Day One: 11:30 - 12:45
Competitive intelligence – signals and noise
Analysing the external environment to improve your bid
Multiple surveys have shown bid teams feel under-served by their competitive intelligence (CI) sources. They know they should emphasise unique selling points, but this requires knowledge of their competitors. Many bid teams operate without any real CI; others have very high-level information they struggle to convert into something they can use in practice. In this session, participants will learn scientific techniques to analyse CI - and how to distinguish between valuable information and noise.
Over the last five years Alex King has worked with bid teams on £3.5bn worth of bid opportunities. His primary role is to advise bidders where to price their bids relative to customer expectations, quality of the offering and where the competition is likely to be. A particular area of focus has been to make better use of feedback and CI.