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Effective Tender and Bid Strategies

  /    /  Effective Tender and Bid Strategies

The majority of businesses and organisations have a desire to improve their win-rate, or sometimes they simply do not sufficiently understand the tender process, or procedure. All of them conclude an engagement with an improved understanding of the tendering process and procedure, an appreciation of how to write a winning response that stands out from their competitors, and a valuable asset – specifically, a persuasive and compelling response to a tender that provides a best practice reference for future opportunities.

Many feel under pressure either due to lack of time/resource or insufficient knowledge and experience in the tender process. Many have experience in the tendering procedure, but are dissatisfied with their success rate.

There are key factors to ensuring a successful tendering procedure. Persuasive, compelling writing is not enough on its own, although it certainly is a necessity; ensuring a tender process that is stress-free, involves all relevant parties to ensure a comprehensive and targeted response, and results in an evidence-based submission that stands out from your competition.

This course will cover the key aspects of technical bidding and tendering in project management.  It will enable participants to deliver more effective bids and negotiate better contracts and claims.

This course will also look at improving the contribution to the tendering and business development performance, as well as improving the management of bids in projects and business development.

Participants will also learn to understand the contracting processes and appropriate strategies for application to specific project bid situations, as well as create, maintain, and enhance effective working relationships.

Staff members involved in or responsible for: Projects, bids and proposals, tenders, procurement, supply chain, business development, sourcing, contracts, product and service management, performance management, business unit management, client management, solutions management, delivery management

  • Effectively facilitating a bid strategy development workshop.
  • Converting insights into meaningful intelligence, and using that intelligence to formulate sharp, well-informed, competitively superior bid strategies.
  • Documenting a bid strategy in a comprehensive, meaningful way to guide a bid team in the production of the proposal documentation.

A bid to succeed

  • How to set you on course
  • Developing skills in bid writing
  • Market research and intelligence
  • Bidding for public sector contracts
  • Tendering for the private sector

Deciding whether or not to bid

  • Pre-qualification information
  • Issues to consider
  • Risk assessment
  • Analyzing the tender documents
  • Case study/ Work Group: Analysis of tender documents and assessment of risk

Managing the bid 

  • Planning and coordination
  • Document management and version control
  • Programming production and delivery
  • Checking bid quality
  • Bringing together resources and inputs
  • Using a bid development worksheet
  • Maintaining bid records

Bidding in partnership

  • How to bid in associations and what to consider
  • Overseas bids – teaming up with local associates

Thinking the work through

  • Get the measure of the work
  • Match technical content and price
  • Recognize and manage risk
  • Reduce the risk of contract failure
  • Case study/ Work Group: How to assess the risk and the success for the contract, whether or not to bid in partnership

Developing and writing the bid

  • Structuring the bid – thinking different
  • Commenting on the tender documents
  • Bid letters
  • Summarizing the bid
  • Using Response Matrix
  • Bid development timeline
  • Creating the text and editing the bid

Explaining approach and method

  • Writing method statements
  • Structuring the work plan
  • Case Study/ Work Group: Bid writing and use of response matrix and structure of the work plan

Focusing on contract management 

  • Team management and resources
  • Management interface
  • Quality management
  • Defining outcomes and deliverables
  • Contract deliverables
  • Communicating added value

Stating your price

  • Components of price information
  • Cost assumptions
  • Payment
  • Separate financial proposals
  • Best practice in dealing with price
  • Financial information in research bids
  • Case Study/ Work Group: How to deal with price and managing outcomes and deliverables

Understanding how tenders are evaluated

  • Methods of evaluating bids
  • Learning from success and failure
  • Evaluation of research proposals
  • Evaluation criteria in public sector procurement

Presentations to clients

  • Planning and making the presentation
  • Visual aids
  • Pitfalls to avoid
  • Case Study/ Work Group: Evaluation of bids and planning the presentation
Course Overview

The majority of businesses and organisations have a desire to improve their win-rate, or sometimes they simply do not sufficiently understand the tender process, or procedure. All of them conclude an engagement with an improved understanding of the tendering process and procedure, an appreciation of how to write a winning response that stands out from their competitors, and a valuable asset – specifically, a persuasive and compelling response to a tender that provides a best practice reference for future opportunities.

Many feel under pressure either due to lack of time/resource or insufficient knowledge and experience in the tender process. Many have experience in the tendering procedure, but are dissatisfied with their success rate.

There are key factors to ensuring a successful tendering procedure. Persuasive, compelling writing is not enough on its own, although it certainly is a necessity; ensuring a tender process that is stress-free, involves all relevant parties to ensure a comprehensive and targeted response, and results in an evidence-based submission that stands out from your competition.

Why you should be in this training

This course will cover the key aspects of technical bidding and tendering in project management.  It will enable participants to deliver more effective bids and negotiate better contracts and claims.

This course will also look at improving the contribution to the tendering and business development performance, as well as improving the management of bids in projects and business development.

Participants will also learn to understand the contracting processes and appropriate strategies for application to specific project bid situations, as well as create, maintain, and enhance effective working relationships.

Who should attend?

Staff members involved in or responsible for: Projects, bids and proposals, tenders, procurement, supply chain, business development, sourcing, contracts, product and service management, performance management, business unit management, client management, solutions management, delivery management

Key benefits of attending
  • Effectively facilitating a bid strategy development workshop.
  • Converting insights into meaningful intelligence, and using that intelligence to formulate sharp, well-informed, competitively superior bid strategies.
  • Documenting a bid strategy in a comprehensive, meaningful way to guide a bid team in the production of the proposal documentation.
Course Outline

A bid to succeed

  • How to set you on course
  • Developing skills in bid writing
  • Market research and intelligence
  • Bidding for public sector contracts
  • Tendering for the private sector

Deciding whether or not to bid

  • Pre-qualification information
  • Issues to consider
  • Risk assessment
  • Analyzing the tender documents
  • Case study/ Work Group: Analysis of tender documents and assessment of risk

Managing the bid 

  • Planning and coordination
  • Document management and version control
  • Programming production and delivery
  • Checking bid quality
  • Bringing together resources and inputs
  • Using a bid development worksheet
  • Maintaining bid records

Bidding in partnership

  • How to bid in associations and what to consider
  • Overseas bids – teaming up with local associates

Thinking the work through

  • Get the measure of the work
  • Match technical content and price
  • Recognize and manage risk
  • Reduce the risk of contract failure
  • Case study/ Work Group: How to assess the risk and the success for the contract, whether or not to bid in partnership

Developing and writing the bid

  • Structuring the bid – thinking different
  • Commenting on the tender documents
  • Bid letters
  • Summarizing the bid
  • Using Response Matrix
  • Bid development timeline
  • Creating the text and editing the bid

Explaining approach and method

  • Writing method statements
  • Structuring the work plan
  • Case Study/ Work Group: Bid writing and use of response matrix and structure of the work plan

Focusing on contract management 

  • Team management and resources
  • Management interface
  • Quality management
  • Defining outcomes and deliverables
  • Contract deliverables
  • Communicating added value

Stating your price

  • Components of price information
  • Cost assumptions
  • Payment
  • Separate financial proposals
  • Best practice in dealing with price
  • Financial information in research bids
  • Case Study/ Work Group: How to deal with price and managing outcomes and deliverables

Understanding how tenders are evaluated

  • Methods of evaluating bids
  • Learning from success and failure
  • Evaluation of research proposals
  • Evaluation criteria in public sector procurement

Presentations to clients

  • Planning and making the presentation
  • Visual aids
  • Pitfalls to avoid
  • Case Study/ Work Group: Evaluation of bids and planning the presentation

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