Unlocking Success in Public Sector Bids: A Conversation with Tom Sander-Daniel

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From Bid Writer to Managing Director: Tom Sander-Daniel onGrowing Thornton & Lowe and Winning Public Sector Work Tom discusses his career journey from studyinggeography to joining Thornton & Lowe as a bid writer eight years ago and becoming managing director last year, supported by leadership training (including ILM) and experience gained as the company grew from around 10–15people to about 65, including an acquisition. He explains Thornton & Lowe's core focus on helping organizations win public sector work through bid writing, advisory support, training, recruitment, and software: Tender Pipeline (opportunity searching with free and licensed options) and Tender Library (finding and reusing past bid content). The conversation covers bid/no-bid strategy, evidence-led responses, supplier engagement, frameworks and dynamic purchasing systems, challenges for SMEs versus incumbents, and how marketing and relationship-building before tenders drop can improve win chances. Tom shares three SME tips: build a targeted pipeline, plan engagement, and usestrong evidence. 00:00 Welcome and Intro 00:18 From Geography to Bids 02:15 Growing Into Leadership 03:59 Training and Accidental Managers 05:35 Becoming Managing Director 07:42 Team Growth and Remote Work 08:42 What Thornton and Lowe Does 10:03 Bid Support Levels Explained 11:51 Finding Tenders With Software 14:36 Tender Library Content Search 15:49 Training and Recruitment Services 18:24 SME Advice for Public Tenders 20:38 Winning Without ISO 21:41 Procurement Act Flexibility 22:25 Incumbent Myth Busting 23:22 Spotting Unfair Tenders 24:59 Shape Requirements Early 27:58 Framework Strategy Matters 28:17 Tender Types Explained 31:04 Frameworks Need Marketing 34:10 Bid Mentor and Outsourced Marketing 35:56 Three Tips for SMEs 38:01 Career Growth Advice 40:11 Where to Find Them LINKS Website: https://thorntonandlowe.com/ [https://thorntonandlowe.com/] Tom’s LinkedIn: https://www.linkedin.com/in/thomasdaniel94/ [https://www.linkedin.com/in/thomasdaniel94/] Tender Pipeline: https://bidsoftware.thorntonandlowe.com/tenderpipeline/ [https://bidsoftware.thorntonandlowe.com/tenderpipeline/] ActionCOACH: https://business.actioncoach.co.uk/coaches/bolton [https://business.actioncoach.co.uk/coaches/bolton] Paul Limb: https://www.linkedin.com/in/paul-limb/ [https://www.linkedin.com/in/paul-limb/]

Legacy and Innovation: The Story of Krishan Mistry and AVM Solutions

Krishan Mistry on Building AVM Solutions: From Retail AV to Scalable Workspace Tech and Software Krishan Mistry discusses his entrepreneurial background rooted in his immigrant family’s businesses in Bolton, studying engineering/software at university, DJing and producing 35–40 published tracks for adverts, then returning home to work in the family nightclub/function venue before starting AVM Solutions. He began by hiring DJ/AV equipment and grew through a long relationship with Quiz Clothing, evolving from design consultancy into project management and turnkey delivery. From 2007–2012 he learned by doing, then formalized services, hired apprentices, and built a customer-problem-solving culture. Retail work expanded to Disney UK stores, and a Goldman Sachs 10,000 Small Businesses accelerator in 2016 drove process documentation and scaling, alongside a major NEC Birmingham LED project and mentoring from David Edwards. AVM now provides workspace AV technology, has ~30 staff across the UK and India, built a software division, a custom ERP (“Hive”), integrates data and AI, and markets an IoT platform (digispace.app) to reduce building energy use. Key advice: avoid distractions, focus on customers, read more, work on the business, and stay purpose-driven; Krish also shares views on values, self-awareness, and spirituality. 00:00 Welcome and Podcast Purpose 00:49 Family Roots and Entrepreneurship 03:25 School Tech and DJ Beginnings 05:27 Music Production vs Coming Home 06:05 Family Club and Selling Up 07:42 Starting AVM Hire Hustle 08:39 Quiz Clothing Breakthrough 10:39 From One Man Band to Team 12:07 Problem Solving Business Mindset 14:37 Hiring People and Leadership Lessons 19:07 Retail Growth Disney and Beyond 21:21 Goldman Sachs Scaling Shift 22:45 Process Documentation and Systems 24:44 Big Projects Mentors and NEC 26:49 Winning the Turning Deal 27:27 Narrowing to Workspace AV 29:10 Tech as the Enabler 30:44 Podcast Purpose and Value 32:27 Vision Partners Over Profit 33:07 Core Values and Culture 36:35 Traction and Operating Systems 37:47 Building a Global Team 39:37 Breaking the Next Ceiling 41:10 Software AI and Data Strategy 45:28 Digispace and Carbon Savings 47:15 Advice Staying Focused 52:06 Purpose Spirituality and Self Awareness 57:16 Where to Find AVM LINKS Website: https://www.avmsolutionsuk.com/ [https://www.avmsolutionsuk.com/] Krish’s LinkedIn Profile: https://www.linkedin.com/in/krishanmistry/ [https://www.linkedin.com/in/krishanmistry/] Company LinkedIn Page: https://www.linkedin.com/company/avmsolutions/ [https://www.linkedin.com/company/avmsolutions/] ActionCOACH Bolton: https://business.actioncoach.co.uk/coaches/bolton [https://business.actioncoach.co.uk/coaches/bolton] ActionCOACH Bolton Events: https://business.actioncoach.co.uk/coaches-events-listing?id=15417591592 [https://business.actioncoach.co.uk/coaches-events-listing?id=15417591592] Paul’s LinkedIn Profile: https://www.linkedin.com/in/paul-limb/ [https://www.linkedin.com/in/paul-limb/]

18. Juni 20261 h 0 min

Unlocking Success in Public Sector Bids: A Conversation with Tom Sander-Daniel

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