Winning Tenders, Bids and Proposals

Event Details

    Understanding procurement 

    • Why procurement practices are becoming so widely used
    • What procurement practices are being used in the industry
    • Extend this understanding to do a better job in the RFP process 


    Picking your battles 

    • Creating a successful proposal by focusing your time and resources on a small number of selected RFPs
    • Realistically assessing each opportunity
    • Improving your success ratio by only responding to RFPs where you can offer the best solution to a customer 


    Understanding the requirement (process) 

    • Understanding the rules and playing the game
    • Methodically analyse the form of response the customer is asking for
    • What information to present at what stage in the process
    • What to do and not to do 


    Understanding the requirement 

    • Identifying the customer’s requirements and what they really want
    • Distinguishing between what the customer wants to buy, and what you have to sell
    • Avoiding common mistakes 


    Understanding the wider need

    • Knowing your customer’s operating environment and strategic objectives
    • Discover your unique customer’s environment and objectives


    Understanding your strengths and weaknesses 

    • Identifying your strengths and weaknesses relative to each RFP
    • Showing your customer that your offering is ideally suited to their requirements
    • Managing your real and perceived weaknesses 


    The importance of accurately understanding your competition 

    • Analysing your competition – both known and unknown
    • Differentiating your offer 


    Planning the bid 

    • Planning your proposal preparation to go smoothly and meet the non-negotiable deadline
    • Getting required input from internal and external stakeholders
    • Making sure your response is compelling and compliant 


    Preparing the bid 

    • Best practice organisation and methods for RFP preparation
    • Writing the RFP the customer asked for, in the format they asked for it, and in language they can understand
    • Demonstrating why your solution is ideal for your customer and why you’re their ideal business partner
    • Creativity in RFPs – making a positive impression 


    The post-RFP presentation 

    • Planning your presentation as a short-listed supplier
    • Important elements of your presentation, and what to avoid
    • Delivering the presentation to the customer’s selection team 


    The wider picture

    • Establishing a wider approach to the RFP process
    • Steps to win a customer before you respond to the RFP
    • Building a relationship with your future customers and maintaining relationships with existing customers
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