- Location: Christchurch BH23
Profile A seasoned bid professional with over 22 years' extensive bid management and pursuit leadership experience; managing large strategic tender responses, leading client presentations and contract negotiations. This Associate drives particular focus on the bid-to-win strategy and includes their own unique Competitive Analysis Workshop to generate targeted sales messages attacking competitor strengths and weaknesses. They are especially adept at risk management and stakeholder sign-off for the associated mitigations. Key Achievements An 80% win-rate over the past 5 years, deals totalling £300m. Designed and implemented a European-wide sales process for Xerox, increasing the quality of proposal submissions and win-rate by 35% over the first 12 months. Developed and negotiated the first 'Seat Charge' commercial model for a global Managed Print Service, whereby individual users pay a single monthly charge for all office printing. Led the 'Bid Response Stream' for the original Inland Revenue ASPIRE contract awarded to Capgemini, initially valued at £3.25bn. Studied part-time for Bachelor degree in Business, Finance and Computing. APMP Certified. Experience Over 22 years' experience leading both UK and global bid teams in ITO, BPO, Print Services and Telecoms. Has a wealth of experience developing win strategies, establishing price-to-win, financial modelling, leading presentations, leading contract / commercial negotiations and managing risk whist maximising profit. Has worked across multiple accounts, both corporate and public sector, including Credit Suisse, RBS, Roche Pharmaceuticals, Airbus, Vodafone, Michelin, HMRC, DWP and DEFRA. An excellent communicator, both verbally and in writing.
Primary Discipline: Bid Director
Reference No: CAN-13219
Consultant Skills: Project Management, Programme Management, Business Development, Industry Trained in Bid and Proposal Management, Proposal Governance, Bid Management, Bid Process Management, Contract Negotiation, OJEU, Proposal Management, Proposal Writing, Capture Management, Competitive Dialogue, Bid Profit and Loss Experience, Commercial Management, Strategy Development, Training, Proposal Content Management, Bid Best Practice, Proposal Best Practice, Bid Clarifications, Bid Governance, Bid Kick-Off, Client Facing, Coaching and Mentoring, Content Management, Copy Writing, Define Customer Requirements, Document Management, Due Diligence, Editorial Skills, Framework Agreements, Negotiation Skills, People / Team Management, PQQ Experience, Pre-Proposal Planning, Presentation Skills, Proof Reading, Proposal Leadership, Proposal Production, Pursuit Management, Rebidding Strategy, RFP / ITT Experience, Storyboarding Skills, TUPE, Value Proposition Development, Win Strategy Development, Pre-Written Content Development, Commercial Negotiations, Bid Risk Management, Compliance Matrix, Financial Planning and Budgeting, Learning Reviews, Peer Review, Pipeline Management, Pre-sales Experience, Proposal Software, Red Team Review Lead, Risk Management and Compliance, APMP Member, Bid Marketing Strategy, Marketing Communications, Proposal Graphics, Bid Resource Allocation, Print Management, Knowledge Management, Knowledgebase Design, Other / Not Listed, Relationship Management
Consultant Qualifications: GCSEs, APMP Foundation, HND, Bachelors Degree, BTEC Diploma
Consultant Industries: Information Technology, Construction - Industrial Facilities and Infrastructure, Consultancy, Defence, Distribution, Human Resources, Insurance, Logistics & Transport, Media, Public Sector, Retail, Telecomms, Aerospace and Defence, Waste Management, Wholesale Trade / Import-Export, Telecommunication Services, Healthcare Services, Construction - Residential & Commercial / Office, Energy and Utilities, Computer Hardware, Computer/IT Services, Facilities Management, Professional Services, Outsourcing, Management Consulting Services, Rail, Business Services - Other, Call / Contact Centre, Charity / Not for Profit, Computer Software, Education, Non Profit Charitable Organisations, Security and Surveillance, Financial Services, Production, Medical Devices and Supplies, Marketing Communications, Pharmaceutical, Printing and Publishing, Electronics Components and Semiconductor Mfg, Environmental Services, Internet Services, Other / Not Classified, Chemicals / Petro-Chemicals, Government and Public Sector