Winning Competitive Tenders Kit

The Winning Competitive Tenders Kit is a comprehensive collection of tender of topics and can be purchased for $295. Contact Us to purchase the kit.

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Table of Contents

CHAPTER 1 - ABOUT THIS KIT
1.1 Introduction toTendering.................................................................. 1.2
1.2 Understanding Tendering................................................................. 1.8
1.3 How to Use the Kit......................................................................... 1.11
CHAPTER 2 - UNDERSTANDING THE TENDER PROCESS
2.1 What is Tendering............................................... 2.2
2.2 The Four Step Tender Process 2.6
2.3 The Extended Tender Process 2.8
2.4 Key Issues in Tendering 2.14
2.5 When you read the Expression of Interest in the Press 2.17
CHAPTER 3 - IDENTIFYING AND EVALUATING TENDER OPPORTUNITIES
3.1 Forms of Tendering......................................................................... 3.2
3.2 Where to Find Tender Information..................................................... 3.4
3.3 The Go/No Go Decision to Tender.................................................... 3.9
3.4 Identify Your Competitive Advantages............................................... 3.12
3.5 Why Appoint Us............................................................................. 3.16
3.6 Create The Business...................................................................... 3.18
CHAPTER 4 - MANAGING YOUR TENDER
4.1 The Key to Tender Management...................................................... 4.3
4.2 The Bid Manager............................................................................ 4.6
4.3 The Tender Team............................................................................ 4.10
4.4 Tender Brainstorm Session............................................................. 4.15
4.5 The Tender Coordination Group........................................................ 4.20
4.6 Time Management.......................................................................... 4.24
CHAPTER 5 - STRATEGIES FOR WINNING
5.1 Key Issues For Tenderers............................................................... 5.3
5.2 Critical Success Factors................................................................. 5.9
5.3 Understand the Requirements.......................................................... 5.11
5.4 Core Strategy................................................................................. 5.15
5.5 Intelligence Gathering..................................................................... 5.19
5.6 Competitor Analysis....................................................................... 5.25
5.7 Knowing Your Client....................................................................... 5.27
CHAPTER 6 - THE EXPRESSION OF INTEREST
6.1 What is an Expression of Interest.................................................... 6.2
6.2 Typical Requirements..................................................................... 6.4
6.3 Expression of Interest Requirements................................................ 6.9
CHAPTER 7 - THE TENDER
7.1 Aim of the Tender Process.............................................................. 7.2
7.2 The Difference Between A Tender And A Proposal............................. 7.4
7.3 Tender Requirements...................................................................... 7.6
7.4 Your Approach............................................................................... 7.11
7.5 Tender Agreements........................................................................ 7.13
CHAPTER 8 - PREPARING A TENDER SUBMISSION
8.1 A Winning Approach....................................................................... 8.3
8.2 The Proposal.................................................................................. 8.11
8.3 The Executive Summary................................................................. 8.32
8.4 The Covering Letter......................................................................... 8.35
8.5 Format and Style............................................................................ 8.40
CHAPTER 9 - UNDERSTANDING PRICING
9.1 Facts and Guidelines...................................................................... 9.2
9.2 Pricing Principles........................................................................... 9.6
9.3 Develop Your Price......................................................................... 9.10
9.4 Cost Calculation............................................................................. 9.13
CHAPTER 10 - JOINT VENTURES
10.1 Another Winning Strategy.............................................................. 10.2
10.2 Forming A Joint Venture................................................................ 10.4
10.3 Managing Joint Ventures............................................................... 10.8
10.4 The Heads of Agreement............................................................... 10.9
CHAPTER 11 - IDEAS FOR ENHANCING YOUR TENDER
11.1 The Need to Differentiate............................................................... 11.2
11.2 Methods of Tender Enhancement................................................... 11.4
CHAPTER 12 - MARKETING YOUR TENDER
12.1 Marketing Your Tender - A Subtle And Focused Approach................ 12.2
12.2 Open Communication.................................................................... 12.6
13.3 Marketing Image........................................................................... 12.8
CHAPTER 13 - THE TENDER PRESENTATION
13.1 Preparing a Winning Presentation.................................................. 13.2
13.2 Planning...................................................................................... 13.5
13.3 Preparation.................................................................................. 13.7
13.4 Presentation................................................................................ 13.19
CHAPTER 14 - AFTER THE TENDER - WHAT TO DO
14.1 The Post Tender Situation............................................................. 14.2
14.2 Post Tender Action....................................................................... 14.5
14.3 Methods of Response................................................................... 14.8
CHAPTER 15 - THE EVALUATION PROCESS
15.1 Evaluation Team Roles................................................................. 15.2
15.2 Evaluation Criteria........................................................................ 15.9
15.3 Evaluation Procedure.................................................................... 15.13
CHAPTER 16 - MANAGING THE WIN
16.1 Winning Comes in Different Ways.................................................. 16.2
16.2 Stages of Commitment................................................................. 16.6
16.3 The Contract................................................................................ 16.11
16.4 Dispute Resolution....................................................................... 16.14
CHAPTER 17 - WIN/LOSS ANALYSIS
17.1 Tender Win/Loss Analysis............................................................ 17.2
17.2 Tender Costs............................................................................... 17.7
17.3 Win/Loss Analysis Checklists....................................................... 17.10
17.4 Tender Performance Evaluation......................................................

 

17.15

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