Tendering for Success: Writing Winning Bids

AGENDA

10.00    Registration and Refreshments

10.20    Introduction and Overview

10.30    Are you Bid Ready?
 

• What insurance policies will you need?
• What HR and H&S policies you need?
• Do you have the right references in place?     

            Deciding Whether To Bid

• Do you meet the financial criteria?
• Are you in the right location?
• Are there indications that the client has already chosen the supplier?
• The “decision matrix”
• Exercise in using the decision matrix

11.30    Coffee / Tea Break 

11.45    National Tendering Characteristics

• Looking at the specific characteristics for a number of overseas markets   

            The Types Of Tender

• Official tender
• The EU process
• Request For Proposal
• A straightforward quotation        

           Completing PQQ’s

• An overview of Pre Qualification Questionnaires
• The 20% rule
• Sample questions and answers
• “Sudden death” questions 

12.30    Networking Lunch

All delegates attending the seminar will receive a complimentray interactive CD including:

•   2 PowerPoint presentations
•   Decision Matrix Exercise and “Solution”
•   Tendering Exercise and “Solution”
•   Case Studies

13.15      The Ten Golden Rules Of Bid Writing

• Based on 30 years bid writing experience, the Ten Golden Rules summarise the practical steps in writing a winning bid.         

              Shameless Self Promotion

• Your competitors won’t say how good you are – so you must! 
• Practical advice on the use of positive language.

14.45    Coffee / Tea Break

15.00    Presenting To The Client

• How to prepare for a presentation.
• The key things to do and say – and what not to do and say.         

            Consortium Bids

• Deciding whether you need to form a consortium
• The types of consortium
• Deciding which consortium members do what        

Common Tendering Errors

• A summary of the classic mistakes that are often made when tendering

16.30    Close and Questions

Speaker: Tim Colman, Partnership Working Ltd

Tim has quite a remarkable success rate when writing, or managing, bids. Over the past 30 years his success rate in PQQ’s (Pre Qualification Questionnaires) and tender responses has been over 80%. Recently he has delivered a bid writing programme for the voluntary sector where the participating organisations had a 71% success rate when working with Tim, compared to less than 10% when working alone. 

He has an honours degree in engineering and has spent 30 years working in global organisations living and working both in the UK and abroad. He has had responsibility within a large corporate for the Asian-Pacific market. He has worked at Director level for the Swatch Group and in 2003 established his own management consultancy. Tim has thirty years of successful bid writing under his belt and is a SFEDI Ambassador.

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