A few weeks ago, UKAPMP hosted a fascinating evening at which members had the chance to quiz two (very brave!) procurement experts.
On the team was our good friend Martin Webb, one of the leading lights of the purchasing profession in the UK. A couple of his comments particularly caught my attention.
First, Martin offered his definition of the role of the proposal as being:
“making it easier for the customer to make a ‘yes’ decision.”
“There’s a good chance that you’ll be facing a fundamentally lazy organisation. You need to lead them through to the things that differentiate you, and the management summary is a great way to do this.”