Bidding - The Final Frontier

Many large organisations in the UK exist with a bidding win rate of less than 20% and these organisations usually have similar symptoms:-

• Lack of, or lack of vigour in the bid/no bid decision process
• Poor customer focus in the bid
• Lack of discipline in the sales team
• Stovepipe between sales and bid team
• Limited understanding of the customer
• Little competitive knowledge
• Reactive approach to bidding
• Inflexible bidding systems
• Lack of a clear bid strategy
  

Yet organisations who understand the bidding process can achieve win rates in excess of 85%. Their cost of bidding goes down, whilst they win more business. Extensive studies have shown that the organisations that bid less, win more.

Bidding is not a black art, and there are a number of simple tools and techniques that can be employed to drastically improve your win rate.

Chris will examine the seven indicators of a good proposal, and will also provide some easy to use tools and techniques that can be deployed when planning and writing a bid.

Chris Milburn

Chris started his career as a scientist, and spent his formative years working for a small oil exploration company, before moving to a government research laboratory to design communication systems for the Royal Navy. Chris was responsible for designing and trialling the world’s first secure IP network working over existing ship radios.

Chris changed careers into Business Development, and started his own consultancy providing free-lance sales and business development activities to a number of organisations.

One of Chris’s major clients is Shipley Limited (www.shipleywins.co.uk). Over the last 10 years, Shipley Limited has trained some 13,000 people in the UK alone, and provides training and consultancy to many of the UK’s leading companies, both in the defence and civil sectors. As well as finding Shipley new clients, Chris is also qualified as a Shipley Trainer.

Flyer available

Before the Coffee Break

The Business of Fund Raising - Mike Clargo

A short presentation by an RG Member

AGM - THE RICHMOND GROUP

All members and guests welcome, although guests unable to contribute or vote during that part of the meeting.

THE FOLLOWING TOPIC HAS BEEN POSTPONED UNTIL THE NOVEMBER MEETING

Futuristic Insights - What worked no longer works

Speaker: Alan Whittaker