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COMMERCIAL | Intermediate/Advanced

Thursday, May 28, 2015 | 2:20 PM - 3:20 PM
Grand Ballroom B


Hope is Not a Strategy: How to Implement a Simple Bid/No Bid Process

Robin Davis, CF APMP Fellow
CEO, Metre

An effective bid/no bid qualification process helps identify winnable opportunities. It enables leadership to focus on what is most important for the business and make data based decisions. For the proposal team, it helps reduce the stress and poor morale that comes with responding to every RFP that comes in the door. In this session, I will walk you through a simple and thought provoking approach that works. I will teach you the key components of an effective qualification process and you will leave with a sample bid/no bid decision matrix that you can easily customize and implement in your organization. Lastly, I will give you ideas of what to do even when leadership decides to bid on an unwinnable opportunity so that you don’t lose your mind. Hope to see you!

 



Robin Davis, CF APMP Fellow, owns and operates a sales operations consultancy, helping clients build the foundation required for sales success. She specializes in proposal development and management, strategic messaging, process definition and deployment, and implementation of sales support tools (e.g., Salesforce). She also helps sales leaders better understand their market, develop strategic sales plans, and measure and report on business metrics. Robin is a popular and engaging speaker and holds several leadership roles in APMP including leader of the Healthcare Industry Task Force, co-leader of the Commercial Community, and is a member of the association’s Board of Directors.   
   
        
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Robin Davis
Robin Davis


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