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Capture

Tuesday, May 27, 2014 | 2:20 PM - 3:20 PM
Chicago 8

Why Proposals Lose: Reasons to be Cheerful

Rodger Manning, CF APMP
Senior Bid Consultant, Bid Write


The 1979 song by UK band Ian Drury and the Blockheads reminds us there are many ‘Reasons to be Cheerful’ – even when proposals lose. Bid Managers rarely get the opportunity to sit with customers and discuss why a proposal was not selected without having any emotional investment. The presentation reviews twenty customer interviews for a business that wanted to understand why their proposals were unsuccessful. They wanted to believe it was simply down to price. However, because I had no involvement in the proposals, I was able to get behind this easy answer for customers to give and suppliers to accept. The interviews revealed that there was one or a combination of four main factors why each proposal was unsuccessful. Details of each interview are provided, reasons why the company was not selected and the recommendations put forward to increase their win rate – there are always reasons to be cheerful.


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Rodger Manning

As a former rocket scientist I can genuinely confirm that proposal management is not rocket science, particularly if best-practice bid management is followed. Since turning my focus away from the stars I have spent 17 years in technical management, business development, project management and bid management roles. A defining moment in my career was a one week capture and proposal management course to assist me in securing a contract for a large consortium. I was hooked and subsequently have had the pleasure of bidding in the UK, US and Australia and now enjoy working with like-minded people at Bid Write.


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