Gauteng Business News

Send  Share  RSS  Twitter  28 Sep 2010

VENTURES: Why New Business Bids Fail


Recent Gauteng Business News

‘Why new business bids fail’ – a topic close to the hearts of sales directors and bid teams everywhere – will come under the spotlight at a conference taking place in Johannesburg in October.

Organised by the South African chapter of the international Association of Proposal Management Professionals (APMP), the conference line-up includes two overseas speakers as well as a slew of local experts.

“On 20 October, APMP hosts the first annual conference for proposal writers in South Africa and we’re excited to announce that international guest speakers from the US and the UK have accepted our invitation to speak,” says Sandy Pullinger, APMP Chairperson.

“The theme of the conference will be ‘Making a Splash’ and it will focus on fresh ideas to inspire better proposals. For example, studies conducted over many years to establish why bids and proposals fail have provided these gems: the bid was illegible, the bid was poorly written or amateurish and the bidder failed to follow instructions.

“Other reasons given were lack of capacity to deliver, limited track record and experience, unsuitability for the job, and unaffordability, which prompt the question: what went wrong?

“Our speakers will provide the answers and help delegates understand how to follow the basic housekeeping rules, read the instructions carefully, pick a strong theme and make their businesses look attractive to the customer. This should result in upping their chances of winning their next bid or tender,” she said.

Confirmed speakers at this year’s conference include:
• Jon Williams from Strategic Proposals in the UK is a fellow of the APMP and was the first chairperson of the APMP in the UK.
• Colleen Jolly from 24 Hour Company in the US is a graphic design wiz. She will be playing Proposal Pictionary with us and will give us DIY tips on creating graphics in Powerpoint.
• Chris Rademeyer from Deloitte, our very own home-grown, black-belt bid manager will also share secrets on how to avoid bid burnout. He is the first person in South Africa to gain the professional level of accreditation from the APMP.

• A panel of procurement specialists will also share their insights on why bids are unsuccessful.

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