Andrew Young, Senior Consultant, Vista Business
Development
2006
- UK Rail Settlement Service ($90m)
•
Led Capgemini bid team for this SI +
MS + BPO tender response
• Immediate bid team of 10 (multiple
service lines and business sectors)
and virtual bid team of 25+
• Included major product alliance
partner and off-shore (India) activity
• In addition to being bid manager
I had responsibility for sales/commercial
aspects
• Bid process of 6 months (3 months,
over two time periods, with a formal
bid team) until No Bid
•
decision mid-procurement
2005
– Global Rail and Transport Company
IS Outsource ($105m)
•
Led Atos Origin bid/sales team for this
MS + Outsource bid. Was first stage
in the client’s wider
•
business transformation programme (Stages
2 and 3 included major SI activity and
this was
•
incorporated in this bid)
• Immediate team of 16 (multiple
service lines) and virtual team of 25+
• Major Networks alliance partner
and five smaller partners/sub contractors
• 9 month bid timescale included
two proposals and significant client
presentation/demonstrations
•
in Europe and North America
• Atos Origin reached short list
of two but finally de-selected
2004-05
Multiple minor bids (<$2m) for transportation
clients
•
Led various Atos Origin bids (bid teams
up to 5 people) for circa 10 new-name
clients.
• Range of Partnered bids, partner
led bids, products, services and outsourcing
opportunities
• Successful bids for Public Sector
transport (system/service), airport
operator
•
(system/consultancy) and aerospace company
(consultancy)
2002-04
Developed and rolled-out Sales &
Bid Management Process for SchlumbergerSema
•
Global programme incorporating 20 countries
in 5 continents. Based primarily on
Shipley
•
(Capture) process.
• Roll-out incorporated sales
training
• Course portfolio targeting Senior
Exec through to Account management Teams.
• Achieved an overall 88% SAT
rating
2001-02
Three UK Rail Managed Service/BPO Contacts
($100m)
•
Led Sema bid teams for these tender
responses
• Major and ‘must win’
bids each with high profile bid team
of 15 (multiple service lines) and virtual
•
bid team of 25+
• Additional responsibility for
the sales/commercial aspects of the
bids and (as Account Manager)
•
overview Delivery on behalf of the commercial
sector of Sema
• Bid process of 6 months each
bid
• Sema selected for two services.
The third was postponed by the client
(and run again in 2003/4)
