Invitation to APMP UK's March Event in the South:

What Every Bid Team Needs to Know about Value and Competitiveness - Brainstorm Workshop

Tuesday 27th March, 2012 

APMP UK Event in Hook, Hampshire

kindly hosted by Virgin Media

Working in small groups, you will have the opportunity to try out new tools on live bids - and take away templates that you can use immediately for your own bids.

Value Map - Many of our bids are professionally produced - but are they really influencing? The Value Map is an interactive way for bid teams to nail a compelling value proposition to then use during sales conversations, proposals and pitches. At its heart is a series of questions that every bid team should ask itself about the client's world, the tangible business/financial benefits from the solution they are looking to implement and how your proposal will allow them to realise these benefits. The tool can be used to clarify exactly what information is still needed before a bid is finalised as well as providing a great influencing structure for the bid document or presentation.

Competitive Map - Good bid teams not only understand how their solutions stack up against the competition, they also have real insight on how the client is going to choose between the options they have. Great bid teams then focus on actively influencing these criteria to increase the chances of success. The Competitive Map is an intuitive way to coordinate intelligence and ideas on the client's decision processes and then formulate influencing strategies - both before a bid is delivered and actually within the bid itself.

Our facilitator: Ian Hirst of the Greenbank Partnership

Ian has 20 years’ experience in a variety of front-line sales / director roles with Blue Chip companies. His most recent organisational position was Head of Global Sales Operations with Reuters.   

Since 2002, Ian has run Greenbank’s Driving Sales Growth practice, working with wide variety of blue chip organisations to improve their bid approach and sales capability, via consultancy, coaching, live bid support and Greenbank’s own sales training curriculum.

He has a humorous, lively style and runs engaging, highly interactive workshops.

Venue:  Our thanks go to Virgin Media, which has offered space in its impressive offices in Hook, Hampshire for this month's workshop session. Please bring your ID for security check-in. See below for travel information and directions.

Reception tel: 01256 752902

You are welcome to invite guests.

Schedule

18:00 – 18:30 – Welcome, refreshments and networking

18:30 – 20:00 – Presentation and questions

20:00 – 20:30 –  Networking

If you book, but later find you can't make it, please let us know (events@ukapmp.co.uk) so that we can adjust the catering.

Directions

Train: The best way to get here is by rail. The station is one stop from Basingstoke on the line to Waterloo.

Leave the station from the exit on Platform 1 and walk through the Tesco car park. Turn left at the exit to the car park and follow the road to the roundabout. Take the first left at the roundabout and follow the road down the hill.

After a few minutes walking you'll see a paved path on the opposite side of the road which leads to a gate through a car park. This is the Virgin Media car park. Walk through it and the first building you see is 280. The reception is in 270 - the next one. If you don't have a Hook pass you'll need to go here to sign in. 260 is the last building which is past 270.

By Car: Hook is just off Junction 5 of the M3. When you get off the motorway, take the B3349 (fourth exit, including the slip road back onto the M3, when travelling from London, second exit when travelling from Portsmouth).  As you cross over the M3, make sure you're in the middle lane. The left lane filters down the A287 which is not where you want to go.  At the roundabout, take the second exit and follow the road down for about half a mile and at the next roundabout take the third exit.

We look forward to welcoming you in reception,

 The Events Team