Winning Competitive Tenders Workbook
Comprises Workshop Training Modules

The Winning Competitive Tenders Workshop includes a number of topics and exercises shown below. You can select any number of topics for your special customised hands-on workshop. This workshop has a supporting 52 page workbook, which may be separately purchased for $95. Contact Us to discuss the workshop or to purchase the workbook.

Topics Exercises
  • Introduction to tendering
    -tenders what is required
    -the course will provide
  • Understanding tendering
Understanding the tender process  
  • What is tendering
  • The tender process
  • Key issues in tendering
  • The complete tender process
  • Why do organisations seek tenders
  • What are the key steps in a tender process
Where to find tenders  
  • Forms of tendering
  • Where to find tender information
  • Where do I find my tenders
Case study  
  • Read the case study
  • What are the specific services requested by the client.
  • What factors should I consider in this tender.
Should I tender for the work  
  • The go/no go decision
  • Identify your competitive advantages
  • The go/no go decision checklist
  • Finding my competitive advantages
Check out my competitors  
  • Identify my competitors
  • Who are my competitors
  • Why are my competitors a threat to me
Managing a tender  
  • Role of the bid manager
  • The tender team
  • What are the important factors in managing tenders
  • Who is on the tender team
Planning the tender  
  • Tender brainstorm session
  • Tender coordination group
  • Time management
  • Prepare a list of key questions that you need to answer about the tender
  • Write the full list of activities required by the Client
  • Fill in the time schedule
Work Breakdown Structure  
  • What is a work breakdown structure
  • Risks
  • Resources required
  • Describe how you would organise for the work to be done
  • List your risks
  • List resources
  • -people
  • Calculate your costs
Winning strategies  
  • Key issues for tenderers
  • Critical success factors
  • Understand the requirements
  • A winning strategy
  • List the key reasons why people win tenders
Knowing my client  
  • Intelligence gathering
  • Questions to ask my client
  • Understand my client
  • Where can I find out about my client
  • Where can I find out more about the tender
  • Do I know the clients decision makers
The Expression of Interest  
  • What is an expression of interest
  • Some easy rules
The Tender  
  • What is a tender
  • A typical tender
  • What do I know about the tender
  • Prepare a table of contents from the case study
Preparing a Tender  
  • Where to begin
  • Table of contents
  • -client’s aims and objectives
    -task analysis and assessment
    -approach to the task
    -what an I offering

  • Clients aims and objectives
  • Task analysis and assessment
  • Approach to the task
  • What am I offering
Preparing My Credentials  
  • My company credentials
Preparing My Resume  
  • Writing resumes
  • Prepare your own resume
Extra Tender Information  
  • Quality assurance
  • Human and industrial relations
  • Environmental issues
  • Occupational health and safety
  • Staff training and development
  • Benefits of appointing us
  • Write your organisation’s approach to:
  • -quality assurance
    -H and IR
    -OH and S
  • Benefits of appointing us
The Executive Summary and Covering Letter  
  • What is an executive summary
  • Purpose of a covering letter
  • Prepare an Executive Summary
  • Write a Covering Letter
Put the Tender Together  
  • The full tender document
  • The format and style
  • The style guide
  • Designing the cover
  • Printing the tender
  • Choose your own format
  • Design the cover
Pricing the Tender  
  • Facts and guidelines
  • Estimating
  • Hourly rate
  • Overheads
    -labour, general
  • Escalation factors (inflation, taxes)
  • List the items you would include when calculating labour costs
  • Calculate your hourly rate
  • Calculate your non labour overheads
Simple Ideas to Help Win  
  • Ideas to improve your winning chances
  • Select five extra ideas
The Tender Presentation  
  • Presentation media
  • Extra brochure
  • Agenda
  • Major mistakes
  • Checklist
  • Practical presentation exercise
  • Prepare agenda
  • Prepare handouts
  • List some deadly sins to avoid in a presentation
After the Tender - What to Do  
  • What is happening
  • Client contact
  • Clarifying questions
  • Best and final offers
The Evaluation Process  
  • Understanding the process
  • Scoring the items
  • Project award
  • Sample letter of intent
Win Loss Analysis  
  • Reason for a win/loss analysis
  • Client questions
  • Project win/loss
  • Long run win/loss
Conditions of Contract  
  • Typical conditions of contract