Speakers
Browse the summit speakers below by filtering on 22nd, 23rd, Speaker & Keynote tags. Speaker profiles will open below, 

Summit Speakers 2014

briefing10 Proven ways to unseat the incumbent

 Lisa Pafe, Principal Consultant at Lohfeld Consulting Group

 Dot1 Strategy, capture and management

Briefing – Win strategy.   

Tips on how to unseat incumbents and make your bid stand out from theirs.

Incumbents often start the tender process with a number of advantages so winning a bid against them is a challenge. Drawing on lessons learned from real cases, Lisa will cover:

 

  1. Shaping the opportunity in your favour;
  2. Performing effective SWOT analysis to ghost incumbent/other competitors;
  3. Addressing capabilities gaps;
  4. Overcoming the customer's risk aversion;
  5. Crafting the winning value proposition;
  6. Exploiting "incumbentitis";
  7. Making the business case for change throughout the proposal;
  8. Avoiding the usual win themes;
  9. Conducting effective proposal reviews;
  10. Pricing to win.

Lisa has 25 years’ capture and proposal experience and is a CPP APMP, PMI-certified PMP, LinkedIn Publisher and trained ISO Internal Auditor.

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