Who Should Attend?

For supervisors, sales professionals, engineers, marketing professionals, project managers, business development managers, heads of departments, client servicing personnel, etc., and any other individual in charge of preparing a tender request.

About the Programme

This course is the ideal way to learn how to deliver high quality bids within strict timescales, and effectively manage them in accordance with the tender (bid) specifications required. The programme will enable delegates to accurately complete documents that support their company's tenders and proposals. It will ensure that all tenders fully meet the client requirements, and give clear guidelines on how to make your organization's tenders stand out, and set them apart from the competition.

Course Objectives

• To understand the basics of bidding
• To recognise the bid cycle
• To establish the role of management and the procedures in the bid process
• Learn ways to identify your customer's position
• To understand how to qualify the opportunity
• Learn how to determine the bid strategy
• Understand what the customer's explicit needs are
• Ways to effectively analyse competition
• Understand how to build your bidding / tender team
• Establish a bid plan
• Make the document work for you
• Selling the benefits in your proposal
• Production of the document
• Carrying out post-tender activities
• How to present to the customer
• Negotiating the final deal

What You Will Gain

• The course will cover the entire Bid Cycle. It will provide you with proven and effective business tools and methods to:
• Evaluate and analyse bid requirements
• Align your approach to what your customers need
• Determine and target the resources you require
• Identify the information you need to bid successfully
• Set up the internal review procedures required for your bid
• Effectively structure your bid documentation
• Differentiate your bid from that of the competition
• Ensure a clear, structured submission
• Plan and work efficiently, within tight timescales and deadlines
• Assess and review your submission, to ensure continuous improvement in your tender / bidding strategy

Programme Contents

DAY ONE
• What Is A Bid?
• Different Terms Of Bid: Request For Proposal (RFP), Request For Information (RFI), Request For Quotation (RFQ), Invitation To Tender (ITT), etc.,
• What Is Bid Management?
• The Bid Process
• The Concept Of Effective Bid Management
• The Bid Team
• Creating An Effective Bid Team
• Identifying The Bid Stakeholders
• Checking Internal Feasibility
• Analysing The Bid Document
• Setting Objectives
• Assignment Allocation Amongst The Team Members

DAY TWO
• Assessing Constraints
• Listing Activities: Work Break Down Structures
• Bid Time Management
  > Time Scale
  > Critical Path
• Bid Specification Management
• Bid Risk Management
• Managing The Team
• The Communication Processv

DAY THREE
• Bid Closure
• Preparing The Final Document
• The Pre-Bid Meeting
• Bid Evaluation
• Post Tender Meetings / Clarifications / Negotiations
• Bid Closure
• Assessing Your Bid Management Skills

Part of the course will involve all delegates preparing bids relevant to their individual company, or organization. They will do this by implementing the learning from the course, in practical easy to follow steps, that take them through the management of the complete bid process.

3 Days - Non-Residential

Delegate spaces available on the following course dates: