JON KERSHAW

Bio: Jon is an experienced commercial leader of complex service solutions for public and private sector clients; he is a Director of BIDCOMSERVICES, and works as Commercial Director for Breathe Energy. Jon has extensive energy reduction, FM, housing and defence support services experience. He presented at the 2016 APMP conference, as well as conducting a regional training event in 2017.

DO INCUMBENT BIDDERS HAVE THE ADVANTAGE?


A look at evidence gathered by BIDCOMSERVICES on incumbent bidder success in Yorkshire to explore whether being an incumbent bidder is truly an advantage.

Using information gathered under a Freedom of Information Request, we analysed success rates of incumbent bidders across Yorkshire. Whilst data returned shows that incumbents have more success in re-bids, being the existing service provider is no guarantee you will retain the contract.

Jon will present the findings and give his views on why incumbents are more successful. He will test his views on the audience, inviting them to share their own experiences.

The objective is to reach consensus on factors most likely to deliver a winning bid and where incumbents and competitors should be focusing their bid strategy.

Takeaway:

  • Insight into Local Authority procurement
  • Ideas on how to bid to win, whether incumbent or competitor
  • New thinking on bid strategy and planning