Strengthening Win Strategies by Developing and Applying CI with the UKAPMP
Most organisations understand the benefit of developing win strategies for their bids and proposals. We know that we need to go through the competitive analysis stage; understanding what the competition might offer, the tactics they are likely to deploy and where their strengths and weaknesses lie.
If accurate competitive data is not readily available then this process can throw up some challenges. A lack of data can leave an over reliance on the subjective views of core team members rather than substantive information. This is dangerous as it can lead to the development of poor win strategies.
If you find yourself facing some of these challenges or you just want to test how your organisation uses competitive intelligence, then this session will help. The two speakers from the UK Competitive Intelligemnce Forum, the UK international affiliate of the Strategic and Competitive Intelligence Professionals show how competitive intelligence can be used to support the development of your win strategy.
Presented at 8th UK Association of Proposal Management Professionals (UKAPMP) Summit, the key take aways for the audience are:
- Understanding what is competitive intelligence
- How other practitioners are leveraging this discipline associated or not with bid management
- The frameworks to understand where and how your company’s capability is evolving
- The approaches to, frameworks for and deliverables aligned to the bid process
- Lessons learnt from practitioners
Andrew Beurschgens and Henry Leoni are both practitioners speaking as volunteers of the committee of the UK Competitive Intelligence Forum.
Andrew Beurschgens is Head of Business Market Insights at everything everywhere. With more than 8 years at Orange and a total of 14 years in the insight industry, he is a well rounded intelligence professional. Prior to joining Orange he had the opportunity to work for Deutsche Telekom Limited, Global One UK, Dolphin Telecommunications Limited and Fuld & Company. Andrew has been a frequent speaker at various international events in the intelligence domain.
Henry Leoni has been lead Competitive Analysty for Lockheed Martin UK Integrated Systems for the past 10 years, providing competitive intelligence/analysis and Price -to-Win support to all UK and international bids and proposals in the aerospace/defence market. Originally from the chemical industry, Henry has over 25 years experience in the business development field.
