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Selling to the UK Ministry of Defence and the Royal Air Force is a time consuming process where many stakeholders have to be engaged and consulted. At present the UK is subject to EU Procurement Law where open competition is the norm. Occasionally very exceptional circumstances can be cited for single source procurement but this can be as intensive and time consuming as competing. Therefore, to win business with the UK vendors have to be well informed, agile and highly effective in their communications, research and stakeholder engagement.
Offering a market leading product is a good start but if the vendor is ill prepared and not engaged across the decider community or out of step with the matching the customer requirements then a successful sale is unlikely. This series of workshops will focus on the MOD structure, who the deciders and influencers are, how to get ahead of the market publications and who to engage with. It will also cover various procurement arrangements and give a customer’s perspective of what works and what does not when making sales pitches including what is acceptable and what is not.
 

- Business Development Teams
- Product development staff
- Commercial staff
- Product experts and users
Understanding the customer decider community in detail is vital to making a timely and effective sale to the UK Ministry of Defence. There are many pitfalls to the unwary and strict rules by which procurement staff have to abide by. These workshops will illuminate and clarify what can ease the sales process and what vendors can offer to assist the customer through numeral layers of approval before contracts can be signed. If will also cover ways to satisfy urgent operational requirements and conventional procurement routes.
 

Air Forces Chiefs of Staff
Commanders
Senior Representatives
Senior Leaders
Industry Experts
Engineers
Programme Managers
Army Aviation Commanders
Academics
 

Workshop programme

12:30 Registration & Coffee

13:00 Opening Remarks and Introductions

Mr. Nick Cox

Mr. Nick Cox, Director - Defence & Aviation, WhiteFlare Consulting

13:10 Session 1 - UK Ministry of Defence Structure

13:40 Session 2 - Procurement Methods Available

14:10 Afternoon Tea

14:40 Session 3 - Typical Sales Scenario

15:10 Session 4 - Procurement Managers Challenges & Opportunities

15:40 Closing Remarks

16:00 End of Workshop

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St James' Court

Buckingham Gate, London, United Kingdom

In a country that values understatement, St. James' Court is an English classic typifying the concealed charm of one of Britain's finest hotels. With a distinguished pedigree shaped over more than a century, this discreet masterpiece offers elegant service, with an easy charm that’s reserved, yet attentive. Exceeding the expectations of today’s discerning traveller, St. James' Court is a slice of the past served up on a contemporary platter.

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St James' Court

Buckingham Gate
London SW1E 6AF
United Kingdom

St James' Court

In a country that values understatement, St. James' Court is an English classic typifying the concealed charm of one of Britain's finest hotels. With a distinguished pedigree shaped over more than a century, this discreet masterpiece offers elegant service, with an easy charm that’s reserved, yet attentive. Exceeding the expectations of today’s discerning traveller, St. James' Court is a slice of the past served up on a contemporary platter.

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WHAT IS CPD?

CPD stands for Continuing Professional Development’. It is essentially a philosophy, which maintains that in order to be effective, learning should be organised and structured. The most common definition is:

‘A commitment to structured skills and knowledge enhancement for Personal or Professional competence’

CPD is a common requirement of individual membership with professional bodies and Institutes. Increasingly, employers also expect their staff to undertake regular CPD activities.

Undertaken over a period of time, CPD ensures that educational qualifications do not become obsolete, and allows for best practice and professional standards to be upheld.

CPD can be undertaken through a variety of learning activities including instructor led training courses, seminars and conferences, e:learning modules or structured reading.

CPD AND PROFESSIONAL INSTITUTES

There are approximately 470 institutes in the UK across all industry sectors, with a collective membership of circa 4 million professionals, and they all expect their members to undertake CPD.

For some institutes undertaking CPD is mandatory e.g. accountancy and law, and linked to a licence to practice, for others it’s obligatory. By ensuring that their members undertake CPD, the professional bodies seek to ensure that professional standards, legislative awareness and ethical practices are maintained.

CPD Schemes often run over the period of a year and the institutes generally provide online tools for their members to record and reflect on their CPD activities.

TYPICAL CPD SCHEMES AND RECORDING OF CPD (CPD points and hours)

Professional bodies and Institutes CPD schemes are either structured as ‘Input’ or ‘Output’ based.

‘Input’ based schemes list a precise number of CPD hours that individuals must achieve within a given time period. These schemes can also use different ‘currencies’ such as points, merits, units or credits, where an individual must accumulate the number required. These currencies are usually based on time i.e. 1 CPD point = 1 hour of learning.

‘Output’ based schemes are learner centred. They require individuals to set learning goals that align to professional competencies, or personal development objectives. These schemes also list different ways to achieve the learning goals e.g. training courses, seminars or e:learning, which enables an individual to complete their CPD through their preferred mode of learning.

The majority of Input and Output based schemes actively encourage individuals to seek appropriate CPD activities independently.

As a formal provider of CPD certified activities, SMI Group can provide an indication of the learning benefit gained and the typical completion. However, it is ultimately the responsibility of the delegate to evaluate their learning, and record it correctly in line with their professional body’s or employers requirements.

GLOBAL CPD

Increasingly, international and emerging markets are ‘professionalising’ their workforces and looking to the UK to benchmark educational standards. The undertaking of CPD is now increasingly expected of any individual employed within today’s global marketplace.

CPD Certificates

We can provide a certificate for all our accredited events. To request a CPD certificate for a conference , workshop, master classes you have attended please email events@smi-online.co.uk

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Contact SMi GROUP LTD

UK Office
Opening Hours: 9.00 - 17.30 (local time)
SMi Group Ltd, 1 Westminster Bridge Road, London, SE1 7XW, United Kingdom
Tel: +44 (0) 20 7827 6000 Fax: +44 (0) 20 7827 6001
Website: http://www.smi-online.co.uk Email: events@smi-online.co.uk
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