The Challenge

Competitive dialogue procurement brings a fresh set of challenges for both the buyers and the sellers of complex systems. It was introduced recently through European Union rules on public procurement.

Competitive dialogue is used when the technical or commercial solution is difficult to define at the start of the procurement and is becoming the standard method used by the UK and other European Governments for procuring any large complex programme.

Competitive Dialogue involves significantly greater customer interaction before release of the final request for quotation. It requires different behaviours and skills, to ensure you:

• Interact with the customer in the best manner and present your solutions effectively
• Fully understand the customer’s requirements
• Influence these requirements in your favour
• Understand and allocate the time and investment required
• Qualify the opportunity to only bid for those you can win
• Protect your companies capability and expertise, ensuring it is communicated to the customer, but not to your competitors

The Solution

Shipley has developed a workshop that allows organisations to manage Competitive Dialogue procurements. The areas covered include:

• Understanding the Competitive Dialogue Process and how it differs from the traditional negotiated procedure
• Assessing the resources required and how to use them effectively
• Techniques and ways of interacting with the customer
• Developing the skills to build a strong relationship with the customer team
• Presenting your solution in the most effective way during the dialogue phases
• Understanding the customers key issues which underly the official requirements
• Qualification of prospects – there is no point in spending bids and proposal budget on a prospect you have little chance of winning

The Benefits

By understanding the impact of Competitive Dialogue, and the particular skills required, companies will be far better placed to win future business. It will give a competitive advantage over other companies and ensure your bid team has the skills and knowledge required to win.

The Audience

Participants typically include:

• Senior Executives
• Sales and Business Development Managers
• Bid and Programme Managers
• Business Development Personnel