By understanding the value of planning a process and the decisions you take along the way, this course will change how you approach bids, improving your efficiency in responding and your success at winning them. Bid less and win more!
Course Overview
Learning how to produce a winning bid is one of the most important business skills you can acquire. You will learn how to gather the right team and plan the activity timeline right through to delivering the final document. During this course you will be taken through the process steps and will look at techniques to ensure you meet your client’s requirements and stand out from the crowd using the latest tools, tips and techniques.
Who’s it for?
All professionals involved in tendering and writing bids. Building the skills and confidence needed to respond to competitive tenders, from letter proposals to complex multi-million contracts.
Course format
Face to face: One day on-site practical workshop for up to 12 people. Participants are encouraged to bring real life scenarios to work through. We can also host active bid team sessions to kick off or problem solve an ongoing bid or tender.
Live Virtual Classroom: 2 + 1 hour workshops. Understand the bidding process from the client perspective, develop the perfect process from the supplier perspective. Often using real invitations to tender as case studies delegates will learn the dos and don’ts of writing bids. The interim period between the sessions used to put forward a bid document and the second hour is used to coach the delegates in where and how to improve.
Outcomes
You will leave with the understanding of:
how to identify the process,
appoint the team
and apply the methodology to produce winning bids and tenders.
Make meaningful contact with the people you really want to meet so that you can begin fruitful relationships.
Taking a customer focused approach, you will be able to differentiate your proposal by emphasising key features and benefits. These skills will also give you the tools to transform a weak bid into a winning one.
“I wish I knew this stuff years ago.”
Senior Consultant, RPS
Content Outline
Planning the process – timelines, team and effort
Pre-bid decision making – to bid or not to bid
Planning tools and techniques
Using BASE (Benefits, Affinity, Solutions, Evidence) structure
Competitive bidding is an essential part of everyday business, but it’s often seen as a chore. Annabel Miller shares an effective model that will boost your ability to create successful bids.
Existing clients pay your wages. Proactive client management ensures that you deliver services on time and on budget while meeting their expectations and nurturing a positive working relationship.
Client development
Delivering projects well is the first step in developing further opportunities, but it’s not enough. We need be proactive in building relationships, understanding our clients and their objectives, and positioning ourselves as trusted advisers.
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Selling skills
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Bids & tenders
Learning how to write a winning bid is one of the most important business skills you can acquire. The layout, language and style you use may make the difference between a successful bid and one that comes close. See Courses
CREATE
Reputation
According to research, your reputation – and that of your organisation – is the most important factor for clients when choosing who to consider for projects.
Relationships
People matter. It’s people (in most cases!) who make decisions. A strong network of relationships with clients, influencers and referrers will go a long way to helping you create opportunities for work. See Courses
