Successful bid management

Successful bid management

Successful bid management is all about preparation, teamwork, process and, above all, clarity of proposition.

This programme is therefore designed to follow a process – either a robust process already in place within your organisation or one co-developed for you with the trainer – with a specific tender opportunity in mind. It focuses on medium- and high-value bids into large corporate or public sector organisations, ie, bids large enough to require a dedicated bid management team.

Full details below or download course outline.

Learning objectives
This programme will help you:

  • Understand the client procurement strategy and tender process
  • Establish from market intelligence factors that could inform an early bid / no bid decision
  • Evaluate the competitive position
  • Use all known factors to formulate a win business strategy and value proposition
  • Identify the key roles and responsibilities of those taking part in the bid process
  • Address important commercial aspects to ensure compliance
  • Apply a structured approach and timetable the review process
  • Understand the purpose of each review to ensure efficient delivery of the bid
  • Establish a post bid strategy
Who should attend?
This programme is designed for bid teams, whether permanent or ad hoc. For maximum value the entire team should participate. This should include anyone not formally part of the team but whose input will be required for a specific bid.

Course format
A very practical, interactive one-day session for a maximum group size of 12. There are lots of different activities throughout the day, as well as a number of formal inputs from the trainer.

Special features
The majority of the training we deliver is either tailored or completely bespoke. This workshop can therefore be delivered entirely as advertised, or it can be tailored to your particular requirements, or we can simply take it as a starting point for a conversation with you before we draft a completely bespoke programme for you – the choice is yours. As a rule, there is no additional charge for this service.

Expert trainer
Brian has many years’ experience working in the Ministry of Defence and QinetiQ, a major technology supplier to MOD and other Public Sector organisations. He is a qualified Project and Account Manager, having managed the relationships between QinetiQ to MOD and other public sector organisations such as DEFRA, HSE, Environment Agency. He took part in numerous bids to these clients in both competitive and non-competitive procurements, before becoming an independent consultant in 2011, since when he has advised a range of organisations on business development issues.

A popular trainer, his programmes get excellent feedback, as the comments from participants show:

  • ‘The trainer was excellent at explaining the content clearly.’
  • ‘Very informative, very to the point.’
  • ‘Good clear and concise information.’
  • ‘Good course for teasing out key aspects of writing a tender.’
  • ‘A good in-depth one day training course on successful bidding and tendering.’
  • ‘Brings out the group’s ideas that might have been missed.’
  • ‘The course identified and reinforced the principles of tender management.’
  • ‘It turns a lot of lights on in your tender thinking.’
  • ‘Good introduction to tender writing.’
  • ‘Very well put across and [the trainer] answered questions very well.’
  • ‘Very good trainer.’
  • ‘Relaxed style.’
  • ‘It gets your team involved in the tender at the same time as learning about tendering.’

Successful bidding and tendering – course outline

1 Principles of successful bid management

  • Alignment with business strategy
  • Opportunity evaluation
  • Competitor analysis
  • Risk analysis
  • Go / no go criteria
  • Tender bid team roles and responsibilities
  • Reviews and decision gates
  • Storyboarding
  • Drafting the bid documents

2 Understanding the client’s processes

  • Stakeholders
  • Form of bid
  • Timetable
  • Evaluation process and scoring
  • Exercises

3 Bid compliance

  • Technical requirements
  • Commercial requirements
  • Contractual requirements
  • Exercises

4 Developing a winning bid

  • Capture plans
  • Win themes
  • Value propositions
  • Adding value
  • Innovation
  • Red team reviews
  • Tender documents
  • Exercises

5 Action planning

  • Review of roles and responsibilities
  • Follow-up actions