2. Overview of session
Introductions
Your commissioning experiences
Understanding the commissioning
process
What makes you special ?
Winning the battle – the Art of War
3. Your experiences
2 groups, brainstorm from your
experience….
“Commissioners are….”
“Commissioning is… “
4.
5. Don’t just tell me.. Show me !
If you want to sell your services, it’s vital
you understand the needs f your
potential customers – and prove your
ability to meet those needs and deliver
value for money.
6. What makes you special ?
In pairs…5mins.
Answer two questions..
“Why you should contract with me”
“ The value I add is…”
7. The Tender process
The panel are looking to satisfy
themselves of 4 key areas;
Financial condition
Ability to carry out the contract
Approach to quality
Health & Safety record and policy
8. The Art of War
The Art of War is a book written by
SunTzu in China around two and a half
thousand years ago. It look at the
principles of warfare and struggle that can
be applied to a varied of situations and
enemies.. As he notes;
know your enemy, know your self and you can fight a
hundred battles without disaster…
9. the application of the thirteen
principles or ‘insights’
I. Laying Plans
II. Waging War
III. Attack by Stratagem
IV. Tactical Dispositions
V. Energy
VI. Weak points and Strong
VII.Manoeuvring
VIII.Variation of Tactics
IX. The Army on the March
X. Terrain
XI. The Nine Situations
XII.The Attack by Fire
The Use of Spies
