What does the course cover? It covers the key areas of: proposal risk management, bid presentation, bid collation, bid preparation and bid procedures. Topics include:
- Understanding how to identify and mitigate risks found lurking in those invitations to tender documents.
- Ensuring that you produce a winning proposal that highlights your companies strengths and hides your weaknesses.
- Bid Management and Methodologies.
- Bid management Golden Rules – the must do’s and must not's.
- Controlling and Reviewing Bids.
- Bid controls – how to control risk, costs, proposal design and the solution.
- Bid reviews – risk, legal, quality and project approach reviews.
Course Objective:
- Understanding how to identify and mitigate risks found lurking in those invitations to tender documents.
- Ensuring that you produce a winning proposal that highlights your companies strengths and hides your weaknesses.
- Bid Management and Methodologies.
Bid management Golden Rules – the must do’s and must not's.
- Controlling and Reviewing Bids.
- Bid controls – how to control risk, costs, proposal design and the solution.
- Bid reviews – risk, legal, quality and project approach reviews.
Course Certificate:
Masters Consultant will issue attendance certificates to all attendees after attending the course duration.
Course Outline:
Day 1
- The risk and opportunity assessment model.
- Elements of the Proposal.
- Executive summaries.
- Covers and title pages.
- Compliance matrices.
Day 2
- Appendices.
- Effective CV's.
- Proposal Management-How It Works.
- Proposals for large and small projects.
- Role of contract manager on proposal team.
- Selecting the proposal manager and establishing the proposal team.
Day 3
- Preparing a proposal plan.
- Establishing and managing schedules.
- Using contract analysis teams and other approaches to quality control.
- Preparing Winning Commercial, Financial, and Legal Proposal Content.
- Understanding the customer’s rules.
- Written & Unwritten.
- Understanding the bid strategy.
Day 4
- Taking exception to the customer’s terms and conditions!
- Assessing and communicating cost and risk.
- Terms and conditions (Ts and Cs) have costs.
- Ts and Cs have risks.
- Involving affected organizations - Internal & External.
- Why proposal terms and conditions are important.
- Preserving ability to negotiate.
- Fixing cost and risk.
- Ensuring customers understand the offer.
- Planning a bid and the techniques you need.
- Bid planning-planning a bid.
- Bid tool kit - processes & procedures to assist bid management.
- The detailed methodology - including the tools required.
- Bid Risk Management.
- Understanding and planning risk within a proposal (this is a complex area).
- Bid Presentation.
- The presentation of your proposal in order to win.
- Bid Evaluation.
- What are clients looking for? Overview tricks and hints.
Day 5
- Bid Strategy.
- How to plan a winning strategy.
- Bid Pricing.
- Pricing for profit, risk and success.
- Bid administration & collation of the tender.
- Assembling the tender documents and bringing all the crucial components together in a controlled manner.