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Introduction to Bidding and Tendering

Course overview 

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

Who should attend

The course is designed principally aimed at:

  • Business development staff;
  • Engineering, project and other staff involved in the development and writing of bids and tenders;
  • Managers involved in the development of company strategy and goals.

Topics Covered

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

  • Legal elements of bidding and tendering –
  • 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

Course objectives

To 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. 

By attending this course the delegate will better able to:

  • Appreciate the key issues to be considered and evaluated at each stage of the bidding and tendering process;
  • Have a better understanding of their relevance and how they can be practically applied. In particular the delegate will have a better understanding of the importance of singling out winning opportunities;
  • Identify and develop a consistent and coherent approach to proposal writing;
  • Have an understanding of the terminology, technical and procedural issues pertaining to the initial stages of an acquisition programme and be more commercially aware and able to target their resource where it may have the best outcome.

The delegate will benefit professionally from the knowledge which has been shared to become more focussed in establishing genuine opportunities that bring real utility to the company. The company gains personnel who can recognise the strengths the organisation can bring to meet the specific needs of its potential customers. Importantly the organisation should be enabled to optimise its resource on targeted requirements

Course dates and registration

Venue Dates Ref No. Status  
Manchester 20 October 2016 IBTJMA Register online

Book by 20 August for early bird rate

London 17 November 2016 IBTKLO Register online

Book by 17 September for early bird rate


Member  £549 + VAT (£109.80) Total £658.80
Non-member  £649 + VAT (£129.80) Total £778.80
Early bird booking discount (two months in advance)  
Member  £499 + VAT (£99.80) Total £598.80
Non-member  £599 + VAT (£119.80) Total £718.80

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