Posted by Jon
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:
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.”
Quizzed by the audience on management summaries, Martin confirmed the view that they ’set the tone’ for the evaluators reading the document:
“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.”
I always enjoy watching the faces of sales and proposal people when they hear procurement folks discussing their trade. Similarly, buyers find it quite eye-opening to listen to folks from a bid environment. So, when did you last have an open talk to someone from the opposite side of the negotiating table – away from a particular live deal, but to share your respective experiences and insights?
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