Purchasers urged to take lead on training
2 April 2012
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...