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Scribble Talk Teaching Episode 10 - David Warley

Scribble Talk Guest Teaching

Topic: The Search for Value and the Challenge for Project and Proposal Professionals - With DAVID WARLEY

About The Guest: David Warley

David Warley is a change practitioner focused on improving the performance of organisations in bids, projects and programmes. With over thirty years’ senior management experience in the IT and telecommunications industries his fascination has always been to understand what enables some organisations to flourish while others wither. A certified professional and Fellow of the APMP he was the founder of Bid to Win Ltd an APMP Approved Training organisation. 

David’s recent research interests have been in the area of project procurement and how to identify, contract for and reward value. He describes his approach as “These days I just ask questions, cleverer folk than me might have answers.” 

 

The Search for Value and the Challenge for Project and Proposal Professionals:

Projects are justified by the benefits they promise and the value created. As proposal professionals we are familiar with the concept of Value Propositions but often the procurement process itself can limit the scope for offering additional value. Is the way we run procurements getting in the way of maximising value? 

David will draw on thinking from portfolio and programme management to suggest techniques that can be used in business case development to identify benefits and justify value. Some of these are applicable in a proposal context. 

He will examine: 

  • What is value? 
  • How benefits are realised and value created 
  • Some examples of quantification of benefits 
  • Models for managing this thinking process 

He will then address the challenge of whether as proposal professionals we are part of the value creation process or just competing for share.  

Real world examples from the audience of where suppliers have been selected and rewarded based on the benefits and value they provide will be welcome as part of the discussion. 

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