Capture Phase
Capture Training equips you with the skills to influence your client’s requirements and position your solution at the very earliest opportunity in the Bid Lifecycle.
Bid and Pursuit Phase
Bid and Pursuit Training takes a broader look at the pre- and post-proposal activities which must be closely managed to ensure success. You’ll learn to challenge the status quo, sharpen your win strategy and motivate all those involved to perform at the highest level.
Proposal Phase
Proposal Training equips you with the skills needed to develop a professional, high-scoring written response that stands out from the crowd.
Courses Related to Capture Phase 
The Politics of Bidding into Public Sector and Influencing the Influencers
Public Sector procurement processes go to extraordinary lengths to prevent suppliers forming direct relationships which may influence the outcome of the procurement. This workshop will lead you through simple strategies to improve your ability to get your message to the people that matter most. It will look at all routes to communicating with the decision making team, how to get the messages through despite the procurement restrictions and what purchasers in the Public Sector can do “legitimately” to skew the results (for you or against you!).
1/2 DAY FACILITATED WORKSHOP
Buyer Insights Workshop
We have used our extensive purchasing expertise to develop this one-day workshop. We will provide attendees with real insight into buyer processes and clearly identify the techniques and tactics you need to adopt to gain a real competitive advantage.
1 DAY
Bidding Masterclass – Pipeline Management
This course sets the tone and standards for bids and proposals across your organisation. It specifically addresses best practice regarding pipeline management and how to ensure timely visibility of business opportunities. Our one-day event covers the basics – but our two-day course allows for more practical sessions where new skills and techniques can be fully embedded.
2 DAYS
Bidding Masterclass – Building a Winning Team
This course sets the tone and standards for bids and proposals across your organisation. It specifically addresses best practice regarding assembling your ‘A’ team and how to build a scalable yet flexible resource model. Our one-day event covers the basics – but our two-day course allows for more practical sessions where new skills and techniques can be fully embedded.
2 DAYS
Differentiating Yourself
Procurement processes are usually designed to compare “apples with apples”, stripping out key elements of innovation and differentiation. Our skilled practitioners will turn this approach on its head. They will demonstrate the best practices experienced professionals use to exploit the rules. They know all the areas that you can influence and will teach you how to showcase your unique strengths, gain a competitive advantage and turn the procurement process into a winning sales tool.
1 DAY
Bidding Masterclass – Building a Winning Team
This course sets the tone and standards for bids and proposals across your organisation and specifically addresses best practice regarding assembling your ‘A’ team and how to build a scalable yet flexible resource model. Although offered as a one-day event, the two-day course allows for more practical sessions where the new skills and techniques can be fully embedded.
2 DAYS
Win Strategy Development
Developing a winning bid strategy is both an art and a science which does not necessarily come easily to all those involved in bidding. This engaging workshop will teach bid and proposal professionals how to evaluate different bid strategies and also how to pick the strategy most likely to succeed against the competition. We teach you how to embed the win strategy into the Executive Summary, the entire written submission, final presentation and all associated bid marketing.
1 DAY
Bidding Masterclass - Qualification
This course sets the tone and standards for bids and proposals across your organisation. It specifically addresses best practice regarding qualification and the bid go/no go decision. We focus on the fundamental questions affecting qualification: Is it real? Do you want it? Can you win it? Can you deliver it? Understanding the art of qualification will help you to invest in the right opportunities, optimise your bidding efforts and maximise your chances of winning. Our one-day event covers the basics – but our two-day course allows for more practical sessions where new skills and techniques can be fully embedded.
2 DAYS
Bidding Masterclass – Building a Winning Team
This course sets the tone and standards for bids and proposals across your organisation and specifically addresses best practice regarding assembling your ‘A’ team and how to build a scalable yet flexible resource model. Although offered as a one-day event, the two-day course allows for more practical sessions where the new skills and techniques can be fully embedded.
2 DAYS
Proposal Reviewer Training
This hands on workshop establishes the roles and responsibilities of those responsible for reviewing the proposal - from defining what ‘great’ looks like to review and feedback techniques appropriate to the time pressured proposal environment.
1/2 DAY
Responding to the PQQ
How do you successfully get invited to the RFP stage? This workshop uses your own real examples to explore the most common PQQ pitfalls and develop a pragmatic approach to overcoming them. We cover the eight key strategies which will lead to success, including which strategy to employ when you cannot fully answer every question. By the end of the session you will understand how to leverage the evaluation system to your best advantage.
