course | Certificate in Bids and Tender Management

Introduction to bids and tendering
 

• What is Bidding and Tendering all about?
• What makes a good Invitation to Tender (ITT)?
• What makes a good Bid?
• Why is it important?
   

Understanding the procurement cycle
 

• The procurement lifecycle from A to Z
• It all starts here – identifying the need and writing the specification
• Strategic Sourcing – key to choosing the right supplier
• P2P (Purchase to Pay)
   

Stakeholder Management
 

• Stakeholder mapping – who do we need to involve?
• Stakeholder analysis
• Involving the stakeholders
• Communicating with the stakeholders

Identifying the need
 

• Business alignment and cross-functional working are key
• Baselining – where are we now, and where do we want to be?
• Gathering requirements
• Needs – not wants
   

Markets, customers, and suppliers
 

• Analysing markets – Porter’s Five Forces and other tools
• How do buyers look at suppliers?
• How do suppliers look at customers?
• Finding the match – the right supplier for the right customer
   

Writing the specification
 

• From requirements to a specification
• What makes a good specification?
• What should and shouldn’t it include
• Output- and outcome-based specifications

The tendering process
 

• The tendering process from A to Z
• Fairness and transparency – avoiding corruption in all its forms
• Awarding the contract – with an emphasis on value
• Giving feedback to the bidders
   

Putting together the Invitation to Tender (ITT)
 

• What’s in a name – ITT, RFP, RFQ, and PQQ explained
• Who does what? – Good organisation is key to success
• Contents of a good ITT
• Starting with the end in mind – good evaluation criteria
   

Understanding the sales cycle
 

• The sales lifecycle from A to Z
• Approaching the prospect
• Writing and presenting the bid
• Handling objections and closing the sale

The bidding process
 

• The bidding process from A to Z
• To bid or not to bid – the bid /no-bid decision
• Writing, reviewing, and submitting the bid
• Getting the response you want
   

Putting together the bid
 

• What’s in a name – is this an ITT, or a PQQ, or something else?
• Who does what? – Good organisation is key to success
• Contents of a good bid
• It’s all about winning!
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Bid evaluation
 

• Longlisting and shortlisting
• Bid evaluation techniques – informal and formal
• Weighting and scoring – keep it simple!
• Looking for value – all the time

E-tendering
 

• What is e-tendering and how does it work?
• E-auctions
• The E-RFx
• Responding to an e-tender
   

Soft skills for procurement and bid-writing professionals
 

• Communication skills for bidding and tendering
• Persuasion as a key selling skill
• Engagement and motivation
• The art of negotiation