Bid and Proposal Workshop

Bid and Proposal – The Real Scenario

Writing a winning business proposals is both a skill and a craft that can be mastered through training and practice. Make your next business or bid/sales proposal stand out from your competitors by learning how to plan and design a document that not only provides practical information, but grabs the reader and holds their attention to the end.

Effective bid management is a means to successfully and systematically coordinate your tender submissions, to lead to the best possible bid. You can learn from each bid to streamline your bidding next time around, so that on each occasion you are better prepared and not doing everything from scratch

Drop a Query








Bid management is something you can constantly review and improve. You can refine your bid management approaches at any time, but the best time is long before the tender is advertised.

Process includes:

  • Having a system and processes
  • Knowing what is on the horizon
  • Having the ‘bidding machine’ in place to deliver your bid strategy
  • Knowing when to bid and when not to bid
  • Knowing when to withdraw and what your priorities are
  • Scheduling when important tenders need completing
  • Knowing who completes what & where evidence & past bids are kept
  • Managing risk and budgets
  • Making the most of different specialisms available to you
  • Choosing the right deals to pursue, customer focussed proposal content
  • Using Bid Decision to verify winability, Ensure “Show Stoppers” are addressed
  • Create winning discriminators and differentiators against competition
  • Setup the proposal development tracking process
  • Establish and conduct multi-gate reviews
  • Implement proposal quality assurance standards
  • Setup proposal production process

Whether a proposal is to a company or to a government department, we face the same challenges-how to manage resources and time effectively and submit a persuasive, value-focused submission. It is not as easy as it looks. Companies of all sizes spend too much time and effort chasing work that results in winning only a few projects. It stresses your staff and your bottom line. What if there is a way to develop processes and techniques that deliver consistent results, require less time and effort, reduce your overhead costs, and increase your revenue? Yes, Register with us today and get to know.

Whether a proposal is to a company or to a government department, or for services or products, we face the same challenges—how to manage resources and time effectively and provide a persuasive, value-focused submittal. It is not as easy as one might think.

Companies of all sizes spend too much time and effort chasing work that results in winning only a few projects. It creates stress for your staff and your bottom line. What if there were processes and techniques that engage your whole business development cycle, deliver consistent results, require less time and effort, reduce overhead costs, and increase revenue?

Companies respond to all types of bids or proposals:

  • Statement of Qualifications
  • Price Bid
  • Formal Proposal
  • Letter Proposal
  • Marketing Brochure

Whatever format your bid or proposal takes, the response is a key step in a complex sales process. It is a written offer from your company to a prospective buyer, who might be a company or a government department. The proposal should educate the buyer about your company’s capabilities, put your products or services in a beneficial light, and responds to the buyer’s requirements and needs. The bid does all a proposal does and offers a value-based price proposal for the product or service.

Despite the different audiences for commercial and government proposals, they have much in common. In particular, commonalities include excessive time and effort invested in creating proposals although effective processes exist to decrease the expense and improve the bottom line.

Excitement drives the start of a project life cycle, yet the temptation to do business at any cost can quickly leave risk factors exposed and costs unaccounted for. This Bid and Proposal Workshop can help you focus every project from the beginning.

During the Bid and Proposal Workshop, through real-world examples, you will learn how to:

  • Develop adaptable proposal processes that fit your company culture, your business, and the bid or proposal.
  • Build collaboration and team work using techniques to manage workflow, reduce overtime, and improve well-being of yourself and your staff.
  • Establish metrics that improve your results.
  • Use proposal best practices that work in all industries and with all types of bids or proposals.
  • Develop client-focused proposals that articulate your value proposition.
  • Develop effective price strategies
  • Develop quality assurance practices that deliver consistent, compliant results

Professionals who should attend this Bid and Proposal Workshop are those who are interested in improving their proposal success rate —individuals who are involved in any aspect of bid and proposal management, sales and marketing, customer engagement, revenue generating, solution consultants. Specifically, workshop attendees may include chief executive officers, chief financial officers, directors, managers, and executives.

Session 1: Qualifying the opportunity

Objectives

  • Choosing the right deals to pursue
  • Using Bid Decision to verify winability
  • Ensure “Show Stoppers” are addressed

Key Competency Area

  • Bid Decision
  • Compliance & Responsiveness
  • Capture Planning
  • Price to Win
Session 2: Proposal Planning

Objectives

  • Commit to a best practices based process
  • Prepare Proposal Management Plan

Key Competency Area

  • Schedule Development
  • Risk Management
  • Team Selection and Management
  • Daily Team Management
  • Virtual Team Management
  • Review Management
  • Headings and Graphics
  • Page and Document Design
Session 3: Proposal Development

Objectives

  • Create an evaluator friendly proposal structure
  • Create customer focussed proposal content
  • Create winning discriminators and differentiators against competition

Key Competency Area

  • Proposal Strategy Development
  • Requirements Identification
  • Compliance Checklist Development
  • Outline Development
  • Teaming Identification
  • Executive Summary Development
  • Story Board Development
  • Winning Price Development
Session 4: Proposal Management

Objectives

  • Setup the proposal development tracking process
  • Establish and conduct multi-gate reviews
  • Implement proposal quality assurance standards
  • Setup proposal production process

Key Competency Area

  • Story Board Review Management
  • Kick-off Meeting Review Management
  • Colour Reviews
  • Proposal Progress Reporting
  • Final Document Review
  • Production Management
  • Lessons Learnt Analysis and Management
Session 5: Sales Orientation

Objectives

  • Understand the business development lifecycle
  • Understand the capture management process

Key Competency Area

  • Sales Lifecycle
  • Capture Planning
  • Price to Win
  • Oral Proposals

 Session 6: Test Preparation
Objectives

  • Analyse the question patterns
  • Quick recall of the key competency areas
  • Course workbook
  • Effective tools that can be implemented immediately
  • Web links to online resources
  • Case Studiess
  • Participation Certificate
  • 20% Off on all events by XEROZO worldwide
  • **Dinner opportunity with speaker
**T&C apply

Upon the successful completion of this workshop, you will receive a Certificate of Completion bearing the signatures of the Course Director and the Course Organizer.  The Certificate will testify to your endeavor and serve your professional advancement.