Exploiting The Public Sector Rules For Commercial Gain November 10, 2015 at 7:57 am

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.

– 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: 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.

Course Dates