Bio: Tony is Founder and CEO of TenderScout, a Software as a Service (SaaS) that qualifies government contracting opportunities for small-medium businesses, saving them time trawling through tender alert lists and figuring out their prospects of winning.
Starting out with IBM, Tony then set up a consultancy company and worked on hundreds of competitive procurements. He has become a leading advocate for “smart” SME business strategies.
Globally, tenders are worth $3.1 trillion. Quite simply, government contracts are the largest sales pipeline on the planet. Only 10% of SMEs globally, however, compete for these opportunities.
The low level of participation among SMEs in tendering is due to a belief that only large corporates win government contracts. But they can compete successfully for tenders if they use data to qualify sales leads and treat tendering as a process. TenderScout has developed techniques to help smaller companies compete and provides tactical advice, using machine learning. They are on track to help SMEs win €200m worth of public contracts this year.
Takeaway: Attendees will learn how to increase their likelihood of winning by setting up a tender library and expertly qualifying tender leads.