Tendering without tears: a guide to managing and responding to major procurements
For more information visit the Power Seminars event page
Date 11-12 September 2008
Time
Day one:
09:30 - Registration
16:30 - Finish
Day two:
09:30 - Start
16:00 - Finish
Location
The Gordon Craig Theatre, Stevenage, UK
About this event
With the growth in outsourcing the number of major procurements that organisations need to manage has grown. Selecting and managing the supplier is a major issue in addition to the complexities involved in procuring the goods and services. The modern enterprise must have both the systems and the skills to deliver complex procurement programmes on time, to budget and with the necessary governance to demonstrate best value for money and fairness of treatment.
Increasingly sales professionals have to go through a competitive tendering process to win business. Success demands more than just the right product at the right price. Indeed those elements may not even be considered if the bid does not meet all the strictures of the invitation to tender (ITT). Bidders must have in place the systems and skills to create compliant bids that put their offers in the best light.
This two-day programme gives those both running and responding to major bids a unique opportunity to see the entire process from both the buyer and seller perspectives. Each day is designed as a stand-alone programme with the buyers’ perspective covered on day one and sellers on day two.
Who should attend?
- Project managers
- Budget holders
- Managers responsible for outsourcing goods and services
- Procurement team members
- Technical experts who will be involved in the procurement initiative
- Key stakeholders to major procurement initiatives
- Senior managers responsible for major procurements and/or Bids
- Those working in sales and / or marketing
Benefits of attending day one
- Identify the skills and knowledge required to manage major procurements
- Implement effective contract governance
- Schedule key milestones effectively
- Recognise the need for an effective communications programme
- Assess value for money
- Work confidently within legal constraints
- Keep stakeholders, including bidders, engaged over a long period of time.
Benefits of attending day two
- Respond to ITTs with greater confidence
- Improve their success rate of converting bids into sales
- Reduce stress by structuring their resources more effectively
- Avoid common traps
- Gain practical tips and tricks
- Differentiate their bids.
Programme
Day one - The Buyer’s Perspective - Managing Major Procurements
Day one provides an overview of the procurement and bidding processes and identifies particular issues that arise in major procurement projects and how to avoid common pitfalls:
- Preparing the specification
- Supplier pre-qualification and selection
- Tender preparation and issue
- Tender management and assessment
- Identification and management of risk in the bidding process
- Stakeholder management
Day two - The Seller’s Perspective - Managing the Bid Process
Bidding for contracts is a time consuming and expensive process, it is essential that the opportunity for success is maximised. Having looked in day one at how buyers think, here we look at the key issues for those bidding for contracts. We cover how to structure a bid; playing the points game; ensuring compliance and organising yourself to bid effectively and efficiently. It is designed for sales professionals, contract managers and others involved in preparing quotations for customers or bidding for work. It includes:
- Assessing and managing risk in the bidding process
- Managing the process to create successful bids
- Proposal planning
- Proposal writing
- Pricing the bid
- Complying with instructions
- Getting your bid noticed
Organiser
This event is organised by Power Seminars