Bid (Tender) Management

Course Methodology

Instructor-led training that uses interactive learning methods, including class discussion, small group activities, and role-playing

Course Objectives

To understand the basics of bidding; To recognize the bid cycle; To establish the role of management (and the procedures) in the bid process; To learn ways to identify your customer's position; To understand how to 'qualify' the opportunity; To learn how to determine the bid strategy; To understand what the customer's explicit needs are; Ways to effectively analyze the competition; Understand how to build your bidding/tender team; Establish a bid plan; Make the document work for you; To sell the benefits in your proposal; Production of the bid/tender document; Carrying out post-tender activities; How to present to the customer (if this is allowed, under the bid/tender process); Negotiating the final deal

Target Audience

Sales professionals, engineers, marketing professionals, project managers, business development managers, heads of departments, client servicing personnel, etc., and any other individual in charge of preparing a tender request. What Is 'A Bid'?; Different Terms Of Bid: Request For Proposal (RFP), Request For Information (RFI), Request for Quotation (RFQ), Invitation to Tender (ITT), Etc.; What Is Bid Management?; The Bid Process; The Concept Of Effective Bid Management; The Bid Team; Creating An Effective Bid Team

Target Competencies

n/a