Best Practice in Winning Bids and Tenders

With so many projects and high value opportunities being awarded through a tender process, having the right knowledge and skills and making sure you are “fit to bid” has never been so important. So, how do you ensure that the process works for you and that you can put together a compelling bid and win more business?

Book a place now on our course, which is delivered exclusively for The Training Gateway by Tony Copeman of Atman Strategy Ltd. Tony is a highly experienced consultant and trainer and has worked with many globally recognised brands.

London — 24th February 2020, 09:00-16:30

Overview

Winning bids and tenders for either the public or private sector organisations is all about understanding the buyer and talking to them through your submission in their language. Every time buyers go to tender they follow a set process that is built around a very specific set of rules. Within that process, buyers make decisions based entirely on what you tell them and how you tell them. Points are awarded against each element of the tender response and the conclusion of this determines who is awarded the contract. Not understanding this process or communicating in an academic way — as opposed to a commercial way — are the two reasons most commonly identified by buyers as bidder weaknesses and the root cause of their continual lack of bid success.

Tenders are awarded to those who know how the buyers process work and are able to make sure of that in the way in which they manage their tendering process and this 1-day introduction to tendering is designed to provide that knowledge and allow you to acquire best practice. Using the information, structures and models shared during the day will, as others have found, begin the journey to transforming the experience and fortunes of your efforts in bids and tenders.

The agenda includes:

• Who uses the tender process and why - a public and private sector buyer perspective that sets the scene on your potential market.
• Understanding the relationship of Bid/Win/Retain/Grow: the return of success, the cost of failure.
• The buyers use of the QCDR model (model used in procurement decision making) ~ it is definitely not all about price unless you make it this way through your submission!
• Core principles and processes that public procurement relies on. Recognise the steps of the process, why they are there and what you should know about each of them.
• How are bids scored. Understand this, understand how to talk to the buyer.
• Compelling and compliant submissions through a checklist of proactive tender submissions and buyer expectations.
• Avoiding pitfalls and risks that sit within a tender.

The course includes:

• An extensive workbook / operating manual
• Review of notices, tenders and terminology
• Evaluation of where and how to find the most appropriate opportunities for you

Cost

• £325+VAT per person for Training Gateway members
• £375+VAT per person for non-members

Discounts are available for multiple delegates booking from the same company. Please contact us for details.

Location

The course will be in central London. The precise venue will be confirmed.

Timings

The training begins at 09.00 and finishes by 16.30. Refreshments and a light lunch will be provided.

Course Leader Biography – Tony Copeman

Tony Copeman is the lead trainer and consultant of Atman Strategy Ltd and draws on over twenty-five years experience of business development leadership roles with major global brands such as Ford Motor Company, Fiat Group, General Electric, and GMAC. He is a highly experienced consultant and trainer and has worked with many globally recognised brands, public sector bodies as well as many Further and Higher Education bodies in the UK and overseas in helping them to develop and deliver successful bidding processes. His support has led directly to organisations in sectors as diverse as education, research, manufacturing, asset management, professional services, IT, oil and gas, environmental services, defense, mining, and media securing a stream of new and recurring opportunities.

As well as working with organisations looking to develop their sales success through tendering, Tony also regularly works with those procuring through tendering to gain a perspective of how to enhance their procurement processes and seek a mutually stronger trading relationship with their supply chain.

Beyond sales and tendering, Tony has developed and delivered programmes for performance shift in strategic leadership, general management, sales/account management & development as well as many wider operational functions and management teams in support of both personal and organisational development, growth and value in the UK, US, Europe, Russia, MENA, SE Asia and Australia.

Terms and Conditions

Please check you agree with our terms and conditions before booking.