1/2 DAY
Bidding Masterclass – RFP Submission
This course sets the tone and standards for bids and proposals across your organisation. It specifically addresses best practices regarding managing the RFP Submission. We look at the tools, resources, people and project management skills required to submit a winning bid. Although offered as a one-day event, the two-day course allows for more practical sessions where the new skills and techniques can be fully embedded.
2 DAYS
Bidding Masterclass – Kick Off
This course sets the tone and standards for bids and proposals across your organisation. It specifically shows you how to plan and lead an effective kick off meeting and ensure full buy-in to the win strategy and key milestones. Our one-day event covers the basics – but our two-day course allows for more practical sessions where new skills and techniques can be fully embedded.
2 DAYS
Bidding Masterclass – Solution Design
This course sets the tone and standards for bids and proposals across your organisation. It specifically equips subject matter experts with the skills to develop concise and articulate proposals which showcase your solution in easy-to-understand language. Our one-day event covers the basics – but our two-day course allows for more practical sessions where new skills and techniques can be fully embedded.
2 DAYS
Developing a Winning Bid from Cost to Price
Price determines your profit (or loss) but can also be the difference between winning and losing. This workshop ensures bid staff understand cost and pricing structures so that the best possible balance can be achieved between an attractive price and a desirable margin. We cover the advantages and risks associated with a variety of pricing structures and show you how to cost your price for competitive advantage.
1 DAY
Professional Proposal Writing
Our critically acclaimed writing training will refine and develop writing skills to enable you to confidently produce professionally written proposals. We show you how to consistently incorporate win strategies and win themes into your writing whilst avoiding unnecessary jargon, acronyms and phrases.
For all those tasked with developing Executive Summaries, this course will dispel misconceptions and give you structure and tips on how to write a Customer Focused Executive Summary.
1 OR 2 DAYS
Bidding Masterclass – Building a Winning Team
This course sets the tone and standards for bids and proposals across your organisation and specifically addresses best practice regarding assembling your ‘A’ team and how to build a scalable yet flexible resource model. Although offered as a one-day event, the two-day course allows for more practical sessions where the new skills and techniques can be fully embedded.
2 DAYS
Bidding Masterclass – Effective Reviews
This course sets the tone and standards for bids and proposals across your organisation. It specifically addresses how to conduct final document or Red Team reviews. We highlight best practice tools and techniques to ensure all your reviewers take a consistent approach. Our one-day event covers the basics – but our two-day course allows for more practical sessions where new skills and techniques can be fully embedded.
2 DAYS
Document Management
An APMP certified professional will guide attendees through the critical components of document management and production, showing you how to establish and then confidently manage document development throughout the proposal process.
1 DAY
Presentation, Preparation and Delivery
Does your client presentation clearly articulate the value proposition and win themes outlined in the RFP? Learn how to manage the process of converting your proposal into a high impact presentation including planning, ensuring consistency, materials development, buyer tactics, presentation style, feedback and effective rehearsals.
1 DAY COURSE OR LIVE DEAL COACHING AS REQUIRED
Bidding Masterclass – Clarifications
This course sets the tone and standards for bids and proposals across your organisation. It specifically shows you how to use clarification as a tactical and strategic sales enabler. Our one-day event covers the basics – but our two-day course allows for more practical sessions where new skills and techniques can be fully embedded.
2 DAYS
Bidding Masterclass – Negotiation
This course sets the tone and standards for bids and proposals across your organisation. It specifically shows you how to model the risks and financial impact of any anticipated negotiation on your best and final offer. Our one-day event covers the basics – but our two-day course allows for more practical sessions where new skills and techniques can be fully embedded.
2 DAYS
Award
If successful, we’re sure you don’t need our help to arrange a party. If, however, you were unsuccessful there are various ways you can legitimately challenge the award of Public Sector contracts. Let our experts navigate you through this complex process.
DEPENDENT UPON REQUIREMENT
Bidding Masterclass – Learning Reviews
This course sets the tone and standards for bids and proposals across your organisation. It specifically addresses how to conduct effective learning reviews to ensure you winning habits are ingrained and mistakes are not repeated. Our one-day event covers the basics – but our two-day course allows for more practical sessions where new skills and techniques can be fully embedded.
2 DAYS
Bidding Masterclass – Re-Bid Strategy
This course sets the tone and standards for bids and proposals across your organisation. It specifically shows you how to avoid incumbent complacency when re-bidding existing work. Our one-day event covers the basics – but our two-day course allows for more practical sessions where new skills and techniques can be fully embedded.
2 DAYS
