An astute bid team can gain a significant competitive advantage by understanding how to implement the public sector rules to their
advantage, and even seasoned public sector bid professionals will gain insight from this training. For those less experienced, it is an opportunity to get to grips with the nuances of this challenging bid environment. The two-day course blends both education and skills development. Your team will learn how to interpret the rules whilst practicing new skills and techniques which can be deployed on your very next bid.
Exploiting the procurement rules for competitive advantage
We start with a review of the evaluation process and the rules which the evaluators are bound by. We then look at how these rules can be used to gain a competitive advantage.
What the evaluators want and why we must please them
Every bid must be critically evaluated by a person or team and then scored. Their work is reviewed, and a final score is allocated. However, these are real people who have some discretion about the scores they recommend and who they finally select. We look at how you can influence them to use their discretion in your favour.
Providing assurance to decision makers
After the decision to award the contract, any failure will reflect on the ultimate decision makers who chose the supplier. Therefore, the decision makers are reluctant to award a contract to any supplier who cannot provide assurance they will deliver. We show you how to give the decision makers the feel-good factor.
Competitive strategies to defeat the competition
We know that to win a war you must know your competitor’s capabilities as well as your own. We show you how to
identify your competitive positioning and use that information to form your bid strategy. We show you how to roll out
that strategy and improve your win chances.
Executive Summaries that truly articulate your value
The Executive Summary should never be an afterthought. It should be the focus of the entire bid effort from the outset. We show you how to develop an Executive Summary which is at the centre of your bid, that will be used by the evaluators to support their decision to recommend you as the winner.
Developing compelling content to achieve maximum scores
We show you how you can match your response content to the key criteria needed to score points. Then we show you how to increase the points scored.
Getting the best from your Solution and Technical Experts
Bid contributors are rarely taught how to write compelling proposal content. Responses written from a purely technical perspective generally result in low scoring proposals. How much better would it be if the contributors provided answers that could be dropped into the final bid response without rework? We will show you how.
Writing techniques that deliver incremental gains
If your response is difficult to understand, it will score poorly. We will share some simple techniques and tools that will increase the comprehensibility of all your bid responses and improve your win rate.
The evaluator must allocate a score by picking through your response whilst following a set of complicated rules. If your team understands the enormity of this challenge, they will understand and empathise with why it is so important to deliver a bid that is easy to score. This unique exercise at the conclusion of the course brings everything together and will change your bid team’s perspective on bid writing forever.