and content of the bid documents, including partner managers and procurement staff.

Course Objectives

The executive summary sets the tone for the entire bid. Often it is the only section that is read by some key influencers. It will certainly be seen by all evaluators. Yet often it is written in a rush at the end of the bid process rather than used to set the key messages for all contributors. This workshop shows those involved in bid writing how to craft a winning Executive Summary;

– Develop skills in constructing an effective Executive Summary

– Structure the key messages which must be incorporated to connect with the client

– Learn powerful techniques to produce a hard hitting and effective Executive Summary

– Understand how to use a good Executive Summary to ensure all contributors reflect the key messages and thereby improve the power of the entire proposal.

Typical Duration: One Day

Suitable for: Bid Leaders

For more information about this course contact Andy Haigh (LINK)

How do you ensure you get to the next round? We’ll show you how to raise your success rate

The response to the Selection Questionnaire (SQ) is very often a knee jerk response to the questionnaire arriving on the desk. However, if the opportunity is not eventually bid for and won, any effort expended against the SQ is wasted. On the other hand, if the SQ is not completed, you cannot bid for the contract – even though you are the best organisation on the planet to supply what is wanted!

So how do you, with your limited resources get, the balance right? And what needs to be done to maximise the chances of getting through to the bidding stage?

The “Responding to the Selection Questionnaire” masterclass will explore the most common SQ problems and we will use your own real examples to develop a pragmatic approach dealing with them. Together we will cover the eight key strategies which lead to success. By the end of the session you will understand how to leverage the evaluation system to your best advantage and what to do when you cannot fully answer all the questions.

Who Should Attend?

– Those responsible for managing the client relationship

– Senior staff who have direct control over the bidding process

– Senior sales staff

– Senior executive project sponsors

– Internal experts who have responsibility for compiling the SQ response

You should attend the masterclass if you are willing to participate fully, already have some experience in this area and wish to sharpen your skills in order to enhance your future performance.

Objective

To prepare you to be effective getting shortlisted for Public Sector work.

One half day facilitated workshop, 08:30 to 12:30 with breaks.

Approach

The key content aims will be to:

– Create the right environment to learn some key tips to make your SQ submissions more effective

– Make the session as interactive as possible

– Draw upon the experience of all the delegates

Content

Learning Points

– The 8 strategies to improve SQ performance

– How best to respond throughout the process

– Clever things you can do to improve your win chances

Key messages

– Making Senior Management part of the team

– Qualifying the opportunity

– Nailing the compliancy issues

– Using the scoring matrix

– Harnessing the Market Intelligence

– Priming your references

– Articulation of the benefits

– Storing all the reusable information

For dates when this course is to be run please contact Andy Haigh

andrew.haigh@sixfoldinternational.co.uk

How do you ensure you get to the contract? We’ll show you how to raise your success rate. Kable’s expertise in navigating the public sector makes us the ideal partner to show you how to raise your success rate and get to the contract.

Complex rules dictate the public sector buying process to ensure that taxpayer’s money is spent wisely, yet some public sector suppliers perform much better than others do. The fact that government procurements sometimes end in disaster, proves that the system is vulnerable to influence and persuasion. Offering the best value does not always lead to a contract. Because of the intricate procurement procedures imposed on government users and their suppliers, even the best sales teams are not always equipped to succeed in the competitive public sector environment.

So how do you use resources wisely and get the balance right? And what needs to be done to maximise your chance of getting through to the contract?

How to Win Crucial Public Sector Contracts is an advanced training course that deals with the written and unwritten rules affecting those who sell to national and local government. It addresses challenges faced by public sector sales executives and shows how the process can be exploited to help give you a significant competitive advantage.

Who Should Attend?

You will get substantial value from this event if you are one of the following:

– Those responsible for managing the client relationship

– Senior staff who have direct control over the bidding process

– Senior sales staff

– Internal experts who have responsibility for compiling the Selection Questionnaire response

– Senior executive project sponsors

– Bid managers

Benefits of Attending

In this event you will discover the touch points that you can exploit for competitive advantage.

– Cover off on the 2016 procurement rule changes including SQ “passports”, timescale changes, no more Part B services, Tekal changes & negotiated competitive dialogue.

– Experienced public sector bid and sales people will gain new ideas and insights from this course. Reminders about things they know that may have fallen into disuse and hearing about the experiences of others on the course will expand the value of their participation

– Sales people who are transitioning from the commercial sector, or who are beginning a public sector sales career, will gain knowledge and methods that will be essential to their success.

– Organisations who are new to the public sector, will learn about the knowledge, habits and practices that their teams must use to compete against established competitors.

Course Contents

– Gaining control by understanding the process – Achieving an edge by understanding the public sector client agenda and processes. Looking at the freedoms and constraints that affect their decisions. Understanding the procurement options from the viewpoint of the Contracts Officer. Knowing the underlying principles upon which all Public Sector procurements are based. Positioning your solution for maximum impact and identifying those parts of the process you can use to gain competitive advantage.

– Compliance – The role of qualification during the process. Understanding how to overcome potential non-compliancies. Dealing with radical solutions and innovative proposals. Understanding the approach to abnormal bids.

