Workshops and Courses

The presentation stage of a public sector opportunity is almost never given the same proportion of focus as the tender document. This is a significant problem as many an opportunity is lost at this stage because of a lack of preparation, an inability to engage with the ‘audience’ and the lack of confidence of the presenters.

The Public Sector procurement processes go to extraordinary lengths to prevent relationships and direct contact with the decision makers influencing the outcome of a procurement competition. The outcome is that the process can get in the way of our ability to communicate those things which would allow the competition to get the best result.

The one-day course briefly covers the processes for engaging the Public Sector in contract competitions. It then goes on to deal with how you can work the processes and the bidding environment to get a competitive advantage, even if you are new to this type of bidding.

The Public Sector Procurement Process seems designed to strip out your differentiation or worse still, share it with your competitors. Skilled practitioners turn this on its head, and use the process to bring out their advantages. They also know all the areas in which they can influence the process to turn it into a winning sales tool. This masterclass uncovers the best practices that skilled practitioners use to exploit the rules.

The executive summary sets the tone for the entire bid. Often it is the only section that is read by some key influencers. It will certainly be seen by all evaluators. Yet often it is written in a rush at the end of the bid process rather than used to set the key messages for all contributors. This workshop shows those involved in bid writing how to craft a winning Executive Summary;

Your price determines your profit (or loss) but can also be the difference between a winning and losing offer. This workshop is aimed at supporting bid staff to understand costs and pricing structures so that the best possible balance can be made between an attractive price and a desirable margin.

Many companies see the public sector market as one fraught with difficulties. The procurement processes can seem complex, cumbersome and difficult to understand. The sales cycle sometimes seems to be much longer than most business can tolerate. The language is different and the business risk of getting involved seems very high. No wonder many sales teams keep pressing on with the increasingly difficult traditional markets rather than changing focus to this lucrative business area.

The manner in which a bid team is managed can make the crucial difference between winning and losing. This workshop provides bid leaders and their management with the skills and tools to lead bid teams to produce excellent proposals;

Choosing the right strategy requires teams to consider their position with the customer and the likely strategies of the competition together with a host of other factors. Determining the winning strategy is an art that does not come easily to everyone and often requires experience to get it right. This workshop aims to give bid teams the fundamentals to bridge the experience gap so that they can confidently utilise strategies to increase their win chance;

Advanced Bid Management takes experienced sales people, sales support staff and bid professionals and improves their bid win rate. This course gets the bid team members to look at the bid response in a new and more efficient way, which has been proven to improve results in a variety of organisations.

How do you ensure you get to the next round? We’ll show you how to raise your success rate

The response to the Pre Qualification Questionnaire (PQQ) is very often a knee jerk response to the questionnaire arriving on the desk. However, if the opportunity is not eventually bid for and won, any effort expended against the PQQ is wasted. On the other hand, if the PQQ is not completed, you cannot bid for the contract – even though you are the best organisation on the planet to supply what is wanted!