Invitation to attend this free APMP UK January event in Milton Keynes
Dr Philip Squire, Consalia CEO
How can we leverage intelligence & counter-intelligence practices in winning large deals?
Kindly hosted by Unify Enterprise Communications
Tuesday 20th January 2015 | Milton Keynes
Transform your bid-winning prospects with innovative techniques borrowed from intelligence professionals
At the beginning of last year one large deal bid team adapted techniques based on CIA intelligence techniques to analyse a serious of conversations over a period of time with multiple stakeholders. The techniques were helpful in defining who were the supporters and detractors as well as helping to define the personal and organisational motivators for the key stakeholders in the deal.
The successful closing of the deal (one of the largest outsourcing deals to be closed that year) was, to a large extent, attributed to the bid team's culture of ‘reflective’ practice required to leverage the power of the team and the detailed analytics that took place after each conversation with the customer.
This deliberately thought-provoking session starts with exploring how we ‘think’ and how the lens through which we see the world influences how we disseminate data. The CIA’s framework of intelligence gathering will be shared and an example of its application to the world of winning large deals demonstrated.
If time permits we will, in a Q&A debate, probe further into how intelligence services are using counter-intelligence to influence desired outcomes - and assess whether we can apply these concepts to the winning of large deals.
Dr Philip Squire is CEO of Consalia a business school for sales people. His doctorate "How companies want to be sold to?” was based on global research with buyers of large IT and telecoms outsourced solutions.
The research involved engaging with many large deal pursuit teams across the globe but mainly in Europe. His work on the mindsets required for successful bid pursuits has been published and will be available at the event to those interested.
Dr John Ardis will accompany Philip. Dr Ardis works for a Government Intelligence Services Agency. Understandably we can’t publish too many details about him!
Venue: Unify Enterprise Communications, Brickhill Street, Willen Lake, Milton Keynes, Bucks, MK15 0DJ
Park in the car park near reception.
Date: Tuesday 20th January 2015
There is no charge at attend this event, however if you are unable to attend, please contact us at firstname.lastname@example.org so we can adjust catering and offer your place to people on the waiting list.
When booking, please enter your details as they should appear on your name badge (i.e. not all lower case) as the data is merged directly to produce the labels.
Book you free place here: apmpuk20jan2015mksouth.eventbrite.co.uk
18:00-18:30 - Welcome, networking and refreshments
18:30-19:30 - Presentation and questions
19:30-20:00 - Networking
Attending an event earns you 5 CEUs. You should maintain your own CEU records.
We look forward to seeing you there,
APMP UK Events Team
email@example.com | www.apmpuk.co.uk
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