Introducing the Procurement Process

• Why are you in business and how do your clients view that?
• An overview of the procurement process
• The Procurement Specialist's role
• What factors affect their decision to retain the incumbent supplier of 'go to market'

Developing Effective Strategies

• Introduces an effective technique for developing strategies

Getting on and staying on the "List"

• How to ensure you get on the supplier 'list' and stay on it
• The odds of winning and consequences of losing

Guiding Principles

• The four "Guiding Principles" for tilting the odds in your favour
• The Incumbent's eight "Golden Nuggets" for staying in the good books
• The Non-Incumbent's nine "Catalysts for Change"

Preparing for Client Contact/Meetings

• Ten key principles to adhere to when dealing with clients

Developing Winning Proposals

Guidelines on how:

• to develop proposals (the eight "Pearls of Wisdom")
• to conduct yourself during the proposal process
• proposals are evaluated, and
• to handle winning (and losing)

Summary and Wrap up

• Opportunity for any final questions
• Key points to remember post workshop