STAR Day InSiGhts: Futureproofing Quoting and Bidding in Manufacturing

In a rapidly evolving procurement landscape, the Sharing in Growth team recently hosted a STAR Day to explore ‘The Future of Quoting and Bidding’, gathering insights and best practices from industry leaders.

Held at Derby Leisure and Events, this client-only event brought together delegates from 12 client companies to discuss emerging trends, technology’s role in procurement, and sustainable strategies, enhancing knowledge sharing across the Sharing in Growth network.

Will Featherstone, Procurement Excellence Director at GKN Aerospace, shared reflections on how procurement has evolved over his two decades in the aerospace industry. From his beginnings at Safran to his current role at GKN Aerospace, Will highlighted how technology has transformed procurement processes, shifting from transactional purchasing to a strategic, digitally enhanced approach.

Will’s talk underscored the critical role of technology like AI and machine learning in procurement – especially in areas such as cost estimation and contract management. Yet, he was quick to note that human judgment remains central, with procurement teams making the final call on supplier selection. “Technology is an aid, not a replacement,” he stated, emphasising that the relationship and expertise procurement teams bring are irreplaceable.

A central theme in Will’s discussion was sustainability. Environmental considerations are rapidly gaining importance in procurement, with companies like GKN Aerospace setting science-based targets for emissions reductions. Sustainability, Will noted, is becoming a core assessment criterion, reflecting a shift towards more responsible supply chain management.

Will also offered practical advice for suppliers submitting bids, urging them to go beyond price and demonstrate a comprehensive understanding of the buyer’s objectives. Clear communication, trust, and responsiveness, he emphasised, are essential qualities that technology alone cannot replicate.

Mark Taylor, Managing Director of Shipley UK, brought his expertise in bidding strategy to the STAR Day, offering practical guidance on enhancing bid success in a digital-driven procurement environment. While AI plays an increasing role in procurement processes, Mark argued that strong human relationships remain essential, especially in the early stages of the bidding process.

“Early engagement with decision-makers is key to understanding the client’s ‘hot buttons’,” Mark said, referring to the client’s core priorities and concerns. By building rapport and understanding a client’s context well in advance, bidders can gain a competitive advantage and stand out.

Mark also stressed the importance of responsiveness in bidding. Rather than simply meeting RFP requirements, successful bids showcase a deep understanding of the client’s broader goals, which can set a company apart from competitors. Highlighting unique strengths – what Mark called “discriminators” – can give bidders an edge, turning a response from generic to outstanding.

Another critical area he addressed was risk management. Mark encouraged bidders to communicate their thought process transparently, showing they have considered multiple approaches before landing on the best solution. This openness, he argued, builds trust and demonstrates the level of thought and care applied to the bid.

In closing, Mark reflected on the future of bidding in a digital world. While digital tools can streamline and assist with the bidding process, the human touch, strategic thinking, and relationship-building are irreplaceable elements for successful procurement decisions. His advice? “Engage early, differentiate smartly, and always consider the human element behind the digital facade.”

This STAR Day served as an important reminder: while technology is reshaping procurement, the strategic insights, relationships, and trust between procurement teams and suppliers remain fundamental. Sharing in Growth will continue to facilitate discussions like these to ensure our network stays at the forefront of industry advancements, positioning clients for success in an increasingly digital and sustainable future.

Don’t miss out on the next Sharing in Growth STAR Day event! These exclusive gatherings provide a unique opportunity to learn from industry leaders, explore emerging trends, and gain practical strategies to futureproof your manufacturing business.

By attending, you will have the chance to connect with peers, share best practices, and position your company for future success. Stay ahead of the curve and secure your spot at the next STAR Day by reaching out to our team today.

For further updates from Sharing in Growth, including when our next STAR Day event will be held, you can follow us on LinkedIn.