Key Learning Objectives
- Learn how to translate category management strategies into tendering activities
- Understand key tendering issues from ‘both sides’ of the tender transaction
- Learn how tendering insights from the ‘other side’ can deliver competitive advantage
- Recognise how to capture and retain seller interest throughout the tender process
- Gain skills in producing cohesive, powerful and compelling tender documents
- Identify common pitfalls when developing scopes of work and specifications
- Build rock solid tender evaluation business cases based on practical learnings
- Be armed with highly effective continuous improvement skills – ensuring capture of tendering lessons learnt for future benefit
Who Will Benefit
This is an advanced course designed for people who are already proactively involved with tendering but who are looking to gain practical new ideas and insights into how to do it better through best practice tips and tools applicable on style, structure, clarity and persuasive techniques.
About the Course
Excellent procurement or category management strategies often fail due to poor tendering practices. It’s a bit like buying a high performance car and never getting out of 1st gear. Sure it works – but it could perform so much better.
Tendering is also a competitive activity. Sellers understand this. Unfortunately procurement professionals sometimes forget that ‘other side’ organisations have a choice when it comes to investing in tendering activity.
- Should they tender or not?
- Do they really want the job?
Procurement professionals must therefore ensure that tendering processes are well designed, and tender invitations and requests are clearly articulated and captivating, to ensure:
1. Sellers are motivated to offer (and deliver) their best
2. Category management strategies and plans are realised
The key to achieving these aims is to understand and apply the best practices from “both sides” of the tendering transaction. In this way nothing will be “left on the table” and all parties will be oriented toward success.
This course explores key issues, points of difference and common ground that affects both sides of the tender transaction (predominately from the buyer side perspective) across the typical tendering life cycle. Using these insights, participants will understand the science behind, and practical application of these best practices in designing tendering processes and preparing tendering documentation.
The course delivers its 8 learning objectives across the following 4 tendering focus areas and follow a typical tendering lifecycle
- Mastering understanding
- Achieving clarity
- Maintaining interest
- Building the business case
The course begins with identifying the issues and considerations in advance of tendering activity, follows through to the tender open period and tender evaluation activity, then finishes with the award of a contract or agreement.
The 2 days also provides an opportunity to critically reflect on participants’ own approaches to tendering processes through a variety of case studies, worked
examples and discussions with the faculty and other participants.
1. Mastering understanding
- Explore why tender invitations are also sales documents
- Generate seller interest by promoting the benefits of your category strategy
- Managing and aligning tender expectations
- Understand why the seller bid/no-bid decision process is such an important tool for buyers
Worked example – Case studies where tender requests have failed to excite
Worked example – Using real life tender bid/no-bid tools to ensure your category management activity is nurturing the right organisations
2. Achieving clarity
- Write for better clarity through structure, grammar, common language and style tips
- Practical guidance on scopes of work and specifications that actually say what you want
- Develop cohesive tender requests through better structure, linking and logic
- Learn how sellers view ‘compliance’ and ‘persuasion’ to solicit better quality tenders
Worked example – how reversing the structure can radically improve the outcomes
Worked example – practical learning from where requests have gone wrong
Worked example – scope of work checklist
3. Maintaining interest
- Dissect tender open periods and learn how to avoid problems that impact seller enthusiasm
- Get the best out of tender briefings
- Apply seller advanced persuasive techniques to your tender request
- Structure tender response questions to obtain better value answers
Worked example – a light-hearted yet practical view of tender briefings from both sides
Worked example – using persuasive writing techniques – before and after
4. Building the business case
- Addressing potentially risky issues of probity and correspondence after release of tender requests and after receiving response submissions
- Assessing mistakes in tender responses – what to do about them
- Practical tender evaluation advice and tips – cutting to the chase
- Sealing the deal – how to capture those vital last few percent of value
Worked example – practical learnings from where tender evaluations have got it wrong
On-site & in-house training
Deliver this course how you want, where you want, when you want – and save up to 40%! 8+ employees seeking training on the same topic?
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