CHRIS MILBURN

Bio: Chris Milburn has been a freelance associate with Shipley Limited since September 2006. He joined Shipley full time in 2017 to market its suite of business winning products.

Chris has been an active supporter of the APMP UK since he joined in 2007. He was a member of the board from 2010 until 2016 serving as Communication Director, Conference Director (2015) and delivered the 1st Symposium in 2016.

THE WHY, HOW & WHAT OF EXECUTIVE SUMMARIES


The Executive Summary is the foundation of your proposal, so why is it written late, or not at all?

The Executive Summary underpins your business development process. As the interface between sales and the bid team, it conveys the strategy that will win the hearts and minds of your customer. It may be the only document key decision makers read, yet it is often left until last, a poorly written cut and paste which talks about you, not your customer.

This session will introduce a process you can use to guide salespeople through writing an executive summary by answering a series of questions.

Takeaway: Attendees will learn how to get the sales team to write an Executive Summary (or give you the information you need for the task!)