Winning Competitive Bids and Tenders

Why Attend

Win tenders based on clear winning strategies and a legal understanding of the process.

Description

Bidding against competitors can be a big investment, and one that you want to ensure there is a good return. You cannot afford to waste time developing bids where the probability of winning is low, or where it isn’t clear what it will take to win.

Clients go to market seeking many different types of arrangements ranging from sole suppliers to panels, fixed lump sums to time and materials, and from arms-length to partnering.

Clients also have disparate goals and processes. Some want it cheap; others truly seek value for money. Some do not know what they are looking for; others know exactly. Some will have a very specific process-orientated approach; others may let you free form. Some limit meaningful interaction; some want extensive involvement. Some have teams of stakeholders involved; others hand over the entire process to consultants.

How then, are you to develop highly efficient bidding operations given the diversity of client approaches and goals? How can you get a return on investment from scarce resources when so many tendering exercises do not end up successful?

This Workshop is a detailed presentation, and it goes beyond merely introducing the applicable aspects of submitting compliant tenders. As you know, the tender process is more than just compiling bid documents; it demands that you have a full understanding of the all the legal issues connected to it and this Workshop will explain all the requirements to submit complaint bids. This is a highly interactive workshop that moves beyond showing you how to fill in bid documents and actually shares with you how others win tenders based on clear winning strategies and a legal understanding of the process.

Course Objectives

• Positioning – Understand the client and their needs

• Compliance – Ensure you’re not rejected on a technicality

• Persuasion – Set yourself apart from your competitors

• Price    – Make sure you are competitive in value as well as pricing

Who is this Training Course for?

All personnel involved with deciding to bid and/or preparing bids such as:

• Account managers and controllers

• Bid and bid support teams

• Business development managers

• Commercial managers

• Contract developers, officers, and managers

• Estimators and pricing analysts

• Sales and pre-sales

• Anyone involved in tendering. Both new and more experienced tender practitioners will find value in this course.