Competitive Dialogue (CD) was introduced in January 2006 to help shape complex procurement when the requirements are difficult to define, or requires innovation, or is complex or high risk, and requires bidders to deliver the most economical and advantages tender solutions within a competitive environment.
Typically, these procurements and commercial models are of the PPP/PFI variants.The process is regulated and can be time consuming and costly. The HMT review of CD in 2010 concluded that “CD is only a positive addition to the procurement spectrum when it is conducted appropriately. Where that is not the case it can be burdensome and expensive.” Therefore, gaining a competitive advantage in the most cost effective way through the CD Process requires significant planning and Capture leadership, and will challenge even the best bid teams, structures and internal processes.
“How to gain competitive advantage in competitive dialogue” therefore was the engaging and thought provoking title of the lecture provided by Sigma’s Training & Coaching Director Bill Taylor, at the recent APMP meeting on the 19th March held at the Polycom Executive Experience Centre at Dash House, London.
The lecture provided an introduction to the complexity and challenges of CD, and examined the various elements and intricacies of the CD process and regulatory requirements, and asked whether the current approach and behaviours adopted by many companies to bidding can be utilised in CD or was a different approach needed. The event closed with a lively questions and answers session, which reinforced the message that preparation, planning and adopting the right behaviours are essential, and that for each stage of the CD process the aim is to “bid to win” not “bid”!
“The explanations and descriptions of the Competitive Dialogue process clearly resonated with many, judging by the lively questioning afterwards. Everyone I spoke to later told me that they had found your presentation very useful and that it had made them think”. Isabel Moritz, APMP Events Team.
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