– Leveraging the evaluation process in your favour – Using executive summaries to best advantage. Knowing how to exploit the decision making processes to improve your ability to respond correctly. Getting more time. Using politics to enhance your chances of winning. The truth about bribery.

– Finding out what the competition is bidding – Creative use of the Freedom of Information act to gain competitive advantage. Identifying where the client has identified the winner they want and how to overcome their bias. Differentiating your proposition.

– Using politics to enhance your chances of winning – Knowing what is really wanted in the response. Making sure that the evaluators have no option but to award highest marks. Identify every point in the process that you can use to influence the agenda. Create a basis upon which you may challenge a decision which does not go in your favour. Finessing the question response process.

– Increasing your win chances by finessing the question response process – Recovering from finding out you are not winning. Getting a debrief. How to challenge effectively and how to overcome the winner decision. Understanding the fundamental principles upon which all challenges must be based upon to be successful. Using the Alcatel period and the Remedies Directive to best effect.

Course Details

Date: Tuesday 1st April 2014

Time: 9am – 5pm (8:45am – Registration and coffee)

Attendance: Limited to 22 delegates; this is an intensive workshop with one-on-one personal support from the workshop leaders. First come, first served.

Venue: No.1, America Square, 17 Crosswall, London EC3N 2LB

Contact Kable’s client services team to tell us how many attendees you would like to place.

We will confirm your attendance by return and then contact you to process your registration at a later date. We reserve the right to cancel or reschedule the course if necessary.

To many; the Public Sector procurement processes appear very daunting. However, some companies get in­ credible results by knowing how to leverage the processes to best advantage, even though they may not have the best products or solution. Now, once again the rules are changing and those organisations that can respond most effectively will win the prizes. If you really are best in class, you cannot afford to be knocked out by inferior suppliers who play the game better.

So how do you, with your limited resources, get the balance between bidding costs and win rate right? And what needs to be done to maximise your chance of get­ ting through to contract award? We’ll show you how to raise your success rate.
Exploiting the Public Sector Rules for Commercial Gain is a unique and comprehensive training course that deals with the written and unwritten rules affecting those who sell to national and local government. It addresses the challenges faced by Public Sector sales teams and shows how the formal processes can be exploited to help you to forge a significant competitive advantage. The course has been successfully delivered in conjunction with Aviva, and Kable to over 200 organisations including; Unisys, Midland HR, Liberata, BT, Hitachi Consulting, Arvato, and Steria amongst others.

Benefits of attending :-
This event is aimed at people at a management or controlling level within their organisation who are anticipating the need to win crucial contracts and require to better understand how the process of winning these tenders works now and in the future. You absolutely must attend if you wish to sharpen your knowledge and skills in order to enhance your organisation’s future bid performance in the light of the upcoming legislative changes.

– At this event you will discover the hidden touch points that you can exploit for competitive advantage.

– Experienced Public Sector bid and sales people will gain many new ideas and insights from this course.

– Anyone transitioning from the commercial sector, or who is beginning a Public Sector orientated role should regard this as essential training that will slash their learning curve.

– Organisations who are entirely new to Public Sector procurement, will learn about the knowledge, habits and practices that their teams must use to compete effectively against established competitors.

Who should attend :-
– Senior bid managers
– Senior staff who have direct control over the Public Sector sales and bidding processes
– All sales staff with Public Sector focus Internal experts who have significant input into the response
– Those responsible for managing the Public Sector client relationship
– Senior executive project sponsors

MODULE 1. Introduction
Setting up the day for maximum value

MODULE 2. Gain control by understanding how the process is conducted
Achieving an edge by understanding the Public Sector client agenda and processes. Looking at the freedoms and constraints that affect their decisions. Understanding the procurement options from the viewpoint of the Contracts Officer. Getting a lead by knowing the underlying principles upon which all Public Sector procurements are based. Being able to evaluate the impact of the forthcoming new procurement legislation. Positioning your solution for maximum impact and identifying those parts of the process you can use to gain competitive advantage.

MODULE 3. Building the foundations for success
Knowing the differences in qualifying Public Sector opportunities compared to commercial ones. Applying tools to qualification. Understanding how to overcome potential noncompliance. Dealing with radical solution s and innovative proposals. Understanding the approach to abnormal bids. Understanding how to navigate any potential stumbling blocks.

MODULE 4. How to leverage the evaluation process in your favour
Knowing how to exploit the decision making processes to improve the impact of your response. Using executive summaries to position the competition. Optimising the engagement of the brand new procurement procedures and finessing e­-auctions. Getting more time to respond. Using politics in the right way to enhance your chances of winning. The truth about bribery.

MODULE 5. Finding out what your competitors are bidding
Creative use of the Freedom of Information Act to gain competitive advantage. Identifying where the client has identified the winner they want and how to overcome their bias. Differentiating your proposition when the process stifles differentiation. Understanding Teckal and Hamburg.

MODULE 6. Taking full advantage of the process to maximise you win chance
Knowing what is really wanted in the response. Making sure that the evaluators have no option but to award highest marks. Identify every point in the process that you can use to influence the agenda. Create a basis upon which you may challenge a decision which does not go in your favour. Finessing the question response process.

