Live Instructor-Led How to Sell to the Public Sector – Post the Procurement Act
Aims
To provide participants with the skills and knowledge required to be an effective member of the Public Sector Sales and Commercial team. To gain an understanding of the systems, procedures and ethos of UK Public Sector procurement and contracting now regulated by the UK Procurement Act, and thus, enable them to develop effective propositions, secure contracts, and maintain relationships.
Target Audience
This “Live” instructor-led course is designed for all those who have a direct or indirect responsibility for the effective sales and promotion activities, in the context of the UK Public Sector, including Central and Local Government and the third sector. It would be useful for those new to sales. The target group could include team members of the sales team, commercial managers and service delivery managers. This could also include those seeking a refresher in this subject.
Learning Outcomes
On completion of this programme, the participants will be able to:
- Understand the basic concepts of public procurement practices and procedures
- Appreciate the commercial importance of effective procurement and opportunities to reduce costs and add value to those in the public sector procurement
- Understand the range of tools and techniques used by those in the public sector procurement
- Appreciate the legal or regulatory aspects of public sector procurement
- Understand the various methods used by public sector buyers to select and evaluate suppliers
- Understand what influences public sector buyers when developing contract award strategies
- Appreciate how public sector buyers develop appropriate procurement strategies depending on risk and value
