Lift Your Tendering Game!
Since the first big lockdown in 2020, we’ve increasingly delivered our popular tender training course online.
The added flexibility this provides has also enabled us to re-structure the training to make it easier for participants to attend, and even to target specific areas they want to focus on.
This means if your company has people operating from different locations, you can conveniently learn how to lift your tendering game as a team without the disruption and cost of travel!
We’ve separated the topics into modules delivered over five one-hour sessions. Attend one or two, or all five – your choice! The modules are:
- Getting Started in Tendering – a good introduction for those new to tendering
- Evaluation Methods and Scoring Systems – understand how to make your tender score highly
- Project Managing the Bid and Developing Your Bid Strategy – everything from roles and responsibilities, working to a deadline and developing win themes
- Getting the Words on the Page – from client focus to making sure your tender is easy for evaluators to read
- Creating Compelling Content – writing executive summaries, relevant experience, CVs and other content to help you win!
Book here or contact Stephen Mockett for further information.
Below is a breakdown of our ‘Lift Your Game’ training modules.
|Module||On completion of this module, |
you will be able to:
|1. Getting Started in Tendering||• How tendering fits into your organisation’s strategy|
• Aligning brand and marcoms activity with your tendering strategy
• How business development and account management fit in
• Knowing your target
• Evaluate the pros and cons of engaging in tendering
• Consider how well resourced your organisation is to engage in tendering, and what external assistance you may wish to utilise
• Put yourself in the evaluators’ shoes to appreciate what the buyer needs to know
• Describe the elements that add value, differentiate and score well
|2. Evaluation methods and scoring systems||• Explain the different processes for evaluating these three supplier selection methods: |
• Lowest Price Conforming
• Weighted Attributes
• Price Quality Method (PQM)
• Explain the impact of weighting attributes, the benefits of this method, and what a bidder would need to be aware of
• Explain the impact of PQM, the benefits of this method, and what a bidder • would need to be aware of
|3. Project Managing the Bid and Developing Your Bid Strategy||• Explain the importance of planning and managing the bid, as you would a major project, in order to deliver a compelling bid on time|
• Explain the importance of assigned roles and accountabilities for a stress-free bid process
• Explain the steps involved in an efficient bid process
• Use a structured approach to identify the project risks and opportunities, and critical success factors
• Use your organisation’s strengths to develop winning themes that manage those risks, maximise those opportunities, and tick all the boxes on critical success factors
|4. Getting the Words on the Page||• Appreciate the importance of writing content in a buyer-focused way – answering their questions, addressing their concerns, adding value to their business|
• Consider your sources of content or how you can utilise your resources to create it
• Appreciate the importance of submitting a bid that is easy for the evaluators to evaluate
• Explain the key elements of an easy-to-read believable document
• Identify ways to maximise impact using a combination of well laid-out text and visual information
|5. Creating Compelling Content||• Identify examples of Executive Summaries that do and don’t give confidence to the buyer that you understand the job and can deliver it|
• Explain the key reasons for a sales pitch that focuses on meeting the buyer’s needs
• Describe the key steps in developing the Executive Summary
• Identify examples of CVs that do and don’t highlight the skills/contribution this person will bring to the job
• Describe the key elements of a compelling CV
• Identify examples of TR / RE that do and don’t address specifically what the buyer needs to know about capability to deliver
• Explain the importance of substantiating claims of capability and relevance
• Identify examples of activities and outcomes that demonstrate positive social, economic, cultural and environmental outcomes as described by the rules.