MODULE 7. Win when you lose
How to challenge effectively and how you can overcome the winner decision. Getting a de-brief. Understanding the fundamental principles upon which all challenges must be based to be successful. Using the Alcatel period and the Remedies Directive to best effect.

MODULE 8. Conclusion
Top tips. Revisit main messages and call to action.

Andy Haigh
Andy Haigh has been involved in sales, sales training, sales management and sales coaching since 1986. Initially he had success in a range of sales and business development roles where he built complete departments for S-Corn and Lorien Consulting specialising in Public Sector business. He received a variety of sales experience and training in Studio master, Rank Xerox and Unisys progressing to Director Level and coaching or training large sales teams. At Unisys he led the improvement of bid win rate from 12% to 42%.
Since then Andy has run his own consultancy business specialising in Public Sector sales improvement. Current clients are MidlandHR, lnnogames (Germany), Unisys and Kent County Council. As an APMP “Professional” he has developed a variety of unique tools and techniques from his many years of Public Sector sales and sales management experience to help the sales process. The Guardian has published Andy’s book “Winning Public Sector Sales” in its Professional title series.

Peter Lobl
Peter has over 30 years sales and bid management experience. He is an APMP practitioner and is currently working with companies including Unisys, Alcatel Lucent, HP and other blue chip companies helping improve their bidding into the Public Sector. In addition he has recently worked with Kent County Council and the Home Office to help them develop their procurement practices.
Peter will bring this knowledge and experience of both sides of the procurement ‘divide’ to help delegates gain further insight into the process.

Affiliated Associations
This course is presented in association with the APMP, the body that defines and supports best practice in the areas of bids, proposals and business acquisition (Editor’s note: The APMP is a fantastic source of ‘best practice’ tools and guidance).

What’s included in the price
– A comprehensive set of notes as a permanent record of the day and the content.
– A copy of the book “Winning Public Sector Contracts” (RRP £50).
– Refreshments throughout the day. A three course lunch.
– A free 30 min follow-up telephone consultation where you can discuss issues arising from the course which affect your own business.

Course Schedule
– 8.30 – 9.00 am – Registration(Tea / coffee/ pastries)
– 10.45 – 11.00 am – Tea / Coffee break
– 12.45 – 1.45 pm – Lunch
– 3.15 – 4.00 pm – Tea / Coffee break
– 5.00 pm – Close

Delegate Costs
Places are strictly limited to 25 delegates so early booking is highly recommended to secure your place

How to get there
Central Hall Westminster is located on Storey’s Gate, across the road from Westminster Abbey and the Houses of Parliament and can be easily accessed in a number of different ways.

Underground
– Westminster station- Jubilee, Circle and District lines.
– St James’ Park stat ion- Circle and District lines.
– Victoria stat ion- Victoria, Circle and District lines.

British Rail
Central Hall is within easy walking distance of Victoria, Charing Cross and Waterloo mainline stations.

Buses
– Buses: 11, 24,148 and 211 pass the door.
– Buses: 3, 12, 53, 53X, 87, 88,109,159 and 453 stop nearby.

Car Parking
Public car parks operate in Abingdon Street, Horseferry Road, Rochester Row and Semley Place. There is also parking adjacent to the building on Tothill Street and Matthew Parker Street.

The Selection Questionnaire (SQ) often gets given to the “office junior” to complete and then you fail to get through. Or, you spend days adding to and tuning the response, and still do not get through! Even worse, you are the incumbent and fail at the SQ stage of the renewal competition.

We know that the response to the Selection Questionnaire can be a “knee jerk” response to the questionnaire arriving on the desk. However, if the opportunity is not eventually bid for and won, any effort expended against the SQ is wasted. On the other hand, if the SQ is not completed, you cannot bid for the contract – even though you may be the best organisation on the planet to supply what is wanted! With new procurement legislation extending the scope of opportunities to use the SQ and the nature of the SQ changing with impending standardised EU templates, it gets ever more complex.

So how do you, with your limited resources get, the balance right? After all, you are now entering a process which seeks any reason to “legitimately” reject your submission. If your response can be ruled out for some simple issue at the start, this is a legitimate way for the Public Sector evaluator to avoid spending any more time scrutinising the remainder of your document. So this event is your opportunity to learn from specialists who will show you how to prepare your response in the way that is most likely take you through to the next stage.

The “Responding to the Selection Questionnaire” masterclass will explore the most common SQ problems, will examine the impact of the new rules and will introduce best practice from the market. We can use your own real examples to develop a pragmatic approach dealing with the problems and can share the wide ranging experiences with the rest of the group.

This event is designed for those people who really need to make a difference to your Public Sector sales results. It is set up to provide “golden nugget” information to Sales Directors, Sales Team members and senior sales support staff. If you are involved in managing or contributing to your company’s SQ responses, this event will be an investment which will give a return many times over.

A recent delegate at this event said “I was getting long-listed for a lot of my SQs but after using the approach Andy and Peter described, it is really unusual for us to not be selected. All this and my day-to-day workload has actually reduced! A big thank you to you both.”