A one-day training workshop that looks at tendering from both the customer’s and bidder’s perspective.

The course introduces delegates to a methodology (process, tools and techniques) that can transform their internal tendering process to produce significantly improved bids, which are both compelling and customer focused. Through the interactive nature of the day attendees have the opportunity to apply elements of the methodology to their own solutions/services, bringing the theory to life and maximising the value they realise from it.

Areas covered during the day include:

• Selling in tenders:

  • Features and benefits

• The customer’s evaluation team and evaluation process:

  • How customers build an evaluation team

  • The process they go through when evaluating a tender

  • Analysing the evaluation criteria and modelling quality/price weightings

• Tender evaluation activity

• Bid writing methodology – overview of our best practice approach to bid writing and a look at each key element of the process:

  • Kick-off meeting

  • Question analysis – designing the optimal structure for your answer

  • Answer guidance – a tool that assists question owners to write high quality answers

  • Writing content – hints and tips

  • Contractual considerations

  • Response checklist – ensuring responses follow best practice

  • Red Team Review – an independent peer review in advance of the bid submission