Jon Darby

Evaluator
DISC Type : scd

Managing Director at BidCraft

Bath, England, United Kingdom

Overview

Jon Darby is the founder and Managing Director of BidCraft, a consultancy helping companies win complex government and defence contracts. With over 28 years of experience, he is a recognised industry leader and an APMP Fellow, noted for his deep expertise and for leading projects like a £3. 5bn deal for the UK Ministry of Defence.

Outside of work, Jon is an avid supporter of Aston Villa football club. He also enjoys running, listening to vinyl records—particularly "dad rock"—and planning his next travel adventures. Jon is committed to mentoring others and has served in multiple leadership roles for the professional body APMP UK.

He initiated and co-developed PAS 360, the first international code of best practice for bid and proposal management, in collaboration with the British Standards Institution (BSI).

Personality Overview

Fast But Analytical

Hard To Convince

Thorough Evaluator

They focus on the results, but can still be quite procedural and analytical about how to get there  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They are not very likely to become strong advocates of your product or service

Topics They Care About

Bidding Innovation
He won the APMP Industry Innovation award for introducing 'pre-mortem' techniques to the bidding world and authored the first international standard for bid management (PAS 360).
Defence Procurement
Has extensive experience securing major defence contracts, including a £3. 5bn project for the UK MoD, and actively participates in industry events like the DPRTE Defence Summit.
Professional Development
Passionate about advancing his profession, he founded BidCraft Academy, serves as a mentor, and has held multiple leadership roles at APMP UK, including CEO and Chair.

Media Appearances

NEWS: Jon Darby made Fellow of APMP. Featured in BidCraft

See Now

Work History

2-2018
Managing Director at BidCraft
1-2012 - 12-2019
Director at APMP UK
2-2014 - 1-2018
Head of Business Winning at Harmonic Limited
5-2012 - 1-2014
Senior Bid Coach at CGI
11-2011 - 5-2012
Senior Bid Manager at HCL AXON

Education

1993 - 1994
HNC Electrical/Electronic Engineering from University of Central England

More Information

Social Presence :

Prographics :

Exp : 13 Location : Bath, England, United Kingdom Job Level : Mid-senior Designation : Managing Director at BidCraft
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Insights For Selling To Jon

During A Call Or A Meeting

DO's

  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Showcase your competitive superiority clearly when possible or address it at the minimum

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid too much small talk, just a few formal pleasantries should be fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jon is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Jon

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Jon move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Jon take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Jon

Personality Compatibility


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