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Course Outline

  Introduction and overview of training Download Course Brochure
  • Course design layout
  • Meeting individual objectives

Current state analysis of the bidding/tendering opportunity


Please bring along a current bid you are working on which we will work through over the two days.


Taking a strategic view in planning


Understanding the lifecycle of a deal/tender

  • The four phases of best practice – and where the tender fits in
  • Building and managing bargaining power and the total cost of contract
  • Client cases

Skills development

  • Targeting the skills that your organisation needs (ie. the bid team)
  • Skills planner exercise

Understanding how clients go to market– answers to everything that has mystified you


Reviewing the tender stages


The 5 possible stages (ROI, RFI, EOI, RFx, BAFO)


The tender document or ‘Market Package’

  • Structure – various formats you may see and your challenges
  • Conditions of tendering – why they are there and what they mean to you

Evaluation criteria and scoring

  • What makes up client evaluation teams?
  • Forms of criteria used – mandatory, qualitative and quantitative
  • How clients decide, weight and score criteria

Exercise: Criteria Weighting


Designing and pricing the deal/tender


Profiling – mapping what is known

  • Profile selection
  • Service, cost, asset, workforce, stakeholders, governance, commercial relationships

Client expectations – hitting the mark

  • The contract scorecard defined and explained
  • Governing documents around the scorecard

Activity: Scorecard design


The deliverables

  • The specification/SLA/SoX – good ones vs bad ones
  • KPIs (Key Performance Indicators) – measuring your performance




  • Pricing options – client and supplier perspectives
  • Managing each option
  • Total cost of contract

Activity: Pricing


Legal issues – from a practical perspective

  • Conditions of contract
  • How contracts really work and are managed
  • Clauses open forum

Bid/tender responding decisions

  • 1st generation vs re-tender
  • Assess client purchasing patterns
  • Assess client advisors – probity, financial, technical
  • How clients facilitate bids (briefings, data rooms, Q&A, site tours etc.) – what to expect
  • Initial bid/no bid criteria
  • Alternative proposals

The written bid/tender

  • What evaluation teams want to see
  • Differentiation – why should you win?
  • Statutory declarations vs acknowledgements
  • Statements of departure/compliance – traps for the unwary
  • References
  • Bid language – compelling the client to buy, but not to copy
  • Presentation and quality assurance – it will affect your credibility

Activity: Practice a bid/tender response


Interactive techniques – what works and doesn’t work

  • Presentations
  • Site visits
  • Workshops
  • Group discussion around various techniques
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