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April 4, 2017 @ 6:00 pm - 8:00 pm
The Goalkeeper’s Fear of the Penalty aka Procurement’s Fear of the Challenge is presented by Peter Lobl, Sixfold International and hosted by Jones Lang LaSalle Limited.
If you are working on a public sector bid, you know that the rules governing the procurement have been carefully drawn up to ensure a transparent and fair process. But what can you do when you think that’s not happening? Is your only recourse a legal challenge?
What do you do when you see a requirement that you think is unfair, disproportionate or even discriminatory? What should you say if the debrief makes it obvious they were marking in a way they hadn’t made clear? If you formally challenge, when is the best time to do that? .. Before, during or after Alcatel?
This session, based on an analysis of recent case law, practical experience and ‘best practice’ will give you the ammunition you need to successfully exploit the procurement team’s fear of a challenge. This is NOT a lawyer’s view and is not intended as legal advice. This is the view of a proposal practitioner who has looked at how we, as Bid Managers can make use of some of the terminology and processes to help us tilt the balance in our favour.
Peter is expert in helping businesses sell to the Public Sector more effectively. He is able to bring a unique perspective as he has advised both businesses and Government on how to get the best out of this complex environment.
He has crafted strategies to help businesses finesse the Public Sector rules for competitive advantage and he regularly runs masterclasses, developing these advanced techniques for seasoned bid professionals.
Peter spent his early career generating significant profitable revenue from blue chip clients whilst achieving consistently high levels of client satisfaction. He brings 30 years’ hands-on experience in sales and marketing for global businesses, including demonstrable success in account management, sales management and Practice management, within some of the world’s largest high tech companies.
In addition to being a Company Director, Peter is a business angel investor and has been engaged as an expert adviser to the EU.