Course objective

• Understanding how to identify and mitigate risks found lurking in those invitations to tender documents.
• Ensuring that you produce a winning proposal that highlights your companies strengths and hides your weaknesses.
• Bid Management and Methodologies.
• Bid management Golden Rules – the must do’s and must not's.
• Controlling and Reviewing Bids.
• Bid controls – how to control risk, costs, proposal design and the solution.
• Bid reviews – risk, legal, quality and project approach reviews.

Course outline

• The risk and opportunity assessment model.
  • Elements of the Proposal.
  • Executive summaries.
  • Covers and title pages.
  • Compliance matrices.
• Appendices.
• Effective CV's.
• Proposal Management-How It Works.
• Proposals for large and small projects.
• Role of contract manager on proposal team.
• Selecting the proposal manager and establishing the proposal team.
• Preparing a proposal plan.
  • Establishing and managing schedules.
  • Using contract analysis teams and other approaches to quality control.
  • Preparing Winning Commercial, Financial, and Legal Proposal Content.
  • Understanding the customer’s rules.
  • Written & Unwritten.
  • Understanding the bid strategy.
  • Taking exception to the customer’s terms and conditions!
• Assessing and communicating cost and risk.
  • Terms and conditions (Ts and Cs) have costs.
  • Ts and Cs have risks.
  • Involving affected organizations - Internal & External.
  • Why proposal terms and conditions are important.
  • Preserving ability to negotiate.
  • Fixing cost and risk.
  • Ensuring customers understand the offer.
  • Planning a bid and the techniques you need.
  • Bid planning-planning a bid.
  • Bid tool kit - processes & procedures to assist bid management.
  • The detailed methodology - including the tools required.
• Bid Risk Management.
  • Understanding and planning risk within a proposal (this is a complex area).
  • Bid Presentation.
  • The presentation of your proposal in order to win.
  • Bid Evaluation.
  • What are clients looking for? Overview tricks and hints.
• Bid Strategy.
  • How to plan a winning strategy.
  • Bid Pricing.
  • Pricing for profit, risk and success.
  • Bid administration & collation of the tender.
  • Assembling the tender documents and bringing all the crucial components together in a controlled manner.

Who Should Attend?

• Procurement Directors - Procurement Managers
• Buyers - Senior Buyers
• Supplier Managers - Supply Chain Consultants

Call Us Now