Purchasers urged to take lead on training

13 December 2001
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13 December 2001

Jon Williams, who has joined PMMS Consulting as director of its new strategic proposal management practice, believes that purchasers can play a role in training salespeople to write more focused proposals in response to invitations to tender.

"Proposal management has become more a profession in its own right," he said.

Williams moved to PMMS from computer manufacturer Compaq, where he set up and managed their strategic bid centre, working with the sales team.

"I explained to them how purchasers buy things and how they evaluate suppliers," he said.

Williams is chief executive of the UK Association of Proposal Management Professionals, which he helped to set up a year ago. The APMP was originally set up in the US a decade ago and now has about 1,800 members.

SMdec2001

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