Bidding Excellence
Advanced Bid Management takes experienced sales people, sales support staff and bid professionals and improves their bid win rate. These courses get the bid team members to look at the bid response in a new and more efficient way, which has been proven to improve results in a variety of organisations.
These days the level at which bid teams have to operate has risen. Just replying to the ITT or tender documentation is not enough. You have to understand much more about the client, the market, the competition and your own business just to be able to compete. These courses open the door to a new type of thinking about bidding which keeps you up with what your competitors are doing in this area to try to keep ahead of you!
Setting the Bid Strategy
Course Objectives
Choosing the right strategy requires teams to consider their position with the customer and the likely strategies of the competition together with a host of other factors. Determining the winning strategy is an art that does not come easily to everyone and often requires experience to get it right. This workshop aims to give bid teams the fundamentals and to bridge the experience gap so that they can confidently utilise strategies to increase their win chance;
- Understand different bid strategies, their strengths and weaknesses and the importance of choosing the correct one
- Consider the strategies a competitor could utilise and understand its likely impact upon your customer
- Find out where you can get the information about competitive bidder's strategies
- Pick the strategy that will be most likely to succeed against the competitors MANAGING COMPLEX BIDS
Typical Duration: One Day
Suitable for: Senior managers and Bid Leaders responsible for setting bid strategies
Leading Bid Teams to Success
Course Objectives
The manner in which a bid team is managed can make the crucial difference between winning and losing. This workshop provides bid leaders and their management with the skills and tools to lead bid teams to produce excellent proposals;
- Efficiently allocate resources for a successful bid
- Understand how to support Bid teams effectively
- Structure reviews to ensure bid quality and a motivated team
- Learn how to best add value through targeted management intervention
Typical Duration: One Day
Suitable for: Senior Managers and Business sponsors responsible for guiding substantial and complex bids
How to make an Effective Bid Presentation
Course Objectives
Good presentation skills can make a significant difference in all day to day aspects of your relationship with your customer. Getting the final bid presentation right can advance you enormously (even worse; getting it wrong can penalise months of hard work). This workshop will equip bid staff to deliver all presentations to the very best of their ability. It will particularly focus on the bid presentation itself;
- Learn how to open a presentation with impact
- Understand how to adopt the appropriate style and communicate the right messages
- Hone techniques that enable you to present effectively and professionally
- Consider how best to influence the client within the bid presentation
Typical Duration: One Day
Suitable for: All bid leaders and bid team members who will be required to present to the client or their team
Developing an Effective Executive Summary
Course Objectives
The executive summary sets the tone for the entire bid. Often it is the only section that is read by some key influencers. It will certainly be seen by all evaluators. Yet often it is written in a rush at the end of the bid process rather than used to set the key messages for all contributors. This workshop shows those involved in bid writing how to craft a winning Executive Summary;
- Develop skills in constructing an effective Executive Summary
- Structure the key messages which must be incorporated to connect with the client
- Learn powerful techniques to produce a hard hitting and effective Executive Summary
- Understand how to use a good Executive Summary to ensure all contributors reflect the key messages and thereby improve the power of the entire proposal.
Typical Duration: One Day
Suitable for: Bid Leaders
