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Introduction to Bidding and Tendering


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The course is designed principally to provide delegates with practical suggestions on how they and their businesses should approach the bidding process in order to maximise their resource utilisation and success rates as well as gain an appreciation of the bidding and tendering process.

Date and Time

22 November 2018 - 09:00-17:00


London, United Kingdom - icon_popup  (See map)


Contact IET Professional Development at pdcourses@theiet.org or on (0) 1438 765616 for more information.

About this event

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This course will provide delegates with an approach to identify genuine opportunities, highlight discriminators through win themes and value propositions and to structure and develop bid activities within a business unit ensuring resource is used appropriately and efficiently. The individual is challenged to focus upon each specific opportunity to improve the win rate.


Pre-bid activity

  • Opportunities
  • Know your customer
  • Know your own business
  • The process - expressions of interest, pre-qualification questionnaires, ITTs

Bidding process

  • Tender documentation
  • Competitive/non-competitive
  • EU public procurement regulations
  • Standstill period - Alcatel ruling
  • Iterative tendering

Issues with bidding overseas

  • Currency issues
  • Letters of credit
  • Banking guarantees
  • Business ethics
  • Offset/industrial participation

Legal elements of offer and acceptance

  • Non-compliance
  • Customer changes
  • Proposal review

Bid proposal phase

  • The importance of a bid go/no go review
  • Value propositions
  • The creation of internal and external teams
  • Structuring the response
  • Identifying win themes
  • Capture planning
  • Project planning
  • Estimating
  • Contractual and financial issues intellectual property
  • Internal bid review and approval processes

Continuing Professional Development

CPD logo declaring this event can contribute 7 hours towards your Continuing Professional Development

This event can contribute towards your Continuing Professional Development (CPD) as part of the IET's CPD monitoring scheme.


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