ExCeL,
London
The pre-event Masterclass & Site Visit
Tuesday 11th June
How to do business with the British Police masterclass
The policing market is notoriously difficult to penetrate. Budgets are tight, policing culture traditionally favours expenditure on people rather than technology and the structure of 43 forces in England and Wales creates complexity that can be a powerful deterrent to new entrants to the market. Yet once established in the market, many suppliers find it a rewarding, interesting and profitable place to do business: and few could deny the beneficial impact that technological innovation in policing has had on society.
This masterclass, aimed at new or recent entrants to the policing market, aims to demystify the sector. It describes the structure of policing, shines a light into its culture and procurement practices and explores the commercial strategies that are most likely to succeed. It provides delegates with a wider perspective on selling into government as well as personal reflections on some ‘dos and don’ts’ in the world of police procurement. At the conclusion of the masterclass, all delegates are invited to an individual, one to one, ‘lightning pitch and feedback’ interaction with the session facilitators.
Delegates will leave the session with an enhanced understanding of the market, its history, culture, structures, procedures, pitfalls – and hopefully some short-cuts to success!
The Agenda
The facilitators, John Jones & Nick Gargan, will be leading you through the masterclass...
1:30pm - An introduction to the police market
- Structure of the police service
- Police Finance 2010 to date
- Policing Vision 2025
- Emerging digital, data and technology strategy
- How the police service buys technology
- The role of The Police ICT Company
- The voice of the front line: what officers need
2:15pm - Putting the deal together
- How better insight and early engagement produces better results
- Articulating the proposition in a way that resonates with the market
- The “5 Essentials” for strategic sales success.
- Storyboarding – answering the full question to aid the evaluation
- Building relationships for success
3:15pm - Networking break
A chance to catch up with everyone on the masterclass, and take in everything you have learnt.
3:30pm - What we've learnt...
Both masterclass facilitators will share personal reflections on a combined 5 decades of experience of buying and selling into the policing and wider public sector. What are the key lessons learned, the most common mistakes and the recurring secrets of success?
4pm - Individual 10-minute face-to-face brief
In random order – drawn by lots – delegates will be invited to present their propositions, their frustrations, questions or other requests to the facilitators (max 5 minutes), followed by 5 minutes of personalised, private feedback.
5:30pm - Close of event
LTE for Mission Critical Networks Course
As a society, we place high pressure on the performance of public safety bodies to respond swiftly at times where every second counts. It is, therefore, necessary to have the correct tools in place to enable seamless communication that can further response efficiency and ultimately allow us to save more lives. For this reason, critical industries are starting to look to LTE as the next necessary step to help us achieve this – with the technology boasting seamless connectivity and coverage allowing for improved response time and situational awareness. Yet, beyond public safety, mission-critical LTE is set to benefit various industries, with HIS Markit reporting a significant increase in revenue generated by mission-critical LTE across sectors including utilities and transportation.
Despite the benefits, however, there are various challenges affecting the transition to LTE for mission critical networks and with the widespread use of legacy systems, such as TETRA and DMR, the advantages proposed by LTE can appear to be outweighed by the risks.
Utilising real-life case studies, this programme will look to deliver in-depth understanding on LTE as applied to mission critical networks and guidance on what can be done to prepare for the transition.
